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La revente de produits de luxe de seconde-main : détachement émotionnel et professionnalisation du consommateur

Author

Listed:
  • Camille Bardin

    (CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

  • Aurélie Kessous

    (CERGAM - Centre d'Études et de Recherche en Gestion d'Aix-Marseille - AMU - Aix Marseille Université - UTLN - Université de Toulon)

Abstract

The present research focuses on consumer behavior in the luxury second-hand market from a resale perspective. More specifically, it investigates the processes of disposition, their different stages and meanings, as well as emerging practices, and identifies its implications on the consumer's relationship with the luxury brand. Through the analysis of twenty interviews with French consumers, this research confirms that resale requires an emotional detachment which contributes to the consumer's identity construction. The analysis highlights the singular practices and rituals put in place for this purpose, illustrated by the emergence of marketing strategies. Thus, this act shows a professionalization of the activity. Due to the distinctive affective and cognitive dimensions of luxury brands and the emotional attachment linked to the products, the consumer gets involved in this way to recreate a luxury experience.

Suggested Citation

  • Camille Bardin & Aurélie Kessous, 2022. "La revente de produits de luxe de seconde-main : détachement émotionnel et professionnalisation du consommateur," Post-Print hal-03689333, HAL.
    • Handle: RePEc:hal:journl:hal-03689333
    Note: View the original document on HAL open archive server: https://hal.science/hal-03689333
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