Work

Understanding purchase determinants of luxury vintage products

Year: 2018

Type: article

Abstract: Despite increasing interest toward luxury vintage products, companies often struggle to understand why consumers buy those products. This article is aimed to advance knowledge about luxury vintage product consumption by identifying the latent determinants of Italian consumersʼ purchasing of these products. The article utilizes the means‐end chain (MEC) approach and the laddering interview technique to achieve this goal. Results show that consumers buy luxury vintage products mainly to satisfy their individual identity, improve their self‐confidence, and achieve a sense of fulfillment. The hierarchical value mapping resulting from the MEC analysis demonstrates that luxury vintage product consumption is undeniably aimed to improve consumersʼ perception of their desired and ideal individual self‐image. The article discusses the managerial implications of the study, along with its limitations and directions for future research.

Source: Psychology and Marketing

DOI: 10.1002/mar.21110

Authors: Cesare Amatulli, Giovanni Pino, Matteo De Angelis, Robert Cascio

Institutions: University of Bari Aldo Moro, University of Salento, Libera Università Internazionale degli Studi Sociali Guido Carli, University of Central Florida

Language: English

Topic: Consumer Behavior in Brand Consumption and Identification

Subfield: Marketing

Field: Business, Management and Accounting

Domain: Social Sciences

Open Access status: green

OpenAlex ID: W2800109626

FWCI: 9.876

Cites: 41

Cited by: 85

Related to: 10