Understanding purchase determinants of luxury vintage products

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

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    Abstract

    Despite increasing interest towards luxury vintage products, companies often struggle to understand why consumers buy those products. This paper is aimed to advance knowledge about luxury vintage product consumption by identifying the latent determinants of Italian consumersʼ purchasing of these products. The paper 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 paper discusses the managerial implications of the study, along with its limitations and directions for future research.
    Original languageEnglish
    Pages (from-to)616-624
    JournalPsychology and Marketing
    Volume35
    Issue number8
    Early online date7 May 2018
    DOIs
    Publication statusPublished - Aug 2018

    Keywords

    • Buying behavior
    • laddering interview technique
    • luxury vintage products
    • means-end chain analysis
    • purchasing motivations
    • vintage products

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