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Understanding purchase determinants of luxury vintage products

Research output: Contribution to journalArticlepeer-review

  • Cesare Amatulli
  • Giovanni Pino
  • Matteo De Angelis
  • Robert Cascio
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
Issue number8
Early online date7 May 2018
Publication statusPublished - Aug 2018


  • Amatulli et al. (2018) P&M

    Rights statement: This is the peer reviewed version of the following article: Amatulli C, Pino G, De Angelis M, Cascio R. Understanding purchase determinants of luxury vintage products. Psychol Mark. 2018; 35: 616–624., which has been published in final form at This article may be used for non-commercial purposes in accordance with Wiley Terms and Conditions for Use of Self-Archived Versions.

    Accepted author manuscript (Post-print), 347 KB, PDF document

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