Luxury tourism through private sales websites: Exploration of prestige-seeking consumers’ motivations and managers’ perceptions

Geerts, Angy; Masset, Julie

doi:10.1016/j.jbusres.2022.02.083

Cited by 6 publications

(3 citation statements)

References 30 publications

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“…The study of the tourism industry is a vital part of the burgeoning business research into the contemporary consumer market. The demand for travel, vacations, flights, hotels and cruises crosses class boundaries and one of the few truisms that can be applied is that in general the higher the purchasing power of an individual, the more expensive the good and service request or provided (Angy Geerts and Masset, 2022; Benevolo and Spinelli, 2021; Amatulli et al ., 2017). There are exceptions but this paper has tried to outline the reasons for the rapid expansion of the super affluent classes who either procure or rent luxury yachts.…”

Section: Discussionmentioning

confidence: 99%

Sailing the tide of over consumption: applying a business history approach to explore the rising demand of luxury yachts and travel since 1979

Connors

2023

WHATT

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PurposeThe purpose of this paper is to identify how the socio-economic trends caused by the economic deregulation of the last four decades have led to a high-net-worth strata of individuals and families that conspicuously consumes luxury items and are the main customers in the luxury yacht market.Design/methodology/approachA selected cross-section review and discussion of relevant publications and theories within the field of tourism, social sciences, business and economic history are synthesised with relevant data to outline the factors leading to socio-economic change and conspicuous consumption.FindingsThis paper advocates for the synthesis of scholarly techniques found within the discipline of Business History to illuminate the development of a luxury yachting industry over the past four decades. Using the varieties of capitalism approach this paper demonstrates that the local characteristics of the BRIC (Brazil, Russia, India and China) in combination with the international globalisation and trade deregulation since 1980 has led to a new super wealthy class that engages in conspicuous consumption. Using a schema based on critical juncture theory, light has been shed on the specific factors underpinning the demand for luxury yachts as part of this conspicuous consumption.Originality/valueThis paper adds a new set of methodologies and theoretical tools to the student of luxury tourism that embed the practice within the context of socio-economic changes brought forth by economic globalisation since 1979, opening up new avenues of research.

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Section: Discussionmentioning

confidence: 99%

Sailing the tide of over consumption: applying a business history approach to explore the rising demand of luxury yachts and travel since 1979

Connors

2023

WHATT

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“…We used a manual thematic analysis conducted in three main steps to analyze and interpret our data, which was consistent with the methodological guidelines proposed by Gioia et al (2013). We followed the methodology used by Geerts and Masset (2022) when they came with a typology of customers of luxury hotels.…”

Section: Methodological Process and Analysismentioning

confidence: 99%

Consumers expectations toward luxury brands websites: a qualitative analysis through the lens of personal and interpersonal motivations

Veg-Sala,

Geerts

2023

QMR

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Purpose Nowadays all luxury brands have their own websites, using them either as a communication and/or distribution tool. However, luxury consumers might still have different perceptions regarding these websites, as it can be seen as a loss of prestige or selectivity. This study aims to have a deeper understanding of luxury consumers’ perceptions of luxury brand websites by identifying a typology and defining the individual characteristics of the groups identified. Design/methodology/approach The research uses the opposition of personal and interpersonal luxury as theoretical framework and the semiotic square based on this semantic opposition. A qualitative analysis based on 42 semi-structured interviews has been conducted. The interviews have been analyzed and subjected to interpretive content analysis. Findings The analysis of the verbatims shows that the consumers’ motivations toward luxury consumption (luxury for self or personal, luxury for others or interpersonal, negation of luxury for self and negation of luxury for others) can explain consumer differences in terms of attitudes toward luxury brand websites. The four classes are characterized according to their positive and negative perceptions of e-commerce and interaction tools used in luxury brands websites and also their expectations. Practical implications This study defines guidelines for managers to develop luxury brand websites that correspond to their target. Originality/value The originality of this study lies in the use of the semiotic square to refine the analysis of luxury consumers’ attitudes and to make more precise contributions. It also relies on using the theory of personal and interpersonal luxury to understand consumers’ expectations toward luxury brands websites.

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“…Por otro lado, los efectos interpersonales centran la importancia del consumo en cómo son vistas las personas por otros como consecuencia del mismo consumo; es decir, por la imagen que muestran a otras personas. Dentro de estos efectos se encuentran: Veblen, esnob y arrastre (Bahri-Ammari et al, 2020;Geerts & Masset, 2022;Nabi et al, 2019;Vigneron & Johnson, 1999). Así mismo, la compra de productos considerados lujo puede estar mediada por el materialismo (Luna-Cortés, 2018), centrándose en la idea de que las personas de la base de la pirámide económica perciben algunos productos básicos como un lujo (Sierra y Arias-Aguirre, 2021).…”

Section: Introductionunclassified

Productos de higiene básicos considerados lujo: un estudio en población base de la pirámide económica en Colombia

Neme-Chaves,

Sierra-Puentes

2024

RMCE

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El objetivo de este estudio fue explorar la influencia de los efectos personales (hedónico, perfeccionismo), interpersonales (snob, bandwagon, Veblen) y el materialismo en la intención de compra de productos básicos de higiene considerados lujo por parte de personas de la base de la pirámide económica. Se realizó una investigación cuantitativa de corte transversal a través de cuestionario estructurado. Los datos fueron analizados mediante modelamiento de ecuaciones estructurales (SEM), obteniendo índices de ajuste óptimos. Participaron 248 personas entre 18 y 72 años de la base de la pirámide, residentes en Bogotá (Colombia). Los hallazgos sugieren que el consumo de productos de higiene considerados lujo está motivado por la sensación de bienestar, las experiencias placenteras y emociones positivas, así como por la satisfacción que estos generan; y no tiene influencia la percepción de calidad, necesidad de demostración, de diferenciación o de pertenencia a un grupo. Los hallazgos de este estudio son novedosos al aproximar la comprensión de que el consumo de productos de lujo en población base de la pirámide no está anclado sólo al estudio de productos suntuosos no esenciales; además, que su funcionalidad no se limita al consumo de demostración o aspiracional, como tradicionalmente se ha estudiado. Se discuten las implicaciones de los hallazgos para la academia y la industria.

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Luxury tourism through private sales websites: Exploration of prestige-seeking consumers’ motivations and managers’ perceptions

Cited by 6 publications

References 30 publications

Sailing the tide of over consumption: applying a business history approach to explore the rising demand of luxury yachts and travel since 1979

Sailing the tide of over consumption: applying a business history approach to explore the rising demand of luxury yachts and travel since 1979

Consumers expectations toward luxury brands websites: a qualitative analysis through the lens of personal and interpersonal motivations

Productos de higiene básicos considerados lujo: un estudio en población base de la pirámide económica en Colombia

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