Materialistic consumers who seek unique products: How does their need for status and their affective response facilitate the repurchase intention of luxury goods?

Chan, Wing Yin; To, Kin Man; Chu, Wai Ching

doi:10.1016/j.jretconser.2015.07.001

Cited by 121 publications

(90 citation statements)

References 55 publications

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“…479, p < 0.001, fail safe number = 8; H 11 : ρ = 0.560, p < 0.001, fail safe number = 20). According to the findings, it is concluded that materialistic behavior raises the possibility of the consumer purchasing expensive and not needed goods in order to draw the attention of others (Shukla, 2008), as well as to stimulate an individual status identification (O'Cass & McEwen, 2004;Chan et al, 2015). Moreover, the results are in line with previous research findings (Kasser, 2002;Shukla, 2012;Loureiro & Araújo, 2014).…”

Section: Consequents Of Materialismsupporting

confidence: 86%

“…As previously mentioned, a materialistic individual is characterized by the accumulation of goods and services that go beyond basic needs, based on the importance he or she gives to presenting a sophisticated image (Kasser, 2002). The relationship of materialism with conspicuous and status behavior is proven by research results applied to the context of luxury goods and brands (Shukla, 2012;Chan et al, 2015), buying fancy cars (Sangkhawasi & Johri, 2007) and, more recently, clothing (Loureiro & Araújo, 2014 …”

Section: 3 C O N S P I C U O U S a N D S T A T U S Consumptionmentioning

confidence: 99%

“…This act becomes more complex with each new generation of consumers, raising issues referring to the (re)affirmation of identity, the definition of social status, to belonging to a group and to the definition of hierarchy, status or power (Flynn et al, 2013;Tsang et al, 2014). In this complex scenario, materialism has been increasingly used to explain this complexity (Hudders & Pandelaere, 2012;Chan et al, 2015).…”

Section: Introductionmentioning

confidence: 99%

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Meta-analysis of the antecedent and consequent constructs of materialism

Santini¹,

Ladeira²,

Sampaio³

et al. 2017

RBGN

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Purpose -Materialism has been gaining ground in the academic field, especially from the 1980s on, given the relevance of understanding sentiments connected to possessing and acquiring goods. Thus, this meta-analysis was carried out to assess the antecedents and consequents of materialism.Design/methodology/approach -Based on a systematic review, we gathered a total 77 articles that examined those aspects, generating 99 effects-sizes and a cumulative sample of 40,288 studied individuals.Findings -The antecedents of materialism that showed a significant relationship with this construct were: perceived hedonic value, interpersonal influence, life satisfaction, and income. As for the consequents, we observed significance for purchase intention, impulsive buying, compulsive buying, conspicuous consumption, status consumption, and consumer involvement. Regarding the moderating effect, we observed that small samples produce greater effects. Furthermore, for the relationship between materialism and purchase intention, there are stronger effects for surveys conducted in Western countries.Originality/value -Based on the methodology applied in this study, we expected a solid and generalizable contribution regarding construct materialism.

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Section: Consequents Of Materialismsupporting

confidence: 86%

Section: 3 C O N S P I C U O U S a N D S T A T U S Consumptionmentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

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Meta-analysis of the antecedent and consequent constructs of materialism

Santini¹,

Ladeira²,

Sampaio³

et al. 2017

RBGN

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“…The affective response of consumers (feel and experience) influences their purchase intention for luxury goods (Chan, To, & Chu, ). Affective attitude is the emotional value people derive from the feelings or affective states that luxury goods generate (Sweeney & Soutar, ).…”

Section: Literature Reviewmentioning

confidence: 99%

“…The cognitive elements relate to the extent that consumers evaluate a luxury item as both advantageous and beneficial. Materialism has links to the display of wealth and symbolic meanings obtained from social standing, which subsequently influence consumers’ affective attitudes towards luxury goods (Chan et al, ). Therefore, emotions indirectly influence the cognitive elements and directly affect luxury brand purchase intentions (French et al, ; Slovic, Finucane, Peters, & MacGregor, ).…”

Section: Hypothesis Developmentmentioning

confidence: 99%

The effect of religiosity on luxury goods: The case of Chilean youths

Arli

Gil

Esch

2020

Int J Consumer Studies

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Religion has always rejected the concept of materialism and urged people to live in simplicity and moderation. Nonetheless, reality reveals a different phenomenon. Studies on religion and materialism have found inconsistent results. We examine the effect of religion on materialism and affective attitudes towards luxury goods and the mediating effect of materialism on affective attitude towards luxury goods. We propose the idea that many religious people reject the concept of materialism, but they consider luxury goods consumption compatible with their religious beliefs. 355 university students show that youth consumers with high intrinsic religiosity possess an affective attitude towards luxury goods. The results show that consumers perceived materialism and luxury goods as two separate constructs. Religious consumers reject the concept of materialism as an attachment to worldly possessions, but they maintain their emotional affection towards luxury goods. The results have several implications for both business and religious leaders. First, from a business perspective, there are no significant differences between religious and nonreligious youth consumers, especially in their acceptance of luxury goods. Simply put, religious youth consumers love God, but they also love Gucci (i.e., luxury goods). On the other hand, if religious leaders are teaching their congregations to reject materialism, they may need to shift the focus of their teaching from materialism to the role of luxury goods in their lives and how the purchase and ownership of luxury items may not reflect the true values of their beliefs.

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Lifting the curtain on cultural values, materialism and luxury consumption: Evidence from Jordan

Shammout

D’Alessandro

Small

et al. 2022

J of Consumer Behaviour

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The demand for luxury goods is growing in new emerging markets. However, there is still minimal research on the influence of culture and materialism on consumers' purchasing behaviour for luxury goods in these markets. Data were collected using an online survey from 532 luxury customers in Jordan. This research provides empirical evidence that adds to brand luxury studies by investigating the relationship between cultural orientations (vertical-horizontal), dimensions of individualism and collectivism with materialism and other interpersonal factors influencing materialism and luxury purchase intentions. The findings show that materialism is highly correlated with vertical orientations. Moreover, the relationship between materialism and purchase intentions is not significant but mediated by the bandwagon effect and status consumption. This suggests that Jordanian consumers buy luxury products to help support their social status and keep up with trends within their social groups. For marketing management strategy, to encourage purchases, communication strategies should emphasise the social value of the purchase.

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Materialistic consumers who seek unique products: How does their need for status and their affective response facilitate the repurchase intention of luxury goods?

Cited by 121 publications

References 55 publications

Meta-analysis of the antecedent and consequent constructs of materialism

Meta-analysis of the antecedent and consequent constructs of materialism

The effect of religiosity on luxury goods: The case of Chilean youths

Lifting the curtain on cultural values, materialism and luxury consumption: Evidence from Jordan

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