Consumer trust and attitude have a significant impact on sustainable luxury purchase intention.
Authors
Rambabu Lavuri, Department of Marketing, Indian Institute of Management, Jammu, India.
Dimple Kaul, Department of Marketing and International Business, K J Somaiya Institute of Management, Somaiya Vidyavihar University, Mumbai, India.
Geetha Mohan, Department of Marketing, Indian Institute of Management Kozhikode, Kozhikode, India.
Nirma Sadamali Jayawardena, Assistant Professor, Jindal Global Business School, O.P. Jindal Global University, Sonipat, Haryana, India.
Park Thaichon, School of Business, University of Southern Queensland, Springfield, Australia.
Summary
This study investigated the antecedents influencing purchase intentions of sustainable luxury products using the stimulus-organism-response (S-O-R) model.
Methodology
The data were collected from 513 participants through surveys about recent purchases of sustainable luxury products. As part of this study, the authors visited luxury retail outlets in Hyderabad, Mumbai and Chennai, and AMOS version 23 was used to analyze the data.
Findings
Consumer trust and attitude (organism) are positively influenced by utilitarian, hedonic, epistemic, social and self-image (SEI) stimuli. Consumer trust and attitude (organism) have a significant impact on sustainable luxury purchase intention (response). In addition, escapism (ESC) moderated the organism–response relationship.
Practical implications
As a result of the findings regarding utilitarian, hedonistic, epistemic, social and SI aspects of luxury brands, practitioners can develop sustainable marketing strategies that will promote luxury brands.
Originality
This study contributes to the existing literature by examining the moderating role of entertainment (ENT) and ESC in the S-O-R model in terms of antecedents influencing the purchase intention of sustainable luxury products. Furthermore, this new model contributes by providing a deeper understanding of sustainable luxury shoppers’ intentions in India through analyzing purchase intentions for sustainable luxury products.
Published in: International Journal of Retail & Distribution Management
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