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Linking pop-up brand stores to brand experience and word of mouth: The case of luxury retail

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  • Klein, Jan F.
  • Falk, Tomas
  • Esch, Franz-Rudolf
  • Gloukhovtsev, Alexei

Abstract

Facing the risk of being perceived as old-fashioned and outdated, luxury brands need to seek novel ways of providing brand experiences while reaching out to both existing and new target groups. This study investigates the effectiveness of pop-up brand stores at addressing this challenge in the context of luxury retail. Analyzing survey data from 345 visitors of two luxury car brand pop-up stores in the US and in the UK, the study finds that pop-up brand stores' hedonic shopping value, store uniqueness, and store atmosphere increase consumers' word of mouth intentions (WOM) towards the brand. Brand experience mediates the effect of these pop-up brand store characteristics on WOM. Finally, while the link between hedonic shopping value and WOM is stronger for low levels of brand familiarity, store uniqueness exerts a stronger effect on WOM in case of high levels of brand familiarity.

Suggested Citation

  • Klein, Jan F. & Falk, Tomas & Esch, Franz-Rudolf & Gloukhovtsev, Alexei, 2016. "Linking pop-up brand stores to brand experience and word of mouth: The case of luxury retail," Journal of Business Research, Elsevier, vol. 69(12), pages 5761-5767.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:12:p:5761-5767
    DOI: 10.1016/j.jbusres.2016.04.172
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    References listed on IDEAS

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