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Customer motivations for sustainable consumption: Investigating the drivers of purchase behavior for a green‐luxury car

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  • Afzaal Ali
  • Guo Xiaoling
  • Adnan Ali
  • Mehkar Sherwani
  • Farhan Muhammad Muneeb

Abstract

The purpose of the study is to investigate the effect of status motivation on customers' purchase intention of a green‐luxury car associated with owning a green‐luxury car, and whether materialism and horizontal–vertical individualism/collectivism moderate this relationship. The quantitative research methodology using online survey technique was used to collect cross‐cultural data from respondents (507) from China and Germany. Purposive sampling technique was used to identify and collect data from current and prospective customers of the BMW brand. Collected data were analyzed using structural equation modeling (SEM). The results demonstrated that materialism and cultural value (horizontal–vertical collectivism and vertical individualism) can serve as moderators of the effects of status motivation and purchase intention of the green‐luxury car. Although some studies have explored the factors involved in customer purchasing behaviour for green‐luxury products, our results theoretically and empirically show that materialism, vertical individualism, horizontal collectivism, and vertical collectivism enhance the positive effects of status motivation on customer purchasing behaviour for a green‐luxury car.

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  • Afzaal Ali & Guo Xiaoling & Adnan Ali & Mehkar Sherwani & Farhan Muhammad Muneeb, 2019. "Customer motivations for sustainable consumption: Investigating the drivers of purchase behavior for a green‐luxury car," Business Strategy and the Environment, Wiley Blackwell, vol. 28(5), pages 833-846, July.
    • Handle: RePEc:bla:bstrat:v:28:y:2019:i:5:p:833-846
    DOI: 10.1002/bse.2284
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    1. Jing Shao & Wenchao Li & Cedric Aneye & Wei Fang, 2022. "Facilitating mechanism of green products purchasing with a premium price—Moderating by sustainability‐related information," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 29(3), pages 686-700, May.
    2. Valentina Lagasio & Nicola Cucari & Carl Åberg, 2021. "How corporate social responsibility initiatives affect the choice of a bank: Empirical evidence of Italian context," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 28(4), pages 1348-1359, July.
    3. Jonatan Pinkse & René Bohnsack, 2021. "Sustainable product innovation and changing consumer behavior: Sustainability affordances as triggers of adoption and usage," Business Strategy and the Environment, Wiley Blackwell, vol. 30(7), pages 3120-3130, November.
    4. Minhao Dai & Tianen Chen, 2021. "They Are Just Light Bulbs, Right? The Personality Antecedents of Household Energy-Saving Behavioral Intentions among Young Millennials and Gen Z," IJERPH, MDPI, vol. 18(24), pages 1-16, December.
    5. Shashi & Piera Centobelli & Roberto Cerchione & Amit Mittal, 2021. "Managing sustainability in luxury industry to pursue circular economy strategies," Business Strategy and the Environment, Wiley Blackwell, vol. 30(1), pages 432-462, January.
    6. Luming Zhao & Jiaxi Peng & Shubin Yu, 2023. "Sustainable Luxury and Consumer Purchase Intention: A Systematic Literature Review," SAGE Open, , vol. 13(4), pages 21582440231, December.
    7. Verena Gruber & Ingrid Peignier & Charlotte Dubuc & Yann-Édouard Cayard & Elinora Pentcheva, 2021. "Analyse des motivations d’achat de camions légers au Canada," CIRANO Project Reports 2021rp-06, CIRANO.
    8. Micaela Pinho & Sofia Gomes, 2023. "What Role Does Sustainable Behavior and Environmental Awareness from Civil Society Play in the Planet’s Sustainable Transition," Resources, MDPI, vol. 12(3), pages 1-17, March.
    9. Jennifer Kunz & Stephanie May & Holger J. Schmidt, 2020. "Sustainable luxury: current status and perspectives for future research," Business Research, Springer;German Academic Association for Business Research, vol. 13(2), pages 541-601, July.
    10. Jiatong Dai & Guanghua Sheng, 2022. "Advertising strategies and sustainable development: The effects of green advertising appeals and subjective busyness on green purchase intention," Business Strategy and the Environment, Wiley Blackwell, vol. 31(7), pages 3421-3436, November.
    11. Aistė Čapienė & Aušra Rūtelionė & Manuela Tvaronavičienė, 2021. "Pro-Environmental and Pro-Social Engagement in Sustainable Consumption: Exploratory Study," Sustainability, MDPI, vol. 13(4), pages 1-20, February.
    12. Sharma, Purva & Srivastava, Ankur & Sharma, Veenu & Singh, Nidhi & Nijjer, Shivinder, 2024. "Understanding consumer repurchase intentions towards luxury retail brands: Evidence from an emerging market," Journal of Retailing and Consumer Services, Elsevier, vol. 76(C).
    13. Silvia Ranfagni & Wilson Ozuem, 2022. "Luxury and Sustainability: Technological Pathways and Potential Opportunities," Sustainability, MDPI, vol. 14(9), pages 1-12, April.
    14. Mahabubur Rahman & Saqib Aziz & Mathew Hughes, 2020. "The product‐market performance benefits of environmental policy: Why customer awareness and firm innovativeness matter," Business Strategy and the Environment, Wiley Blackwell, vol. 29(5), pages 2001-2018, July.
    15. Darja Topolšek & Dario Babić & Darko Babić & Tina Cvahte Ojsteršek, 2020. "Factors Influencing the Purchase Intention of Autonomous Cars," Sustainability, MDPI, vol. 12(24), pages 1-16, December.
    16. Xianchuan Yang & Shih‐Chih Chen & Lei Zhang, 2020. "Promoting sustainable development: A research on residents' green purchasing behavior from a perspective of the goal‐framing theory," Sustainable Development, John Wiley & Sons, Ltd., vol. 28(5), pages 1208-1219, September.

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