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The pauper wears prada? How debt stress promotes luxury consumption

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  • Wang, Wangshuai
  • Ma, Tianjiao
  • Li, Jie
  • Zhang, Mo

Abstract

Being in debt prevails in the modern society, but little is known about the behavioral consequences of being under debt stress. Based on compensatory consumption theory, this paper examined how debt stress affects people's consumption behavior. Through a survey and three lab experiments, we found that: (1) debt stress increases consumers' luxury consumption intentions; (2) perceived status demotion mediates this relationship, such that debt stress leads to perceived status demotion, which in turn enhances consumers' luxury consumption intentions; (3) lay rationalism moderates this relationship, such that the positive relationship between debt stress and luxury consumption is stronger among less rational consumers. We concluded by discussing the theoretical and managerial implications of our findings.

Suggested Citation

  • Wang, Wangshuai & Ma, Tianjiao & Li, Jie & Zhang, Mo, 2020. "The pauper wears prada? How debt stress promotes luxury consumption," Journal of Retailing and Consumer Services, Elsevier, vol. 56(C).
    • Handle: RePEc:eee:joreco:v:56:y:2020:i:c:s0969698919311221
    DOI: 10.1016/j.jretconser.2020.102144
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    8. Friedmann, Enav & Weiss-Sidi, Merav & Solodoha, Eliran, 2024. "Unveiling impact dynamics: Discriminatory brand advertisements, stress response, and the call for ethical marketing practices," Journal of Retailing and Consumer Services, Elsevier, vol. 79(C).
    9. Wang, Yaming & Wang, Xingyuan & Chen, Haipeng (Allan) & Ouyang, Qiang, 2024. "Effect of status threat on preference for cross-domain self-improvement products: The moderation of trade-off beliefs," Journal of Business Research, Elsevier, vol. 172(C).

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