IDEAS home Printed from https://ideas.repec.org/a/gam/jsusta/v14y2022i14p8656-d863290.html
   My bibliography  Save this article

Why Do(n’t) We Buy Second-Hand Luxury Products?

Author

Listed:
  • Katharina Stolz

    (Department of Innovation and Service Management, University of Stuttgart, 70174 Stuttgart, Germany)

Abstract

Global sales of second-hand luxury products are steadily increasing. To better understand key drivers for purchasing second-hand luxury products, a survey was conducted including 469 respondents. The study not only includes existing customers, but also non-customers and thus potential future clientele. Based on the theory of planned behavior, the components of attitude, subjective norms, perceived behavioral control, and individual motivators (creative, economic, ethical, nostalgic, sustainable) were investigated. Using structural equation modeling, the results support the influence of attitude, past purchase experience, perceived behavioral control, and subjective norms on purchase intention. Attitude, in turn, is mainly impacted by economics and ethics as individual motivators. Further, subjects were asked to state their own definition of luxury and to name individual reasons for and against second-hand luxury products. Thereby, quality turned out to be double-edged: on the one hand, second-hand products were able to prove their quality, on the other hand, the fear of counterfeits and unhygienic products was cited. Overall, consumers of second-hand luxury goods are heterogeneous and have different buying experiences with one or more of the three categories: new luxury goods, second-hand luxury goods, and second-hand products. The study thus expands the understanding of the transformation within the (second-hand) luxury industry.

Suggested Citation

  • Katharina Stolz, 2022. "Why Do(n’t) We Buy Second-Hand Luxury Products?," Sustainability, MDPI, vol. 14(14), pages 1-24, July.
    • Handle: RePEc:gam:jsusta:v:14:y:2022:i:14:p:8656-:d:863290
    as

    Download full text from publisher

    File URL: https://www.mdpi.com/2071-1050/14/14/8656/pdf
    Download Restriction: no
    File URL: https://www.mdpi.com/2071-1050/14/14/8656/
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Forza, Cipriano & Filippini, Roberto, 1998. "TQM impact on quality conformance and customer satisfaction: A causal model," International Journal of Production Economics, Elsevier, vol. 55(1), pages 1-20, June.
    2. Carr, Jon C. & Sequeira, Jennifer M., 2007. "Prior family business exposure as intergenerational influence and entrepreneurial intent: A Theory of Planned Behavior approach," Journal of Business Research, Elsevier, vol. 60(10), pages 1090-1098, October.
    3. Nwankwo, Sonny & Hamelin, Nicolas & Khaled, Meryem, 2014. "Consumer values, motivation and purchase intention for luxury goods," Journal of Retailing and Consumer Services, Elsevier, vol. 21(5), pages 735-744.
    4. Yadav, Rambalak & Pathak, Govind S., 2017. "Determinants of Consumers' Green Purchase Behavior in a Developing Nation: Applying and Extending the Theory of Planned Behavior," Ecological Economics, Elsevier, vol. 134(C), pages 114-122.
    5. Kapferer, Jean-Noël, 2012. "Abundant rarity: The key to luxury growth," Business Horizons, Elsevier, vol. 55(5), pages 453-462.
    6. Ajzen, Icek, 1991. "The theory of planned behavior," Organizational Behavior and Human Decision Processes, Elsevier, vol. 50(2), pages 179-211, December.
    7. Soo-Hyun Jun, 2020. "The Effects of Perceived Risk, Brand Credibility and Past Experience on Purchase Intention in the Airbnb Context," Sustainability, MDPI, vol. 12(12), pages 1-16, June.
    8. Ferraro, Carla & Sands, Sean & Brace-Govan, Jan, 2016. "The role of fashionability in second-hand shopping motivations," Journal of Retailing and Consumer Services, Elsevier, vol. 32(C), pages 262-268.
    9. Guiot, Denis & Roux, Dominique, 2010. "A Second-hand Shoppers’ Motivation Scale: Antecedents, Consequences, and Implications for Retailers," Journal of Retailing, Elsevier, vol. 86(4), pages 355-371.
    10. Jean-Noël Kapferer, 2012. "Abundant rarity: The key to luxury growth," Post-Print hal-00731044, HAL.
    11. Shafique Ur Rehman & Anam Bhatti & Rapiah Mohamed & Hazeline Ayoup, 2019. "The moderating role of trust and commitment between consumer purchase intention and online shopping behavior in the context of Pakistan," Journal of Global Entrepreneurship Research, Springer;UNESCO Chair in Entrepreneurship, vol. 9(1), pages 1-25, December.
    12. Jean-Noël Kapferer & Vincent Bastien, 2009. "The specificity of luxury management: Turning marketing upside down," Post-Print hal-00493180, HAL.
    13. Kessous, Aurélie & Valette-Florence, Pierre, 2019. "“From Prada to Nada”: Consumers and their luxury products: A contrast between second-hand and first-hand luxury products," Journal of Business Research, Elsevier, vol. 102(C), pages 313-327.
    14. Arrigo, Elisa, 2018. "The flagship stores as sustainability communication channels for luxury fashion retailers," Journal of Retailing and Consumer Services, Elsevier, vol. 44(C), pages 170-177.
    15. Zhou, Ling & Wang, Tao & Zhang, Qin & Mou, Yupeng, 2013. "Consumer insecurity and preference for nostalgic products: Evidence from China," Journal of Business Research, Elsevier, vol. 66(12), pages 2406-2411.
    16. repec:dau:papers:123456789/7634 is not listed on IDEAS
    17. Katharina Stolz, 2021. "Luxury Goods and the Country-of-Origin-Effect: A Literature Review and Co-citation Analysis," Eurasian Studies in Business and Economics, in: Mehmet Huseyin Bilgin & Hakan Danis & Ender Demir & Conrado Diego García-Gómez (ed.), Eurasian Business and Economics Perspectives, pages 101-119, Springer.
    18. Bruno Godey & Daniele Pederzoli & Gaetano Aiello & Raffaele Donvito & Klaus-Peter Wiedmann, 2009. "An international perspective on luxury brand and country of origin effect," Post-Print hal-00565479, HAL.
    19. Iain Davies & Zoe Lee & Ine Ahonkhai, 2012. "Do Consumers Care About Ethical-Luxury?," Journal of Business Ethics, Springer, vol. 106(1), pages 37-51, March.
    20. Achabou, Mohamed Akli & Dekhili, Sihem, 2013. "Luxury and sustainable development: Is there a match?," Journal of Business Research, Elsevier, vol. 66(10), pages 1896-1903.
    21. DUBOIS, Bernard & LAURENT, Gilles & CZELLAR, Sandor, 2001. "Consumer rapport to luxury : Analyzing complex and ambivalent attitudes," HEC Research Papers Series 736, HEC Paris.
    22. Shukla, Paurav & Banerjee, Madhumita & Singh, Jaywant, 2016. "Customer commitment to luxury brands: Antecedents and consequences," Journal of Business Research, Elsevier, vol. 69(1), pages 323-331.
    23. Yulia Hristova, 2019. "The Second-Hand Goods Market: Trends and Challenges," Izvestia Journal of the Union of Scientists - Varna. Economic Sciences Series, Union of Scientists - Varna, Economic Sciences Section, vol. 8(3), pages 62-71, December.
    24. Aurélie Kessous & Pierre Valette-Florence, 2019. "“From Prada to Nada”: Consumers and their luxury products: A contrast between second-hand and first-hand luxury products," Post-Print hal-02492707, HAL.
    25. Shirley Taylor & Peter A. Todd, 1995. "Understanding Information Technology Usage: A Test of Competing Models," Information Systems Research, INFORMS, vol. 6(2), pages 144-176, June.
    26. Kastanakis, Minas N. & Balabanis, George, 2012. "Between the mass and the class: Antecedents of the “bandwagon” luxury consumption behavior," Journal of Business Research, Elsevier, vol. 65(10), pages 1399-1407.
    27. Martin Binder & Ann-Kathrin Blankenberg & Heinz Welsch, 2020. "Pro-environmental Norms, Green Lifestyles, and Subjective Well-Being: Panel Evidence from the UK," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 152(3), pages 1029-1060, December.
    28. Maria Gabriela Montanari & Jonny Mateus Rodrigues & Janaina de Moura Engracia Giraldi & Marcos Fava Neves, 2018. "Country of origin effect: a study with Brazilian consumers in the luxury market," Brazilian Business Review, Fucape Business School, vol. 15(4), pages 348-362, July.
    29. Barbara Borusiak & Andrzej Szymkowiak & Elena Horska & Natalia Raszka & Elżbieta Żelichowska, 2020. "Towards Building Sustainable Consumption: A Study of Second-Hand Buying Intentions," Sustainability, MDPI, vol. 12(3), pages 1-15, January.
    30. Yushi Jiang & Luo Xiao & Tariq Jalees & Mishal Hasnain Naqvi & Syed Imran Zaman, 2018. "Moral and Ethical Antecedents of Attitude Toward Counterfeit Luxury Products: Evidence from Pakistan," Emerging Markets Finance and Trade, Taylor & Francis Journals, vol. 54(15), pages 3519-3538, December.
    31. Bian, Qin & Forsythe, Sandra, 2012. "Purchase intention for luxury brands: A cross cultural comparison," Journal of Business Research, Elsevier, vol. 65(10), pages 1443-1451.
    32. Christodoulides, George & Athwal, Navdeep & Boukis, Achilleas & Semaan, Rania W., 2021. "New forms of luxury consumption in the sharing economy," Journal of Business Research, Elsevier, vol. 137(C), pages 89-99.
    33. Ko, Eunju & Megehee, Carol M., 2012. "Fashion marketing of luxury brands: Recent research issues and contributions," Journal of Business Research, Elsevier, vol. 65(10), pages 1395-1398.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Sharma, Amalesh & Soni, Mauli & Borah, Sourav Bikash & Haque, Tanjum, 2022. "From silos to synergies: A systematic review of luxury in marketing research," Journal of Business Research, Elsevier, vol. 139(C), pages 893-907.
    2. Xingqiu Lou & Ting Chi & Justin Janke & Gianna Desch, 2022. "How Do Perceived Value and Risk Affect Purchase Intention toward Second-Hand Luxury Goods? An Empirical Study of U.S. Consumers," Sustainability, MDPI, vol. 14(18), pages 1-16, September.
    3. Chailan, Claude, 2018. "Art as a means to recreate luxury brands' rarity and value," Journal of Business Research, Elsevier, vol. 85(C), pages 414-423.
    4. Kelcie Slaton & Sanjukta Pookulangara, 2022. "The Secondary Luxury Consumer: An Investigation into Online Consumption," Sustainability, MDPI, vol. 14(21), pages 1-17, October.
    5. 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.
    6. Zahra MajlesiRad & Abdol Hamid Haji pour Shoushtari, 2020. "Analysis of the impact of social network sites and eWOM marketing, considering the reinforcing dimensions of the concept of luxury, on tendency toward luxury brand," Future Business Journal, Springer, vol. 6(1), pages 1-19, December.
    7. Kauppinen-Räisänen, Hannele & Björk, Peter & Lönnström, Alexandra & Jauffret, Marie-Nathalie, 2018. "How consumers' need for uniqueness, self-monitoring, and social identity affect their choices when luxury brands visually shout versus whisper," Journal of Business Research, Elsevier, vol. 84(C), pages 72-81.
    8. Turunen, Linda Lisa Maria & Cervellon, Marie-Cecile & Carey, Lindsey Drylie, 2020. "Selling second-hand luxury: Empowerment and enactment of social roles," Journal of Business Research, Elsevier, vol. 116(C), pages 474-481.
    9. repec:dau:papers:123456789/14326 is not listed on IDEAS
    10. Husain, Rehan & Paul, Justin & Koles, Bernadett, 2022. "The role of brand experience, brand resonance and brand trust in luxury consumption," Journal of Retailing and Consumer Services, Elsevier, vol. 66(C).
    11. Nobre, Helena & Simões, Cláudia, 2019. "NewLux Brand Relationship Scale: Capturing the scope of mass-consumed luxury brand relationships," Journal of Business Research, Elsevier, vol. 102(C), pages 328-338.
    12. Sharma, Amalesh & Soni, Mauli & Borah, Sourav Bikash & Saboo, Alok R., 2020. "Identifying the drivers of luxury brand sales in emerging markets: An exploratory study," Journal of Business Research, Elsevier, vol. 111(C), pages 25-40.
    13. Béatrice Parguel & Thierry Delécolle & Pierre Valette-Florence, 2014. "The impact of price display on perceptions of luxury: a masstige perspective," Working Papers halshs-00948953, HAL.
    14. Kumar, Ajay & Paul, Justin, 2018. "Mass prestige value and competition between American versus Asian laptop brands in an emerging market—Theory and evidence," International Business Review, Elsevier, vol. 27(5), pages 969-981.
    15. Parguel, Béatrice & Delécolle, Thierry & Valette-Florence, Pierre, 2016. "How price display influences consumer luxury perceptions," Journal of Business Research, Elsevier, vol. 69(1), pages 341-348.
    16. Béatrice Parguel & Thierry Delécolle & Pierre Valette-Florence, 2014. "Effect of price display on brand luxury perceptions," Post-Print hal-01644820, HAL.
    17. Rosenbaum, Mark S. & Ramirez, Germán Contreras & Campbell, Jeffrey & Klaus, Philipp, 2021. "The product is me: Hyper-personalized consumer goods as unconventional luxury," Journal of Business Research, Elsevier, vol. 129(C), pages 446-454.
    18. Boisvert, Jean & Christodoulides, George & Sajid Khan, M., 2023. "Toward a better understanding of key determinants and consequences of masstige consumption," Journal of Business Research, Elsevier, vol. 161(C).
    19. Mauro Capestro & Greta Chiavegato, 2023. "Il consumo dei beni di lusso nel contesto della sharing economy: un caso di studio italiano," ECONOMIA E SOCIET? REGIONALE, FrancoAngeli Editore, vol. 2023(1), pages 53-70.
    20. Cristini, Hélène & Kauppinen-Räisänen, Hannele & Barthod-Prothade, Mireille & Woodside, Arch, 2017. "Toward a general theory of luxury: Advancing from workbench definitions and theoretical transformations," Journal of Business Research, Elsevier, vol. 70(C), pages 101-107.
    21. Fernanda Muniz & Francisco Guzmán, 2021. "Overcoming the conflicting values of luxury branding and CSR by leveraging celebrity endorsements to build brand equity," Journal of Brand Management, Palgrave Macmillan, vol. 28(3), pages 347-358, May.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:gam:jsusta:v:14:y:2022:i:14:p:8656-:d:863290. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: MDPI Indexing Manager (email available below). General contact details of provider: https://www.mdpi.com .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.