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Spending as protection: the need for safety increases preference for luxury products

Author

Listed:
  • Han Ma

    (University of Texas at Arlington)

  • Hannah K. Bradshaw

    (Texas Christian University)

  • Narayan Janakiraman

    (University of Texas at Arlington)

  • Sarah E. Hill

    (Texas Christian University)

Abstract

We live in a world where physical threats, to ourselves and to our loved ones, are made salient every single day in the news and in the entertainment that we consume. Our research provides initial evidence that consumers survive in such a world by purchasing luxury brands to act as safety shields against these threats. This is because consumers derive symbolic safety value from luxury brands even when no functional safety features are relevant for the product category in which the brand operates. Thus, we hypothesize that when need for safety is likely salient (such as, after facing a physical safety threat), consumers are likely to show an increased preference for luxury brands, given the associations of luxury brands with safety. We provide empirical support for our proposed hypothesis, using four multi-method studies.

Suggested Citation

  • Han Ma & Hannah K. Bradshaw & Narayan Janakiraman & Sarah E. Hill, 2019. "Spending as protection: the need for safety increases preference for luxury products," Marketing Letters, Springer, vol. 30(1), pages 45-56, March.
  • Handle: RePEc:kap:mktlet:v:30:y:2019:i:1:d:10.1007_s11002-019-09480-0
    DOI: 10.1007/s11002-019-09480-0
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    References listed on IDEAS

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    Cited by:

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    3. Eunyoung Choi & Kun Chang Lee, 2019. "Effect of Trust in Domain-Specific Information of Safety, Brand Loyalty, and Perceived Value for Cosmetics on Purchase Intentions in Mobile E-Commerce Context," Sustainability, MDPI, vol. 11(22), pages 1-24, November.
    4. Feng, Wenting & Yang, Morgan X. & Yu, Irina Y., 2023. "From devil to angel: How being envied for luxury brand social media word of mouth discourages counterfeit purchases," Journal of Business Research, Elsevier, vol. 165(C).

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