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The article offers information on how effective communication of sustainability practices can enhance customer credibility in luxury hospitality. Topics discussed include the impact of digital communication on brand credibility; the role of socially conscious practices in luxury hospitality; and also mentions about the influence of sustainable practices on customer perceptions and luxury brand reputation.

The article offers information on how luxury branding influences consumer perceptions and behaviors in the secondhand market. Topics discussed include the impact of luxury branding on purchase intentions and perceived quality; the perception of value for money in secondhand luxury items; and also mentions about the role of luxury brands in promoting consumer advocacy in maintaining luxury brand appeal across new and used products.

The article focuses on categorizing and understanding customer expectations from luxury services, particularly through the lens of the zone of tolerance. Topics include the different levels of expectations from luxury services; the antecedents influencing these expectations; the framework for analyzing luxury service expectations; and the study provides insights into how luxury service expectations differ from non-luxury services and identifies key factors influencing these expectations.

In a situation based on ambiguity and disruption, this research paves a designerly path towards unconcealing the new frontier of luxury branding in the Metaverse. By using Latent Dirichlet Allocation (LDA) methods the authors have analyzed close to 30,000 articles to account for a histography of marketing science and the Metaverse. [ABSTRACT FROM AUTHOR]

In general, innovation thrives and has been innately associated with free flow of resources and unrestricted time. However, contemporary firms are challenged with inadequate resources, rigid organizational structures, limited financial support, and continuous need to learn-unlearn new knowledge. As such, most of the common firms do not have the luxury of innovating in an environment with all necessary catalysts present. This research-in-progress paper attempts to extend our knowledge by introducing realistic restraints and control structures that encourage restrained innovation. To study this, an information technology outsourcing (ITO) context was applied as it provides an appropriate environment that features limited resources and limited opportunities to innovate. By conducting a review of literature, this study develops a preliminary research model that explains retrained innovation in the ITO context. [ABSTRACT FROM AUTHOR]

Metaverse is a new digital environment that has already attracted many companies. Fashion and luxury brands enter the gaming world and spend billions of dollars to immerse consumers who use avatars which represent their digital self. Thanks to metaverse luxury becomes inclusive which means that it is accessible to everyone especially in the metaverse games. Therefore, our research uses a qualitative approach based on interviews and focuses on investigating the inclusivity of luxury and the meaning given by consumers to these new consumption practices (i.e., metaverse, gaming, luxury). [ABSTRACT FROM AUTHOR]

The article discusses research by George Tamiolakis, George Baltas, and Grigorios Painesis from Athens University of Economics and Business, reported in the journal issue, on the topic of the intersection of status consumption, luxury consumption, materialism, and subjective well-being. The study explores how different forms of status-driven and luxury consumption, such as bandwagon and snob effects, influence individuals' subjective well-being.

With the rapid development of emerging technologies and social environments, consumers' needs, motivations, and behaviors are changing fast within the context of the luxury industry at a global level. Although a substantial of studies have focused on either consumer motivation or the field of luxury, a comprehensive analysis of extant literature synthesizing consumer motivation towards luxury is lacking. This paper filled this gap through a systematic literature review approach. A total of 93 articles were identified and categorized in terms of research characteristics and analysis details. Four core themes were recognized, exploring (1) general consumer motivation, (2) motivation of different consumer groups, (3) motivation in different luxury product or service categories, and (4) brand strategy and brand-consumer relationship. A holistic framework was developed with these themes to understand current research of consumer motivation within the context of luxury. Advice on future research agenda is provided. [ABSTRACT FROM AUTHOR]

High status is associated with wealth, which leads consumers with a status motive to signal wealth through conspicuous indulgence by selecting expensive luxury (vs. less expensive non-luxury) products. The current research presents six studies that show that consumers also associate high status with self-control. This association instead leads them to signal virtue through conspicuous self-control by boosting choice of virtuous (i.e., low indulgence) products. This effect arises when products are similar in price and consumers are therefore unable to convey wealth by spending on a vice. Considering that many choices consumers make are among similarly priced products (i.e., when wealth signaling is not possible), this finding is especially important for marketers designing non-luxury appeals. Notably, even when wealth signaling is possible, we find that status motives can lead consumers to conspicuously save rather than spend when they are reminded that saving behavior reflects self-control. Such a reminder prompts them to consider how virtue signaling is possible, which subsequently overrides wealth signaling. We discuss important consumer welfare and marketing implications. [ABSTRACT FROM AUTHOR]

The concept of brand prestige has reaped considerable attention in branding and consumer behavior research lately (Paul, 2018). Traditionally, prestige products were classified based on their price (high) and distribution (exclusive). This description fits 'classical' premium luxury, where price and distribution prevent the mass market from accessing the products (Kumar et al., 2020). In the last decade, however, the luxury branding concept has become more democratized allowing more customers to purchase "Mass prestige" or masstige products and services that command a high price compared to conventional goods, but below premium luxury goods. They are selectively distributed 'more than' premium luxury products yet 'less than' middle-class mass (Kumar et al., 2020). "Masstige" is a recent topic that has been scarcely researched (Paul, 2018). Premium luxury and masstige consumer segments may vary in their socio-demographic profiles as well as their perceptions of luxury. The current paper aims to offer a profile of masstige buyers, explicitly position this group vis-à-vis premium luxury buyers and non-luxury buyers, and clarify how do members of each segment perceive luxury. Additionally, we are interested in knowing how premium luxury and masstige brands can improve the definition of their target markets by distinguishing consumers' motives to purchase premium versus masstige brands. For this purpose, we refer to the luxury values (purchase motives) model by Al-Issa and Dens (2021). Finally, we suggest a targeting map and a value-based positioning framework based on what values drive purchase intentions toward luxury in the different segments. The proposed framework can assist in evolving branding strategies that widen brands' reach and enhance target consumers' purchases (intentions). [ABSTRACT FROM AUTHOR]

This research, aimed at fostering more responsible production standards to preserve life and limit price barriers, explores brand extension into natural ethic lines, by mainstream brands and its effects over the parent brand in terms of brand equity. With the pandemic, non responsible companies have been trapped in their laziness and impudence. They are starting to think more seriously about CSR, not only because it determines their survival in the long run, but because the consumers are progressively more aware and concerned. They require it, the new normal requires it. Considering biodiversity has a production criterium is possible and firms have the chance to do it by matching the introduction of organic fair-trade products with a coherent path that starts from sustainability (harm less) to go beyond (do good). With a heuristic and hands on approach, this work prompts them with turnkey managerial solutions, which also imply innovative ways to reduce market disparities by rendering ethical and healthy products accessible to the most thanks to the insertion of these lines by mainstream brands. Research Question Is organic fair trade going to be the new luxury? Which are the marketing strategies of the future to leverage the importance of CSR in the value chain and products while increasing profits? In the next future it will be possible for everybody buying organic fair trade products? Method and Data The model has been analysed with a combination of qualitative and quantitative methods, in order to grant reliability and completeness. Qualitative methodologies, indeed, provide preliminary insights that the quantitative tools deepen and detail. The first step has been the creation of an ethnographical grid in order to have a clear idea of the elements object of analysis. Considering the product categories grocery stores, pharmacies, beauty specialists and boutiques have represented the most suitable contexts in which getting insights from consumers, also in the participative modality. After that, a series of in-depth interviews have been run on a representative sample of twenty-five people. Finally, a structured questionnaire has been prepared and administered to a non-probabilistic convenience sample. It is comprehensive of open questions, and closed ones to be measured on a zero-seven Likert scale, formed by the dimensions and relative items of the chosen scales. Ethnography, nethnography and in-depth interviews (random sample face-to-face modality) in a methodological triangulation logic. Codification and thematization, with vertical and horizontal reading. Chart 1: Interpretation Table=> available upon request Univariate Descriptive Analysis of the sample; Explorative Factor Analysis; Confirmatory Factor Analysis; Cronbach's Alpha; Structural Equation Modelling in Amos, Cluster Analysis. Summary of Findings Qualitative A good portion of consumers, perceive ethical and natural consumption as an unaffordable luxury Something to buy once, to try it, maybe when it is on sale. Big well-known commercial brands, on the market for many years, continue to be preferred to new niche brands, especially for food. Most of the sample, prefers new lines from known brands rather than new brands. The portion of them perceives this as a sort of commitment, and as a way to improve and upgrade their offer or simply to satisfy their consumers, perceiving it positively. They also base their judgement on calculative trust, assuming big brands having more to lose if they fail (it continues). Quantitative The variance explained by each factor in the explorative factor analysis is 78,063 satisfying the first criteria to determine the goodness of the analysis. Also the second and third criteria are satisfied being the quote of explained variance by the factors of the single variables higher than 0,3-0,4. Out of the initial six constructs the analysis has provided six factors, in line with the initially hypothesized model. The weights of each elements composing the factors are all more than 0,6 (it continues). Scheme 2: Hypothesized Tested Model=> (available upon request). Key Contributions This research contributes to the academy which considers CSR as an integrant element of the balance sheet, and which is trying to cope with the new normal. It is addressed to the academy which considers ethical business decisive for the future of humanity, being production and consumption part of our life. For this reason, the second important stakeholder, here, are companies, which will be provided with turnkey managerial solutions to become more responsible while improving their profits. It integrates brand equity and brand extension literature, with a particular focus on CSR and fair trade. The role of organic fair trade, in this project is multiple and key. It delineates all the addressee: Economically Disadvantaged People (which according to the researcher's studies should have the right to buy responsible and healthy products); Mainstream Companies (which are prompted to be more responsible, to substitute greenwashing with a true CSR path, to review their value chain, to insert ethical product lines in their portfolio); the Planet and Life Tout Court (which this research thanks marketing research tools, finds some possible solutions to preserve). [ABSTRACT FROM AUTHOR]

The article focuses on the role of intrinsic and extrinsic motivations in mediating the impact of influencers and regular users on fashion brand dynamics. Topics include the differential effects of influencers versus users on luxury and fast fashion brands; the influence of motivations on perceived credibility and brand liking; the varying impact of influencers on consumer engagement; and the study reveals that intrinsic motivation enhances influencer credibility.

The article focuses on the paradoxical effects of grotesque advertising on brand perception, particularly its impact on brand distinctiveness and attitude. Topics include the enhancement of brand uniqueness through grotesque imagery; the negative influence on brand attitudes due to psychological distance; and the moderating effect of brand type, with luxury brands being less affected than non-luxury brands.

The contemporary markets are changing. The main reason of this evolution is the change in character of modern goods. Some markets develop fastly and some diminish. Nowadays the luxury goods market is perceived as one of the fasting growing markets. The paper focuses on luxury goods and tries to compare the past and the modern meaning of this category. It describes the main features of luxury goods and their evolution. It also analyzes luxury goods in comparision to necessity goods. The luxury goods are analyzed from the point of view of modern economics [ABSTRACT FROM AUTHOR]

I have conducted a study which is an analysis of the most important laws created during the different ages of the Ancient Roman era, from 212 BC until 391 AD, relating to luxury, fashion and lifestyle matters. My work is, therefore, a survey through which I explored the Ancient Roman world of luxury by underlining the different laws created by emperors to limit luxury and opulence in Roman society which was a serious issue at the time. The methodology used for this paper is based on the reading and the investigation of historic texts and laws related to the luxury lifestyle conducted by Romans, both male and female . By applying this method, I was able to trace and analyse, thanks to the many stories and leges which mentioned luxury items and referenced fashion and jewelry, the history of luxury legislation in the age of Ancient Rome as well as the problemsin society that emperors had to face on a daily basis and tried to solve in vain. Thus the main purpose of this study is the historic outline of the laws related to the luxury-lifestyle of Roman society dictated by emperors which constituted the first fashion and luxury law legislation. [ABSTRACT FROM AUTHOR]

Copyright of CISTI (Iberian Conference on Information Systems & Technologies / Conferência Ibérica de Sistemas e Tecnologias de Informação) Proceedings is the property of Conferencia Iberica de Sistemas Tecnologia de Informacao and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

Luxury as a concept has generated extensive academic research, revealing its complex, ambiguous and fluctuating character. While generally taking the managerial perspective, the extant research has agreed on the dimensions of luxury brand value, involving financial, functional, individual and social attributes. Less academic attention has been paid to affluent consumers’ intrinsic motivations and individual understandings of luxury brands on both personalized and social levels. This study addresses the question of whether the academic research considers luxury consumers’ personal identity and ethical value base in the conceptualisation of the luxury value. The aim of the study is two-fold: first, by employing the method of systematic literature review, the author provides review of the literature in order to identify and evaluate the knowledge base about the luxury construct. Second, while addressing the identified research gap in knowledge about the moral motivations associated with luxury consumption practices, the study draws from the deontological perspective, offering an extended conceptual model of luxury consumer value dimensions. The main contribution of the research is a broadened conceptualization of luxury consumer value allowing a richer understanding of consumers' role in creating the luxury value. The findings provide new insights for further luxury research and implications for luxury brand managers. By respecting consumers moral beliefs, businesses operating in the luxury segment can capitalize on socio-cultural changes in luxury markets and gain significant advantages in form of consumers’ stronger identification with the brand and maximized positive buying behaviours. [ABSTRACT FROM AUTHOR]

The cruise industry is the fastest growing segment in the leisure travel market over the past ten years. The number of global cruise travellers amounted to more than 24 million in 2016. The Baltic Sea Region is the prime cruise market with seasonal operation. The Baltic cruising is unique in its luxury offers for passengers covering both the cruise ships and landside attractions. The research hypothesis was formulated as follows: Cruising in the Baltic Sea Region is a unique luxury product. The methodology used in this study is based on the analyses of statistics, analyses of services offered by cruise operators and source markets. The study verified the research question. [ABSTRACT FROM AUTHOR]

Several authors have explored the peculiarities of luxury companies (among others Mosca, 2009; Brioschi, 2005; Aiello & Donvito, 2006), but at present there seem not to exist studies focused on the "familinessl" and on the entrepreneurial orientation in family firms operating in the luxury market. The history of many luxury brands is, in fact, inextricably linked to the name of the founder and of his family, though they may have changed ownership in time. The products often remain faithful to the style impressed by the family and when it does not happen, the mark risks to lose enamel (an example is Gucci: in '82 the brand entered into crisis as a result of the decisions linked to the listing and the changing of the style of products; Sgibneva, 2009). Since this phenomenon has not been thoroughly investigated, this research aims to investigate the relationship between family and business of luxury, in order to understand if, and how, familiarity affects the success of new products and whether there are common values that may ensure the longevity of family businesses on the luxury market. [ABSTRACT FROM AUTHOR]

In previous literature, researchers have studied subjective well-being; however, there appears to be limited research on the relationship between subjective well-being and consumer purchase behavior of luxury items. In this paper, the author explores the relationship between subjective well-being, materialism and affective autonomy and consumer purchase behavior of luxury items. [ABSTRACT FROM AUTHOR]

This paper exemplifies the kind of contribution visual communication scholarship can make to the rapidly growing field of critical tourism studies. From the combined perspectives of social semiotics and critical discourse analysis, we start by recognizing how mediatized texts and the social practices of which they are a part can be tremendously powerful in reconstituting substantial areas of social life. On this basis, we examine the visual representation and production of space/place in a corpus of over 100 tourist advertizing images. Our analysis shows how the visual texturing of space is a key resource in tourism marketing and which establishes a powerful regime of (un)truth about luxury, exclusivity and privilege. This is established through a combination of key semiotic resources (e.g., the frequent depicition of unnamed, feminized, neocolonial places) and other design strategies (e.g., the exaggeration of exclusion through the absence of people and through perceptual effects of "emptiness" and order). Our concern is that this particular visual-spatialization of tourism discourse also works to (re)produce an elitist ideology of class distinction and social inequality. ..PAT.-Unpublished Manuscript [ABSTRACT FROM AUTHOR]

This paper examines the salience of Thorstein Veblen's landmark book The Theory of the Leisure Class. While recent scholarship on his work has led many to marginalize it, I contend that the arguments against his work are unfounded. Drawing on both theoretical and empirical data, I demonstrate that Veblen's theory of the leisure class is both salient and essential to our understanding of modern consumer culture and practices. Because many of the concepts and theories about consumer culture, such as Bauman's conception of 'neotribes', have their roots in Veblen's seminal work we must revisit Veblen's thesis, for it will yield fresh insights. ..PAT.-Unpublished Manuscript [ABSTRACT FROM AUTHOR]

This paper, following an Eliasian figurational analysis synthesised with a Foucauldian discourse analysis, traces the movement of meaning of consumption-related concepts (such as luxury, commodity and standards of living) within Irish political discourse (identified through parliamentary debates) between the period 1958-1973. Shifting symbolic-discourse figurations are posited to correspond with shifting social figurations due to emigration, urbanisation and industrialisation. As such a new ?consumer culture? emerges which was not intended by anyone but is an unintentional consequence of political responses to shifting figurations. [ABSTRACT FROM AUTHOR]

In this paper I investigate the meanings and uses of a new attention-getting commodity the Hummer H2 high-end SUV, for different groups of California consumers. Using in-depth interviews and other naturalistic methods, I identify several constituencies for the vehicle in the Los Angeles and San Francisco metropolitan areas, my two fieldsites. I then seek to uncover the characteristic postures towards the vehicle for each of these constituencies. Material gathered through in-depth interviews is employed to illustrate how H2 owners can enlist this symbolically potent commodity to create various kinds of sociality, visibility, and status under particular circumstances and in particular social contexts. I conclude the paper by outlining an ideal-typical set of postures exhibited towards this attention-getting commodity by owners and enthusiasts. [ABSTRACT FROM AUTHOR]

Introduction Past research efforts on the luxury product market have analyzed the consumption behavior of the affluent consumers (e.g., Veblen 1899; Stanley 1988, 1989; Hirschman 1988), the luxury brands (e.g., Dubois and Duquesne 1993a; Andrus et al. 1986), the determinants of the acquisition of the luxury products (e.g., Mason 1993; Dubois and Laurent 1993; Dubois and Duquesne 1993b), the cross-cultural comparison of attitudes toward the luxury concept (Dubois and Laurent 1996; Dubois and Paternault 1997), and the comparison of motivations between Asian and Western societies (Wong and Ahuvia 1998). However, there is currently little agreement about the dimensions that constitute the luxury value of products in the customer's perception. Nevertheless, a review of the existing literature on luxury shows that, in comparison with personal aspects, social and interpersonal orientation dominates luxury-related research. A comprehensive model, which includes all relevant dimensions, is still lacking. Against this background this paper is focused on understanding what is in the consumers' perspective meant by "luxury." By developing a multi-dimensional conceptualization, which encompasses financial, functional, individual, and social value components, it aims at identifying and conceptualizing the dimensions which influence the consumers' individual perception of luxury value. Literature Review In the literature on luxury, a concept of exclusivity or rarity is well documented (Pantzalis 1995). Luxury brands can be defined as those whose price and quality ratios are the highest of the market (McKinsey 1990) and even though the ratio of functionality to price might be low with regard to certain luxury goods, the ratio of intangible and situational utility to price is comparatively high (Nueno and Quelch 1998). Therefore, luxury brands compete on the ability to evoke exclusivity, brand identity, brand awareness, and perceived quality in the consumers' perspective (Phau and Prendergast 2000). Thus, a definition of luxury should not follow a narrow but rather an integrative understanding of the luxury concept, as luxury is a subjective and multidimensional construct. With regard to the motives for consumption of luxury brands, existing research demonstrated that behavior varies between different people depending on their susceptibility to interpersonal influence (Bourne 1957; Mason 1981; Bearden and Etzel 1982; Horiuchi 1984; Bushman 1993; Pantzalis 1995). To explain consumers' behavior in relation to luxury brands, apart from interpersonal aspects like snobbery and conspicuousness (Leibenstein 1950; Mason 1992), personal aspects such as hedonist and perfectionist motives (Dubois and Laurent 1994) as well as situational conditions (e.g., economic, societal, political factors, etc.) have to be taken into consideration (Vigneron and Johnson 1999, 2004). Referring to personal and interpersonal oriented perceptions of luxury, it is expected that different sets of consumers would have different perceptions of the luxury value for the same brands, and that the overall luxury value of a brand would integrate these perceptions from different perspectives. Construct Definition Following a comprehensive understanding of the luxury construct, all relevant actual and potential value sources of the consumer's luxury perception should be integrated into one single model. Pointing to the fact that luxury value lies in sociality and individuality as well as in functionality and financial aspects, it is important to synthesize all relevant cognitive and emotional value dimensions in a multidimensional model.… [ABSTRACT FROM AUTHOR]

Drawing upon attitude functions theory, we empirically examine consumers' need for uniqueness (CNFU) dimensions as antecedents and word-of-mouth recommendations and purchase intentions as consequences of attitude functions using the context of luxury brands in three important markets: the United States, France, and China. [ABSTRACT FROM AUTHOR]

The current research explores how stigmatized consumers internalize exposure to luxury marketing communications. [ABSTRACT FROM AUTHOR]

Research Question Emerging markets are called the new frontier of growth for luxury brands and competition is intensifying to increase market share. However, success has remained elusive for many brands in these fast growing markets. Researchers have observed that the luxury goods landscape has changed substantially in recent years (Kapferer & Bastien 2009) due to democratization and the insatiable demand for luxury goods, especially in emerging markets (Shukla, Singh & Banerjee, 2015). The growth in the consumption of luxury brands has added an interesting complication for the management of luxury brands in emerging markets. Using the three-component model of commitment put forth by Allen and Meyer (1990) involving affective, calculative and normative commitment, this paper examines the following research questions across six major emerging markets namely Brazil, Russia, China, India, Thailand and Turkey: (a) What are the antecedents that influence commitment components in luxury context? (b) What is the relationship between commitment components and consumption satisfaction as well as advocacy intentions? (c) Do the antecedents and consequences of commitment differ across emerging markets? Method and Data Data were collected in six different emerging markets using a self-administered structured questionnaire. The initial sets of items were derived from established measurement scales. The survey instrument was initially developed in English and then translated and back-translated in local languages of each country with involvement of local linguists and business experts. The translated and back-translated versions were then checked by a bilingual academic experts in each country. To avoid cultural invariance, only locals were included in the study. Respondents were requested to participate in the study, and were asked to identify their favorite luxury brand first. They were then asked to record their answer on each of the constructs for that favorite brand. Of the 1538 people who participated (more than 3800 were requested to participate), the final usable sample was 1385 (36.45%). The model achieved reliability and validity scores above the recommended level. Full configural, partial matric and partial scalar invariance was achieved. Summary of Findings The study specifically looks at how social switching costs and trust act as antecedent to affective commitment, lost benefit costs and alternative attractiveness influence calculative commitment and subjective norms can influence normative commitment. The study also focuses on consumption satisfaction and advocacy intentions as consequences of commitment. The findings show that customers in Brazil, India, Thailand and Turkey prefer to develop an emotional bond with luxury brand however that is not the case for customers in China and India. We further find a counterintuitive phenomenon wherein when customers in emerging markets are offered an attractive alternative; they seem to demonstrate higher calculative commitment possibly due to the significant investment made when purchasing a luxury product due to purchase power parity. The findings also reveal that affective commitment significantly influences consumption satisfaction in India, China, Thailand and Turkey and advocacy intentions in Brazil, India, Thailand and Turkey. Influence of calculative commitment on consumption satisfaction and advocacy intentions is significant only in Russia and Thailand. China and India seem to be completely different markets than Thailand and Russia in this regard. Normative commitment is a significant predictor of consumption satisfaction and advocacy intentions in both these countries which demonstrates that customers in these countries prefer to build a social as well as an affective bond with the brand. Key Contributions This study adopts a multidimensional and multi-country comparison approach and shows how customers in emerging markets act differently to commitment triggers and differential role of each commitment component in driving consumption satisfaction and advocacy intentions. In doing so, the study offers a nuanced view of how commitment operates in emerging markets. Using these elements, luxury brand manufacturers will be able to identify and customize their marketing campaigns that can build stronger commitment for their brand in specific markets. [ABSTRACT FROM AUTHOR]

Research Question As the sales force is the primary marketing channel for luxuries, salespeople's behavior is critical to the success of luxury firms. Interestingly, the practitioner literature predominantly recommends that salespeople appeal to customers' emotions when selling luxury goods and refrain from rational, factual communication. However, practitioners appear hesitant to accept this recommendation: In a preliminary study, 40% of 245 sales managers concurred that salespeople should appeal to customers' emotions in luxury sales interactions whereas 45% of the managers responded that salespeople should promote functional product information. 15% were undecided. Thus, our primary research question is how salespeople should promote luxury goods to enhance customers' product evaluations: emotionally or informatively? Thereof, three subordinate research questions result: (1) Do luxury products induce a greater need to justify a purchase than non-luxury products? (2) Does informative salesperson communication satisfy customers' need to justify a purchase? (3) Can customers' need to justify be addressed by means other than informative selling communication, that is, by informative advertising? Method and Data To empirically verify these questions we conducted 4 studies. First, we assessed whether the effect of informative and emotional salesperson communication on customers' product value perceptions hinges on the degree of luxury. To test these interactive effects, we collected dyadic data from 145 customer-salesperson interactions in several business-toconsumer industries and conducted a regression analysis. For the following three experiments, we used univariate ANOVAs to compare the experimental groups: In the second study, a scenario experiment with 57 participants, we showed that luxury goods indeed evoke a customer's need to justify. The following simulated sales experiment with 194 students verified that customers' need to justify the purchase moderates the relationship between salesperson communication and perceived product value. Finally, we included type of advertisement (informative vs. emotional) as a further potential moderator of the salesperson communication-perceived product value linkage. In a scenario experiment with 310 customers, we examined whether an informative advertisement may address customers' need to justify and hence affect the link between salesperson communication and customers' perceived product value. Summary of Findings The results of our studies confirm our general prediction that in the luxury context, informative salesperson communication is more effective than emotional communication in increasing customers' product value perceptions. More specifically, we found empirical support for our argument that when shopping for luxuries, customers develop a need to rationalize their purchase decisions to themselves and others. This need to justify may be addressed through salespeople's informative communication. Furthermore, the positive effect of informative salesperson communication on luxury customers' product value perceptions is particularly pronounced for emotional advertising, whereas it is less pronounced for informative advertising. Thus, customers' need to justify luxury purchase decisions might be satisfied not only by informative salesperson communication, but by informative advertisements prior to the sales encounter. Key Contributions By conceptualizing and verifying the psychological mechanism underlying luxury purchase decisions, we add insight to the marketing and sales literature as well as practice in several ways: First, our findings contribute to marketing research as we elucidate the role of salesperson communication in a luxury sales context while prior research neglected to empirically investigate this topic. Second, our results contribute to research on customer behavior in luxury contexts by identifying customers' need to justify luxury purchase decisions. Third, we contribute to sales practice as salespeople in a luxury context should argue informatively rather than emotionally, as informative arguments satisfy luxury customers' need to justify the purchase, thereby improving their product value perceptions. Further, our results provide guidance for the strategic alignment of advertising and personal selling as informative advertising may be used to satisfy luxury customers' need to justify and be followed by emotional communication during the sales encounter. Thus, our study contributes to a more comprehensive understanding of customers' luxury purchase decisions. [ABSTRACT FROM AUTHOR]

An abstract of the article "Affordable Luxury. The Newest Trend in the Fashion Industry?" by Anca Bucuta and Cristina-Maria Balgaradean is presented.

Research Question The concept of luxury consumption has drawn attention to marketing researchers, especially over the last three decades (Dubois and Duquesne, 1993; Wong and Ahuvia, 1998; Wiedmann et al., 2009; Wilcox et al., 2009). At the same time, researchers have examined the luxury consumption from different perspectives. In this regard, previous research can be classified into two paradigms. Kapferer (1997) and Kapferer and Bastien (2009) investigated the luxury consumption from brand-oriented approach, whereas Dubois and Duquesne (1993), Wong and Ahuvia (1998), Wiedmann et al. (2009), and Wilcox et al. (2009) investigated the same phenomenon from consumption-centric approach. Studies from both paradigms have expanded our understanding of luxury consumption. However, as far as we know, researchers have overlooked to measure individuals' luxury consumption tendencies in a psychometric way. This paper attempts to fill this gap in the literature by providing psychometrically developed luxury consumption tendency scale (LCTS). Put another way, the aim of this research is to develop and validate a measure of luxury consumption tendency, the luxury consumption tendency scale (LCTS). Method and Data To develop the LCTS, three studies have been conducted. In Study 1, initial item pool (40 items) was created along with in-depth interviews conducted with eleven PhD students. Subsequently, initial item pool was examined by linguistic experts and expert researchers (who have PhD degree in the relevant area). According to linguistic evaluation and content validity evaluation, fifteen items were eliminated. In Study 2, factorial structure of remaining twenty-five items was tested with survey data from 502 Turkish undergraduate students (M = 19.7, SD = 1.43). Besides item-to-total correlations and factor loadings (principal component with varimax rotation), internal consistency coefficients (α) were checked. In Study 3, in order to examine validity and reliability performance of the LCTS, survey data were collected from 805 Turkish adults (420 females), aged between 22 and 60 years (M = 29.1, SD = 4.07). Furthermore, evidences were provided regarding to composite reliability, convergent validity, and discriminant validity of the LCTS. To this end, conspicuous consumption scale (Chaudhuri et al., 2011) and status consumption scale (Eastman et al., 1999) were included in the questionnaire of Study-3. Summary of Findings Results of Study 2 showed that correlation coefficients between items range from .22 to .67 and all of them are statistically significant. According to result of exploratory factor analysis, which was conducted in Study 2, nine items were eliminated due to either insufficient factor loading (lower than .50) or cross-loading (higher than .40). As expected, exploratory factor analysis (KMO = .82, χ2 = 5882.725, p = .001) yields a solution with five dimensions and 71.9% explained variance. Also, internal consistency coefficients (α) of these five dimensions were range from .79 to .84. Result of confirmatory factor analysis, which was conducted in Study-3, support the scale consisted of five dimensions (χ2(94) = 446.56, p = .001, CFI = .939, GFI = .935, TLI = .923, RMSEA = .068). Also, internal consistency coefficients of the dimensions were above .70 and correlation coefficients between dimensions were range from .20 to .41. Loadings of items on relevant dimensions were between .52 and .89. Furthermore, dimensions of the LCTS performed well in both composite reliability and average variance extracted (AVE). Composite reliability coefficients of the dimensions vary between .79 and .84. AVE performance of the dimensions were range from .54 to .65. AVE value of each dimension was above .50 and was greater than the squared correlation among LCTS, status consumption and conspicuous consumption (Fornell & Larcker, 1981). Lastly, LCTS was a significantly related with the status consumption scale (r = .655, p = .001), and the conspicuous consumption scale (r = .642, p = .001). Key Contributions As a result of three studies, we developed and validated 16- item luxury consumption tendency scale (LCTS) in Turkish context. Although burgeoning area of luxury consumption comprises many researches, measuring the luxury consumption tendency has been overlooked. To our best knowledge, this is first study to develop measurement scale toward luxury consumption tendency. Wiedmann et al. (2009) examined luxury consumption from the perspective of value. They developed luxury value scale which consisted of four dimensions such as financial value, functional value, individualist value, and social value. Luxury value scale (Wiedmann et al. 2009) measures the consumers' perceptions of luxury value. Additionally, Wilcox and colleagues (2009) used four-item measure of attitudes toward luxury brands. This scale was not developed psychometrically as well. Likewise, Dubois and Duquesne (1993) did not use psychometric scale during their study regarding to luxury consumption. Dubois and Duquesne (1993) measured participants' luxury consumption through asking them to whether they have luxury goods. Brand-luxury scale and bandwagon luxury consumption scale were also developed from the point of brand-oriented approach (Vigneron and Johnson, 2004; Kastanakis and Balabanis, 2012). As it can be understood from the relevant literature, LCTS has yet to be developed in this study. [ABSTRACT FROM AUTHOR]

An abstract of the article "Marketing Luxury Brands Across Asian Markets: An Investigation of Consumer Luxury Value Perceptions in China, India, and Indonesia" by Paurav Shukla and colleagues is presented.

An abstract of the article "The Construction of Beauty Ideals in the Brazilian Luxury Market: A Socio- Semiotic Approach to Cultural Branding," by N. Ourahmoune, B. Figueiredo, and P. Rojas is presented.

In this paper, we are studying the perception of new and old luxury by contemporary “Chandlers". The term “Chandler" was borrowed from American classical literature, O. Henry's famous short story “Lost on Dress Parade" (O. Henry, 1906) and was applied to marketing by Ochkovskaya M. (2016). The protagonist Chandler is a so-called “composite character", representing a specific segment of young (22-27 y.o.) and ambitious people who strive to belong to the upper class and pretend to be someone, who they are not at the moment. They desperately want to identify themselves with the affluent people and follow their lifestyle while not having an appropriate financial and social background for it. According to the story and the study results, the Chandlers' motive for luxury consumption is a combination of self-pleasure and conspicuousness. One of the important descriptive characteristics of Chandlers is that they never purchase fakes. Authenticity is what Chandlers highly appreciate. The study demonstrates that Chandlers have good knowledge about old and new luxury brands and differentiate them. Although Chandlers appreciate products of old luxury brands as Rolls Royce cars, Zegna suits, Rolex watches, Ferragamo shoes, Krug champagne, iconic perfumes (e.g. Fahrenheit Dior), they do not strive to consume pure old luxury. They perceive it as old-fashioned. Moreover, many old luxury brands hardly suit to their pocket. Knowing this, some old luxury brands longing for being contemporary (e.g.Burberry) launch fashionable and more affordable products for the young segment of luxury brands connoisseurs. According to the study a potential luxury brands “portfolio" for the Moscow Chandlers is constituted by mix of new and old luxury. The “portfolio" includes a Ralph Lauren shirt, an Emporio Armani suit, a Burberry trench, a Louis Vuitton belt and/or purse, a Gucci bag, fashionable Italian shoes (Tod's, Gucci) and Apple or Rolex watches. LV, Rolex, Gucci and Burberry are ingredients of old luxury going with the times. Luxury brand consumption can be one of the motivations for young people who have not inherited wealth to pursue a good education and then find a challenging, well-paid job (Ochkovskaya M., 2016). Ambitious and hard-working Chandlers have good chances to become affluent and follow a luxury lifestyle in the future. Luxury producers must take Chandlers into account and offer them relevant products, forming their long-term loyalty. In future, they can become very valuable consumers not only for new affordable luxury but also for the old one. [ABSTRACT FROM AUTHOR]

An abstract of the article "Consumer Attitudes Toward Luxury: A Cross-National Comparison," by Nadine Hennigs, Christiane Klarmann, Stefan Behrens and Klaus-Peter Wiedmann is presented.