The hunt for treasures, bargains and individuality in pre-loved luxury

• Published in: International journal of retail & distribution management 2022-10, Vol.50 (11), p.1321-1336
• Main Authors: Silva, Susana C., Duarte, Paulo, Sandes, Fabio S., Almeida, Catarina Andreia
• Format: Article
• Language: English
• Subjects: Behavior; Consumption; Identity; Luxuries; Qualitative research; Self image; Sustainable consumption
• ISSN: 0959-0552; 1758-6690
• DOI: 10.1108/IJRDM-10-2021-0466

PurposeThis work aims to discuss the motivators for the consumption of pre-loved luxury items and verify how these motivators interact, leading consumers to engage in behaviors that blend the characteristics of different motivators: treasure hunting, bargain hunting and individuality seeking.Design/methodology/approachThis is an exploratory dyadic qualitative research conducted using semi-structured in-depth interviews involving luxury brand store managers and loyal clients for pre-loved luxury products in Monaco.FindingsThroughout the analysis, the authors found three types of behavior that incorporate different parts of motivators that have been considered as specific motivators for pre-loved luxury consumption: bargain hunting, an intersection of recreational and economic motivations, treasure hunting, a blend of nostalgic and recreational motivations, and individuality, a mix of need for uniqueness and fashion involvement motivation.Practical implicationsIdentifying three types of behavior for the pre-loved luxury consumer helps practitioners craft marketing strategies for their brands and products in the pre-loved luxury market.Social implicationsThe authors propose a theoretical framework that identifies intersections between the motivators for pre-loved luxury consumption, potentially identifying new types of consumer behavior in this market.Originality/valueTo the best of the authors' knowledge, this is the first work to discuss these three types of behavior in the pre-loved luxury market. The authors propose a theoretical framework that identifies intersections between the motivators for pre-loved luxury consumption, potentially identifying new types of consumer behavior in this market.