Luxury brands are increasingly embracing intrinsic values in their advertising campaigns. This paper reports an exploratory study examining the adoption of value-laden advertising focusing on intrinsic values. Through a content analysis of ads from 9 top luxury fashion brands, the depiction of intrinsic values was examined. Research results are discussed and academic and managerial implications are presented.

This research examines the relationships among consumption values, affective responses, and patronage intention for luxury brands. The study found that the consumption values positively influenced the consumer engagement and the flow, which in turn had a significant impact on the patronage intention, respectively. The affective responses exercised an important role as mediating variables.

What is purchase motivation for luxury brands? and what kind of process through makes higher cult intention(i.e.,loyalty). How does consumption value affect loyalty? Theoretically, it was studied whether it could be explained. The luxury products and services were divided into categories and surveys were conducted at the national level. This research analyzed the influence of positive affect on cult intention by mediating luxury consumption value with S-O-R frame. The logic was developed with excitation transfer theory. Positive affect, compatibility mediating effect were investigated. Unlike the previous studies that have been recognized as important in terms of symbolic value in luxury brands, it was confirmed that experiential consumption value had the greatest impact. In addition, the influence of functional value and symbolic value had a significant effect. The effect of consumption value on cult intention was mediated by positive affect and compatibility. Therefore, emotional response can be seen as having an effect on cult intention through excitement transfer. These findings suggest that luxury brand marketers need to develop consumer values that can lead to arousal and positive emotional responses to suit consumer lifestyle. The research results are expected to contribute to the experience marketing and the hospitality service of luxury brands.

This study examined whether and how consumers who seek a bargain in their shopping for luxury fashion brands differ from traditional luxury consumers or non-luxury consumers on their market-related attitudes. To do so, this study compared multi-dimensional perceived values, fairness price perceptions, satisfaction with purchase, brand loyalty, and future purchase intention among luxury consumers, luxury-bargain seekers, and non-luxury consumers. Data was obtained from online surveys and the market-related attitudes were compared using an ANOVA test. The comparion of three types of consumers revealed that luxury-bargain seekers and regular luxury consumers are distinct consumer markets. Overall, luxury consumers displayed high perceived values and brand loyalty and were fairly satisfied with the purchase at full-prices. On the other hand, luxury-bargain seekers showed significantly low perceived social value, perceived fairness toward the original price of the brands, and brand loyalty. They were satisfied with the bargain purchase but not likely to purchase the luxury at full-prices in the future. Understanding these distinct types of consumers and targeting them with different product and pricing strategies are important for luxury brands and retailers to expand luxury consumer base without diluting their brands’ prestige image. Potential marketing strategies based on the findings of this study were suggested.

This research investigates luxury consumption preferences for different types of luxury goods (quiet vs loud) and shopping environments (online vs offline), as a function of individual motivation (bandwagon vs snob) and self-construal (independent vs interdependent), using a quantitative approach (online survey). Bandwagon-motivated consumers, as well as those with higher levels of interdependent self-construals show significant preferences for conspicuously branded luxury goods. Conversely, snobmotivated consumers show significant preferences for inconspicuously branded luxury goods. Finally, consumers displaying preferences for conspicuously branded luxury goods engage in both webrooming and showrooming behaviours, highlighting the complementary nature of online and in-store shopping. Results are discussed in the light of luxury consumption in the 21st century.

Sex appeal advertising has been widely adopted in luxury fashion marketing and yet little attention has been paid to the impact of sex appeal on perceived luxury values. Using a 2(low/high degree of sex appeal) x 2(male/female ad endorser) x 2(male/female ad viewer) factorial design, this study finds that the use of a high degree of sex appeal in an advertisement significantly improves young consumers’ perceptions of the appearance, quality, uniqueness, and conspicuousness value of a luxury fashion brand. The impact of sex appeal on the self-identity, hedonic, materialistic or prestige value perceptions appear to be insignificant. Gender interacts with the degree of sex appeal on the appearance and quality value only. Implications for luxury brand marketers and advertisers are discussed.

Despite the recent economic downturn, the worldwide sales of luxury fashion brands have increased. The luxury fashion market may have become more profitable and yet, at the same time, more competitive. The relationship between consumers and a luxury fashion brand is the type of relation that starts with an affinity towards a particular brand name and is manifested through the purchase of the goods (Okonkwo 2007).Luxury consumption generally involves purchasing luxury products and brands which can symbolise luxury values to an individual. Even though luxury consumption has always been associated with prestige-seeking behaviour, it goes beyond that. Consumers nowadays are looking for luxury brands and goods that are able to fulfil their own functional and emotional values or, specifically, perceived luxury values. Advertising is essential in selling luxury brands and most luxury brands are willing to invest in advertising. One of the main objectives of luxury brand advertising is to help consumers develop a good understanding of the perceived values that luxury brands can offer as compared to non-luxury brands. Only after perceived luxury values are well understood, will consumers be persuaded to purchase the brands. Luxury fashion brands are one of the most profitable and fastest-growing luxury sectors, yet at the same time most researchers tend to agree that the value perceptions associated with luxury fashion brands are poorly understood and under-investigated. Values in general can be regarded as beliefs that guide the selection or evaluation of desirable behaviours or end states (Schultz & Zelezny 1999). Luxury values explain why consumers desire and purchase one luxury brand rather than another. This is because luxury values associated with a specific luxury fashion brand influences consumers’ preference over another brand. There is a wealth of models for perceived luxury values and many researchers have attempted to measure perceived luxury values. Previous research has revealed that luxury values may consist of multiple dimensions. For example, luxury values may involve exclusivity, perceived quality, brand awareness and brand identity (Phau & Prendergast 2000). Vigneron & Johnson (2004) proposed five perceived luxury values which comprise conspicuous value, uniqueness value, quality value, hedonic value, and extended self-value. Subsequent to the study done by Vigneron & Johnson (2004), Wiedmann, Hennigs & Siebels (2007) extended and summarised nine perceived luxury values in relation to luxury fashion brand consumption which are: price value, usability value, quality value, uniqueness value, self-identity value, hedonic value, materialistic value, conspicuousness value and prestige value.Gender, in particular, has not been carefully examined in the luxury context. Since many luxury fashion brands are purchased as gifts for the opposite gender, good understandings of the gender differences in perceptions towards key luxury values becomes essential in this luxury market. Extended from Wiedmann et al.’s study (2007) and using a two (male and female endorser) by two (male and female consumer) factorial and quasi-experimental design, this study examines the impact of gender on consumer responses to seven key luxury values, including the appearance, quality, uniqueness, materialistic, hedonic, conspicuous, and prestige value. The sample included more than three hundred young consumers in Australia. Confirmatory factor analyses were used to test the validity and reliability of each value construct. T-tests were conducted to examine the difference between the male and female consumers with regards to each of the luxury value. The study found that, when exposed to the male-endorser advertisement, male and female consumers have significant different perceptions towards only three key luxury values including appearance, hedonic and prestige value. However, when exposed to the female-endorser advertisement, male and female consumers have different perceptions on all of the key values examined except the materialistic and quality value. The results reveal that gender is a key consideration in luxury brand marketing, particularly in the context of new luxury brand advertising. On one hand, the same advertisement may lead to different consumer perceptions on the luxury values of the advertised brand. On the other hand, some key perceived values (such as quality or materialistic) may not be influenced by gender (neither the gender of the endorser or the consumer). The findings of this study are important as they enable luxury marketers to understand the impact of gender in luxury brand marketing. The implications go beyond luxury fashion brands to other sectors of the luxury market.

This research is to understand luxury consumption values for luxury consumers. The aims of this study is to identify their luxury consumption values and the effects of the values on the perceived acquisition value. This study also divided data into two groups according to the difference between reservation price and actual price; positive reservation price group, negative reservation price group, and analyzed the effects of the values on the perceived acquisition value between two groups. In this study, we used structural models equation and results presented that the conceptual model was a good fit to the data. The empirical results suggested four dimensions of luxury consumption values; symbolic value, innovative design value, quality value and origin value. There were positively significant effects of symbolic value and quality value on the perceived acquisition value. The effects of innovative design value on the acquisition value was significantly negative. Two groups categorized by reservation price depicted the differences on effect levels of symbolic value, innovative design value, and quality value on the acquisition value perception.