Book contents
- The Cambridge Handbook of Consumer Psychology
- Cambridge Handbooks in Psychology
- The Cambridge Handbook of Consumer Psychology
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Introduction
- 1 Consumer Psychology of Individuals
- 1 Attitudinal Advocacy
- 2 Storytelling and Narrative Persuasion
- 3 Consumer Goals and Motivation
- 4 Consumer Financial Decision-Making
- 5 Marketplace Morality
- 6 A Triadic Framework of Luxury Consumption
- 7 Consumer Identity: A Comprehensive Review and Integration of Contemporary Research
- 8 Compensatory Consumption
- 9 Artificial Intelligence and Consumer Psychology
- 2 Consumer Psychology of Groups and Society
- 3 Methods for Understanding Consumer Psychology
- Index
- References
6 - A Triadic Framework of Luxury Consumption
from 1 - Consumer Psychology of Individuals
Published online by Cambridge University Press: 30 March 2023
Book contents
- The Cambridge Handbook of Consumer Psychology
- Cambridge Handbooks in Psychology
- The Cambridge Handbook of Consumer Psychology
- Copyright page
- Contents
- Figures
- Tables
- Contributors
- Introduction
- 1 Consumer Psychology of Individuals
- 1 Attitudinal Advocacy
- 2 Storytelling and Narrative Persuasion
- 3 Consumer Goals and Motivation
- 4 Consumer Financial Decision-Making
- 5 Marketplace Morality
- 6 A Triadic Framework of Luxury Consumption
- 7 Consumer Identity: A Comprehensive Review and Integration of Contemporary Research
- 8 Compensatory Consumption
- 9 Artificial Intelligence and Consumer Psychology
- 2 Consumer Psychology of Groups and Society
- 3 Methods for Understanding Consumer Psychology
- Index
- References
Summary
This chapter proposes a triadic framework that offers a fresh lens on recent advances in luxury consumption at three distinct levels. First, we review broad systemic forces shaping the contours of the “luxury space” which governs the extent to which certain types of items and practices become more (or less) tightly associated with status over time. Second, we discuss strategies and tactics that firms use to enter the luxury space and make their offerings more appealing within that space. Third, we turn to individual-level dynamics that guide how consumers engage in, internalize, and respond to luxury consumption. We then suggest that integrating these three levels of forces – systemic, firm-level, and individual-level – can inform future research on luxury consumption. While the bulk of research to date has examined how these forces influence individual consumers and their luxury consumption, we propose that focusing on how forces at different levels interact to shape one another may offer promising opportunities for future work in the area.
Keywords
- Type
- Chapter
- Information
- The Cambridge Handbook of Consumer Psychology , pp. 151 - 178Publisher: Cambridge University PressPrint publication year: 2023
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