The effects of possession- and social inclusion-defined materialism on consumer behavior toward economical versus luxury product categories, goods versus services product types, and individual versus group marketplace scenarios

Weng Marc Lim, Cynthia Su Chen Phang and Ai Ling Lim

Journal of Retailing and Consumer Services, 2020, vol. 56, issue C

Abstract: The paper builds on and extends the current understanding of materialism by investigating the effects of two forms of materialism (i.e., possession- and social inclusion-defined) on consumer behavior (i.e., purchase and patronage) toward products of different categories (i.e., economical versus luxury) and types (i.e., goods versus services) in different marketplace scenarios (i.e., individual versus group). Using data partitioning on a random sample of 323 consumers to generate usable cases for three interrelated studies, the paper reports that the effects of possession- and social inclusion-defined materialism are consistently accentuated in the purchase of luxury goods rather than economical goods, whereby consumers with high levels of possession- and social inclusion-defined materialism are more likely to purchase luxury goods than consumers with low levels of possession- and social inclusion-defined materialism. However, the paper finds that possession- and social inclusion-defined materialism have no significant effects on the individual and group patronage of economical and luxury services. The paper concludes with the implications of these findings for theory, practice, and future research.

Keywords: Materialism; Possession; Social inclusion; Product category; Product type; Marketplace scenario (search for similar items in EconPapers)
Date: 2020
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:joreco:v:56:y:2020:i:c:s0969698919303066

DOI: 10.1016/j.jretconser.2020.102158

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