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When higher prices increase sales: How chronic and manipulated desires for conspicuousness and rarity moderate price's impact on choice of luxury brands
16 references·11 citing·42 second hop
When higher prices increase sales: How chronic and manipulated desires for conspicuousness and rarity moderate price's impact on choice of luxury brands (2013)When higher prices increase sales: How ch…The differential roles of brand credibility and brand prestige in consumer brand choice (2010)The differential roles of bra…Value‐based segmentation of luxury consumption behavior (2009)Value‐based segmentation of l…The Theory of the Leisure Class (2009)The Theory of the Leisure Cla…The relationship between brand equity and firms’ performance in luxury hotels and chain restaurants (2004)The relationship between bran…Measuring perceptions of brand luxury (2004)Measuring perceptions of bran…Status brands: examining the effects of non‐product‐related brand associations on status and conspicuous consumption (2002)Status brands: examining the …Consumers' Need for Uniqueness: Scale Development and Validation (2001)Consumers' Need for Uniquenes…A Review and a Conceptual Framework of Prestige-Seeking Consumer Behavior (1999)A Review and a Conceptual Fra…Identifying Competencies with Behavioral-Event Interviews (1998)Identifying Competencies with…Scarcity effects on value: A quantitative review of the commodity theory literature (1991)Scarcity effects on value: A …Correlates of Price Acceptability (1988)Correlates of Price Acceptabi…Reference Group Influence on Product and Brand Purchase Decisions (1982)Reference Group Influence on …Construct Validity: A Review of Basic Issues and Marketing Practices (1981)Construct Validity: A Review …Implications of Commodity Theory for Value Change (1968)Implications of Commodity The…Recommendations for APA test standards regarding construct, trait, or discriminant validity. (1960)Recommendations for APA test …Bandwagon, Snob, and Veblen Effects in the Theory of Consumers' Demand (1950)Bandwagon, Snob, and Veblen E…How rarity and exclusivity influence types of perceived value for luxury (2024)How rarity and exclusivity in…From silos to synergies: A systematic review of luxury in marketing research (2021)From silos to synergies: A sy…Examining the influences of perceived exclusivity and perceived rarity on consumers' perception of luxury (2021)Examining the influences of p…Scarcity, sex, and spending: Recession cues increase women's desire for men owning luxury products and men's desire to buy them (2019)Scarcity, sex, and spending: …The role of sustainable environment attributes in luxury product perceptions: Evidence from an emerging market (2018)The role of sustainable envir…Is luxury expensive? 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(1961)Critical Incident Technique (2007)Competencies as a behavioral approach to emotional intelligence (2009)DOING COMPETENCIES WELL: BEST PRACTICES IN COMPETENCY MODELING (2011)Quality in Interpretive Engineering Education Research: Reflections on an Example Study (2013)The Principles of Psychology (1891)A Theory of Cognitive Dissonance (1957)The Role of Explanations and Need for Uniqueness in Consumer Decision Making: Unconventional Choices Based on Reasons (2000)One Hundred Years of Social Psychology Quantitatively Described (2003)Sharing the small moments: ephemeral social interaction on Snapchat (2015)A Theory of Cognitive Dissonance (2017)A Theory of Social Interactions (1974)Income and well-being: an empirical analysis of the comparison income effect (2004)Incentives and Prosocial Behavior (2006)Frustration and aggression. (1939)Generalized expectancies for internal versus external control of reinforcement. (1966)Staged Authenticity: Arrangements of Social Space in Tourist Settings (1973)Brand Community (2001)Behavioral Intention Formation in Knowledge Sharing: Examining the Roles of Extrinsic Motivators, Social-Psychological Forces, and Organizational Climate1 (2005)
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References

  • 2009The Theory of the Leisure Class5,281 cited
  • 1950Bandwagon, Snob, and Veblen Effects in the Theory of Consumers' Demand2,344 cited
  • 1982Reference Group Influence on Product and Brand Purchase Decisions1,950 cited
  • 2001Consumers' Need for Uniqueness: Scale Development and Validation1,789 cited
  • 2004Measuring perceptions of brand luxury1,555 cited
  • 1981Construct Validity: A Review of Basic Issues and Marketing Practices1,196 cited
  • 1999A Review and a Conceptual Framework of Prestige-Seeking Consumer Behavior1,148 cited
  • 2009Value‐based segmentation of luxury consumption behavior1,104 cited
  • 1998Identifying Competencies with Behavioral-Event Interviews746 cited
  • 1991Scarcity effects on value: A quantitative review of the commodity theory literature719 cited
  • 2002Status brands: examining the effects of non‐product‐related brand associations on status and conspicuous consumption678 cited
  • 2004The relationship between brand equity and firms’ performance in luxury hotels and chain restaurants666 cited
  • 1968Implications of Commodity Theory for Value Change592 cited
  • 1988Correlates of Price Acceptability588 cited
  • 1960Recommendations for APA test standards regarding construct, trait, or discriminant validity.

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560 cited
  • 2010The differential roles of brand credibility and brand prestige in consumer brand choice436 cited
  • Cited by

    • 2017Are fashion consumers like schooling fish? The effectiveness of popularity cues in fashion e-commerce48 cited
    • 2024How rarity and exclusivity influence types of perceived value for luxury45 cited
    • 2014Understanding the moderating effect of motivational values on young consumers' responses to luxury brands: A cross-cultural study of South Korea and the USA45 cited
    • 2018Consumer perceptions of luxury brands: An owner-based perspective42 cited
    • 2021From silos to synergies: A systematic review of luxury in marketing research36 cited
    • 2019Scarcity, sex, and spending: Recession cues increase women's desire for men owning luxury products and men's desire to buy them33 cited
    • 2021Examining the influences of perceived exclusivity and perceived rarity on consumers' perception of luxury31 cited
    • 2018Is luxury expensive?29 cited
    • 2016Consumers’ luxury value perception in the Brazilian premium beer market20 cited
    • 2016Conspicuous consumption, luxury products and counterfeit market in the UK19 cited
    • 2018The role of sustainable environment attributes in luxury product perceptions: Evidence from an emerging market14 cited