Luxury Fashion Consumers: Comparing High and Low Guilt Groups

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2017-01-01
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Ki, Chung-Wha
Kwon, Theresa
Kim, Youn-Kyung
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International Textile and Apparel Association (ITAA) Annual Conference Proceedings
Iowa State University Conferences and Symposia

The first national meeting of textile and clothing professors took place in Madison, Wisconsin in June 1959. With a mission to advance excellence in education, scholarship and innovation, and their global applications, the International Textile and Apparel Association (ITAA) is a professional and educational association of scholars, educators, and students in the textile, apparel, and merchandising disciplines in higher education.

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The rising consumer thirst for "guilt-free consumption" has drawn great attention from both academia and marketers. Although guilt is deemed a problematic emotion for brands as it negatively influences repurchase intention, few researchers have focused on this negative emotion of guilt in the luxury fashion consumption domain. We build upon the framework of Self-Determination Theory and Self-Discrepancy Theory to understand the relationships between consumer values (i.e., intrinsic and extrinsic) and emotion. We employ a decision tree analysis to profile luxury fashion consumers into high guilt (HG) and low guilt (LG) groups and identify the significant values and demographics associated with each group. Findings show that all the three intrinsic values (i.e., social-, environmental-consciousness, and seeking personal style) were found significant in profiling HG and LG luxury fashion consumers, whereas only status consciousness was identified as the significant extrinsic value.

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