Non‐price determinants of intention to purchase counterfeit goods: an exploratory study

Abstract

Counterfeiting is a serious problem besetting an increasing number of industries. It affects not only products whose brand name is synonymous with its quality or flavour, but also products which require a high level of research and development, and marketing. Counterfeit merchandise cuts into profits and harms the brand owner′s reputation. To be effective in eradicating counterfeiting, one also has to understand the consumer′s propensity to purchase counterfeit products. Challenges the prevalent assumption that price is the main motive for purchasing counterfeit products. Offers conceptualizations of eight possible non‐price determinants of consumers′ behavioural intention towards the purchase of counterfeit products. Uses established scale development procedures to create multi‐item scales for these non‐price constructs. Explores the explanatory role of these constructs by relating them to purchase intention responses for four common counterfeit consumer products, through multiple regression analyses. A convenience survey of consumers in a South‐East Asian city with a pattern of use of counterfeit goods provides data for this study. Results suggest that non‐price determinants, particularly those relating to perceived product attributes and attitude towards counterfeiting, affect consumers′ intention to purchase counterfeit products. The type and magnitude of influence of these, however, differ across products as well as individuals. Discusses implications for branded goods marketers and policy makers.