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Cited by 212Consumer Behavior in Brand Consumption and IdentificationConsumer Perception and Purchasing BehaviorConsumer Behavior and Marketing Influence

The DOI matches its Crossref record; 25 of the 26 references it cites were found in a registry or an index.

Predicting purchase intention of a controversial luxury apparel product

Summers, Teresa A., Belleau, Bonnie D., Xu, Yingjiao·2006·Journal of Fashion Marketing and Management: An International Journal
DOI 10.1108/13612020610701947
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Abstract

Purpose: The aim of this study is to determine, using the Theory of Reasoned Action (TRA), affluent female consumers' purchase intention of a controversial luxury product, apparel made with American alligator leather. Design/methodology/approach: Influence variables evaluated in the model included: attitude toward performing the behavior (purchasing alligator leather apparel); subjective norm, involvement (fashion involvement); controversy perception (social acceptance and endangerment status of the American alligator); price perception (price‐quality schema and prestige sensitivity); personality traits (self‐confidence and self‐consciousness); and demographics. A mail survey of 1,200 affluent female consumers residing in eight US metropolitan statistical areas defined as fashion centers was conducted. Findings: A total of 430 usable surveys were returned for a 36 percent response rate. The general linear model regression analysis revealed that attitude toward performing the behavior, subjective norm, controversy perception (social acceptance), and fashion involvement were significant predictors of purchase intention. Practical implications: The model was effective in predicting affluent females' purchase intention for a controversial luxury apparel product, and results suggest the TRA could be used to predict purchase intention of other luxury products considered controversial. Producers and retailers of controversial luxury apparel products or interested researchers could use the model in their exploration of consumer attitudes and behavioral intentions. Luxury exotic leather producers and retailers could use the results as they develop merchandising and promotions campaigns for their product lines. Originality/value: The theory could be used to predict purchase intention of other controversial and/or luxury fashion merchandise. Information about affluent female consumers' knowledge, perceptions, and purchase intention of American alligator leather apparel is provided, thus expanding the current limited literature.

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Crossref · 10.1108/13612020610701947

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25 of 25 references verified0 citation errors · 0 not checkable

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Citations

Cites

Show all 26 references

Research works printed but not linked: 10

  1. Foxall, G., Goldsmith, R. and Brown, S. (1998), Consumer Psychology for Marketing, 2nd ed., International Thomson Business Press, Boston, MA.
  2. (The) Independent (2002), “The skin trade”, November 21, Fur special issue, pp. 4‐7, 9, 11‐13, available at: www.lexisnexis.com/universe.
  3. Kahle, L.R. (1995), “Role‐relaxed consumers: a trend of the nineties”, Journal of Advertising Research, Vol. 35 No. 2, pp. 66‐71.
  4. Nowlin, K. (1999), “Consumer preferences for alligator, ostrich, and emu leather apparel product”, unpublished master's thesis, Louisiana State University, Baton Rouge, LA.
  5. Salant, P. and Dillman, D. (1994), How to Conduct Your Own Survey, John Wiley & Sons, New York, NY.
  6. Seelig, P. (1989), “All over the map”, Sales and Marketing Management, Vol. 141 No. 4, pp. 58‐63.
  7. Slotton, W.D. (1983), “Predicting and understanding maternal employment during the transition to parenthood (planned behavior)”, unpublished doctoral dissertation, University of California, Irvine, CA.
  8. Steinberg, J. (1998), “Controversial products helped by packaging”, Brandweek, Vol. 39 4, January 26, pp. 20‐1.
  9. Summers, T., Belleau, B., Xu, Y., Negulescu, I., Von Hoven, T. and Hebert, P. (2000), “Analyses of market potential of exotic leather apparel and interior products”, Textile Chemist & Colorist/America Dyestuff Reporter, Vol. 32 No. 11, pp. 27‐33.
  10. Xu, Y. (2000), “Consumers' reasoned behavior toward American alligator leather products”, doctoral dissertation, Dissertation Abstracts International, Nos 61‐08B, p. 4339, Louisiana State University.

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Metadata

Authors
Summers, T. A., Belleau, B. D., & Xu, Y.
Affiliations
  • Louisiana State University (US)
  • Ohio University (US)
ORCID
Xu, Yingjiao
Venue
Journal of Fashion Marketing and Management: An International Journal
Publisher
Emerald
Published
2006-10-01
Volume
10
Issue
4
Pages
405-419
ISSN
1361-2026 (ISSN-L)
DOI
10.1108/13612020610701947
OpenAlex
W2001104410
Cited by
212
References
26
Citations by year
2026: 2 · 2025: 10 · 2024: 8 · 2023: 9 · 2022: 15 · 2021: 8 · 2020: 16 · 2019: 9 · 2018: 14 · 2017: 23 · 2016: 13 · 2015: 16 · 2014: 11 · 2013: 9 · 2012: 16
FWCI
14.08
Type
journal article
Language
en
Open access
closed
Licence
www.emerald.com/insight/site-policies (tdm)
Locations
Journal of Fashion Marketing and Management (publishedVersion)
Topics
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior in Brand Consumption and Identification
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Perception and Purchasing Behavior
  • Social Sciences › Business, Management and Accounting › Marketing › Consumer Behavior and Marketing Influence
Keywords
purchase intention, theory of reasoned action, attitudes, subjective norms, fashion involvement, social acceptance, prestige sensitivity, self-confidence, self-consciousness, consumer behavior

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