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Identifying factors influencing purchase intention of sustainable luxury retailing products

Rambabu Lavuri (Department of Marketing, Indian Institute of Management, Jammu, India)
Dimple Kaul (Department of Marketing and International Business, K J Somaiya Institute of Management, Somaiya Vidyavihar University, Mumbai, India)
Geetha Mohan (Department of Marketing, Indian Institute of Management Kozhikode, Kozhikode, India)
Nirma Sadamali Jayawardena (Department of Marketing, O P Jindal Global University, Sonipat, India)
Park Thaichon (School of Business, University of Southern Queensland, Springfield, Australia)

International Journal of Retail & Distribution Management

ISSN: 0959-0552

Article publication date: 29 December 2023

Issue publication date: 7 March 2024




This study investigated the antecedents influencing purchase intentions of sustainable luxury products using the stimulus-organism-response (S-O-R) model.


The data were collected from 513 participants through surveys about recent purchases of sustainable luxury products. As part of this study, the authors visited luxury retail outlets in Hyderabad, Mumbai and Chennai, and AMOS version 23 was used to analyze the data.


Consumer trust and attitude (organism) are positively influenced by utilitarian, hedonic, epistemic, social and self-image (SEI) stimuli. Consumer trust and attitude (organism) have a significant impact on sustainable luxury purchase intention (response). In addition, escapism (ESC) moderated the organism–response relationship.

Practical implications

As a result of the findings regarding utilitarian, hedonistic, epistemic, social and SI aspects of luxury brands, practitioners can develop sustainable marketing strategies that will promote luxury brands.


This study contributes to the existing literature by examining the moderating role of entertainment (ENT) and ESC in the S-O-R model in terms of antecedents influencing the purchase intention of sustainable luxury products. Furthermore, this new model contributes by providing a deeper understanding of sustainable luxury shoppers' intentions in India through analyzing purchase intentions for sustainable luxury products.



Lavuri, R., Kaul, D., Mohan, G., Jayawardena, N.S. and Thaichon, P. (2024), "Identifying factors influencing purchase intention of sustainable luxury retailing products", International Journal of Retail & Distribution Management, Vol. 52 No. 2, pp. 259-275.



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