An integrated model of luxury fashion consumption: perspective from a developing nation

Subhadip Roy (Indian Institute of Management, Udaipur, India)
Varsha Jain (Mudra Institute of Communications, Ahmedabad, India)
Nikita Matta (FMS, Mohanlal Sukhadia University, Udaipur, India)

Journal of Fashion Marketing and Management

ISSN: 1361-2026

Publication date: 12 March 2018



The purpose of this paper is to empirically validate a model of luxury fashion consumption that integrates the antecedents and consequences of luxury buying in a developing nation context.


The hypotheses developed in the conceptual model are tested using survey data collected through mall intercept survey of real consumers (with sample sizes 382 and 544). Factor analysis and structural equation modeling are used to analyze the data.


Major results suggest a significant impact of consumer’s local/global orientation on the motivations and associations behind the luxury buying. Motivations and associations are found to influence luxury consumption, which in turn is found to have a positive effect on post-purchase thoughts/feelings. Social influence is found to have a moderating impact on the effects of motivations and associations on luxury consumption, respectively.

Research limitations/implications

The study is restricted to a developing nation context. However, this is one of the novel attempts to validate a comprehensive model of luxury consumption that could be replicated in other contexts.

Practical implications

The findings provide guidelines for a luxury marketer on the factors to consider and monitor while marketing a luxury fashion brand.


The present study adds a new perspective to the literature on luxury buying behavior with its empirically validated comprehensive model.



Roy, S., Jain, V. and Matta, N. (2018), "An integrated model of luxury fashion consumption: perspective from a developing nation", Journal of Fashion Marketing and Management, Vol. 22 No. 1, pp. 49-66.

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