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Insights for luxury retailers to reach customers globally

Charles Jebarajakirthy (Department of Marketing, Griffith University Griffith Business School, Nathan, Australia)
Rambalak Yadav (Institute of Management Technology, Hyderabad, India)
Amit Shankar (Indian Institute of Management Visakhapatnam, Visakhapatnam, India)

Marketing Intelligence & Planning

ISSN: 0263-4503

Article publication date: 12 March 2020

Issue publication date: 1 October 2020




The purpose of this study is to investigate whether customer intention to purchase luxury products from the online stores of fashion luxury retailers varies depending on their degree of corporate image and showrooming strategy, when the retailers do not have a wider store network in the region where customers live.


Two scenario-based, between-subject experimental studies were conducted to test the hypotheses.


Findings showed that both building corporate image and showrooms are effective in enhancing customer intention to purchase from online stores, without widely increasing the number of stores; however, building corporate image is more useful to high corporate-image retailers and showrooms are more appealing to low corporate-image retailers.

Practical implications

The findings are useful to fashion luxury retailers, particularly those based in Western countries who seek to target customers in other regions, particularly those in developing countries.


This study contributes to the literature on online fashion luxury consumption and multichannel retailing.



Jebarajakirthy, C., Yadav, R. and Shankar, A. (2020), "Insights for luxury retailers to reach customers globally", Marketing Intelligence & Planning, Vol. 38 No. 7, pp. 797-811.



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