How price display influences consumer luxury perceptions

Béatrice Parguel (1, 2) , B Delecolle (3) , Pierre Valette-Florence (4, 2, 5)

1 DRM - Dauphine Recherches en Management
2 CNRS - Centre National de la Recherche Scientifique
3 ISC Paris - Institut Supérieur du Commerce de Paris
4 UGA IAE - Université Grenoble Alpes - Institut d'Administration des Entreprises
5 CERAG - Centre d'études et de recherches appliquées à la gestion

This article investigates the impact of price display in the luxury sector, which has always been thought of as “bad practice” in luxury marketing but never explored empirically. Taking an experimental approach, the study shows that in the case of brands in the premium luxury segment, price display may have a positive influence on luxury perceptions, and more specifically on perceived brand uniqueness and conspicuousness, which in turn may transfer to brand attitude and desirability. As this runs counter to common wisdom, the findings of this study provide a number of noteworthy theoretical insights and interesting managerial implications.

Mots clés: How price display influences consumer luxury perceptions

Domaines: Gestion et management

Béatrice Parguel, B Delecolle, Pierre Valette-Florence. How price display influences consumer luxury perceptions. Journal of Business Research, 2016, 69 (1), pp.341-348. ⟨10.1016/j.jbusres.2015.08.006⟩. ⟨halshs-01374021⟩