Explanatory Factors of the Purchasing Behavior of Luxury Products among Young Chinese Consumers – Motivations, Perceived Risks, Relational Benefits, and Their Impact on the Procurement Modes
Résumé
By 2030, China’s local luxury market is expected to represent 24-26% of the global share, making it the world's largest luxury market, with Chinese consumers projected to account for 38-40% of global luxury consumption. This qualitative study, based on 40 interviews with Chinese consumers from the Y and Z generations, who contribute to 80% of luxury goods spending in China, explores their motivations and obstacles in purchasing luxury goods and choosing procurement modes, considering the impact of the recent COVID-19 health crisis. The research findings reveal new motivations for luxury goods purchases, including nationalism, brand-consumer relatedness, recommendations based on big data and user-generated content. This paper is the first to investigate perceived risks associated with luxury goods purchases, identifying six risks: functionality, aesthetics, inaccessibility, nationalism, social risk, and dilution risk. Additionally, three factors related to relational benefits (confidence, social, special treatment) were identified in their procurement mode choices. This pioneering research investigates the motivations driving Chinese consumers to select different procurement modes for luxury goods, incorporating impulsive, practical, symbolic, hedonic, and sensory factors, along with the Chinese cultural concept of "guanxi" . Furthermore, five new perceived risks of procurement modes are identified: unprofessional risk, unavailability risk, cost risk, anti-advertising sentiment, and counterfeit risk.