Second-hand shopping. Exploring purchase motivations and retail implications

Journal title MERCATI E COMPETITIVITÀ
Author/s Marco Galvagno, Sonia C. Giaccone
Publishing Year 2015 Issue 2015/1
Language Italian Pages 25 P. 123-147 File size 148 KB
DOI 10.3280/MC2015-001007
DOI is like a bar code for intellectual property: to have more infomation click here

Below, you can see the article first page

If you want to buy this article in PDF format, you can do it, following the instructions to buy download credits

Article preview

FrancoAngeli is member of Publishers International Linking Association, Inc (PILA), a not-for-profit association which run the CrossRef service enabling links to and from online scholarly content.

In view of growing interest in alternative retail channel, this study aims to explore motivations underlying second-hand shopping, to categorize different types of secondhand shoppers and to describe implications for both research and retailing strategies. Based on the resulting factor structure and cluster analysis, authors identified different types of second-hand shoppers who can be distinguished along their intentions and motivations: critical austere; occasional hedonists; unconcerned collectors. The results show that second-hand shoppers are influenced by economics, hedonistic, critical and collections-base motivations. The better understanding of the phenomenon of secondhand shopping is valuable also to marketers. Retail firms should learn to manage and govern this market, especially in certain product categories and customer segments.

Keywords: Second-hand, used goods, purchase motivations, market segmentation, collectibles, critical consumption.

  1. Soiffer S.S., Herrmann G.M. (1987). Visions of Power: Ideology and Practice in the American Garage Sale. Sociological Review, 35(1): 48-83, DOI: 10.1111/j.1467-954X.1987.tb00003.x.StammerjohanC.,WebsterC.(2002).TraitandSituationalAntecedentstoNon-Consumption
  2. In Broniarczyk S.M., Nakamoto K. (eds.). Advances in Consumer Research, Vol. 29, Valdosta, GA: Association for Consumer Research: 126-132.
  3. Stone J., Horne S., Hibbert S. (1996). Car Boot Sales: A Study of Shopping Motives in an Alternative Retail Format. International Journal of Retail and Distribution Management, 24 (11): 4-15, DOI: 10.1108/09590559610131682
  4. Sudman S. (1980). Improving the quality of shopping center sampling. Journal of Marketing Research, 423-431, url: http://www.jstor.org/stable/3150496, DOI: 10.2307/3150496
  5. Thompson C.J., Rindfleisch A., Arsel Z. (2006). Emotional branding and the strategic value of the Doppelgänger brand image. Journal of Marketing, 70(1): 50-64, DOI: 10.1509/jmkg.2006.70.1.50
  6. Trendwatching (2011). Trend Briefings: Recommerce. Testo accessibile al sito: http://trendwatching.com/trends/recommerce/ (ultimo accesso 21/1/2012).
  7. Vianelli D. (2006). Il comportamento del consumatore all’interno del punto vendita. Mercati & Competitività, 1: 83-107.
  8. Westbrook R.A., Black W.C. (1985). A Motivation Based Shop per Typology. Journal of Retailing, 61(1): 78-103.
  9. Williams C.C., Paddock C. (2003). The Meanings of Informal and Second-Hand Retail Channels: Some Evidence from Leicester. International Review of Retail, Distribution and Consumer Research, 13: 317-336, DOI: 10.1080/0959396032000101372
  10. Williams C.C. e Windebank J. (2000). The slow advance and uneven penetration of commodification. International Journal of Urban and Regional Research, 27(2): 250-264, DOI: 10.1111/1468-2427.00446
  11. Zavestoski S. (2002). The social-psychological bases of anticonsumption attitudes. Psychology and Marketing, 19(2): 149-165, DOI: 10.1002/mar.10007
  12. Belk R.W., Sherry J.F., Wallendorf M. (1988). A naturalistic inquiry into buyer and seller behavior at a swap meet. Journal of Consumer Research, 14(4): 449-470, url: http://www.jstor.org/stable/2489153, DOI: 10.1086/209128
  13. Belk R.W., Wallendorf M, Sherry J.F., Holbrook M.B., Roberts S. (1988). Collectors and Collecting. In Houston M.J. (Ed), Advances in Consumer Research Volume 15, Provo, UT: Association for Consumer Research: 548-553.
  14. Belk R.W., Wallendorf M., Sherry J.F. e Holbrook M.B. (1991). Collecting in a Consumer Culture. In Belk R.W. (Ed), Highways and Buyways: Naturalistic Research from the Consumer Behavior Odyssey, Provo, UT: Association for Consumer Research, 178-215. Beverland M.B., Farrelly F.J. (2010). The quest for authenticity in consumption: Consumers’ purposive choice of authentic cues to shape experienced outcomes. Journal of Consumer Research, 36(5): 838-856, DOI: 10.1086/615047
  15. Brown S. (2001). Marketing. The Retro Revolution, Thousand Oaks: Sage.
  16. Brown S., Kozinets R.V., Sherry J.F. (2003). Teaching old brands new tricks: retro
  17. branding and the revival of brand meaning. Journal of Marketing, 67(3): 19-33, DOI: 10.1509/jmkg.67.3.19.18657
  18. Camera di Commercio di Milano (2014). Comunicato stampa del 12-08-2014. Testo accessibile all’indirizzo http://www.mi.camcom.it/.
  19. Carù A., Cova B., Maltese L. (2008). Un approccio duale al marketing esperienziale: divertimento e approfondimento nell’immersione. Mercati e competitività, 4: 17-40.
  20. Centro di Ricerca Economica e Sociale “Occhio del Riciclone” (2012). Rapporto Nazionale sul Riutilizzo, con il Patrocinio Morale del Ministero dell’Ambiente e della Tutela del Territorio e del Mare.
  21. Cervellon M., Carey L., Harms T. (2012). Something old, something used. International Journal of Retail & Distribution Management, 40(12): 956-974, DOI: 10.1108/09590551211274946
  22. Cherrier H. (2009). Anti-consumption discourses and consumer-resistant identities. Journal of Business Research, 62(2), 181-190, url: http://links.emeraldinsight.com/ref/38AF710, DOI: 10.1016/j.jbusres.2008.01.025
  23. Corciolani M. (2011). I consumatori alla ricerca di autenticità nell’esperienza di consumo. Teorie, evidenze empiriche e implicazioni operative. Micro & Macro Marketing, 20(3): 527-550, DOI: 10.1431/36064
  24. Costa M. (2011). Secondhand is becoming as popular as new. MarketingWeek Wed, 5 Oct. Testo disponibile al sito: http://www.marketingweek.co.uk/secondhand-is-becoming-as-popular-as-new/3030726.article (ultimo accesso il 13/3/2013).
  25. Crewe L., Gregson N. (1998). Tales of the unexpected: exploring car boot sales as marginal spaces of contemporary consumption. Transactions of the Institute of British Geographers, 23(1): 39-53, DOI: 10.1111/j.0020-2754.1998.00039.x
  26. Cucco R., Dalli, D. (2008). 500 wants you. Un caso di convergenza tra retro-marketing, cooperative innovation e community management. Economia & management, 2: 53-72.
  27. Dalli D., Romani S., Gistri G. (2006). Brand dislike: representing the negative side of consumer preferences. Advances in Consumer Research, 33: 87-95.
  28. Erffmeyer R.C., Keillor B.D., LeClair D.T. (1999). An empirical investigation of Japanese consumer ethics. Journal of Business Ethics, 18(1): 35-50, DOI: 10.1023/A:1006025724126
  29. Eurostat (2009). Retail trade and repair statistics. In European Business – Facts and Figures.
  30. Galvagno M. (2011). Anti-consumption research. Amalisi bibliometrica della letteratura internazionale. Mercati e Competititività, 2: 55-75, DOI: 10.3280/MC2011-002005
  31. Arnould E.J., Price L.L. (2000). Authenticating Acts and Authoritative Performances: Questing for Self and Community. In Ratneshwar S., Mick D.G., Huffman C.
  32. (Eds.), The why of consumption: Contemporary perspectives on consumer motives, goals and desires, London: Routledge, 140-163.
  33. Arold H., Koring C. (2008). European report . An investigation and analysis of the second hand sector in Europe. ITB Institute Technik und Bildung: Bremen.
  34. Bardhi F. (2003). Thrill of the Hunt: Thrift Shopping For Pleasure. In Punam A.K., Rook D.W. (Eds), Advances in Consumer Research, Vol. 30, Valdosta, GA: Association for Consumer Research: 375-376.
  35. Bardhi F., Arnould E.J. (2005). Thrift Shopping: Combining Utilitarian Thrift and Hedonic Treat Benefits. Journal of Consumer Behavior, 4(4): 223-233, DOI: 10.1002/cb.12
  36. Belk R.W. (1985). Materialism: Trait aspects of living in the material world. Journal of Consumer Research, 12(3): 265-280, DOI: 10.1086/208515
  37. Belk R.W. (1988). Possessions and the extended self. Journal of Consumer Research, 15(2): 139-168, url: http://www.jstor.org/stable/254373, DOI: 10.1086/209154
  38. Belk R.W. (1995a). Collecting in a Consumer Society. London: Routledge.
  39. Belk R.W. (1995b). Collecting as luxury consumption: Effects on individuals and households. Journal of Economic Psychology, 16: 477-490, DOI: 10.1016/0167-4870(95)98956-X
  40. Gilmore J.H. e Pine B.J. (2007). Authenticity: What consumers really want (Vol. 1). Boston: Harvard Business School Press.
  41. Grayson K., Martinec R. (2004). Consumer perceptions of iconicity and indexicality and their influence on assessments of authentic market offerings. Journal of Consumer Research, 31(2): 296-312, DOI: 10.1086/422109
  42. Gregson N., Crewe L. (1997). The Bargain, the Knowledge, and the Spectacle: Making Sense of Consumption in the Space of the Car-boot Sale. Environment and Planning D: Society and Space, 15(1): 87-112, DOI: 10.1068/d150087
  43. Gregson N., Crewe L. (2003). Second-Hand Cultures, New York: Berg. Guerzoni G., Troilo G. (1998). Silk Purses Out of Sows’ Ears Mass rarefaction of consumption and the emerging consumer-collector. In Bianchi M. (Ed.), The active consumer: Novelty and surprise in consumer choice. London: Routledge, 174-197.
  44. Guiot D., Roux D. (2010). A Second-Hand Shoppers’ Motivation scale: Antecedents, Consequences and Implications for Retailers. Journal of Retailing, 86 (4): 355-371, DOI: 10.1016/j.jretai.2010.08.002
  45. Hassan L., Shaw D., Shiu E., Walsh G., Parry S. (2013). Uncertainty in ethical consumer choice: a conceptual model. Journal of Consumer Behaviour, 12: 182–193, DOI: 10.1002/cb.1409
  46. Herrmann R.O. (1993). The tactics of consumer resistance: group action and marketplace exit. Advances in Consumer Research, 20(1): 130-134.
  47. Holbrook M.B. (1993), Nostalgia and consumption preferences: some emerging patterns of consumer tastes. Journal of Consumer Research, vol. 20(2): 245-256, url: http://www.jstor.org/stable/2489272. DOI: 10.1086/209346
  48. Holt D.B. (2002). Why do brands cause trouble? A dialectical theory of consumer culture and branding. Journal of Consumer Research, 29(1): 70-90, DOI: 10.1086/339922
  49. IbisWorld (2015). Used Goods Stores in the US. In Industry Market Research Reports.
  50. Kozinets R.V., Handelman J.M. (2004). Adversaries of consumption: consumer movements, activism, and ideology. Journal of Consumer Research, 31(3): 691-704, DOI: 10.1086/425101
  51. Lattin J., Carroll J.D., Green P.E. (2003). Analyzing Multivariate Data. London: Thomson Learning.
  52. Lee M.S.W., Fernandez K.V., Hyman M.R. (2009). Anti-consumption: An overview and research agenda. Journal of Business Research, 62(2): 145-147, DOI: 10.1016/j.jbusres.2008.01.021
  53. Maisel R. (1974). The flea market as an action scene. Journal of Contemporary Ethnography, 2(4), 488-505, DOI: 10.1177/089124167400200405
  54. Molteni L., Troilo, G. (2007). Ricerche di Marketing, seconda edizione. Milano: Mc-Graw-Hill.
  55. Rubinelli L. (2010) Ataos, lo sport di occasione Decathlon supera Trocathlon e rilancia l’usato. Mark Up, Marzo: 96-97.
  56. Sandikci O., Ekici A. (2009). Politically motivated brand rejection. Journal of Business Research, 62(2): 208-17, DOI: 10.1016/j.jbusres.2008.01.028
  57. Schindler R.M. (1989), The Excitement of Getting a Bargain: Some Hypotheses Concerning the Origins and Effects of Smart-Shopper Feelings. In Thomas K.S. (Ed.)
  58. Advances in Consumer Research, Volume 16, Provo, UT: Association for Consumer Research: 447-453.
  59. Shaw, D., Newholm T. (2002). Voluntary simplicity and the ethics of consumption.
  60. Psychology & Marketin, 19(2): 167-185, DOI: 10.1002/mar.10008
  61. Sherry J.F. (1990). A Sociocultural Analysis of a Midwestern American Flea Market. Journal of Consumer Research, 17:13-30, url: http://www.jstor.org/stable/2626821, DOI: 10.1086/208533
  62. Shoptaugh T.L. (1991). Why do we like old things? Some ruminations on history and memory. The Heritage Press, May/June: 14-15.

Marco Galvagno, Sonia C. Giaccone, Second-hand shopping. analisi delle motivazioni d’acquisto e implicazioni per la distribuzione in "MERCATI E COMPETITIVITÀ" 1/2015, pp 123-147, DOI: 10.3280/MC2015-001007