The Functions of Luxury: A Situational Approach to Excursionism

Dubois, Bernard; Laurent, Gilles
January 1996
Advances in Consumer Research;1996, Vol. 23 Issue 1, p470
Conference Proceeding
A large number of persons ("Excursionists") access the luxury product domain only in certain situations. In this paper, we argue that such behavior can be analyzed in terms of the functions played by the products. Each luxury product can fulfill a certain set of functions. Each situation calls for certain functions to be fulfilled. Therefore each luxury product is more appropriate in certain situations than in others. Four situations are designed on the basis of two dichotomies (social vs individual, planned vs impulse). Respondents indicate their behavior in these situations for three products (scarfs, perfumes, diamond rings). A correspondence analysis assesses the strength of the adequacy of each product to each situation.


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