A Second-hand Shoppers’ Motivation Scale: Antecedents, Consequences, and Implications for Retailers
Roux, Dominique; Guiot, Denis (2010), A Second-hand Shoppers’ Motivation Scale: Antecedents, Consequences, and Implications for Retailers, Journal of Retailing, 86, 4, p. 355-371. http://dx.doi.org/10.1016/j.jretai.2010.08.002
TypeArticle accepté pour publication ou publié
Journal nameJournal of Retailing
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Abstract (EN)In view of growing interest in alternative consumption channels and critiques of conventional retailing, this study proposes a scale of second-hand shopping motivations. After defining the concept, we present the characteristics of second-hand shopping and explain the importance of a motivation-based approach. Through qualitative and quantitative studies and two data collections carried out in France with 708 subjects, we propose a reliable, valid, eight-factor scale that includes motivations related to products and distribution channels. A second-order hierarchical structure supports the tripartite nature (critical, economic, and recreational) of this form of shopping. Furthermore, the measure reveals, through a typological analysis, four consumer segments: “polymorphous enthusiasts”, “thrifty critics”, “nostalgic hedonists”, and “regular specialist shoppers”. We discuss the applications of this new scale and their implications for both research and retailing strategies.
Subjects / KeywordsSecond-hand shopping; Market resistance; Recreational shopping; Economic shopping; Measurement scale; Segmentation
JELM31 - Marketing
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