The more you know, the more you buy? Knowledge and engagement drive luxury purchasing

Kuo Chi-Hsien*, Nagasawa Shinya

*Corresponding author for this work

Research output: Contribution to journalConference articlepeer-review

1 Citation (Scopus)


The market for luxury goods has changed drastically for the most recent two generations of consumers, who account for almost half of these types of purchases. This is due in part to their integration of using the internet for online shopping, as well as their relationship to luxury goods. We tested eight hypotheses about the luxury goods purchasing behavior of these two generations. Each of the hypotheses has proven statistically significant, which suggests that marketing strategies for luxury goods need to change to address the different wants, and needs of a changing market. These research results suggest that consumer knowledge and awareness have a positive correlation with their level of trust, and risk in luxury brands. The implications of this suggest that practitioners of luxury goods marketing should invest in marketing strategies that address certain social peer groups, which can significantly influence their target market.

Original languageEnglish
Pages (from-to)456-463
Number of pages8
JournalProceedings of the International Conference on Electronic Business (ICEB)
Publication statusPublished - 2019
Event19th International Conference on Electronic Business, ICEB 2019 - Newcastle upon Tyne, United Kingdom
Duration: 2019 Dec 82019 Dec 12


  • Consumer brand knowledge perspective
  • Luxury goods marketing
  • Luxury in the digital era
  • Luxury retail strategy

ASJC Scopus subject areas

  • General Business,Management and Accounting
  • General Computer Science


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