A Second-hand Shoppers’ Motivation Scale: Antecedents, Consequences, and Implications for Retailers |
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Authors: | Denis Guiot Dominique Roux |
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Institution: | a Université Paris Dauphine, DRM CNRS, UMR7088, F-75016, France;b Université Paris-Sud 11 – IUT de Sceaux, PESOR, France |
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Abstract: | 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. |
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Keywords: | Second-hand shopping Market resistance Recreational shopping Economic shopping Measurement scale Segmentation |
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