Discovering India's three levels of luxury consumption: An exploratory research to find a conceptual framework

Don E. Schultz, Varsha Jain*

*Corresponding author for this work

Research output: Contribution to journalArticlepeer-review

15 Scopus citations


Luxury marketing research has moved from functional product attributes to a ‘democratized’ view in emerging economies. This seems to be based on the development of interactive and digital communications. Luxury research studies have historically focused on the brand's and marketer's perspectives. Thus, little attention has been given to the consumer's view of what we consider to be the individual drivers, i.e., the ‘inner and outer self’ and how that impacts luxury consumption. This paper presents a framework of luxury and self, using concepts such as interdependent or outer, independent or inner, and a new concept of ‘digital self’. These appear as three levels of luxury consumption, i.e., conspicuous, individual, and interactive. The interdependent self is influenced by the external motives and leads to conspicuous luxury behavior. Individual self is affected by internal motives and thus influences individual luxury consumption. Digital self affects the networks of motive and relationships and thereby impacts interactive luxury consumption and behavior.

Original languageEnglish (US)
Pages (from-to)250-269
Number of pages20
JournalJournal of Marketing Communications
Issue number3
StatePublished - Apr 3 2018


  • India
  • levels of luxury consumption
  • purchase motives
  • qualitative studies
  • self-concept of consumers

ASJC Scopus subject areas

  • Business and International Management
  • Marketing


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