Consumer Lifestyle Matters: Evidence from Gray Markets in China

Weining Liu, Lan-Yun Chang, Jing-Ru Lin

Department of Creative Product Design, Far East University, Tainan City.
Graduate Institute of Human Resource and Knowledge Management National Kaohsiung Normal University, Kaohsiung City.

DOI: 10.4236/jssm.2012.52024                

Abstract

Consumers are at the central point of marketing. However, while existential research is devoted to understanding gray market, little attention is given to the consumer’s view of gray market. This study attempts to take the perspective of consumers to address the gray market issue. Lifestyles of the target customers of trademark holders are proposed for trademark holders to retain existing customers while simultaneously attracting new customers from the gray market. We perform Cluster analysis to identify different customer groups by using “lifestyle” as a market segmentation variable. ANOVA, Scheffe test and regression analyses are then employed to test the proposed hypotheses. Analytical results reveal that the different customer groups exhibit particular lifestyle features, different perceptions of gray product quality as well as different purchase intentions.

Keywords

Consumer Lifestyle; Product Quality Perception; Purchase Intention; Gray Market; Trademark Holders

Conflicts of Interest

The authors declare no conflicts of interest.

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