Predicting luxury purchases: A new comprehensive framework and research roadmap

Figures & data

Figure 1. Systematic review stages.

Table 1. Selection criteria

Criteria	Inclusion	Exclusion	Rationale
Publication Type	Scholarly articles	None: academic resources	To make sure that the research retrieves information from academic sources
Peer-reviewed	Peer-reviewed	None reviewed: abstracts, books, and dissertations	To make sure the quality of the used articles
Year of publication	Articles published 2000 onwards	Articles published before 2000	The current review involves the last decade (2000–2022), however no studies, in the context of the review, are published before this date
Language	English language	Any languages other than English	English is the official language for research articles

Table 2. Review search results

Databases	Automated Search		Manual Search	Paper Content	Backward Snowball	Final Results
	Keywords Result	Apply Filters	Title and Abstract	Reading Full Articles	Adding Missing Articles	Quality Assessment
Web of Science	105	51	14	9	11	9
EBSCOhost	176	61	25	16	19	14
Google Scholar	192	82	38	27	28	23
Total	473	195	77	52	58	46

Figure 2. Publications by year.

Table 3. Publications by Journals

Journal Title	Journal Q Rank	No. of Studies	% Total Published Articles
Journal of Islamic Marketing	Q2	14	30%
Journal of Business Research	Q1	1	2.1%
Journal of Retailing and Consumer Services	Q1	3	6.5%
African Journal of Business Management	-	1	2.1%
Asia Pacific Journal of Marketing and Logistics	Q1	3	6.5%
Asian Academy of Management Journal	Q3	1	2.1%
Central European Management Journal	Q3	1	2.1%
Economics and Business Review	Q4	1	2.1%
European Business Review	Q1	1	2.1%
International Business Management	-	1	2.1%
International Journal of Hospitality & Tourism Administration	Q2	1	2.1%
International Journal of Humanities and Social Science Invention	-	1	2.1%
International Journal of Islamic Marketing and Branding	-	2	4.3%
International Journal of Sociology and Social Policy	Q1	1	2.1%
International Marketing Review	Q1	1	2.1%
International Review of Retail, Distribution and Consumer Research	Q2	1	2.1%
Journal of Business Research	Q1	1	2.1%
Journal of Business and Behavioral Sciences	-	1	2.1%
Journal of Consumer Behavior	Q2	2	4.3%
Journal of Developmental Entrepreneurship	Q3	1	2.1%
Journal of International Consumer Marketing	Q2	1	2.1%
Journal of Research in Marketing & Entrepreneurship	Q2	1	2.1%
Journal of Tourism, Hospitality and Sports	-	1	2.1%
Marketing Intelligence & Planning	Q2	1	2.1%
Pakistan J of Commerce & Social Sciences	Q3	1	2.1%
Psychology and Marketing	Q1	1	2.1%
The Business & Management Review	-	1	2.1%
Summary of Included Journals		No.	% of Total
Total Published Papers		46
Total Number of Journals		27
Total Q1 Journals		8	29.6%
Total Q2 Journals		7	25.9%
Total Q3 Journals		4	14.8%
Total Q4 Journals		1	3.7%
Total non-ranked Journals		7	25.9%
Total Journals with Marketing Scope		9	33.3%
Total Journals with General Business/Management scope		11	40.7%
Total Journal with other scopes		7	25.9%

Figure 3. Methodologies overview.

Figure 4. Samples overview.

Table 4. Classification framework

Predictors		Dimensions	Description	Sources in Luxury Studies
Perceived Personal Luxury Values	Perfectionism (Functionality)	Superior quality and performance	Higher product quality in exchange for higher prices compared to other products (Vigneron & Johnson, 1999)	Al-Issa & Dens (2023), Mostafa and Arnaout (2020), Al-Hajla (2017), Salehzadeh & Pool (2017), Nwankwo et al. (2014), Marciniak and Mohsen (2014), Teimourpour and Hanzaee (2011)
		Usability (Utilitarian value)	Satisfying specific purpose of use through luxury; work right, look good, last a long time, easy to use, easy to refund and exchange, and easy to maintain (Li et al., 2012, Wiedmann et al., 2009)	Rehman et al. (2021), Mostafa (2018), Stępień et al. (2016), Teimourpour and Hanzaee (2011)
		Product Characteristics	Superior features, high-class craftsmanship, design, services, and brand name (Hamelin & Thaichon, 2016; Stępień et al., 2016). Product advantage, brand awareness, and brand homogeneity (Khan et al., 2017)	Al-Issa & Dens (2023), Mostafa and Arnaout (2020), Khan et al. (2017), Hamelin and Thaichon (2016), Stępień et al. (2016)
	Hedonic Value	Emotional value (Affective attitude)	Emotional responses associated with luxury consumption, such as pleasure, and excitement (Wiedmann et al., 2009)	Al-Issa & Dens (2023), Al-Hajla (2017), Arli et al. (2016), Stępień et al. (2016), Al-Mutawa et al. (2015), Nwankwo et al. (2014), Kambiz and Fereshteh (2013), Teimourpour and Hanzaee (2011)
		Experiential value	Evolving and enjoyable luxury shopping experience (Jung Choo et al., 2012)	Salehzadeh & Pool (2017)
		Aesthetics	Luxury products are sensory appealing (Vigneron and Johnson, 1999)	Stępień et al. (2016), Marciniak and Mohsen (2014)
		Extravagance/Indulgence*	Buying unnecessary luxury products for pleasure (Wiedmann et al., 2009)	(*) not explored in former Islamic luxury studies
		Life-enrichment (Self-gratification) *	personal rewards and fulfillment through luxury consumption (Wiedmann et al., 2009)	(*) not explored in former Islamic luxury studies
		Self-gift Giving*	Buying luxury to celebrate significant occasions (Wiedmann et al., 2009)	(*) not explored in former Islamic luxury studies
	Extended Self (Self-Identity)	Self-identity/Self-image (Symbolic value)	Using luxury to support and develop the symbolic meaning of one’s identity (Ajitha & Sivakumar, 2017, Wiedmann et al., 2009)	Al-Issa & Dens (2023), Mostafa and Arnaout (2020), Mostafa (2018), Marciniak and Mohsen (2014), Salem and Salem (2018),
		Self-presentation Attitude	Conveying a message on the self through the consumption of luxury (Arli et al., 2016)	Arli et al. (2016)
		Self-expression (Expressive Value)	Using luxury for presenting individual identity, and communicating core beliefs (Alserhan et al., 2015)	Alserhan et al. (2015), Teimourpour and Hanzaee (2011)
		Internal Values	Self-respect, self-fulfillment, a sense of accomplishment, excitement, and security dictate behavior (Spiggle, 1986)	Nwankwo et al. (2014)
	Materialistic Value	Priority to visible material possessions	To assign a high priority to material possessions in one’s life (Wiedmann et al., 2009)	Shammout et al. (2022), Zakaria et al. (2021), Al-Issa & Dens (2023), Mostafa and Arnaout (2020), Salehzadeh & Pool (2017), Riquelme et al. (2011), Teimourpour and Hanzaee (2011)
		Self-Satisfaction	The belief that the acquisition of possessions yields happiness and satisfaction with life (Cleveland et al. , 2009)	Mostafa and Arnaout (2020)
		Vanity/Pride	Equating physical appearance with an opinion about oneself to display achievements and enhance self-esteem (Shahid & Paul, 2021)	Al-Issa & Dens (2023), Mostafa and Arnaout (2020), Kassim and Zain (2016), Vel et al. (2011)
Perceived Social Luxury Values	Conspicuousness	Prestige Signaling	Buying highly-priced products to signal wealth and status to reference-group (Wiedmann et al., 2009)	Al-Issa & Dens (2023), Shammout et al. (2022), Salehzadeh & Pool (2017), Stępień et al. (2016), Nwankwo et al. (2014), Marciniak and Mohsen (2014), Kambiz and Fereshteh (2013), Teimourpour and Hanzaee (2011)
		Status Value	Improving social standing through the consumption of products that confer and symbolize status for both the individual and surrounding others (O’Cass et al., 2013)	Shammout et al. (2022), Mostafa and Arnaout (2020), Salehzadeh & Pool (2017), Al-Mutawa et al. (2015), Jamal and Shukor (2014), Kambiz and Fereshteh (2013)
	Social Conformity	Social Belonging	Sense of group belonging through imitating behaviors of group members (Vigneron & Johnson, 1999). Awareness of belonging to a social group due to emotional and valuable concerns (Tajfel, 2010)	Al-Issa & Dens (2023), Shammout et al. (2022), Sharif et al. (2019), Salem and Salem (2018), Shaikh et al. (2017), Stępień et al. (2016), Marciniak and Mohsen (2014), Nwankwo et al. (2014), Jamal and Shukor (2014), Teimourpour and Hanzaee (2011)
		Subjective Norms	perceived social pressure to perform or not to perform the behavior (Ajzen, 1991)	Kasber et al. (2022), Muça and Zeqiri (2020), Salem and Salem (2018), Vel et al. (2011)
	Uniqueness	Exclusivity and rarity	Luxury products are rare and exclusive (Wiedmann et al., 2009)	Al-Issa & Dens (2021), Stępień et al. (2016), Nwankwo et al. (2014), Jamal and Shukor (2014), Kambiz and Fereshteh (2013), Teimourpour and Hanzaee (2011)
		Self-differentiation	Differentiate oneself from others by buying exclusive products (Kastanakis & Balabanis, 2014)	Marciniak and Mohsen (2014)
	Sustainable Value	Luxury-Sustainability Attitude	Interest in sustainability while purchasing luxury (Kapferer & Michaut, 2015) Luxury Sensitivity vs Disengagement) (Kapferer & Michaut, 2020)	Al-Issa & Dens (2023)
		Ego-centered Value *	Health and youthfulness, and guilt-free pleasure associating with sustainable products consumption (Cervellon & Shammas, 2013)	(*) not explored in former Islamic Luxury studies
		Eco-centered Value	Doing good and not doing harm to the environment (Cervellon & Shammas, 2013)	Achabou and Dekhili (2013)
		CSR Value *	Importance of corporate social responsibility and ethical practices reporting to avoid the risk of “green washing” (Athwal et al., 2019)	Dekhili et al. (2019)
Religious Impact	Religiosity	Intrinsic Religiosity	Intrapersonal religious commitment (Allport & Ross, 1967, Worthington et al., 2003)	Al-Issa & Dens (2023), Kasber et al. (2022), Rehman et al. (2021), Zakaria et al. (2021), Rehman et al. (2021), Gilal et al. (2020), Aksoy and Abdulfatai (2019), Arli et al. (2016), Nwankwo et al. (2014), Ashraf et al. (2017), Dekhil et al. (2017), Auf et al. (2016)
		Extrinsic Religiosity	Interpersonal religious commitment (Allport and Ross, 1967, Worthington et al., 2003)	Al-Issa & Dens (2023), Kasber et al. (2022), Rehman et al. (2021), Zakaria et al. (2021), Rehman et al. (2021), Gilal et al. (2020), Aksoy and Abdulfatai (2019), Arli et al. (2016), Nwankwo et al. (2014), Ashraf et al. (2017), Dekhil et al. (2017), Auf et al. (2016)
		Overall Religiosity	Ideological, Ritualistic, Intellectual, Consequential, and Experiential dimensions (Shabbir, 2010)	Al-Hajla (2017)
		Importance of Religion	The importance of religion in one’s life has a big influence on his/her views in other areas	Kassim et al. (2016)
Globalization Impact	AGCC	English-language Use (ELU)	Language of preference in different situations (Cleveland et al., 2013)	Jamal and Shukor (2014)
		Cosmopolitanism (COS)	Viewing all human beings as belonging to one community (Cleveland et al., 2013)	Mostafa and Arnaout (2020)
		Global Mass Media (GMM)	Influence of mass media and marketing (e.g., USA vs Europe) (Cleveland et al., 2013)	Jamal and Shukor (2014)
		Openness to Global Consumer Culture (OGCC)	Openness toward the lifestyles and consumption symbols of other countries (Cleveland et al., 2013)	Al-Issa & Dens (2023)
		Exposure to Marketing Activities of Multi-national Companies (EMA)	(Cleveland et al., 2013)	Al-Issa & Dens (2023)
		Traveling Frequencies/Attitudes (TFA)	Foreign traveling attitudes/experiences (Cleveland et al., 2013)	Al-Issa & Dens (2023)
		Self-Identification with Global Consumer Culture (SIGCC)	Outright identity with GCC (Cleveland et al., 2013)	Al-Issa & Dens (2023)

Figure 5. Proposed luxury purchase intentions predictors (LPIP) framework.

Note: Check Table 4 for Model items details.

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