Consumption strategies and motivations of Chinese consumers – the case of UK sustainable luxury fashion

Purpose: This paper explores Chinese consumers’ motivations to purchase luxury fashion products in the UK and in how far sustainability plays a role in the decision making process, by extending the Translators, Exceptors, Selectors consumer typology. We further add an additional dimension to defining ‘luxury’.
Design/methodology approach: An exploratory design utilising multiple qualitative research tools (semi-structured interviews, focus groups) provides the basis for this research. Grounded analysis was applied.
Findings: Findings map motivational drivers to purchasing luxury products and establish a fourth consumer type ‘Indulgers’. Wellbeing further emerged as a key characteristic that defines ‘luxury’.
Research limitations/implications: The sample size is limited to Chinese consumers purchasing luxury fashion in the UK and thus, may not be generalized.
Practical implications: This research helps managers to understand the consumer types and underlying motivations of Chinese consumers purchasing luxury fashion in the UK. As one of the largest target groups, this research informs managers on how to further capitalise on this market.
Originality/value: This paper creates a new consumer typology that not only categorises consumers according to their consumption aspects, but further identifies their underlying motivations to do so.
Keywords: Consumer typology, motivators, sustainability, luxury fashion, Chinese consumers, UK