Influence of consumption resources on observers’ attitudes towards luxury brands: the perspective of power distance belief

Purpose To provide theoretical guidance on improving luxury brands’ marketing performance, this study aims to examine the impact mechanism and boundary conditions of luxury brand buyers’ consumption resources on observers’ brand attitudes from the perspective of consumers’ power distance beliefs (PDBs). Design/methodology/approach Four experimental studies were conducted. Study 1 examined the influence of the interaction of consumption resources and PDBs on luxury brand attitudes; Study 2 examined the mediating role of prestige perception. Study 3 excluded alternative explanations of (dis)association motivation and envy. Finally, Study 4 examined the moderating effect of brand relationship norms. Findings Consumers with low PDBs had lower attitudes towards luxury brands when consumption resources were acquired through luck (rather than effort). However, no significant difference in luxury brand attitudes was found between these two consumer groups when PDBs were high. Consumers’ perceptions of prestige played a mediating role in the main effect, whereas brand relationship norms moderated the main effect. Originality/value First, this study reveals the unique role of PDBs in shaping consumer attitudes towards luxury brands. Second, it uses consumption resources as a signal for luxury consumption and identifies a way to influence consumers’ attitudes towards luxury brands, namely, their perceptions of prestige. Third, it uncovers the influence of consumers’ brand relationship norms on the formation of luxury brand attitudes.