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Abstract

Drawing on the model of goal-directed behavior, our study examined how buying second-hand clothing (SHC) influences desire and the conditions influencing this phenomenon. Using an experimental design targeting 398 United States and New Zealand respondents, our study found that attitude and anticipated emotions shape shopping behavior at SHC stores, and desire mediates these factors in terms of behavioral expectations. The effects were more notable for respondents concerned about others’ welfare rather than being materialistic. We provide theoretical insights into the socio-psychological mechanisms explaining how and when shopping at SHC stores shapes consumers’ desire to purchase SHC and their decisions to do so. The contingency approach in testing the moderating effects of the social material self and other-concerning values contributes to establishing boundary conditions for the main effects. Theoretical and practical implications are discussed.

Keywords

second-hand clothing model of goal-directed behavior material self other-concerning values field experiment

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An Experimental Investigation of Second-Hand Clothing Consumption

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