Understanding Indians Purchase Behaviour Process: Luxury Apparel Sector

Abstract

This study aims to understand the buying habits and decision behaviours of Indian luxury consumers' in luxury apparel industry through uncovering the factors that influence purchase choices and preferences. Qualitative research was conducted through structured observations and structured in-depth interview with luxury consumers and store managers in Mumbai city. The sample of respondents was based on demographic criteria- gender and age. Data analysis was carried on the basis of the transcripts, notes and observation. The contributions of this research are threefold. First, the combined key drivers of luxury among both gender segments are fit, comfort, quality, exclusive, and sophistication, look good and powerful/influential. Second, consumers' possess different in-store shopping characteristics. Third, the proposed comprehensive model describes the entire consumers' consumption procedure. The paper even theorizes and empirically investigates how intrinsic and extrinsic clues influence consumers' choices and decisions. It also illuminates eight facets of consumers buying tendency. The results provide insights for both luxury apparel firms and store owners. Brand managers can build their product strategy and design decision according to the prevailing gender differences. The study also suggests advantageous findings for the store owners, to amplify consumers shopping experience. The in-store service could be such that it provides consumers' with customized hospitality to gain mutual benefit.