SELF-INCONGRUITY AND IDEAL CONGRUITY EFFECTS OF LUXURY FASHION BRANDS

Abstract

Past research has shown that the self-congruity effect (Sirgy, 1982) is an important key predictor for consumers’ responses (e.g., attitude, purchase intention, choice, satisfaction, and loyalty) toward various marketing stimuli such as brand, store, and product (Barone, Shimp, and Sprott, 1999; Sirgy, Grewal, & Mangleburg, 2000). The self-congruity effect refers to the match between consumers’ actual self-concept and the image of objects compared, such as brand image, product image, store image, and advertising materials (Choi & Rifon, 2012; Sirgy, Grewal, & Mangleburg, 2000). These relationships, however, have not been tested in the context of luxury brand products (Sirgy, 1982). Our purpose is to address this knowledge gap by investigating the relevancy of self-congruity theory to the purchase of luxury brands. In contrast to the long-standing self-congruity effect, we propose that actual self-incongruity and ideal self-congruity effects will work when consumers evaluate luxury fashion brands.A survey method was used to gather data. Data were collected through an online panel provided by E-rewards, a marketing research company located in the United States. A stratified sampling method was employed to obtain an evenly distributed number of participants from different income classes. The strata was identified by income. Three strata were developed: (1) more than $100,000; (2) $55,000 to less than $100,000; and (3) less than $55,000. The sample (n = 502, average age = 41) represented most demographic categories.We tested the influence of actual self-incongruity and ideal self-congruity on brand attitude, purchase intention, and perceived quality for 3 brands. Actual self-incongruity had a significant positive effect on brand attitude, whereas ideal self-congruity had a significant positive effect on brand attitude, purchase intention, perceived quality. Overall, the results supported our main hypothesis. We conducted an additional analysis to examine the moderating role of income. Specifically, for brand attitude, the influence of actual self-incongruity was significantly positive only for the low-income group. The influence of ideal self-congruity was significantly positive only for the low- and middle-income groups. For purchase intention, the influence of ideal self-incongruity was significantly negative only for the low-income group, whereas the influence of ideal self-congruity was not significant for the middle- or high-income groups. Finally, for perceived quality, the influence of actual self- and ideal self-incongruity was significant only for the middle-income group, whereas that influence was not significant for the high-income group. This research contributes to the self-congruity effect in the context of luxury brands. Our results show the positive influence of ideal self-congruity and actual self-incongruity on the evaluation of luxury brand products. This is the first study identifying that actual self-congruity has a negative influence on the evaluation of brands in a luxury market context, as opposed to previous findings. Our results provide important implications to practitioners in planning their marketing communication strategies or consumer relationship management for luxury brand consumers.