The role of hope and attitude in luxury counterfeit purchase intention

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Purpose – This study aims to investigate the emotion hope for social status and attitude toward counterfeit goods as predictors of consumers’ intention to purchase counterfeit products.. Design/methodology/approach – We conduct an experiment with 45 undergraduates (51% female) from different universities, which design was a 2 (hope for social status; hopeful vs non-hope) x 2 (attitude towards counterfeit goods; positive vs negative) full factorial, between-subjects. Findings – Results confirmed that people felt hopeful after manipulation; however, future steps of this investigation should consider the use of another instrument of manipulation even more effective. However, respondents also pointed out they felt happiness, which makes us believe that it is important to use an instrument of manipulation even more effectively to guarantee the achievement of the real manipulation, without the interference from extraneous variables. Theoretical/methodological contributions – Although originated in categories such as apparel and luxury accessories, counterfeiting now affects a wide range of industries, representing a major economic threat. This great amount of counterfeit trade worldwide is shocking, and leads us to argue: what are the factors that influence the intention to purchase these products, especially regarding the consumption of luxury counterfeit brands? We believe that emotion may represent an important role in people’s intention to purchase counterfeit goods. Besides, the attitude towards counterfeit goods may also imply variations of intention to purchase, playing a moderator role. The inclusion of emotion in consumer behavior studies presents a significant opportunity to develop theory and practice in this area of study. Originality/value – The explanations of whether emotions may represent antecedents of the purchasing of counterfeits are quite limited, and the understanding of the motivations behind the purchase of such products remains undefined in the marketing literature. Analysis of the study shows that hope and attitude can simultaneously offer opportunities for consumer behavior research.