Personality determinants of consumption of premium seats in sports stadiums

摘要

PurposeThe current study aims to develop a comprehensive hierarchical model of traits and needs to provide a theoretical understanding of personality determinants of luxury-services consumption.Design/methodology/approachThe sample comprised 415 single-event buyers of premium seats in sports stadiums. The causal relationships of hierarchically ordered four traits elemental, compound, situational and surface were examined.FindingsExtraversion was found to be an important trait for needs for material resources and status, while conscientiousness and openness were important predictors of need for arousal. Furthermore, needs for material resources, status and uniqueness were found to be important for self-value consciousness. Self-value consciousness was found to be an important predictor of purchase intention.Originality/valueThe study integrates fragmented luxury services research on individual differences. The findings about the personality determinants would provide relatively consistent predictions behind luxury-services consumption potentially applicable to diverse luxury markets.