Transformational effects of social media lurking practices on luxury consumption

Marina Leban, Yuri Seo, Benjamin G Voyer

Research output: Contribution to journalArticlepeer-review

38 Citations (Scopus)

Abstract

Contemporary luxury brands have fully embraced social media as a quintessential channel for improving brand
perceptions and developing customer relationships. However, what consumers actually do when engaging with
luxury brands online has received limited attention to date. In this study, we theorize and investigate how the
practices of lurking transform luxury consumption on visual social media. Specifically, we uncover four lurking
practices related to luxury brand content on social media: compassing, curating, collecting, and conversing. On
the one hand, these practices facilitate the de-materialization of luxury consumption by idealizing the properties
of luxury brands; on the other hand, they re-materialize luxury consumption into new digital virtual actualizations. Taken together, lurking has a transformational effect on luxury consumption as evident in the ways
lurkers consume intangible luxuries on visual social media. The article concludes with a discussion of the theoretical and practical implications arising from these findings.
Original languageEnglish
Pages (from-to)514-521
Number of pages8
JournalJournal of Business Research
Volume116
DOIs
Publication statusPublished - 2020

Keywords

  • Lurking
  • Digital virtual consumption
  • Unconventional luxury consumption
  • Visual social media

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