Consumer authenticity seeking: conceptualization, measurement, and contingent effects
F. Bartsch
, , C. S. Katsikeas
2022, Journal of the Academy of Marketing Science, 50(2), pp.296-323
Authenticity
Self-authenticity
Need for uniqueness
Susceptibility to normative influence
Profile analysis
Abstract
The concept of authenticity is gaining interest in research and managerial practice. While the focus has been on the supply side, investigating factors that make brands authentic, the demand side, or consumers’ search for authentic market offerings, has been neglected. Informed by the literature, this article develops a psychometrically sound and cross-nationally and temporally stable scale to measure consumer authenticity seeking (CAS) as a set of three dimensions: personal, true, and iconic authenticity seeking. Using a comprehensive theory-based nomological network, this research introduces CAS as an important moderator between brand authenticity and outcomes. It also examines consumers’ intrinsic and extrinsic motives that drive these effects. Finally, this research reveals different consumer profiles managers can use for targeting and segmentation purposes.