Life after death? Study of goods multiple lives practices

Purpose - Marketing scholars have devoted little attention to the study of practices which grant multiple lives to goods. However, these practices can considerably extend products lifecycles with far-reaching implications for traditional retailers and the economy. Accordingly, this paper aims to provide scales for perceived impact and motivations of goods multiple lives practices and to investigate the influence of impacts on motivations. Design/methodology/approach - A qualitative phase (three discussion groups and 15 in-depth interviews) identified consumers' motivations and perceived impacts of goods multiple lives practices. Two online surveys were then conducted on online panels, involving more than 2,200 consumers, to develop the measurement scales and test the structural model. Findings - Results show that impacts measured only marginally influence economic motives but account significantly for a broad range of other motivations (ecological, protester and social contact motives). Research limitations/implications - The study design is cross-sectional, therefore lacking causality. Replication studies could cross-validate the findings by means of experimental research. Practical implications - The findings may prove of specific interest to marketers and organizations in the goods multiple lives sector seeking to harness consumer interest in these types of practices for reasons above and beyond lone economic incentives. Originality/value - This study is innovative in two regards: it explores a relatively under-theorized field in marketing, namely, goods multiple lives practices; and it proposes a challenging theoretical perspective which supposes that consumers' perceived impact of their practices plays a significant role in motivating them to engage in practices of the like.