Volume 41, Issue 5 p. 977-988
RESEARCH ARTICLE

Counterfeits can benefit original products when people are caught using counterfeits

Liangyan Wang

Corresponding Author

Liangyan Wang

Antai College of Economics and Management, Shanghai Jiao Tong University, Shanghai, China

Correspondence Liangyan Wang, Antai College of Economics and Manage, Shanghai Jiao Tong University, Shanghai 200030, China.

Email: [email protected]

Qin Wang, Department of Marketing, Quantitative Analysis & Business Law, Mississippi State University, Mississippi State, MS MS39762, USA.

Email: [email protected]

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Qin Wang

Corresponding Author

Qin Wang

Department of Marketing, Quantitative Analysis & Business Law, Mississippi State University, Mississippi State, Mississippi, USA

Correspondence Liangyan Wang, Antai College of Economics and Manage, Shanghai Jiao Tong University, Shanghai 200030, China.

Email: [email protected]

Qin Wang, Department of Marketing, Quantitative Analysis & Business Law, Mississippi State University, Mississippi State, MS MS39762, USA.

Email: [email protected]

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Eugene Y. Chan

Eugene Y. Chan

Ted Rogers School of Management, Toronto Metropolitan University, Toronto, Ontario, Canada

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L. Robin Keller

L. Robin Keller

The Paul Merage School of Business at the University of California, University of California, Irvine, California, USA

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First published: 12 January 2024

Abstract

Existing literature has examined the influence of a counterfeit on the original brand in the prior or middle purchase phases. Our work aims to expand the literature by analyzing the post-purchase phase of counterfeit consumption. In four studies, we examine the effects of product message appeal (symbolic vs. utilitarian) and self-construal (interdependent vs. independent) on preference changes and purchase intentions of consumers toward original products when they are caught using counterfeits. Individuals with interdependent (vs. independent) self-construal are more likely to increase their preference and purchase intention for original products after being caught using symbolic rather than utilitarian counterfeits. Moreover, face restoration mediates the interaction effect between product message appeal and self-construal on the purchase intent of consumers in procuring original products. The patterns are consistent in both hypothetical scenarios and counterfeit consumption experience. Our work suggests that companies or brand, whose products are often copied or imitated should pay more attention to establishing their unique characteristics and the primary value of their product delivered to the consumers through product design and marketing mix strategies.

DATA AVAILABILITY STATEMENT

The data that support the findings of this study are available from the corresponding author upon reasonable request.

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