Inspired and engaged: Decoding MASSTIGE value in engagement

Abstract This study explores two burgeoning aspects of marketing research; inspiration and engagement, in the context of mass‐prestige brands ; that is those brands that position themselves among middle‐income people on the plank of mass‐prestige by maintaining premium feeling at an attainable price. Specifically, it examines the role of desire and perceived value in activating masstige inspiration and shaping masstige engagement . In addition, it investigates whether the transition from inspiration to masstige engagement varies based on need for uniqueness tendencies. Following a survey method, responses were obtained from 396 (354 usable) masstige (car) luxury buyers in India using a structured questionnaire. Covariance‐based Structural equation modelling (SEM) was used to test the direct and mediation hypotheses, while moderation hypotheses were checked using multi‐group SEM. The study indicates that affective desire (discomfort, pleasure and guilt), but not cognitive (control) and perceive value (functional value, emotional value and social value), shapes consumers’ masstige engagement (cognitive, affective and behavioural). Affective desire and perceived value activates masstige inspiration (“ inspired byi ”) leading to masstige intention (inspired to) and finally masstige engagement. Creative choice counter conformity as uniqueness tendency strengthens the effect of masstige intention (inspired to) on masstige engagement but not unpopular and avoidance of similarity uniqueness tendencies. Study findings will significantly strengthen engagement and inspiration literature in general and masstige in particular besides providing input to the marketers in shaping masstige branding and communication strategies.