Consumer Behavior

What Drives Premium Pricing in Second-Hand Furniture? A Mean-Ends Theory Exploration

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Abstract

The second-hand furniture market is rapidly expanding as consumers increasingly seek sustainable and unique home furnishings. This study examines the attributes and underlying motivations that drive consumers to pay premium prices for second-hand furniture, using Means-End Theory as the guiding framework. Data were collected from 182 U.S. consumers with prior second-hand furniture purchase experience. Exploratory factor analysis identified key attributes—hygiene concerns, brand, aesthetic appeal, quality, and uniqueness—along with associated consequences and personal values shaping purchase behavior. A Hierarchical Value Map illustrated how influential attributes such as aesthetic appeal, quality, and uniqueness link to emotional motivation, nostalgic pleasure, and treasure hunting, ultimately connecting to values like localism and distance from the system. Findings suggest that premium pricing decisions extend beyond affordability and are strongly tied to emotional, experiential, and ethical considerations. Implications highlight opportunities for second-hand businesses to emphasize design, emotional engagement, and ecological value.

Keywords: Second-hand furniture, Premium pricing, Means-End Theory, Consumer values, Sustainability, Emotional motivation

How to Cite:

Senthil, R., Huh, J. Y. & Lee, S., (2025) “What Drives Premium Pricing in Second-Hand Furniture? A Mean-Ends Theory Exploration”, International Textile and Apparel Association Annual Conference Proceedings 82(1). doi: https://doi.org/10.31274/itaa.21987