Determinants of the Purchase of Secondhand Products: An Approach by the Theory of Planned Behaviour

Abstract

In the context of sustainable consumption, this study aims to understand the determinants of the intention to purchase secondhand products, exploring the direct and indirect effect of each in the constructs of the Theory of Planned Behaviour (TPB). To the traditional variables of TPB, Attitude, subjective norm and perception of behavioural control, were added the price, the need for exclusivity, frugality, environmental concern and environmental knowledge. Quantitative approaches were used, data were collected through a questionnaire and 805 responses were analyzed through PLS-SEM. The results revalidated the TPB variables, frugality, price and environmental concern, as determinants of the intention to purchase secondhand products. Price and environmental concern were the greatest influence on purchase intention. The results also reveal differences between younger and older people in relation to secondhand purchasing and sustainable consumption. Environmental concern is only significant in the purchase intention of younger people, because in older people the price prevails as more influential. This study expands TPB, introducing secondhand and sustainability determinants and analyzing the direct and indirect effects of behavioural constructs applied to purchase intention of secondhand products. Firms and brands need to change from linearity to circular production and follow the intentions of consumers to buy secondhand products, especially young consumers.