Journal Article

Is a $200 Nordstrom Gift Card Worth More or Less Than a $200 Gap Gift Card? The Asymmetric Valuations of Luxury Gift Cards

Gunasti, Kunter, Baskin, Ernest

2018

Overview

•Gift givers prefer to give gift cards to luxury stores.•Gift recipients prefer to receive non-luxury gift cards as gifts.•Resellers demand and buyers pay lower prices for luxury gift cards.•Valuation of gift cards is mediated by their perceived utility as gifts. Gift cards account for a $200 billion market in the US, yet little is known about consumers’ preferences and valuations of different gift cards. We examine how average US consumers feel about exchanging luxury brand gift cards (LGCs) versus non-luxury brand gift cards (NLGCs). Using secondary data analyses, surveys, and experiments, we demonstrate two asymmetries: between valuations of LGCs versus NLGCs and between valuations of gift cards by givers versus recipients. We show that LGCs are valued less than NLGCs with identical price tags. LGCs are more likely to be swapped or sold. Resellers demand and buyers pay lower prices for LGCs. These effects are mediated by the perceived utility of the gift cards as gifts and moderated by a person’s role in the gifting process. Gift givers value and prefer to give LGCs more, whereas recipients prefer and value NLGCs more.

• Publisher: Elsevier Inc,Elsevier Limited
• Subject: Gift cards / Gift cards & certificates / Gift giving / Gift valuation / Gifting / Luxury brands / Market strategy / Prepaid debit cards / Retailing industry / Valuation