Marketing, Communication, Business, Management and Accounting
9
Scopus Publications
393
Scholar Citations
8
Scholar h-index
8
Scholar i10-index
Scopus Publications
Secondhand savvy: examining the influence of prior experience on motivators and barriers in parents' choice of children's secondhand products Susana C Silva, Fabio Shimabukuro Sandes, Ana Sofia Pires Journal of Fashion Marketing and Management, 2024 PurposeThe main objective of this paper is to examine the motivators and barriers parents face when acquiring secondhand products for their children while specifically investigating the potential influence of prior experience on the relationship between these motivators, barriers and parents' purchase intention toward secondhand clothing for their children.Design/methodology/approachTo address these objectives, a survey was conducted, yielding 265 valid responses. The sample comprised parents, with 96 having previous experience buying secondhand products and 169 without such experience. Multiple and binomial linear regression analyses were employed to examine the collected data.FindingsTwo motivators (economic motivation and environmental sustainability) and three barriers (social embarrassment, hygiene and risk) were tested, and our findings indicate that environmental sustainability and the perception of risk significantly influenced the intention to buy secondhand products for childrenswear. The results showed that for consumers with previous experience, the perception of risk is nonsignificant, suggesting that experience influences consumers' barriers to buying secondhand products.Originality/valueThis article is focused on the consumer behavior of parents who buy clothes for their children, and it is one of the few articles that proposes and tests a theoretical framework aiming to find empirical evidence about the motivators and barriers to consuming secondhand products in this market.Research limitations/implicationsThis study was specific to the childrenswear market, with characteristics that incentivize secondhand consumption, which might limit the findings.Practical implicationsThe results suggest that marketers should focus their efforts on highlighting sustainability claims when advertising their secondhand products to consumers and investing in incentivizing consumers to buy secondhand products for the first time, as it might reduce barriers to their consumption in the future.
Brands’ Green Activism: An Empirical Comparison between Posts of Digital Influencers and Brands Paulo Duarte Silveira, Fábio Shimabukuro Sandes, Duarte Xara-Brasil, Karla Menezes Sustainability Switzerland, 2024 In this article, we present a study that investigates the effectiveness of social media communication in conveying brands’ green activism actions framed by corporate social responsibility. To address this question, a survey was conducted with 550 participants, comparing their opinions about the green posts made by brands and influencers. Statistical analysis (Wilcoxon rank-sum test means comparison of responses between the two groups) revealed significant differences in consumer perceptions between them. The findings indicate that using social media channels to communicate green initiatives is effective for brands. Moreover, the study concludes that direct brand communication is more beneficial than relying on digital influencers. This research contributes to the existing literature by providing empirical evidence on the comparative effectiveness of brand-generated social media posts and influencer-generated content in promoting green activism actions. The study highlights the importance of direct brand communication in enhancing consumer perception and engagement with green initiatives. It offers valuable insights for brands seeking to optimize their social media strategies for sustainability messaging.
Activist brands: Exploring the boundaries of controversy Fabio Shimabukuro Sandes Effective Digital Marketing for Improving Society Behavior Toward Dei and Sdgs, 2023 Recent events triggered consumer outrage towards brands taking a stand on controversial matters. However, the response to low controversial topics marketing's definition of controversy requires an understanding of consumers' subjective perceptions shaped by cognitive processes, emotions, experiences, and cultural backgrounds. Subjectivity influences consumer behavior, while cognitive processing facilitates information comprehension. An experimental study using controversy level and brand presence as independent variables and consumer perceptions as dependent variables revealed that consumers associate branded content with irritation. A statistically significant interaction indicated that controversial topics are perceived as more disturbing with brand presence, while noncontroversial topics are more disturbing without a brand.
The Moderating Role of Social Media Advertising in Customers' Purchase Intention Proceedings of the 10th European Conference on Social Media Ecsm 2023, 2023
The hunt for treasures, bargains and individuality in pre-loved luxury Susana C. Silva, Paulo Duarte, Fabio S. Sandes, Catarina Andreia Almeida International Journal of Retail and Distribution Management, 2022 PurposeThis work aims to discuss the motivators for the consumption of pre-loved luxury items and verify how these motivators interact, leading consumers to engage in behaviors that blend the characteristics of different motivators: treasure hunting, bargain hunting and individuality seeking.Design/methodology/approachThis is an exploratory dyadic qualitative research conducted using semi-structured in-depth interviews involving luxury brand store managers and loyal clients for pre-loved luxury products in Monaco.FindingsThroughout the analysis, the authors found three types of behavior that incorporate different parts of motivators that have been considered as specific motivators for pre-loved luxury consumption: bargain hunting, an intersection of recreational and economic motivations, treasure hunting, a blend of nostalgic and recreational motivations, and individuality, a mix of need for uniqueness and fashion involvement motivation.Practical implicationsIdentifying three types of behavior for the pre-loved luxury consumer helps practitioners craft marketing strategies for their brands and products in the pre-loved luxury market.Social implicationsThe authors propose a theoretical framework that identifies intersections between the motivators for pre-loved luxury consumption, potentially identifying new types of consumer behavior in this market.Originality/valueTo the best of the authors' knowledge, this is the first work to discuss these three types of behavior in the pre-loved luxury market. The authors propose a theoretical framework that identifies intersections between the motivators for pre-loved luxury consumption, potentially identifying new types of consumer behavior in this market.
Electronic Word-of-Mouth Impacts on Consumer Behavior: Exploratory and Experimental Studies Fabio Shimabukuro Sandes, Andre Torres Urdan Journal of International Consumer Marketing, 2013 Due to the growth of the Internet as a social media and channel of communication among consumers, electronic word of mouth (eWOM) has gained strength and attention from marketing researchers. This article aims to verify if eWOM affects consumer behavior and the possibility companies may have of managing eWOM by actively responding to comments posted by consumers. An exploratory and experimental study showed that exposure to comment (both negative and positive) impacts brand image. Negative-feedback management reduces the impact on brand image but did not change the impact on purchase intention.
RECENT SCHOLAR PUBLICATIONS
Beyond the click: the influence of consumer online browsing on product knowledge and Purchase intention FS Sandes, Y Komarova, D Botelho HAL Post-Print , 2025 2025
Sustainable by Design? Understanding Consumer Expectations for Personalized Fashion FS Sandes, G Wulff HAL Post-Print , 2025 2025
Beyond the Cart: Understanding Online Browsing’s Role in Alleviating Tension and Fulfillment of Consumer Needs FS Sandes, Y Komarova, D Botelho HAL Post-Print , 2025 2025
Authenticity in Brand Activism: Consumer Perceptions in a Sports Brand Context [Authenticité dans l’activisme de marque: perceptions des consommateurs dans le contexte d’une … A Rosa, K Hamza, FS Sandes HAL Post-Print , 2025 2025
Authenticity in Brand Activism: Consumer Perceptions in a Sports Brand Context A Rosa, K Hamza, FS Sandes 54th EMAC (European Marketing Academy) Spring Conference" Human and Smart … , 2025 2025
The Impact of Meritocracy and Gender Identity on Influencer Content Evaluation by Generation Z FS Sandes, M Valko, P Lopes AMA winter 2025 Conference, 628-632 , 2025 2025
Creativity, fashion, art and marketing: the case of the Miu Miu brand in the construction of the discourse of contemporary fashion brands MM dos Santos Lopes, MJ Damásio, F Sandes Proceedings of AVANCA CINEMA 2024 International Conference , 2025 2025
The impact of brand activism on consumer behavior: a theoretical and empirical analysis in the context of sport brands AF Rosa Universidade de São Paulo , 2025 2025
Secondhand savvy: examining the influence of prior experience on motivators and barriers in parents' choice of children's secondhand products SC Silva, F Shimabukuro Sandes, AS Pires Journal of Fashion Marketing and Management: An International Journal 28 (6 … , 2024 2024 Citations: 13
Brands’ green activism: An empirical comparison between posts of digital influencers and brands PD Silveira, FS Sandes, D Xara-Brasil, K Menezes Sustainability 16 (16), 6863 , 2024 2024 Citations: 13
FUTURE OF THE PAST: Semiotic Analysis of Gucci's Futurist Renaissance through Artificial Intelligence L Campiglia, FS Sandes Global Fashion Management Conference, 625-637 , 2024 2024
BOOSTING THE SECONDHAND PRODUCTS MARKET: HOW THE INTERSECTION OF BRAND EQUITY AND SUSTAINABILITY PRONENESS MAY INCREASE CONSUMERS INTENTION TO PURCHASE SECONDHAND PRODUCTS FS Sandes Global Fashion Management Conference, 654-655 , 2024 2024
Beyond the Runway: Embracing Speculative Design in Fashion Films During COVID-19 MM Lopes, FS Sandes, MJ Damasio Global Fashion Management Conference, 688-699 , 2024 2024
Brands’ green activism: An empirical comparison between posts of digital influencers and brands. Sustainability, 16 (16), 6863 PD Silveira, FS Sandes, D Xara-Brasil, K Menezes 2024 Citations: 5
A influência do ativismo de marca no comportamento do consumidor: uma revisão sistemática de literatura AF Rosa, KM Hamza, FS Sandes Anais , 2024 2024 Citations: 1
How brand involvement influences consumer reactions to controversial and noncontroversial issues F Sandes Journal of Textile Engineering and Fashion Technology 10 (5), 204-211 , 2024 2024 Citations: 3
Activist brands: Exploring the boundaries of controversy FS Sandes Effective digital marketing for improving society behavior toward DEI and … , 2024 2024 Citations: 1
Social media advertising influences customers’ purchase intention in generation Z P Lopes, R Rodrigues, F Sandes, R Estrela, A Rosário, AT Rosário Global Conference on Business and Social Sciences Proceeding 15 (1), 198 , 2023 2023 Citations: 4
The Impact of Brand Presence on Consumer Perceptions of Controversial and Noncontroversial Topics FS Sandes ICIEMC Proceedings, 212-220 , 2023 2023
How fashion brands can use concepts from Postmodernism theory to plan, create, produce, and post images on their social media channels FS Sandes Journal of Textile Engineer Fashion Technology 9 (2), 38-45 , 2023 2023
MOST CITED SCHOLAR PUBLICATIONS
Electronic word-of-mouth impacts on consumer behavior: Exploratory and experimental studies FS Sandes, AT Urdan Journal of International Consumer Marketing 25 (3), 181-197 , 2013 2013 Citations: 170
Exploring the motivations and barriers for second-hand products consumption FS Sandes, J Leandro 2019 Global Fashion Management Conference , 2019 2019 Citations: 53
The hunt for treasures, bargains and individuality in pre-loved luxury SC Silva, P Duarte, FS Sandes, CA Almeida International Journal of Retail & Distribution Management 50 (11), 1321-1336 , 2022 2022 Citations: 51
I do not own a car any more: An analysis of possessions’ disposal and changes in consumers’ identities FS Sandes, J Leandro, P Boaventura, AF da Silva Junior International Journal of Consumer Studies 43 (5), 446-456 , 2019 2019 Citations: 25
The moderating role of social media advertising in customers’ purchase intention P Lopes, R Rodrigues, F Sandes, R Estrela ECSM 2023 10th European Conference on Social Media 1, 117 , 2023 2023 Citations: 14
Secondhand savvy: examining the influence of prior experience on motivators and barriers in parents' choice of children's secondhand products SC Silva, F Shimabukuro Sandes, AS Pires Journal of Fashion Marketing and Management: An International Journal 28 (6 … , 2024 2024 Citations: 13
Brands’ green activism: An empirical comparison between posts of digital influencers and brands PD Silveira, FS Sandes, D Xara-Brasil, K Menezes Sustainability 16 (16), 6863 , 2024 2024 Citations: 13
Combinar marketing de experiência com marketing de influência pode conduzir a um aumento do brand awareness digital? C Almeida, S Costa, FS Sandes Internext 17 (3), 333-348 , 2022 2022 Citations: 11
The impact of YouTube and TikTok influencers in the customer journey: An empirical comparative study among generation Z users PD Silveira, F Sandes, D Xara-Brasil Marketing and Smart Technologies: Proceedings of ICMarkTech 2022, Volume 2 … , 2023 2023 Citations: 7
Impactos sobre o consumidor e gerenciamento pela empresa do boca a boca gerado na internet: Investigações exploratória e experimental FS Sandes, AT Urdan Anais do 34o Encontro Anual da Associação Nacional dos Programas de Pós … , 2010 2010 Citations: 7
Brands’ green activism: An empirical comparison between posts of digital influencers and brands. Sustainability, 16 (16), 6863 PD Silveira, FS Sandes, D Xara-Brasil, K Menezes 2024 Citations: 5
A closer look at the menswear market in Brazil FS Sandes Fashion Marketing in Emerging Economies Volume II: South American, Asian and … , 2022 2022 Citations: 5
Social media advertising influences customers’ purchase intention in generation Z P Lopes, R Rodrigues, F Sandes, R Estrela, A Rosário, AT Rosário Global Conference on Business and Social Sciences Proceeding 15 (1), 198 , 2023 2023 Citations: 4
How brand involvement influences consumer reactions to controversial and noncontroversial issues F Sandes Journal of Textile Engineering and Fashion Technology 10 (5), 204-211 , 2024 2024 Citations: 3
Aliar-se a influenciadores ou a celebridades? G Fasanella, FS Sandes, EPZ Brito GV-executivo 22 (2) , 2023 2023 Citations: 3
A influência do ativismo de marca no comportamento do consumidor: uma revisão sistemática de literatura AF Rosa, KM Hamza, FS Sandes Anais , 2024 2024 Citations: 1
Activist brands: Exploring the boundaries of controversy FS Sandes Effective digital marketing for improving society behavior toward DEI and … , 2024 2024 Citations: 1
What Would Incentivize and Discourage Parents from Buying Secondhand Products for Their Kids? ASC Pires, SC Silva, FS Sandes FL_Fashion & Sustainability International Conference, 43-49 , 2022 2022 Citations: 1
A management perspective on brand activism AR Fernandes, FS Sandes, SC Silva EnAnpad , 2022 2022 Citations: 1
