art marketing, self-determination theory, informational events, controlling events

Document Type

Proceedings Paper



Motivations in the Fine-Art Market: A Self-Determination Theory Approach

Fine-art marketing research experiences friction that other arenas for marketing research do not. The product moved within this arena has subjective value with many drivers that can be difficult to quantify: The motivations of sellers and buyers may be different from what other marketing arenas experience (Marshall and Forrest 2011). The end price of fine art may have no relationship to the cost of inputs relying more on the demand driven by the artist’s reputation (Throsby 1994). Due to such challenges, the Academy has struggled in its contemplation of the marketing concept within this arena.

This paper will investigate the marketing concept in the fine-arts arena by deploying self-determination theory (SDT).