Purchase intention of fashion brand retailers: a journey through consumer engagement and happiness

Abstract

Purpose

The objective of this paper is to define a structural equation model (SEM) that examines how fashion consumers' expectations of consumer brand engagement (CBE) influence purchase intention, both directly and through consumer happiness as a mediator. For this purpose, the authors will develop the components of CBE and consumer happiness variables, whose relevance in the literature has increased considerably.

Design/methodology/approach

For this purpose, a cross-sectional descriptive study was carried out by means of a survey developed on the basis of the scales found in the literature, with a sample of 1,296 consumers representative of the Spanish population. The method used to test the hypotheses was partial least squares SEM.

Findings

The results of this research indicate that both CBE and consumer happiness positively influence the purchase intention of fashion brands. In turn, the importance of the dimensions of the antecedent variables can be established.

Research limitations/implications

The current research does not allow a longitudinal analysis of the consumption of fashion retailers. The findings of this scientific study provide a wealth of theoretical and practical information for managers to develop management models based on the sensory enjoyment of their consumers.

Originality/value

One of the novelties of this study is that it considers the consumer happiness variable and its dimensions in a consumer behavior model together with CBE.

Citation

Gutiérrez-Rodríguez, P., Cuesta-Valiño, P., Ravina-Ripoll, R. and García-Henche, B. (2024), "Purchase intention of fashion brand retailers: a journey through consumer engagement and happiness", Management Decision, Vol. 62 No. 2, pp. 381-402. https://doi.org/10.1108/MD-04-2023-0541