Search results

1 – 10 of over 10000
To view the access options for this content please click here
Article
Publication date: 9 May 2008

Hyun‐Hwa Lee and Jihyun Kim

The purpose of this study is to investigate the effects of consumers' shopping orientation on their satisfaction level with the product search and purchase behavior using…

Downloads
8158

Abstract

Purpose

The purpose of this study is to investigate the effects of consumers' shopping orientation on their satisfaction level with the product search and purchase behavior using multi‐channels.

Design/methodology/approach

A total of 181 students in a large US mid‐western university provided usable responses to the survey. Exploratory factor analysis and multiple regression analyses were employed to examine the research questions.

Findings

The results showed that more than three quarters of the respondents shopped via the internet and catalogs, and about 95 percent shopped at non‐local retailers. About 60 percent reported that they never shopped from TV shopping channels. Confident/fashion‐conscious shopping orientation and catalog/internet shopping orientation were found to be key predictors of customer satisfaction level with information search via multi‐channels. Both confident/fashion‐conscious consumers and mall shopping‐oriented shoppers were more satisfied with store‐based retail channels for apparel purchases, whereas non‐local store‐oriented shoppers and catalog/internet‐oriented shoppers were more satisfied with non‐store‐based retail channels for their apparel purchases.

Research limitations/implications

The sample of this study was biased by gender and age. For the apparel retail industry, this paper offers practical knowledge about the relationships between shopping orientation and consumer search and purchase behavior in a multi‐channel retailing context.

Originality/value

No study has utilized the shopping orientation framework to explain consumer behavior in a multi‐channel environment. This study provides understanding of consumer product information search behavior on four dimensions (price, promotion, style/trends, and merchandise availability) via multi‐channels.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 12 no. 2
Type: Research Article
ISSN: 1361-2026

Keywords

To view the access options for this content please click here
Article
Publication date: 10 May 2011

Hae Jin Gam

Previous studies regard purchasing of environmentally friendly clothing (EFC) as a subset of environmental behavior. However, like all clothing, EFC also reflects a…

Downloads
16400

Abstract

Purpose

Previous studies regard purchasing of environmentally friendly clothing (EFC) as a subset of environmental behavior. However, like all clothing, EFC also reflects a consumer's fashion choices, and the many variables that influence EFC purchase decisions must be understood for apparel companies to effectively market eco‐friendly products. Therefore, the purpose of this paper is to identify whether fashion and shopping orientation are determinants of EFC purchase intention.

Design/methodology/approach

A survey was conducted to examine the effects of fashion orientation, shopping orientation, and environmental concern and eco‐friendly behavior on purchase intention of EFC. A total of 329 usable questionnaires were collected from young female consumers aged 18‐25 years.

Findings

Factor analysis was used to evaluate both independent variables – predictors: fashion orientation, shopping orientation, environmental concern, and eco‐friendly behavior – and the dependent variable – purchase intention regarding EFC. The findings from a series of linear regression analyses indicated that one fashion orientation factor, two shopping orientation factors, and three environmental concern and eco‐friendly behavior factors are significantly related to consumers' purchase intention regarding EFC.

Research limitations/implications

The findings from this study are limited to young female consumers in the midwestern USA.

Practical implications

This study suggests that the apparel industry should provide an enjoyable retail environment to attract young EFC consumers.

Originality/value

Fashion and shopping orientation have not been utilized to explain consumers' purchase intention regarding EFC. This study suggests some effective marketing approaches to apparel companies, as well as strategies for developing successful sustainable apparel products that consumers will purchase.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 15 no. 2
Type: Research Article
ISSN: 1361-2026

Keywords

To view the access options for this content please click here
Article
Publication date: 19 September 2008

Yoo‐Kyoung Seock and Nicki Sauls

The purpose of this paper is to investigate Hispanic consumers' shopping orientations and their apparel retail store evaluation criteria and to examine age and gender…

Downloads
3823

Abstract

Purpose

The purpose of this paper is to investigate Hispanic consumers' shopping orientations and their apparel retail store evaluation criteria and to examine age and gender differences in their shopping orientations and retail store evaluation criteria.

Design/methodology/approach

A structured questionnaire was developed to collect data on the variables in the study. The questionnaire was developed both in English and Spanish. Factor analysis was employed to identify Hispanic consumers' shopping orientations and their retail store evaluation criteria. Pillai's trace multivariate analyses of variance were used to examine the hypotheses.

Findings

Six shopping orientation constructs and three constructs of store evaluation criteria were identified. The results revealed that males and females have different shopping orientations and apparel retail store evaluation criteria. Shopping orientation and apparel retail store evaluation criteria also varied across the age groups.

Research limitations/implications

This study has practical implications for apparel retailers regarding how to position their stores in targeting different groups of shoppers and how to allocate their resources and promote products. Additionally, the findings of the study will reveal how to provide an optimal shopping experience to Hispanic consumers so that apparel retailers can develop localized marketing strategies to target the areas with a large Hispanic population.

Originality/value

Despite the importance of understanding Hispanic consumers' apparel shopping behavior, little research has been conducted.

Details

Journal of Fashion Marketing and Management: An International Journal, vol. 12 no. 4
Type: Research Article
ISSN: 1361-2026

Keywords

To view the access options for this content please click here
Article
Publication date: 9 February 2015

Oliver B. Büttner, Arnd Florack and Anja S. Göritz

This research aims to examine whether shopping orientation (experiential vs task-focused) influences how consumers react toward nonmonetary and monetary promotions. It was…

Downloads
2800

Abstract

Purpose

This research aims to examine whether shopping orientation (experiential vs task-focused) influences how consumers react toward nonmonetary and monetary promotions. It was predicted that promotions are more effective if the promotional benefits are congruent with consumersshopping orientation. Moreover, consumers’ financial budget was assumed to moderate the influence of shopping orientation on promotion effectiveness.

Design/methodology/approach

The hypotheses were tested in three experiments. Study 1 used a measure of shopping orientation as a consumer disposition and examined its influence on promotion attractiveness. Two further studies used an experimental manipulation of shopping orientation and examined its influence on promotions attractiveness and retailer choice.

Findings

The results supported the hypotheses. Task-focused shoppers evaluated monetary promotions as more attractive than nonmonetary promotions. Experiential shoppers evaluated both types of promotions as comparably attractive. Furthermore, experiential shoppers were more likely than task-focused shoppers to choose a retailer offering a nonmonetary promotion over a retailer offering a monetary promotion. Low financial budget, however, reduced the influence of shopping orientation on retailer choice.

Originality/value

To effectively use promotions as a tool, marketers and retailers need to know when and how to use them, as well as understand which type of promotion is the most effective. This research implies that retailers will benefit from customizing promotions to fit consumersshopping orientations. Furthermore, the findings show that the advantage of such a tailored approach is reduced if consumers’ financial budget is limited.

Details

European Journal of Marketing, vol. 49 no. 1/2
Type: Research Article
ISSN: 0309-0566

Keywords

To view the access options for this content please click here
Article
Publication date: 3 October 2008

Susan H.C. Tai

As the market of Greater China is becoming increasingly important for multinationals, the purpose of this paper is to investigate the relationship between the personal…

Downloads
4083

Abstract

Purpose

As the market of Greater China is becoming increasingly important for multinationals, the purpose of this paper is to investigate the relationship between the personal values and shopping orientation of working adults in Shanghai, Taipei, and Hong Kong.

Design/methodology/approach

The total sample of 454 included adult working Chinese from Shanghai, Taipei, and Hong Kong. Factor analysis was performed to identify separately the shopping orientations and dimensions of the personal values of the subjects. ANOVA analysis was then used to examine the differences among the subjects in terms of their shopping orientation and personal values. Lastly, correlation analysis was used to examine the relationships between dimensions of personal values and shopping orientations.

Findings

As expected, the results showed that Chinese consumers in Greater China shared similar personal values, but differences were found in their shopping orientation. Significant relationships were found between dimensions of personal values and the eight shopping orientations. Among the dimensions of personal values, self‐actualization played a major role in six of the eight shopping orientations, with shopping gender roles and economic shopping being the exceptions. Personalized shopping, advertised specials, and shopping for self‐satisfaction were found to be the three major shopping orientations that were closely related to personal values. Shopping gender roles and economic shopping were found to be unrelated to any personal values as they reflect individual short‐term goals rather than long‐term values.

Research limitations/implications

The Shanghai data were collected using judgment sampling as there are regulations that restrict the distribution of questionnaires in public streets in mainland China, whereas the Taipei and Hong Kong data were collected using random sampling. Different collection methods in the sampling process may have led to a problem regarding the representativeness of the sample.

Practical implications

Among the dimensions of personal values, self‐actualization played a major role in shopping orientation. The self‐actualization needs of consumers could be achieved through smart shopping and bargain hunting, but also through personalized shopping and shopping satisfaction. Because consumer shopping satisfaction is generally not high in Greater China, improvements could be made to enhance shopping satisfaction by providing a shopping environment that enables consumers to demonstrate their intellectual thinking and that meets their self‐actualization needs. Personalized shopping is also important for Chinese consumers who prefer closer personal relationships with salespersons.

Originality/value

Various studies have focused on the classification of the shopping orientations of consumers from different perspectives, but few studies have investigated the influence of personal values on shopping orientation, especially in the Greater China market.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 20 no. 4
Type: Research Article
ISSN: 1355-5855

Keywords

To view the access options for this content please click here
Article
Publication date: 6 May 2014

Pradeep Korgaonkar, Maria Petrescu and Enrique Becerra

– The purpose of this paper is to analyze the effect of consumersshopping orientations and income on online auction patronage intentions.

Abstract

Purpose

The purpose of this paper is to analyze the effect of consumersshopping orientations and income on online auction patronage intentions.

Design/methodology/approach

The study collected data using a national sample of 3,000 online auction consumers over the age of 18, who had purchased from internet auction sites eBay, Yahoo, or Bargain Hunter in the previous six months and used structural equation modelling for data analysis.

Findings

The results suggest that consumers’ price consciousness shopping orientation, which increases shopping in online stores, decreases patronage intentions towards the online auction site. In addition, the findings indicate that consumers’ search orientation, convenience orientation and income level increase patronage intentions towards the online auction site.

Originality/value

The key theoretical and academic contribution of this study focuses on testing and integrating the shopping orientations literature in the more modern area of online auction retailing. Practitioners also benefit from the findings of the online auction customer motivations captured by this study.

Details

International Journal of Retail & Distribution Management, vol. 42 no. 5
Type: Research Article
ISSN: 0959-0552

Keywords

To view the access options for this content please click here
Article
Publication date: 6 May 2014

Oliver B. Büttner, Arnd Florack and Anja S. Göritz

The present aims to examine whether interindividual differences in consumersshopping orientations reflect a stable consumer disposition (i.e. chronic shopping orientation

Downloads
1845

Abstract

Purpose

The present aims to examine whether interindividual differences in consumersshopping orientations reflect a stable consumer disposition (i.e. chronic shopping orientation; CSO). Furthermore, it examines whether this disposition influences consumers’ evaluations of retailer communication. Consumers may shop under an experiential or a task-focused shopping orientation.

Design/methodology/approach

This research builds on four studies; three were conducted online and one was conducted in the laboratory. Study 1 applied a longitudinal design, Studies 2 and 3 applied a cross-sectional design and Study 4 applied an experimental design.

Findings

Study 1 shows that CSO is stable over time. Study 2 finds that interindividual differences in CSO are stable across different retail domains. Studies 3 and 4 demonstrate that experiential shoppers prefer stimulation-oriented claims, whereas task-focused shoppers prefer efficiency-oriented claims.

Originality/value

The value of shopping orientation for customer segmentation and tailored marketing largely depends on whether interindividual differences in CSO are stable. The present research is the first to demonstrate that CSO, indeed, exists as a stable consumer disposition. In addition, the research demonstrates that shopping orientation moderates the evaluation of retailer communication. Overall, the results demonstrate that CSO is a valuable construct for customer segmentation and tailored communication in retailing.

Details

European Journal of Marketing, vol. 48 no. 5/6
Type: Research Article
ISSN: 0309-0566

Keywords

To view the access options for this content please click here
Article
Publication date: 13 February 2009

Hyun‐Hee Park and Pauline Sullivan

The purpose of this study is to segment the university student casual apparel market based on clothing benefits sought and develop a profile of each segment in terms of…

Downloads
8675

Abstract

Purpose

The purpose of this study is to segment the university student casual apparel market based on clothing benefits sought and develop a profile of each segment in terms of attribute evaluations, shopping orientations, and repatronage behavior.

Design/methodology/approach

Questionnaires were distributed to 200 university students at Florida State University and 184 completed questionnaires were analyzed.

Findings

The results were as follows. First, analysis of consumer clothing benefits sought generated six factors and attribute evaluation produced two factor solutions and shopping orientation generated three factors. Second, three consumer groups – utilitarian benefit group, hedonic benefit group, composite benefit group – with different clothing benefits sought were identified. Third, the study found significant differences in consumers' hedonic and utilitarian attribute evaluation among the groups. The study also revealed significant differences in shopping orientations and brand repurchase intentions among the groups.

Practical implications

From these results, it is possible to identify that clothing repurchase intention was significantly different among three different groups with different clothing benefits sought. Furthermore, consumer classification according to clothing benefits sought in university students' casual wear purchase can be used by clothing marketers and managers to establish product plan and marketing strategy development.

Originality/value

The study has originality and value in that the relationship between clothing benefits sought and repurchase intention has not been studied very much in the clothing domain.

Details

International Journal of Retail & Distribution Management, vol. 37 no. 2
Type: Research Article
ISSN: 0959-0552

Keywords

To view the access options for this content please click here
Article
Publication date: 31 August 2012

Kenneth C. Gehrt, Mahesh N. Rajan, G. Shainesh, David Czerwinski and Matthew O'Brien

This study aims to explore Indian online shopping via the concept of shopping orientations.

Downloads
8599

Abstract

Purpose

This study aims to explore Indian online shopping via the concept of shopping orientations.

Design/methodology/approach

Surveys were collected from 536 consumer panel members. Online shopping segments were identified by using a two‐step process that clustered respondents in terms of the similarity of their scores across four shopping orientations.

Findings

Three segments were identified: value singularity, quality at any price, and reputation/recreation. The quality at any price and reputation/recreation segments were the predominant online shoppers. Although their orientations toward shopping differed, their behaviour, web site attribute ratings, and demographics were very similar except for occupation (managerial versus clerical, respectively). The finding that the value singularity segment is not the pioneer online shopper in India contrasts with the early online shoppers in the USA, who were often motivated by price.

Research limitations/implications

This is the first empirical study to use shopping orientation research in the Indian marketplace. It is also among the first to link shopping orientations with a wide complement of correlates. Research should continue to track the development of this emerging market.

Practical implications

Besides revealing that the orientations of Indian consumers are not price‐based, the relatively unfractionated factor analysis solutions for shopping orientations and web site dimensionality suggest that, in the emerging Indian economy, consumer conceptualizations of shopping have not yet undergone full elaboration. Thus, this cross‐sectional study could be extended with longitudinal research to reveal how Indian consumers' perceptions of the marketplace change with market development and growing consumer sophistication.

Originality/value

Although online shopping in India is on the verge of rapid growth, relatively little is known about most aspects of Indian consumer behaviour. This study begins to build a foundation of knowledge of Indian online shopping.

Details

International Journal of Retail & Distribution Management, vol. 40 no. 10
Type: Research Article
ISSN: 0959-0552

Keywords

To view the access options for this content please click here
Article
Publication date: 21 March 2016

Jayesh D. Patel and Yupal S. Shukla

Despite having strategic inflection, retail set-ups in India have been continuously raising a challenge for suppliers of retail products aiming to all to target the right…

Abstract

Purpose

Despite having strategic inflection, retail set-ups in India have been continuously raising a challenge for suppliers of retail products aiming to all to target the right consumers in accordance with their ever-changing preferences. This adds a complexity to retailers offering services who seek valued information to devise a retail strategy by segmenting markets on the basis of consumer shopping orientations. Therefore, the purpose of this paper is to develop and validate the consumer profile of out shoppers based on the shopping orientations.

Design/methodology/approach

The study has used descriptive research design. A total of 298 consumers from urban and rural areas of North Gujarat, India, were selected through quota-based sampling method and contacted personally to fill the self-rated structured questionnaire.

Findings

Collected data were edited and processed for first exploratory factor analysis to exactly know the factor structure of consumer perceived shopping orientation. Thereafter, cluster analysis was performed to identify consumer groups which were validated through multiple discriminant analysis. Three groups, namely, outshoppers, community-oriented in-shoppers and time-effective in-shoppers were cross-tabulated with consumers’ socio-demographics to extract the profile through chi-square analysis. Results were fairly consistent with the past studies.

Practical implications

The results of this study indicate consumers’ profiles based on shopping orientation to provide an input to retail services markets to devise strategy for targeting and positioning emphasising on outshoppers segment. Marketers do not consider them as an identical segment. Henceforth, more specific approach can be used for consumers who are frequently reflected through their psychographic portrait.

Originality/value

At macro level, study reveals some opportunities to retailers for penetrating into other segments of outshoppers. Furthermore, segmenting for retail services marketers has been ignored in past literature; the study addresses this gap by proposing bases in outshopping context for Indian businesses.

Details

Journal of Indian Business Research, vol. 8 no. 1
Type: Research Article
ISSN: 1755-4195

Keywords

1 – 10 of over 10000