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This paper aims to test the relationships between shopping enjoyment, economic motivation, apparel shopping self-confidence, perceived informativeness, perceived irritation and buying intention, using Uses and Gratification (U&G) theory, in a mediated model using virtual dressing room (VDR) media.

The proposed mediation model is tested using the PROCESS (Version 3.0) macro for SPSS with bootstrapping.

Results indicate that shopping enjoyment, economic motivation and apparel shopping self-confidence have no direct relationship with buying intention. Additionally, no indirect relationship was found between apparel shopping self-confidence and buying intention. However, outcomes show that both perceived VDR informativeness and perceived VDR irritation mediate the relationships of shopping enjoyment and economic motivation with buying intention by different mechanisms when using VDR media. Additionally, the relationship between shopping enjoyment and buying intention is mediated via perceived VDR informativeness. Finally, economic motivation has both an indirect relationship with buying intention through perceived VDR irritation and a serial mediated relationship via perceived VDR irritation and informativeness.

This study is original in that it investigates the mediating effect of informativeness and irritation, from U&G theory, on buying intention during VDR media usage. Previous research suggests a direct relationship between shopping enjoyment, economic motivation, apparel shopping self-confidence, informativeness, irritation and buying intention. Results of this research suggest that online retailers should consider the different and complex mediating roles informativeness and irritation play in the relationship between consumer attributes and buying intention when adding media to a website.

Presents findings validating French and German versions of the domain specific innovativeness scale or DSI, which was designed to measure consumer innovativeness for a specific product category. The data came from self‐administered surveys of 409 consumers in three countries: the USA (n = 121), Germany (n = 113), and France (n = 175). The study participants completed a questionnaire asking them to describe their wine‐related attitudes and behaviours. Data analysis showed that the DSI was unidimensional, high in internal consistency, positively correlated as hypothesised with wine usage (criterion validity), positively correlated as hypothesised with knowledge of and involvement with wine and uncorrelated with opinion seeking for wine (nomological validity), and unaffected by social desirability and acquiescence response styles.

To compare and contrast clothing buyers who buy in stores, on the internet, and through catalogs so as to better understand these behaviors.

We surveyed 805 US consumers. They reported attitudes and shopping behaviors. These were compared among those who shopped chiefly in stores, on the internet, and through catalogs.

Consumers who shopped more and spent more for clothing did so via all three shopping modes. Buying on the internet was more highly related to buying by catalog than it was to store buying. Heavy buyers of clothing by all three shopping modes were more involved with fashion, more fashion innovative, and more innovative regarding online buying than light and medium buyers regardless of the shopping mode. Fashion opinion seeking and reliance on sales associates for information were unrelated to amount of buying for all three shopping modes.

The findings are limited to US consumers and the convenience sample. Other limitations include the specific measures used, and the cross‐sectional survey method prevents us from making causal statements. The effects of other, unmeasured variables could not be assessed. Future studies could avoid these limitations by using data from several countries, representative samples, and additional variables.

Brick and mortar stores have less to fear from the internet than often thought. Catalogs are more likely to lose sales to the internet than are stores. The most profitable apparel companies might be catalogs or physical retailers who add/build web sites, while pure play companies may have a more difficult time achieving profitability. Apparel managers should focus research attention on learning more about the psychology of their buyers. While involvement with clothing leads to buying more via all three shopping modes, it is more important for store buying than buying by catalog or internet. Remote buyers of clothing are less fashion involved. Catalogs and apparel web sites might wish to feature new fashions, but they may be more successful in selling “standard” or normal clothing online than the latest fashions. They might broaden the selection of fabrics and colors to offer buyers more choices in the styles they already like. Clothing innovators shop more frequently via all three modes, but are most strongly drawn to stores.

Little research compares shopping across modes. Because modern clothing retailing involves all three modes, the study provides an unusual picture of this shopping behavior.

As online purchasing grows in importance, understanding which consumers use this new distribution channel is an important question for e‐commerce managers and consumer theorists. The purpose of this study was to examine selected demographic and psychological characteristics that lead consumers to buy clothing online. It surveyed 805 consumers who described their online clothing buying as well as how innovative and involved they were for clothing and fashion, how innovative they were with regard to buying on the Internet, and how much they purchased clothing through catalogues. Although all these variables were positively correlated with amount of online clothing purchase, a multiple regression analysis showed that being an adventurous online buyer and a heavy catalog shopper had the most impact on online clothing buying. These findings imply that online apparel buying is motivated more by Internet innovativeness than by clothing innovativeness.

The purpose of this paper is to show how materialism, brand engagement in self‐concept (BESC), and status consumption influence clothing involvement and brand loyalty.

The authors use data from a survey of 258 US college students to test a model using structural equation modelling.

The results show that materialism, BESC, and status consumption positively influence clothing involvement and brand loyalty.

The study findings are bounded by the country and sample providing the data. The results strongly support hypotheses derived from the literature and provide important insights into the motives for clothing involvement and brand loyalty.

The findings suggest that appealing to these three important motivators can influence some consumers to choose specific brands of clothing.

This study is the first to demonstrate the influence of materialism, especially operationalized by Kasser's scale, and brand engagement in self‐concept on these clothing behaviors.

Three theoretical constructs that appear in many models of consumer behaviour and are of central importance to fashion marketing and management are enduring product involvement, opinion seeking and subjective product knowledge. Both basic and applied market research, however, have lacked valid, reliable and standardised measures of these variables. Recent published studies have presented multi‐item scales that fill this gap in fashion research methodology. All three scales, however, were developed using US data, chiefly students. This paper presents the results of three surveys of Korean adult (n = 479) and student (n = 387) consumers as well as US adult consumers (n = 318) that support the reliability and validity of all three scales and show their applicability for cross‐cultural fashion research.

The purpose of this paper is to outline the development, piloting and evaluation of the Who’s Challenging Who? (WCW) training intervention for social care staff to improve their empathy and attitudes towards people with learning disabilities (LD) and challenging behaviour (CB).

A phased approach was taken to the development and testing of the intervention. Initially, the existing literature was reviewed, the theoretical background of the intervention was developed, and then the intervention was designed. A pilot study was undertaken, followed by further development, and a large-scale randomised controlled trial (RCT).

WCW had a small positive effect on staff empathy 20 weeks after the intervention, and small to moderate effects for other staff reported outcomes (e.g. positive empowerment attitudes and positive work motivation). Being trained by people with LD and CB encouraged staff to reflect on the impact they have on the people they support. The trainers with LD valued their role, and saw benefits beyond this (e.g. friendships).

It is possible to carry out high-quality RCT evaluations of social care practice, and research should continue to generate evidence in this way, as in healthcare settings. However, there were difficulties in retaining participants.

People with LD can be actively involved in the co-production and delivery of social care training.

Employment and a fair wage can increase the confidence and empowerment of people with LD.

This is the first large-scale RCT of an intervention that aimed to improve empathy/change attitudes in social care staff who work with people with LD and CB.

The purpose of this study is to propose and empirically test a framework encompassing self-congruity with its antecedents and consequences. This study also aims to test the mediating role of perceived value and its dimensions.

A questionnaire-based survey was conducted using a purposive sampling technique. In total, 310 useable responses were collected and data were analyzed using partial least square structural equation modeling.

A majority of hypotheses were supported. Avoidance of similarity and status consumption positively influenced self-congruity, replicating an earlier study. Self-congruity positively influenced overall perceived value and its dimensions, as well as revisit intention. Overall perceived value and its dimensions positively influenced revisit intention. Finally, overall perceived value and its dimensions were found to have a mediating effect on the relationship between self-congruity and revisit intention.

This study provides empirical evidence for the antecedents and consequences of self-congruity with a service and expands understanding of the mediating role of overall perceived value and its dimensions in predicting intention.

The fundamental research question is which aspects of the external environment are most strongly associated with the differential market share between large multinational online retailers and smaller, local retailers in emerging markets. For the purposes of this study, the differential market share refers to the likelihood of having a higher market share for multinational online retailers than for local online retailers.

The theoretical framework of the study is based on PESTLE analysis. This study uses longitudinal country-level archival data and conducts a stepwise logistic regression analysis to investigate the impact of environmental factors.

The results indicate that the effectiveness of law-making bodies and government involvement with information and communications technologies (ICTs) among other factors are significantly associated with a higher market share for multinational online retailers relative to local retailers.

The study examines the impact of certain external factors (i.e. socioeconomic variables and legal environment) on the differential market share between multinational online retailers and local ones. Future research should investigate additional factors such as cultural roles and internal operating dynamics of online retailers. The research emphasizes online retailing. A logical extension of the current study is to examine how the online retailing environment differs from the brick-in-store retailing environment relative to the competition. The current study investigates the differential market share between multinational and local online retailers only in the emerging markets setting. The results may differ if the developed market setting is also considered. We recommend that future research compares the developed markets and emerging markets settings relative to the differential market share between multinational and local online retailers.

Not all improvements in legal institutions are associated with improved market conditions for multinational online retailers. Managers of multinational online retailers must pursue some mitigation strategies to prevent institutional voids in emerging markets. Therefore, adapting the business model by collaborating and establishing relationships with local online retailers is an effective strategy to mitigate institutional voids (Doh et al., 2017; Yang et al., 2012). Moreover, multinational online retailers are recommended to collaborate with local governments to change unfavourable legal conditions (Doh et al., 2017; Boddewyn and Doh, 2011).

The extant literature on online retailing frequently addresses internal company characteristics and consumer behaviour. This study focuses exclusively on environmental factors associated with differential market share. We contribute to the literature on online retailing, retailing strategies and competition dynamics in emerging markets.