Journal of the Korean Society of Clothing and Textiles (한국의류학회지)

The Korean Society of Clothing and Textiles (한국의류학회)
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A Study on Multichannel Selection according to Consumer's Price Sensitivity -Focusing on Fashion Products as Experience Goods and Digital Appliances as Search Goods-

소비자의 가격민감도에 따른 상품특성별 멀티채널 선택에 관한 연구 -경험재로서의 의류상품과 탐색재로서의 디지털 가전제품을 중심으로-

  • Ahn, Hyun A (Dept. of Clothing & Textiles, College of Human Ecology, Pusan National University) ;
  • Kim, Chi Eun (Dept. of Clothing & Textiles, College of Human Ecology, Pusan National University) ;
  • Lee, Jin Hwa (Dept. of Clothing & Textiles, College of Human Ecology, Pusan National University)
  • Received : 2015.02.12
  • Accepted : 2016.07.29
  • Published : 2016.12.31
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Abstract

This study examines consumers' multi-channel choices in the search phase and purchasing phase stage according to price sensitivity and product characteristics in order to propose a multichannel strategy. For the research, one-way ANOVA, t-test, clustering analysis, and crosstabs are used for the descriptive analysis of 317 surveys on men and women conducted in 2014. The findings are as follows. First, consumers that both experience goods and search goods rely on surrounding advice as well as a search channel regardless of price sensitivity. Second, channel selection differs by price sensitivity when it comes to purchasing phase. Consumers with high price sensitivity tend to purchase from online channels; however, consumers with low price sensitivity tend to purchase from off line channels in cases of search goods. Meanwhile, cases of experience goods have no meaningful result. Third, consumers are divided into 3 groups by the tendency of channel selection. In case of experience goods, search channel choice is aligned with purchasing channel; however, search channel choice is not aligned with purchasing channel in search goods. This study provides clear information on fashion consumers' behavior on multi-channel choices compared to ones for search goods consumers on strategic strategies for fashion companies.

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