• The Journal of Information Systems
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• v.14 no.1
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• pp.171-195
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• 2005

The current study investigates major factors which influence the consumer's selection of internet shopping malls. Based on the technology acceptance model(TAM)(Davis, 1989) and trust theory(McKnight & Chervany, 2001), consumer selection factors from marketing research(Burke, 1997;Dodds et al, 2001), perceived usefulness, perceived ease of use, trust, service quality, and product price were hypothesized as to affect the consumer's decision to choose one's specific internet shopping malls. The study developed a research model to explain the shopping mall selection and collected the survey responses from 312 internet shopping mall users. The results of the current research indicate that all the research variables employed in the study, perceived usefulness, perceived ease of use, trust, service quality, and product price, are found to significantly influence the consumer's shopping mall selection decision. Among the influencing factors, price, service quality, and trust showed a greater effect on the shopping mall selection than usefulness and ease of use. This result implies that purchase-related variables such as price and service quality may be more critical to attracting customers and thereby raising the sales volume of the shopping mall, than the web site's usefulness and ease of use.

• Management Science and Financial Engineering
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• v.13 no.1
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• pp.73-91
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• 2007

We investigate factors that influence the choice of high-share brands(HSBs) vs. low-share brands(LSBs) among various product and consumer characteristics related to brand-share perceptions. Specifically, using 8 product categories varying in terms of purchase decision involvement, we show how the influencing factors vary across the categories. At the general level that cover all the 8 categories, our hierarchical Bayesian regressions analysis shows that factors that favor high-share brands are purchase decision involvement, search goods, experience goods, price-quality relationship, positive network externalities, and price-prestige beliefs. Conversely, consumers who value variety seeking and need for uniqueness favor low-share brands. The effects of these factors, however, vary across product categories. The identification of these characteristics can help brand managers establish a more effective brand-share strategy in such areas as setting an optimal market share goal, extending a brand, and developing ad copy. Furthermore, our consumer segmentation analysis demonstrates the general market has two distinct segments - (1) a segment composed of HSB buyers(86%) and (2) a segment composed of LSB buyers(14%). The two segments are also shown to have different significant factors that explain their brand choice. Our segmentation analysis can help marketers establish a marketing strategy that targets a specific segment of interest.

• Journal of the Korean Society of Clothing and Textiles
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• v.31 no.7
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• pp.1075-1084
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• 2007

The purpose of this study is to find out the important factors and efficient strategies concerning internet marketing. This study tries to examine satisfaction of the on-line consumers on internet shopping mall via fashion products. To fulfill this objectives, a survey was conducted from May 15 to May 30 in 2006, and an subject of study is men and women aged from 10s to 40s in purchase experience of the fashion merchandise to internet shopping malls. Data collected over the internet, and analyzed the 205 subjects. The statistical analysis methods was frequency analysis, reliability analysis, factor analysis, multiple regression analysis. The empirical studies were summarized as follows. First, internet shopping mall's fashion goods attributes(goods characteristics, aesthetic expression, variety of goods) significantly affect consumer's utilitarian shopping value. Second, internet shopping mall good's price attributes(economical efficiency of price, price reasonableness, price value, price information, price discount) significantly affect consumer's shopping utilitarian shopping value and hedonic shopping value. Third, consumer's utilitarian shopping value and hedonic shopping value are positively related to the internet consumer's shopping satisfaction.

• Fashion & Textile Research Journal
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• v.18 no.1
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• pp.48-62
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• 2016

Consumers have come to demand high quality, affordable prices, and innovative product designs of the outdoor wear market due to their well-being and leisure oriented lifestyle. A new system of business in outdoor wear has emerged in the process through which corporations have endeavored to satisfy such consumer needs. Outdoor wear brands have utilized social network services (SNS) such as Facebook and Twitter as means of marketing and have built close relations with consumers based on communication through these media. Recently, explosively escalating SNS data are referred to as social big data, and now that every consumer online is a commentator, reviewer, and publisher, the outdoor wear market and all of its brands have to stop talking and start listening to how they are perceived. Therefore, this study employs Social $Metrics^{TM}$, a social big data analysis solution by Daumsoft, Inc., to verify changes in the allusions related to outdoor wear market found on SNS. This study aims to identify changes in consumer perceptions of outdoor wear based on changes in outdoor wear search words and trends in positive and negative public opinion found in SNS social big data. In addition, products of interest, the major brands mentioned, the attributes taken into consideration during purchases of products, and consumers' psychology were categorized and analyzed by means of keywords related to outdoor wear brands found on SNS. The results of this study will provide fundamental resources for outdoor wear brands' market entry and brand strategy implementation in the future.

• Journal of Distribution Research
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• v.12 no.2
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• pp.103-129
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• 2007

One of the most enduring concepts in the history of marketing thought relates to the classification of consumer goods. The product classification theory first proposed by Copeland(1923) has, with little modification, survived to the present day, and continues to be endorsed by the American Marketing Association and other related institutions some 80 years after it was first published. In truth, Copeland's classification is now outdated and bears little, if any, relevance to modern product advertising, retailing and consumption. In particular, it can not accommodate the fact that, in modern societies, consumer preoccupations with style, personal identity and status have meant that the social characteristics of goods, heavily promoted by brand managers who understand their markets, are key determinants of consumer choice and buyer behavior. In this respect, the author attempted to explore the reasons why product classification theory has been unresponsive to changes in market conditions over so many years and argue that its failure to embrace the many social influences on consumption and on consumer behavior is now its most serious weakness. And also, the author proposed the new categorization system of goods, based on the several existing literatures.

• Journal of Distribution Science
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• v.11 no.1
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• pp.45-53
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• 2013

Purpose - The environment-friendly agricultural product market in Korea sees continual high growth. Recently, the Korean government has been actively fostering environment-friendly agriculture as an engine of future growth. Korean people have increasingly become more health-conscious and interested in food safety issues. Many distribution and retailing companies have responded with various promotional activities. However, most of these are not strategic and appear to have unsatisfactory outcomes. The main purpose of this paper is to suggest effective marketing strategies for environment-friendly agricultural products. To achieve this aim, the study empirically investigates the effects of consumer characteristics and trust on the purchase intention of environment-friendly agricultural products. Research design, data, methodology - Based on the theory of planned behavior, and previous studies related to the purchase intention and consumption of environment-friendly agricultural products, we set up five study hypotheses. These related to the demographic characteristics of consumers, purchase intention, and behavior of the products. We then set up a study model and four study hypotheses relating to health consciousness, environmental consciousness, consumer trust level, purchase intention, and behavior of the products. The data were collected using a questionnaire given to consumers living in Seoul and southern Geonggi Province. The final sample size is 403 and mean age is 44.3. SPSS 15.0 for Windows and Amos 7.0 were used as statistical analysis tools. Meaningful results were derived using frequency analysis, correlation analysis, a t-test, and structural equation modeling. Results - Empirical results of this research are as follows. (1) First, it is shown that consumers consider such attributes as intimacy and health to be important when they buy environment-friendly agricultural products. (2) We also found that consumers recognize the value of environment-friendly agricultural products as high, but their trust level as low. (3) Consumer groups consisting of married couples, with higher education, higher income, and higher age are shown to have a higher intention of buying environment-friendly agricultural products than any other consumer group. (4) It is estimated that the level of consumer trust positively affects the purchase intention of environment-friendly agricultural products. The path coefficient (.138) between consumer trust and purchase intention is statistically significant at the α = .05 level. (5). It is also estimated that environmental consciousness positively affects purchase intention. The path coefficient (.245) between environmental consciousness and purchase intention is statistically significant at the α = 0.05 level. The standardized path coefficients of consumer trust and environmental consciousness with purchase intention are .556 and .288 respectively. Therefore, consumer trust affects purchase intention more than environmental consciousness. (6) Finally, purchase intention is estimated to positively affect purchase behavior. Conclusions - Based upon empirical results, this research suggests that marketers of environment-friendly agricultural products should focus more on increasing consumer trust levels, emphasizing the training and education of employees. The government also should pay attention to a standardized certification system for environment-friendly agricultural products. Marketers of environment-friendly agricultural products should consider the consumer groups of married couples, with higher education, higher income, and higher age as a major target segment.

• Asia Marketing Journal
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• v.1 no.3
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• pp.12-33
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• 1999

Recently, consumer researchers have been interested in consumption ritual that expressed condensedly the consumption system in a culture. From various disciplines this study examined the 'ritual' and 'ritualized behavior' which are unique to human beings and analyzed the relation of ritualization of consumption experience and buying behavior. According to the degree of ritualization, consumers were categorized into four types - ritualized, habitualized, involved, and non-ritualized consumers. In the empirical study, the relation between ritualization of "dressing-up (i.e. to put on the clothing with the intention of wearing displaying them publicity)" and buying behaviors related to clothing was explored through in-depth interviews and a questionnaire survey with 434 married Korean women. Through statistical analysis, research questions were identified in an empirical study: as the consumption experience becomes more ritualized, the purchasing frequency, ongoing involvement, brand loyalty, and opinion leadership will increase as part of clothing buying behavior. Herein, the implications of the study and further research issues are discussed.

• Asia Marketing Journal
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• v.15 no.3
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• pp.53-77
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• 2013

As advertising and promotions are categorized as operating expenses, managers tend to reduce marketing budget to improve their short term profitability. Gauging the value and accountability of marketing spending is therefore considered as a major research priority in marketing. To respond this call, recent studies have documented that financial market reacts positively to a firm's marketing activity or marketing related outcomes such as brand equity and customer satisfaction. However, prior studies focus on the relation of marketing variable and financial market variables. This study suggests a channel about how marketing activity increases firm valuation. Specifically, we propose that a firm's marketing activity increases the level of the firm's product market information and thereby the dispersion in financial analysts' earnings forecasts decreases. With less uncertainty about the firm's future prospect, the firm's managers and shareholders have less information asymmetry, which reduces the firm's cost of capital and thereby increases the valuation of the firm. To our knowledge, this is the first paper to examine how informational benefits can mediate the effect of marketing activity on firm value. To test whether marketing activity contributes to increase in firm value by mitigating information asymmetry, this study employs a longitudinal data which contains 12,824 firm-year observations with 2,337 distinct firms from 1981 to 2006. Firm value is measured by Tobin's Q and one-year-ahead buy-and-hold abnormal return (BHAR). Following prior literature, dispersion in analysts' earnings forecasts is used as a proxy for the information gap between management and shareholders. For model specification, to identify mediating effect, the three-step regression approach is adopted. All models are estimated using Markov chain Monte Carlo (MCMC) methods to test the statistical significance of the mediating effect. The analysis shows that marketing intensity has a significant negative relationship with dispersion in analysts' earnings forecasts. After including the mediator variable about analyst dispersion, the effect of marketing intensity on firm value drops from 1.199 (p < .01) to 1.130 (p < .01) in Tobin's Q model and the same effect drops from .192 (p < .01) to .188 (p < .01) in BHAR model. The results suggest that analysts' forecast dispersion partially accounts for the positive effect of marketing on firm valuation. Additionally, the same analysis was conducted with an alternative dependent variable (forecast accuracy) and a marketing metric (advertising intensity). The analysis supports the robustness of the main results. In sum, the results provide empirical evidence that marketing activity can increase shareholder value by mitigating problem of information asymmetry in the capital market. The findings have important implications for managers. First, managers should be cognizant of the role of marketing activity in providing information to the financial market as well as to the consumer market. Thus, managers should take into account investors' reaction when they design marketing communication messages for reducing the cost of capital. Second, this study shows a channel on how marketing creates shareholder value and highlights the accountability of marketing. In addition to the direct impact of marketing on firm value, an indirect channel by reducing information asymmetry should be considered. Potentially, marketing managers can justify their spending from the perspective of increasing long-term shareholder value.

• Journal of the Korean Society of Clothing and Textiles
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• v.19 no.6
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• pp.968-983
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• 1995

In the field of psychology of clothing and fashion marketing, there have been many studies on clothing behavior but have been poorly catgorized according to the characteristics of variables. The author reviewed 120 recent studies on clothing varaibles published in Korea and grouped the variables into three categories. They are 1) the clot, ting atitude variables that consistently influence the Personal clothing behavior; 2) the market variables that are inherent to the market itself; and 3) the clothing consumer behavior uapiables that ate most related to the clothing consumer behavior. In this study the author surveyed and found that the following 9 major clothing attitude variables had been most frequently studied, including practicality, economy, modesity, aesthetics, fashionability, conformity and individuality, status symbolism, importance, and satisfaction. Two other categories will be reported in the following papers.

• Journal of the Korean Operations Research and Management Science Society
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• v.36 no.4
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• pp.161-184
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• 2011

As movie demands become more and more diversified, it is necessary for movie related firms to segment a whole heterogeneous market into a number of small homogeneous markets in order to identify the specific needs of consumer groups. Relevant market segmentation helps them to develop valuable offer to target segments through effective marketing planning. In this article, we introduce various segmentation methods and compare their advantages and disadvantages. In particular, we analyze "2009~2010 consumer survey data of Korean Film Industry" by using Latent Class Analysis(LCA), a statistical segmentation method which identifies exclusive set of latent classes based on consumers' responses to an observed categorical and numerical variables. It is applied PROC LCA, a new SAS procedure for conducting LCA and finally get the result of 11 distinctive clusters showing unique characteristics on their buying behaviors.