• Fashion & Textile Research Journal
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• v.20 no.5
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• pp.509-519
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• 2018

This study is to examine the effects of salespeople' attributes (i.e., empathy, availability, professional appearance) on consumer cognition, emotion, and behavior. A conceptual model was developed based on stimulus-organism-response (S-O-R) theory and cognition-emotion theory. A total of 542 questionnaires were collected online and some incompletely written questionnaires were excluded. Because of the high possibility of memory distortion, only the questionnaires (n=220) written by those who visited fashion stores within one week were used for the final analysis. The results of PLS analyses demonstrated that 1) salespeople's empathy directly affected consumers' shopping emotion; 2) salespeople's availability and professional appearance indirectly affected consumer's shopping emotion through store image; 3) consumers' shopping emotion positively affected purchase intention. Theoretical and practical implications of the results are discussed in conclusion. As a result of this research, the main characteristics of the salespeople were identified in order to allow the consumers visiting the fashion store to buy the fashion products naturally and the basic directions of sales manuals for the salespeople in the fashion store were presented. It is also hoped that academic researchers will be able to use the characteristics of salespeople as the main data to understand how they affect consumers' cognitive and emotional responses and how they are connected to purchase behavior.

• Journal of the Korean Society of Clothing and Textiles
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• v.42 no.3
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• pp.411-427
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• 2018

This study is to understand the inner psychological state of consumers who pursue a retail therapy effect through fashion product shopping. Qualitative research on the whole process from the point of time of occurrence of shopping motivation to the end of shopping motivation was performed. The researcher became a virtual shopping partner during shopping and conducted a natural conversation interview using a mobile instant messenger program (Kakao Talk). After shopping, participants were asked to write a diary on that day. Collected data were analyzed by applying the grounded theory approach suggested by Strauss and Corbin (1998). Casual Condition, represented everyday stress and Contextual Condition indicated the self-healing consumption trend. Main Phenomena showed a mood change during the fashion shopping process. The sense of emancipation from the place, the satisfaction from the maintenance of social relations, and the sense of accomplishment through purchases were revealed. Intervening Condition showed the consideration in the process of shopping for fashion products, such as providing a try-on experience, price promotion, and involvement of a companion. Action Interaction Strategy was the shopping behavior for the positive emotion increase and negative emotion decrease. Consequence represented a retail therapy in shopping for fashion products.

• Journal of Global Scholars of Marketing Science
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• v.9
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• pp.101-128
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• 2002

Prior researchs on Internet shopping have focused on cognitive, technological factors, but this research is focused on emotions experienced during internet shopping. Examines emotion types experienced during internet shopping and shopping mall characteristics influencing emotional response and effect of emotions on internet shopping behavior, specifically focusing on gender difference The data, collected from a sample of 131 internet shoppers, indicate that emotion types experienced during internet shopping and shopping mall characteristics influencing emotional response and emotional response influencing internet shopping behavior are difference between female and male. Theses results provide insights on internet shopping mall management according to gender.

• Journal of Distribution Science
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• v.6 no.2
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• pp.61-79
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• 2008

This paper studies on the influence of customers' perceived store crowding, shopping emotions, shopping value, and repatronage intention. The result is as follows. First, human crowding and spatial crowding influence two dimensions of shopping emotions: positive shopping emotions and negative shopping emotions. Especially human crowding influences positively on positive shopping emotions while spatial crowding influence positively on negative shopping emotions, which means that shoppers visiting stores feel negative shopping emotions toward spatial crowding, but that shoppers' crowding in stores can arose positive shopping emotions which intrigue interest and liveliness. Second, positive shopping emotions and negative shopping emotions influence two dimensions of shopping values: hedonic shopping value and utilitarian shopping value. Especially positive shopping emotion influences positively on utilitarian shopping value and hedonic shopping value while negative shopping emotion influence negatively on utilitarian shopping value and hedonic shopping value. Third, the result shows that shoppers' shopping values influences positively on repatronage intention.

• The Journal of the Korea Contents Association
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• v.12 no.5
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• pp.357-369
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• 2012

The purpose of this paper is to explain and identify how atmospherics of web-sites such as graphics, colour, menu and link have an effect on consumers' emotion and satisfaction, which in turn have influence on repurchase intention in internet shopping malls. A survey study was conducted to collect the data with consumers who have experience purchase or search on internet shopping malls. Analysis of structural equation modeling with AMOS 18.0 was performed to test the research hypothesis. The results of the study are as follows: Menu and link are positively associated on consumers' emotion, but graphics and colour have not influence on both consumers' emotion and satisfaction. Consumers' emotion is positively associated on both satisfaction and repurchase intention, and then satisfaction is also positively associated on repurchase intention.

• Journal of the Korean Society of Clothing and Textiles
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• v.30 no.9_10 s.157
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• pp.1333-1343
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• 2006

Consumers seek the pleasure, fun and satisfaction in shopping. Retailing environments of apparel products are rapidly changing than ever before. One of there changes are offered apparel products with entertainment service, such as theaters, restaurants and so on. The purpose of this study was to investigate the effects of entertainment service, shopping orientation and emotion on impulse buying behavior in department stores an shopping malls. A self-administrated questionaire was developed based on the results of previous researches and pre-test. Data were obtained from shoppers(N=684) randomly selected in department stores and shopping malls located in Seoul and Busan. Data were analyzed by factor analysis, t-test, cross analysis, and path analysis. The results showed that; impulse buying behavior was directly or indirectly affected by shopping orientation in both of two store types. In department stores, consumers were affected to make a good mood by entertainment service while, in the shopping malls, consumers were influenced directly by entertainment service to be a good mood and to purchase impulsively apparel products. Therefore, the impulse buying behavior was influenced differently by entertainment service in store types. From the retailer's perspective, they give insights into the development of strategies utilized to marketing planning of entertainment service in each store types.

• Management & Information Systems Review
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• v.30 no.1
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• pp.1-37
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• 2011

Prior researches on Internet shopping have focused on cognitive, technological factors, but this research is focused on emotions experienced during internet shopping. Examines emotion types experienced during internet shopping and shopping mall characteristics influencing emotional response and effect of emotions on internet shopping behavior, specifically focusing on shopping motivation difference. The data, collected from a sample of 323 internet shoppers, indicate that emotion types experienced during internet shopping and shopping mall characteristics influencing emotional response and emotional response influencing internet shopping behavior are difference among shopping motivation. Theses results provide insights on internet shopping mall management according to shopping motivation.

• Journal of Distribution Research
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• v.15 no.2
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• pp.101-122
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• 2010

In this study, it is explored whether positive and negative emotions affected hedonic and utilitarian values experienced while shopping apparel in the Internet. In addition, the effect of hedonic and utilitarian shopping values on store approach behaviors was explored. For this study, Babin and Attaway's research model that was used for off-line shopping malls was adopted to investigate the relationships among research variables. Data obtained through experiments with 278 female college students were submitted for an analysis. Exploratory and confirmatory factor analysis and structural equation modeling with AMOS 6.0 were used to analyze data. Based on the model test, negative emotions negatively affected hedonic and utilitarian shopping value perception while positive emotions positively affected hedonic and utilitarian shopping value perception for the Internet apparel shopping site. Hedonic and utilitarian shopping values positively influenced attitude toward the Internet shopping site while only utilitarian shopping value affected revisiting Internet apparel shopping site. Managerial and academic implications were generated based on results.

• Journal of Fashion Business
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• v.8 no.1
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• pp.34-48
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• 2004

The purpose of this study is to explore emotion aspects of consumers purchasing clothing through cable television home shopping. Qualitative research method is used to widely understand how emotion aspects of consumers have effected on their purchasing behavior. The results of depth interviews may be classified into 13 feelings factors satisfaction, pleasure/delight, respect, attraction, fresh, convenience, unburdened, emptiness, displeasure/temper, anxiety, tedious, distrust, regret. The content of information acquiring from the process of clothing purchase decision making is analysed. In the problem recognition stage, purchase motivation were physical space (around people) and imaginary space(by how clothing goods are introduced to consumers thorough TV monitor). In the information search stage, purchasing action patterns to search information were situational pattern and habitual pattern. In alternative evaluation stage, the considering best important factors to choice clothes were quality, price, design, and color. In purchase stage, consumers said they felt anxiety, because of characteristics of purchase way that they should pay first and then received the ordered goods a fews days later. In post-purchase behavior stage, if consumers satisfied goods purchased through TV home shopping, they recommended it to around others, but unsatisfied with ordered goods, they tried to refund, exchange with anther one, or write it on homepage of the home shopping company.

• Journal of the Korean Society of Clothing and Textiles
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• v.44 no.3
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• pp.539-555
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• 2020

This study explored the conceptual constructs of shopping values and experiential marketing components of home furnishing brands as well as their impacts on the behavioral intention toward home furnishing goods. The mediating roles of experiential marketing were investigated in this research. A survey was performed on female shoppers between the ages of 20 and 50 who have visited and shopped at home furnishing brand stores. The results of this research were as follows. 1) The results to analyze the sub-dimension of shopping values (Social, Differential, Utilitarian, Aesthetic, Entertaining, and Sustainable) and experiential marketing components (Sense, Emotion, Coordination information, and Customer services) showed factorial structures. 2) Aesthetic, Differential, and Utilitarian shopping values showed significantly positive influences on behavioral intentions of home furnishing brand products; in addition, Sense, Emotion, and Coordination information components of experiential marketing had a positive effect on behavioral intentions of home furnishing brand products. 3) The Emotion and Sense components of experiential marketing had important medicating roles in the relationship between shopping values and behavioral intentions of home furnishing brand products. This study highlighted that shopping values and experiential marketing components should be promoted among consumers to increase behavioral intentions of home furnishing brand products.