Time spent shopping and consumer clothing purchasing behaviour
Abstract and Figures
The purpose of this study is to explore the impact of various antecedents and behavioural consequences of consumers’ perceptions of time spent on shopping for clothing products. Examined antecedent variables are gender, age, income, fashion consciousness and visual merchandising, while outcomes include the number of clothing items purchased. The data, collected by consumer survey in Croatia, was analysed using exploratory and confirmatory factor analyses, and structural equation modelling (SEM). The major findings indicate that visual merchandising has the greatest and positive effect on time spent shopping. As expected, women and younger consumers spend more time shopping than men and older consumers. As for the outcomes, shopping time is positively related to consumer purchases. The study was conducted at a single point in time and was carried out while there was still crisis in Croatia, in a situation where consumers spend less on fashion products. The present study provides the insights into the determinants and consequences of time expenditure and might help fashion retailers design more successfully retailing strategies to encourage consumers to spend more time on shopping in fashion stores, which in turn leads to higher sales.
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... We showed that the contagion of neurophysiologic signals predicted which customers would make purchases with 64-80% accuracy, and the purchase amount was positively mediated by the time customers spent shopping. Our finding that customer dwell time increased purchases in a high-end retail setting is consistent with previous findings (Mihić et al., 2018;Li et al., 2021). Additionally, our analysis showed that customers' time spent shopping increased linearly with sales associate peak neurologic Immersion, providing a mechanism through which dwell time can be influenced. ...
Consumers increasingly demand extraordinary experiences and businesses want to provide such experiences to build loyalty and increase customer lifetime value. One of the most significant aspects of consumer experiences is employee-customer interactions. We hypothesized that the value of customers’ experiences would be reflected in the neurophysiology of sales associates and that these data would predict eventual purchases. We tested this hypothesis by measuring neurologic Immersion of sales associates serving customers (N = 56) in a field study in two luxury retail stores with actual customers. A synthetic dataset was generated from these data and showed that sales associates’ peak Immersion was positively associated with the time customers spent shopping, which, in turn, positively scaled with how much customers spent. Estimating a machine learning model using sales associates’ peak Immersion predicted which customers purchased with between 64% and 80% accuracy. Our results demonstrate that the neurophysiologic Immersion of one person can be used to predict the behavior of another person with whom they are interacting even when their goals may not be perfectly aligned. Moreover, we have shown that such a field study is feasible with real customers who are spending nontrivial amounts of money (M = 0–$2,734). More generally, measuring the contagion of Immersion from one side of an interaction may be an effective way to assess and improve the quality of social engagements of many types.
... Other studies suggest that time spent shopping is also related to gender, with women spending more time shopping than men (Obulesu & Kumar, 2022). In addition, visual merchandising also has a significant impact on time spent in the store (Mihić, Anić, & Kursan Milaković, 2018). ...
This article presents virtual reality research findings on customer emotions, product choice, store time, and distance traveled. Advanced tools, such as virtual reality and EEG technology, were used, as well as both qualitative and quantitative approaches. Data is primarily derived from participants contributing to a broader research project that analyzes both conscious and unconscious aspects. The study revealed that emotions significantly impact purchases in vegetables, fast food, and baked goods sections, with correlations to customer distance in the virtual store. The study is limited by the high data collection cost restricting the sample size. Nevertheless, these findings can guide future researchers interested in this technology. Store managers can leverage these insights to enhance sales strategies and store layouts, aiding customer decision-making. This study attempts to provide a fresh perspective on the research problem by integrating virtual reality (VR) and electroencephalogram (EEG) equipment in the Fast-Moving Consumer Goods (FMCG) sector, offering new results that have not been previously published.
... The more time customers spend on retail premises, the longer they are likely to be exposed to product-and service-relevant advertising and marketing temptations, thus potentially increasing their purchase volume (Mihić, Anić, & Kursan, 2018). The fact that customers spend more time in the retail environment as they had originally intended should be a good sign for retailers, since it has been positively linked with shoppers' derived pleasure from the experience (Donovan & Rossiter, 1982;Donovan et al., 1994;Forsythe & Bailey, 1996). ...
Shopping companions are a common phenomenon in retail environments. They influence shoppers in a variety of ways, as well as retailers' frontline staff, who engage shoppers and their companions in sales conversations. This dissertation examines the phenomenon of co-shopping and its implications from three perspectives:, i.e., from the academic, the practitioner, and the customer perspective. Following a systematic literature review reflecting the current state of research on the topic, the specific behavior of different types of companion is analyzed from the perspective of service-oriented retail salespeople. On this basis, five types of shopping companion, each unique in terms of personality and behavior, are described. Ultimately, different types of companion and their various behaviors are examined with regard to their different effects on accompanied shoppers. In particular, emphasis is placed on the emotions aroused in the shopper and changes in their behavior, especially in terms of time invested and their tendency to abandon a planned purchase.
The dissertation's findings contribute to a better understanding of how shoppers are influenced by companions, and specifically through their behavior and personality. It sheds light on how shoppers process the influences of different types of companion and, in greater detail, how emotions aroused by a particular companion type can determine corresponding behavioral changes with shoppers. The findings highlight the importance of retailers and their frontline staff adequately addressing the particular influences of specific types of shopping companion. Corresponding implications and opportunities for improved training and education of retail salespeople and improved design options for elements of the shopping environment are discussed.
... A total of 296 female consumers selected by a simple random sampling method, and taking into account time, cost and accessibility criteria, constituted the sample of the study. Many studies conducted at different times and in different societies have shown that women are more attracted to clothing and shop more for clothing than men do (Handa and Khare, 2011;Kwon, 1997;Mihic et al., 2018). Hence, female consumers with income were selected as the sample. ...
Purpose
This study aims to determine the effects of consumers' perceptions of value and environmental concerns toward recycled content clothing on consumers' attitudes and purchase intentions toward these products.
Design/methodology/approach
The research methodology consisted of consumer survey. Female consumers registered in the labor market in the province of Konya in Turkey constituted the sample of the study. A total of 296 female consumers selected by a simple random sampling method, and taking into account time, cost and accessibility criteria, constituted the sample of the study.
Findings
Perceived customer values and environmental concerns were found to be much more effective on purchase intentions, although they were weak in positively affecting customers' attitudes toward recycled content clothing. Findings show that emotional, epistemic and conditional values and environmental concerns positively affect purchase intentions.
Research limitations/implications
The sample in this study consisted of just female consumers with income in the city of Konya, Turkey. The results might be different in different demographic groups and different cities of Turkey.
Practical implications
Consumers have positive attitude toward the idea of using recycled fibers in their clothes.
Originality/value
The literature generally includes research examining consumers' behavior toward sustainable fashion. This research focuses on the value perceptions and attitudes of Turkish consumers toward recycled content clothing – a market and topic that have not been studied much before.
... The more time customers spend on retail premises, the longer they are likely to be exposed to product-and service-relevant advertising and marketing temptations, thus potentially increasing their purchase volume (Mihić, Anić, & Kursan, 2018). The fact that customers spend more time in the retail environment as they had originally intended should be a good sign for retailers, since it has been positively linked with shoppers' derived pleasure from the experience (Donovan & Rossiter, 1982;Donovan et al., 1994;Forsythe & Bailey, 1996). ...
... This result sets forth the importance of the design in a conscious manner with correct design criteria of spaces. In the studies by Mihi c et al. (2018), Sun and Yazdanifard (2015) and Yıldırım et al. (2015) it was determined that the physical environmental factors of interior spaces, which are perceived and evaluated positively, provide for persons to remain in the same environment for a longer period. Furthermore, in the study by Wang et al. (2020), it was emphasised that many physical environmental factors, such as size and shape of the space, the colour used, materials and texture have significant effects on the behaviours of persons and on the quality of life for physical, emotional and health. ...
Purpose
This study aims to determine the effects of wall covering materials (wood, concrete and metal) used indoors on participants’ perceptual evaluations. The differences among participants’ perceptual evaluations regarding indoor physical environmental factors by occupation and gender were examined.
Design/methodology/approach
Cafes were selected as research environments. Virtual experimental spaces using three different wall covering materials were modelled and participants’ assessment of the physical environmental factors of these virtual spaces was measured through a detailed questionnaire.
Findings
Cafes using light-coloured wall covering materials were perceived more favourably than cafes using dark-coloured wall covering materials, and cafes with light-coloured wooden wall coverings were considered as a warmer material than cafes using concrete and metal. Participants who received design education (architect, interior architect) perceived physical environmental factors of cafes more negatively than those who did not receive design education (lawyer, economist, accountant, etc.). Male participants evaluated the physical environmental factors of cafes more positively than female participants for all adjective pairs. Except for two adjective pairs, no significant difference was found among the evaluations according to genders for the other adjective pairs.
Originality/value
This study revealed new results about customers’ choices of wall covering materials and offered designers new alternatives for materials that can be used in the design of cafes.
El objetivo de esta investigación es determinar en qué medida las estrategias de visual merchandising y diseño de atmósfera comercial manifiestos en los entornos comerciales minoristas inciden en el comportamiento de los consumidores. El método estadístico utilizado fue modelización de ecuaciones estructurales PLS-SEM, con una muestra de 342 consumidores. Los resultados manifiestan que visual merchandising, atmósfera comercial, motivación y los tipos de compra, tienen un efecto significativo y positivo en el comportamiento de compra del consumidor. Los hallazgos muestran que visual merchandising es el conductor más fuerte sobre el constructo motivación de compra, por lo que los estímulos visuales, ambientales y sensoriales son determinantes en la intención de compra de los consumidores. La originalidad del modelo aporta conocimiento empírico para el diseño de experiencias multisensoriales en los espacios comerciales. Como limitante, el modelo puede no incluir todos los factores posibles que influyan en la compra de los consumidores.
The definition of food can be found in Regulation No 178/2002 of the European Parliament and of the Council of 28 January 2002 laying down the general principles and requirements of food law, establishing the European Food Safety Authority and laying down procedures in matters of food safety. In the food sector, the market for organic food is becoming increasingly important. It is produced on organic farms, i.e. produced without the use of artificial fertilisers or pesticides, among other things.
The market of organic products exhibits specific characteristics, determined by unique behaviours and environmental awareness of consumers, the degree of economic development and wealth, implemented agricultural policy, as well as natural conditions found in individual countries, both in Europe and worldwide.
Consumer habits have been changing dramatically in recent decades: at present consumers are less willing to make purchase decisions based on brand loyalty or price, instead choosing products, which are consistent with their system of values, manifesting preferences towards more environmentally, ethically and socially sustainable products. The growing prosperity of individual populations, enhanced consumer awareness concerning food quality and safety, as well as the effect of organic food on human health promote increased purchases of organic food. Demand for organic food is mainly driven by trends in consumer behaviours, resulting from increased consumer awareness and focus on quality. Quality of organic food is the primary element of its competitive advantage over conventional food.
The general idea of the book is to determine the condition of organic agriculture and the market for its products, as well as consumer behaviour in the organic food market in the Visegrad member countries. Based on the results, the authors presented the development of organic agriculture in the individual V4 countries. An in-depth analysis focused on consumer behaviour in the organic food market and, within the framework of the adopted objective, also covered the profile of the eco-consumer in the V4 countries. The authors also propose concrete solutions that can be implemented by organic farming support institutions and market participants to promote this method of agricultural production and strengthen the organic food market.
The book is addressed to a wide range of readers interested in the issues of the organic food market not only in the Visegrad Group countries.
This book may also be of interest to academics, students of economics and agriculture, as well as consumers and supporters of organic food, farmers, representatives of the trade sector and decision-makers in the field of agricultural policy.
ÖZET Bu çalışmada, yuvarlak ve köşeli forma sahip donatı elemanları kullanılan kafelerin fiziksel çevre faktörlerinin kullanıcıların algısal değerlendirmeleri üzerindeki etkileri araştırılmıştır. Bu çalışmada, önceki yürütülen akademik çalışmalardan farklı olarak iç mekân çevresel faktörlerinden olan "form değişkeni" donatı elemanları özelinde ele alınmıştır. Çalışmada, iki farklı forma göre (yuvarlak ve köşeli) modellenen sanal kafe mekânlarındaki donatı elemanlarının katılımcıların algısal değerlendirmelerini etkileyebileceği düşünülmektedir. Araştırmanın hipotezini test etmek için geliştirilen sanal kafe mekânları, 223 katılımcı tarafından çevrimiçi anket formu ile değerlendirilmiştir. Anketlerden elde edilen veriler SPSS paket programına girilmiş ve verilerin güven testleri yapılmış, ortalama ve standart sapma değerleri belirlenmiş, değişkenler arasındaki farklılıklar ANOVA ile test edilmiştir. Çalışma sonucunda, yuvarlak formlu donatı elemanlarının kullanıldığı kafenin çevresel faktörlerinin, köşeli formlu donatı elemanlarının kullanıldığı kafeye göre daha olumlu yönde algılandığı tespit edilmiştir.
The underlying premise of this article is that changing demographics will lead to a splintering of the mass markets for grocery products and supermarkets. A field study investigated the relationships between five demographic factors—sex, female working status, age, income, and marital status—and a wide range of variables associated with preparation for and execution of supermarket shopping. Results indicate that the demographic groups differ in significant ways from the traditional supermarket shopper. Discussion centers on the ways that changing demographics and family roles may affect retailers and manufacturers of grocery products.
Visual merchandising (VM) is the means to communicate a store/company's fashion value and quality image to prospective customers. ―The purpose of visual merchandising is to educate the customer, to enhance the store/ company's image, and to encourage multiple sales by showing apparel together with accessories‖. It reminds people to buy by attractively presenting products or services at a critical juncture in the buying process. It includes window displays, interior displays, and outside displays. Decorative glass storefronts, colorful signs, creative window displays, effective store layout and design, lighting, plush carpeting, and brightly painted walls are all elements of a total visual merchandising program. Here the philosophy ―Consumer is the King‖ has to be the guiding force. Window shopping, mall hopping, eating out, conspicuous consumption, moving and shopping in groups is best time pass for even the most hardened buyers. The Indian youth now demands state of the art service, global standard of the product, and international level of shopping experience. In view of this trend the visual merchandising and purchase behavior of youth in India, is fast emerging and crucial thing. Therefore, this study focuses on dimensions of visual merchandising and youth behavior in terms of purchasing.
The present research investigates the influence of involvement in fashion, personality characteristics, tendency to hedonic consumption and store environment on customers' fashion-based impulse buying. Statistical population of the present research included all fashion apparel purchasers in Ghazvin City, Iran. Questionnaire was used as data gathering instrument. Simple random sampling method was used to pick sample members with equal chance of being selected. In order to distribute questionnaires, three main arcades (Iranians arcade, Al-Ghadir arcade and Narvan arcade) were used as they were the main centers for buying fashion clothing in Ghazvin City. In each of the arcades, 100 people were selected randomly to distribute the questionnaires among them. 278 valid questionnaires were finally returned. Structural equations modeling method was used for testing research hypotheses. Investigation of research hypotheses revealed that involvement in fashion influences customers' impulsive purchase both directly and indirectly through inspiring positive feelings. Store environment and personality traits were found to have significant and direct influence on fashion-based impulse purchasing. Further, tendency to hedonic consumption had an indirect and positive influence on fashion-based impulse buying through inspiring positive feeling.
DOI: 10.5901/mjss.2014.v5n16p223
This study investigated the relationships among sex, sex-role, perceived facial attractiveness, social self-esteem, and interest in clothing. Women, compared to men, indicated greater interest in clothing, while there were no significant sex differences on scores of perceived facial attractiveness or social self-esteem. Androgynous women scored higher than the feminine and undifferentiated women on their perceived facial attractiveness, social self-esteem, and interest in clothing. This finding supported the presupposition that androgynous women perceive themselves as having higher scores on social effectiveness and interest in clothing. Scores on perceived facial attractiveness were significantly related to women's and men's scores on social self-esteem and interest in clothing, implying that one's interest in clothing might be interpreted as a form of social skill which is associated with one's social self-esteem and one's facial attractiveness.
This paper applies Belk’s taxonomy (1975) to examine the impact of situational factors on shoppers’ purchasing outcomes in the Croatian hypermarket setting. It explores how store environment, social surroundings, temporal perspective, shopping task and antecedent situational dimensions influence the amount of money spent and number of items purchased. The model itself was tested with data collected from a consumer survey, carried out in the Croatian hypermarket setting. Data was analyzed using descriptive statistics, including one-way analysis of variance. Research results indicate that social surroundings, high perceived density and large-scale shopping were factors that significantly contribute to higher level of purchasing outcomes. The longer a shopper stays inside the store, the more she or he spent. Shopping outcomes were shown to be the highest on Saturday and for shoppers who patronized one or two stores as compared to other days and other shopper types respectively. Contrary to expectations, no statistically significant difference in purchasing outcomes was found across shopper types grouped by store atmospheric responses, travel time to store and time of the day shopping. By using this model, retailers may better predict the consumer response to situational factors, and thus can design a store strategy that will encourage particular pattern of shoppers’ behaviour.
This article presents a large-scale cross-sectional field study of the effect of store environment on consumer emotions and the resulting influence on aspects of consumer behavior with actual shopping behavior used as an example. Cast into a stimulus–organism–response framework, the results suggest that a consumer's emotions can be a mediating factor in the purchase process. In this study, we identify and explore how store environment and emotional states may influence various dimensions of purchase behavior. This research confirms that although cognitive factors may largely account for store selection and for most planned purchases within the store, the environment in the store and the emotional state of consumers may be important determinants of purchase behavior. This research has many pragmatic applications, because pleasure was associated with the amount of money spent and affinity for the store, whereas arousal was associated with money spent in the store, time spent in the store, and the number of items purchased in the store. © 1997 John Wiley & Sons, Inc.
Benefiting from a nationally sampled database, the study explores the relationship between fashion consciousness and its relevant constructs. Dissatisfied with the fragmented linkage between fashion consciousness, the psychological mechanism underlying the construct, and the behavioral implications in the previous study, this study attempts to adopt an integrative frame to bridge the separate linkages of the concept in the literature. Factor analysis, regression analysis, and correlation analysis yield supporting evidence that fashion-consciousness is a multi-dimensional construct, predicted by a host of demographic variables and psychological measures. Fashion conscious people also reveal a special style of socializing and consuming in the consumer culture. The importance of the study is discussed in the conclusion.
Purpose
– The purpose of this paper is to identify specific cognitive and affective responses in mall experience, as well as their antecedents, moderators and behavioural outcomes.
Design/methodology/approach
– The paper is based on content analysis technique. Data were obtained through in-depth interviews conducted from February 2013 to January 2014.
Findings
– The study reports the identification of efficiency and confusion as cognitive responses, as well as frustration, stress, peacefulness and excitement as affective responses experienced during the shopping trip. These responses lead to behavioural outcomes that are time spent, buying intentions and repatronage intentions. Furthermore, the paper identifies the main antecedents of these responses and the moderators of their relationships.
Research limitations/implications
– The findings provide insights into the study of psychological responses in retailing and avenues for further research.
Practical implications
– This research offers practical implications for managers, related to the manipulation of mall characteristics in order to encourage positive cognitive and affective responses and avoid negative ones.
Originality/value
– Based on content analysis technique, the present paper proposes a theoretical framework to conceptualize mall experience, detecting specific cognitive and affective responses and their specific behavioural outcomes as well as moderators.