Antigone Kotsiopulos

A Typology of Apparel Shopping Orientation Segments Among Female Consumers

The purposes of the study are (1) to segment female apparel shoppers into unique apparel shopping orientation groups; and (2) to develop a profile for each segment with respect to information sources, importance of store attributes, lifestyle activities, patronage behavior, and demographics. Data (N = 482) were collected via a questionnaire sent to a nationwide random sample of 1,400 females. By cluster analysis of apparel shopping orientation factors, three groups are identified: (1) Highly Involved Apparel Shopper (46%); (2) Apathetic Apparel Shopper (34%); and (3) Convenience-Oriented Catalog Shopper (20%). These three groups were then compared on several characteristics through multivariate analysis of variance (MANOVA) and chi-square statistics. The results indicate that shopping orientations are a base for segmenting female apparel shoppers and these groups are unique in consumer buying characteristics. These characteristics include: (1) three factors of information sources (Store Fashion Service/Promotion, Fashion Publications, and Mass Media); (2) five factors of importance of store attributes (Store Personnel, Visual Image of Store, Customer Service, Easy Access, and Brand/Fashion); (3) two factors of lifestyle activities (Cultural and Grooming), and (4) other variables (patronage behavior, annual wardrobe expenditure, occupation, housing area and income).

Patronage Behavior of Apparel Shopping: Part I. Shopping Orientations, Store Attributes, Information Sources, and Personal Characteristics

This is the first part of a two-part paper which deals with patronage behavior of apparel shopping. Part I examines the comprehensive relationships among key variables which impact patronage behavior of apparel shopping. Nationwide data (N = 482) were analyzed by utilizing multiple regressions to investigate the relationships among patronage behavior, store attributes, shopping orientations, information sources, and personal characteristics. Based on the results, patronage profiles for discount store, specialty store, department store, and catalog shopping were developed Predictors of store attributes, shopping orientations, and information sources were identified. Marketing implications are discussed

Impulse Buying Behavior of Apparel Purchasers

This study compared three samples offemale consumers (textiles and clothing [TC] and non-TC students and older non-student consumers) on four impulse buying dimensions and planned buying, other shopping behaviors, and demographic characteristics. The study also identified possible predictor variables of impulse buying. Non-student consumers were most likely to be planned buyers while students were most likely to be impulse buyers. Comparisons of the three groups of consumers on other shopping behaviors and demographic variables further supported the proposition that these groups made up different market segments. The TC students may represent young consumers especially interested in apparel. Multiple regression analyses revealed that impulse buying behavior could be predicted from other shopping behaviors and demographic variables, especially for the student groups. The findings provide a conceptual and empirical analysis of impulse buying and identify how specific variables are related to each of four dimensions of impulse buying.

Body Cathexis, Clothing Attitude, and Their Relations to Clothing and Shopping Behavior Among Male Consumers

This study was designed to segment male apparel consumers based on the interaction between body cathexis and clothing attitude and to investigate differences in clothing behavior, shopping behavior, and individual characteristics among the four groups identified by adapting Sirgys self image/product-image congruity theory: (a) positive congruity, (b) positive incongruity, (c) negative congruity, and (d) negative incongruity. Data (n = 269) from a national random sample were analyzed. A series of one-wayANOVA analyses revealed that these fourgroups differed in clothing behavior (fashion innovativeness, fashion opinion leadership, sel, f confidence in clothing), shopping behavior (store patronage, shopping interest, attitude toward catalog shopping, satisfactions with ready-to-wear and product variety/stote quality), and individual characteristics (sports lifestyle activity, annual wardrobe expenditure). Based on the findings, the authors discuss theoretical as well as managerial implications.

Patronage Behavior of Apparel Shopping: Part II. Testing a Patronage Model of Consumer Behavior

This is the second part of a two-part paper which investigates patronage choice behavior in apparel shopping. Part II illustrates how a conventional patronage model can be tested and extended Part of Dardens (1980) Patronage Model of Consumer Behavior was investigated by utilizing regression analyses. In addition to the five direct linkages Darden proposed, this study identified two more direct linkages: (a) shopping orientations -> store attributes -> patronage behavior and (b) information sources -> shopping orientations -> store attributes. Based on these results, a revised apparel retail patronage behavior model was developed

Big and Tall Men as Apparel Shoppers: Consumer Characteristics and Shopping Behavior

This study explores big and tall men as an untapped market. More specifically, the study was designed to segment the big and tall mens apparel market by their clothing involvementand investigate its relationships to consumer characteristics and clothing shopping behavior. The big and tall men (n=172) reflected a wide range of clothing involvement and were classified into three groups: low, medium, and high involved consumers. These three groups were compared on consumer characteristics such as clothing orientations, lifestyle activities, and demographic characteristics and clothing shopping behaviors such as satisfaction with clothing shopping experiences and clothing buying practices. Managerial implications are provided for big and tall manufacturers and retailers.

Short, Average-Height, Tall, and Big Men: Body-Cathexis, Clothing and Retail Satisfactions, and Clothing Behavior

The purpose of the study was to examine the mean differences in body-cathexis, satisfactions, and dissatisfactions with the clothing and retail attributes, and clothing behavior among short, average-height, tall, and big men. Data from a national random sample of 269 male consumers were analyzed. One-way analyses of variance showed that these four groups differed on mean body-cathexis, satisfactions with clothing, and retail attributes, but not on clothing behavior. Managerial implications based on the findings are discussed.

Information-Seeking Patterns of Retail Apparel Buyers

The purposes of this study were (a) to identify information patterns of retail buyers of apparel who display different information source utilizations and (b) to investigate the relationship between each information search pattern and the characteristics of the individual, product, buying situation, company, and vendor selection criteria. Data were collected using 73 buyers from a variety of retail ownership groups responding to a self-administered questionnaire. Using principal components factor analysis on a number of information sources, five information patterns were identified and labeled: General Media/Printed Promotion, Fashion Trade, Personal Sources, Outside Sources, and Trade Show. Based on stepwise multiple regression analysis for each information source pattern, it was concluded that information sources utilized by retail buyers of apparel were influenced by various factors such as individual, product, buying situation, and company characteristics, as well as vendorselection criteria. The research results provided implications for apparel manufacturers, retailers, and theoreticians in the area of retail buying.

Technology Innovativeness and Adopter Categories of Apparel/Gift Retailers: From the Diffusion of Innovations Perspective

This study using diffusion of innovation theory examines the influence of perceived characteristics of innovation, individual characteristics, and organizational characteristics on retailers technology innovativeness. Apparel and gift retailers from five western states (N = 804) were classified into five adopter categories: Innovators (6%), Early Adopters (8.1%), Early Majority (20.6%), Late Majority (41%), and Laggards/Non-Adopters (28.2%). Multivariate and univariate analysis of variance with Tukeys HSD test revealed that these five groups differed overall on perceived characteristics of innovation (relative advantage, compatibility, and observability), individual characteristics (information-seeking, age, education, formal computer training, gender, retail experience in years, seminar attendance, perceived profitability), and organizational characteristics (store sales volume, city size, business competitiveness, and stores actual profitability). Discussion about the differences among the groups is presented along with theoretical, managerial, and educational implications.

Predicting Apparel and Gift Retail Buyers' Satisfaction with the Services of A Regional Merchandise Mart: From the Industrial Services Marketing Perspective

The purpose of this study was to predict apparel and gift retail buyers satisfaction with a western regional merchandise mart and its service offering in the context of the mart as a service organization. The 643 respondents who were clients of a regional mart were included in the analysis. Variables investigated included buyers overall satisfaction and seven specific dimensions of satisfaction identified by a factor analysis, and buyers attitudinal, individual and store characteristics. Stepwise multiple regression analysis identified that retail buyers overall satisfaction with the mart was predicted by four specific dimensions of satisfaction—Merchandise Lines/Sales Reps, Mart Staffs, Hotel Services, and Publications/Seminars. The overall satisfaction, however, was not predicted by the other three dimensions of satisfaction (Social Events, Parking/Food, and Location/Airfare) nor by retail buyers attitudinal, individual and store characteristics. Further analysis revealed that the seven specific factors of satisfaction were predicted by retail buyers selected variables of attitudinal (i.e., information-seeking), individual (i.e., gender), and store (i.e., sales volume) characteristics. Results from this study theoretically contribute to the industrial service organization models. Managerial and educational implications are also discussed.