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http://dx.doi.org/10.5850/JKSCT.2016.40.6.967

A Study on Multichannel Selection according to Consumer's Price Sensitivity -Focusing on Fashion Products as Experience Goods and Digital Appliances as Search Goods-  

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)
Publication Information
Journal of the Korean Society of Clothing and Textiles / v.40, no.6, 2016 , pp. 967-978 More about this Journal
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.
Keywords
Multichannel; Price sensitivity; Product characteristics; Experience goods; Search goods;
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Times Cited By KSCI : 1  (Citation Analysis)
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