• Journal of the Korean Society of Clothing and Textiles
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• v.42 no.6
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• pp.977-987
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• 2018

This study tests the effect of recommended product presentation on consumers' usage intentions of a website, mediated by mental simulation. Mental simulation refers to perceptual experience, a more automatic form of mental imagery, initiated by exposure to the representations of objects. This study expects that when compliments of clothes (coordination items) are vertically presented online, consumers are likely to feel as if they wear the outfits due to the activation of mental simulation. The survey was conducted on 147 women in an age group between 20 and 40 years in a panel of an online survey firm. Data are analyzed using exploratory factor analysis and bootstrapping analysis by SPSS 20.0. The results show that when compliments (vs. substitutes) of clothes are presented, participants perceive a greater mental simulation. When compliments of clothes are vertically presented (vs. horizontally presented), mental simulation is also highly driven. In addition, mental simulation mediates the effects of online product presentation on consumers' usage intentions of a website. The findings of this study contribute to marketing strategies of online retailers in terms of how product recommendation can be offered to consumers with more psychological benefits.

• Journal of the Korean Society of Clothing and Textiles
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• v.44 no.5
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• pp.789-809
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• 2020

Growth in online channels has created fierce competition; consequently, retailers have to invest an increasing amount of effort into attracting consumers. In this study, eye-tracking technology examined consumers' visual behavior to gain an understanding of information searching behavior in exploring product information for fashion products. Product attribute information was classified into two image-based elements (model image information and detail image information) and two text-based elements (basic text information, detail text information), after which consumers' visual behavior for each information element was analyzed. Furthermore, whether involvement affects consumers' information search behavior was investigated. The results demonstrated that model image information attracted visual attention the quickest, while detail text information and model image information received the most visual attention. Additionally, high-involvement consumers tended to pay more attention to detailed information while low-involvement consumers tended to pay more attention to image-based and basic information. This study is expected to help broaden the understanding of consumer behavior and provide implications for establishing strategies on how to efficiently organize product information for online fashion stores.

• Journal of the Korean Society of Clothing and Textiles
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• v.33 no.6
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• pp.916-928
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• 2009

The objective of this study is to investigate the differences in online visual merchandising practices of online apparel retailers between Korea and China. The 40 websites based on the sales were selected with 5 retail stores per website. Totally, 200 online retail stores were analyzed by content analysis and chi-square test. As a result, 8 online visual merchandising factors were extracted: convenience, product presence, product information, service, interest, participation, aesthetics, and fitness. There were significant differences in all 8 factors of online visual merchandising practices of apparel retail stores between Korea and China. The contribution of this study is to supply for understanding of what are the online visual merchandising composition items and factors and how they were used differently between Korea and China in a real situation of online visual merchandising.

• Information Systems Review
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• v.20 no.4
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• pp.59-78
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• 2018

With the advent of the various device types and marketing communication, customer's search and purchase behavior have become more complex and segmented. However, extant research on multichannel marketing effects of the purchase funnel has not reflected the specific features of device User Interface (UI) and User Experience (UX). In this study, we analyzed the marketing channel effects of multi-device shoppers using a unique click stream dataset from global online retailers. We examined device types that activate online shopping and compared the differences between marketing channels that promote visits. In addition, we estimated the direct and indirect effects on visits and purchase revenue through customer's accumulated experience and channel conversions. The findings indicate that the same customer selects a different marketing channel according to the device selection. These results can help retailers gain a better understanding of customers' decision-making process in multi-marketing channel environment and devise the optimal strategy taking into account various device types. Our empirical analyses yield business implications based on the significant results from global big data analytics and contribute academically meaningful theoretical framework using an economic model. We also provide strategic insights attributed to the practical value of an online marketing manager.

• The Research Journal of the Costume Culture
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• v.16 no.1
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• pp.145-157
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• 2008

The purpose of this study was to examine the effect of interactivity on consumers' mental imagery, attitude toward a product, confidence in evaluation and purchase intention. The proposed model was examined by conducting an experiment using mock apparel websites. A total of 1,009 female college students enrolled at a major midwestern university in the USA participated in the experiment. A structural equation model was used to test the model. The results of the study indicate that interactivity positively influenced mental imagery, attitudes toward a product imagery, and confidence in evaluation. The structural equation model also revealed that mental imagery positively influenced attitude toward a product and confidence in evaluation. Finally, the results show that attitude toward a product and confidence in judgment positively affected purchase intention. The study provides valuable theoretical perspectives which aide in the understanding of the effect of interactivity on consumers' cognitive and behavioral responses, and helps retailers develop effective marketing strategies.

• Korean Management Science Review
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• v.33 no.1
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• pp.1-16
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• 2016

Drop-shipping is a commonly adopted online-order fulfillment strategy in the Internet age. In this practice, online retailers leverage the fulfillment capabilities of suppliers to fulfill orders. On the other hand, purchase dependence is a frequent phenomenon and is characterized by the purchase of certain items together due to their unknown interior associations. Although this concept has been significantly examined in the marketing field (e.g. market basket analysis), it has largely remained unaddressed in operations management. This paper develops an (R, T) model to address an environment in which unmet demand orders are partially lost and partially backordered when purchase dependence exists. The partial backorders are fulfilled by a drop-shipping option. Through computational analyses, this paper demonstrates the effect of both drop shipping on a partial backordering and purchase dependence. The results shows that more profit can be realized by utilizing a drop-shipping option under purchase dependence.

• Journal of Korean Institute of Industrial Engineers
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• v.27 no.2
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• pp.181-189
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• 2001

The proliferation of the Internet and related technologies and applications has led to a new form of market place known as the electronic store. In this paper, we study competition between two shopping channels, an electronic store and traditional retailers. Based on the circular spatial market model, we derive the Nash and Stackelberg equilibria as a function of the efficiency of the electronic store. The result shows that the Stackelberg equilibrium is always superior to the Nash equilibrium for both channels. It is also shown that, in some cases, the electronic store has incentive to decrease its efficiency to gain more profit.

• Asia pacific journal of information systems
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• v.29 no.4
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• pp.731-751
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• 2019

This study examined the impact of various product photo features on the attention of potential consumers in online apparel retailers' environment. Recently, the method of apparel's product photo representation in online shopping stores has been changed a lot from the classic product photos in the early days. In order to investigate if this shift is effective in attracting consumers' attention, we examined the related theory and verified its effect through laboratory experiments. In particular, experiment data was collected and analyzed using eye tracking technology. According to the results of this study, it was shown that the product photos with asymmetry are more attractive than symmetrical photos, well emphasized object within a photo more attractive than partially emphasized, smiling faces are more attractive for customer than emotionless and sad, and photos with uncentered models focus more consumer's attention than photos with model in the center. These results are expected to help design internet shopping stores to gaze more customers' attention.

• Journal of the Korean Society of Clothing and Textiles
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• v.37 no.4
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• pp.467-481
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• 2013

The study examined the main effect of the reward channel and reward time of customer loyalty programs for on-offline shopping channels; in addition, it investigated the interaction effect of the reward channels and merchandise as well as the interaction effect of the reward time and merchandise. An online apparel shopping web experiment was conducted with a 2 (reward channel: online channel reward vs. offline channel reward) ${\times}2$ (reward time: immediate vs. delayed) ${\times}2$ (merchandise: online channel product vs. offline channel products) between-subject factorial design. An online shopping channel was considered the core-shopping channel and a department store was considered the cross-shopping channel. Loyalty program value, core-channel loyalty and cross-channel loyalty were measured as dependent variables. A total of 845 shoppers (who had experiences in shopping in both channels) participated in the experiment. The results of the study revealed (1) the main effect of the reward channel on loyalty program value, core-channel loyalty and cross-channel loyalty [online>offline channel rewards], (2) the main effect of reward time on loyalty program value, core-channel loyalty and cross-channel loyalty [immediate>delayed reward], and (3) the interaction effect of the reward channel and merchandise on loyalty program value, core-channel loyalty, and cross-channel loyalty. (4) Finally the study found that loyalty program value affected cross-channel loyalty indirectly through core-channel loyalty. This study suggested diverse theoretical and managerial implications for multi-channel retailers.

• Fashion & Textile Research Journal
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• v.12 no.1
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• pp.38-45
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• 2010

Cosmetics retailers would benefit from studies that examine which shopping-mall attributes can be manipulated to favorably affect consumer satisfaction and revisit intention at Internet. The purposes of this study were (1) to examine the dimensionality of shopping-mall attribute for cosmetics retailers, (2) to determine which dimensions of shopping-mall attribute were significant predictors of consumer satisfaction and revisit intention and (3) to find out the moderating effect of consumer satisfaction through shopping-mall attributes on revisit intention to buy cosmetics across the types of shopping-mall at Internet (i.e., total mall and specialty mall). Data were collected from 209 online cosmetic shoppers among high school girls. Factor analysis identified five dimensions of shopping-mall attributes at Internet, such as Convenience, Price, Loading speed, Sales promotion, and Service. Only two dimensions(i.e., convenience and service) were significant predictors of online shopper satisfaction in both total mall and specialty mall. The moderating effect of consumer satisfaction on revisit intention was significant in both two mall types at Internet. For total mall, price was a significant predictor through consumer satisfaction on revisit intention, while loading speed was a significant predictor directly on revisit intention for specialty mall. In light of the major findings, this study sets forth strategic implications for consumer satisfaction and revisit intention to buy cosmetics in the setting of electronic commerce.