How does visual merchandising affect consumer affective response?: An intimate apparel experience

European Journal of Marketing

Volumn 46, Issue 1, 2012, Pages 112-133

  Law, Derry ^a   Wong, Christina ^a   Yip, Joanne ^a  

^a HONG KONG POLYTECHNIC UNIVERSITY   (Hong Kong)

Author keywords

Affective; Affective psychology; Chinese people; Clothing; Intimate apparel; Merchandising; Visual merchandising

Indexed keywords

EID: 84863396569     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090561211189266     Document Type: Article

References (105)

1. Babin, B.J. and Attaway, J.S. (2000), "Atmospheric affect as a tool for creating value and gaining share of customer" in Journal of Business Research, Vol. 49, pp. 91-9.
2. Babin, B.J. and Darden, W.R. (1995), "Consumer self-regulation in a retail environment" in Journal of Retailing, Vol. 71, No. 1, pp. 47-70.
3. Babin, B., Hardesty, D. and Suter, T. (2003), "Color and shopping intentions: the intervening effect of price fairness and perceived effect" in Journal of Business Research, Vol. 56, No. 7, pp. 541-51.
4. Bakamitsos, G.A. (2000), "Mood effects on product evaluations: when and how does mood makes a difference", doctoral dissertation, Northwestern University, Evanston and Chicago, IL.
5. Baumeister, R.F., Vohs, K.D., DeWall, C.N. and Zhang, L. (2007), "How emotion shapes behaviour: feedback, anticipation, and reflection, rather than direct causation" in Personality and Social Psychology Review, Vol. 11, No. 2, p. 167.
6. Belk, R., Mayer, R. and Bahn, K. (1982), "The eye of the beholder: individual differences in perceptions of consumption symbolism" in Advances in Consumer Research, Vol. 9, pp. 523-30.
7. Bitner, M.L. (1990), "Evaluating service encounters: the effects of physical surroundings and employee response" in Journal of Marketing, Vol. 54, pp. 69-82.
8. Chadha, R. and Husband, P. (2006), The Cult of The Luxury Brand, Nicholas Brealey International, London.
9. Chan, Y.K. and Tai, S. (2001), "How do in-store environmental cues influence Chinese shoppers? A study of hypermarket customers in Hong Kong" in Journal of International Consumer Marketing, Vol. 13, No. 4, pp. 73-103.
10. Chebat, J.C. and Moureen, M. (2007), "Colors and cultures: exploring the effects of mall décor on consumer perceptions" in Journal of Business Research, Vol. 60, No. 3, pp. 189-96.
11. Chebat, J.C. and Richard, M. (2003), "Impact of ambient odors on mall shoppers' emotions, cognition and spending: a test of competitive causal theories" in Journal of Business Research, Vol. 56, No. 7, pp. 529-39.
12. Chebat, J.C., Chebat, C.G. and Vaillant, D. (2001), "Environmental background music and in-store selling" in Journal of Business Research, Vol. 54, pp. 11-123.
13. Corbin, J. and Strauss, A. (1990), "Grounded theory research: procedures, canons and evaluation criteria" in Qualitative Sociology, Vol. 13, No. 1, pp. 3-21.
14. Craik, J. (1994), The Face of Fashion, Routledge, London.
15. DeLong, M. (1998), The Way We Look: Dress and Aesthetics, Fairchild, New York, NY.
16. Derbaix, C. and Abeele, P.H. (1985), "Consumer influences and consumer preferences: the status of cognition and consciousness in consumer behavior theory" in International Journal of Research in Marketing, Vol. 2, No. 3, pp. 157-75.
17. Dittmar, H. (1992), The Social Psychology of Material Possessions, Harvester Press, Hemel Hempstead.
18. Donovan, R.J. and Rossiter, J.R. (1982), "Store atmosphere: an environmental psychology approach" in Journal of Retailing, Vol. 58, No. 1, pp. 34-57.
19. Doyle, P. and Fenwick, I. (1974), "Shopping habits in grocery chains" in Journal of Retailing, Vol. 50, pp. 39-52.
20. Eckman, M. and Wagner, J. (1994), "Judging the attractiveness of product design: the effect of visual attributes and consumer characteristics" in Advances in Consumer Research, Vol. 21, pp. 560-4.
21. Elliott, R. (1999), "Symbolic meaning and postmodern consumer culture" Brownlie, D., Saren, M., Wensley, R. and Whittington, R. (Eds.), Rethinking Marketing, Sage Publications, London.
22. Elliott, R. and Wattanasuwan, K. (1998), "Brands as symbolic resources for the construction of identity" in International Journal of Advertising, Vol. 17, No. 2, pp. 131-45.
23. Esterberg, K. (2002), Qualitative Methods in Social Research, McGraw-Hill, Boston, MA.
24. Fan, J., Yu, W. and Hunter, L. (2004), Clothing Appearance and Fit: Science and Technology, CRC Press, Boca Raton, FL.
25. Finkelstein, J. (1998) in Fashion: An Introduction, New York University Press, New York, NY, pp. 24-86.
26. Fiore, A.M., Yah, X. and Yoh, E. (2000), "Effect of a product display and environmental fragrancing on approach responses and pleasurable experiences" in Psychology and Marketing, Vol. 17, No. 1, pp. 27-54.
27. Fok, V.S. and Chong, V.K. (1996), "Chinese cultural values and segmentation of youth apparel market: a Hong Kong experience" in Management Research News, Vol. 10, No. 9, pp. 55-69.
28. Gao, G. (1998), "An initial analysis of the effects of face and concern for 'other' in Chinese interpersonal communication" in International Journal of Intercultural Relation, Vol. 22, pp. 467-82.
29. Ghosh, A. (1990), Retail Management, 2nd ed., The Dryden Press, Chicago, IL.
30. Goulding, C. (2000), "The commodification of the past, postmodern pastiche, and the search for authentic experiences at contemporary heritage attractions" in European Journal of Marketing, Vol. 34, No. 7, pp. 835-48.
31. Goulding, C. (2002), Grounded Theory, a Practical Guide for Management, Business and Market Business, Sage Publications, London.
32. Govers, P.C.M. (2004), Product Personality, Technische Universiteit Delft, Delft.
33. Grbich, C. (2007), Qualitative Data Analysis: An Introduction, Sage Publications, London.
34. Gronow, J. (1997), The Sociology of Taste, Routledge, London.
35. Hart, C. and Dewsnap, B. (2001), "An exploratory study of the consumer decision process for intimate apparel" in Journal of Fashion Marketing and Management, Vol. 5, No. 2, pp. 108-19.
36. Hill, D. (2003), "Rational mind, emotions connect for decisions" in Marketing News, Vol. 37, No. 19, p. 37.
37. Hofstede, G. (1991), Cultures and Organizations: Software of the Mind, McGraw-Hill, London.
38. Holbrook, M. and Gardner, M. (1993), "An approach to investigating the emotional determinants of consumption durations: why do people consume what they consume as long as they consume it?" in Journal of Consumer Psychology, Vol. 2, pp. 123-42.
39. Hong Kong Statistical Department (2007), "The Census Report", available at: www.censtatd.gov.hk/hong_kong_statistics/statistics_chart (accessed August 16, 2007).
40. Hu, H. and Jasper, C. (2006), "Social cues in the store environment and their impact on store image" in International Journal of Distribution and Management, Vol. 34, No. 1, pp. 25-48.
41. Isen, A., Clark, M. and Karp, L. (1978), "Affect, accessibility of material and behavior: a cognitive loop?" in Journal of Personality and Social Psychology, Vol. 36, pp. 1-12.
42. Joy, A. (2001), "Gift giving in Hong Kong and the continuum of social ties" in Journal of Consumer Research, Vol. 28, No. 2, pp. 239-56.
43. Kardes, F.R. (1999), Consumer Behavior and Managerial Decision Making, Addison-Wesley, Reading, MA.
44. Kasier, B., Nagasawa, R.H. and Hutton, S. (1995), "Construction of an ST theory of fashion: part 1, ambivalence and change" in Clothing and Textiles and Research Journal, Vol. 13, No. 3, pp. 172-83.
45. Kempen, E., Van der Merwe, D. and Sonnenberg, N. (2006), "The effect of fashion store layout and visual merchandising on female consumer walking patterns: a systems perspective" in Advances in Consumer Research, Asia Pacific Conference Proceedings, Vol. 7, pp. 38-9.
46. Kim, M.K., Park, M.C. and Jeong, D.H. (2004), "The effects of customer satisfaction and switching barrier on customer loyalty in Korean mobile telecommunication services" in Telecommunications Policy, Vol. 28, No. 2, pp. 145-59.
47. Kjeldgaard, D. and Askegaard, S. (2006), "The globalization of youth culture: the global youth segment as structures of common difference" in Journal of Consumer Research, Vol. 33, No. 2, pp. 231-47.
48. Koff, E. and Benavage, A. (1998), "Breast size perception and satisfaction, body image, and psychological functioning in Caucasian and Asian American college women" in Sex Roles, Vol. 38, Nos 7/8, pp. 655-73.
49. Kotler, P. (1974), "Atmospherics as a marketing tool" in Journal of Retailing, Vol. 49, No. 4, pp. 48-64.
50. Lempert, L.B. (2007), "Asking question of the data: Memo writing in the grounded theory tradition" in Bryant, A. and Charmaz, K. (Eds.), The Sage Handbook of Grounded Theory, Sage, London, pp. 245-64.
51. Leung, K., Bhagat, R.S., Buchan, N.R., Erez, M. and Gibson, C.B. (2005), "Culture and international business: recent advances and their implications for future research" in Journal of International Business Studies, Vol. 36, No. 4, pp. 357-78.
52. Leung, Y.M. (2000), The Image of Beauty - Representations of Female Beauty: With Reference to Contemporary Women's Magazines in Hong Kong, The Hong Kong Polytechnic University, Hong Kong.
53. Levy, S.J. (1959), "Symbols for sale" in Harvard Business Review, Vol. 37, No. 4, pp. 209-305.
54. Li, J.J. and Su, C.T. (2007), "How face influences consumption" in International Journal of Market Research, Vol. 49, No. 2, pp. 237-55.
55. Ligas, M. and Cotte, J. (1999), "The process of negotiating brand meaning: a symbolic interactionist perspective" in Advances in Consumer Research, Vol. 26, pp. 609-14.
56. McDaniel, C. and Gates, R. (1998), Qualitative Data Analysis: An Expanded Sourcebook, Sage Publications, London.
57. Macinnis, D.J. and Price, L.L. (1987), "The role of imagery in information processing: review and extensions" in Journal of Consumer Research, Vol. 13, pp. 473-91.
58. Mandler, G. (1982), "The structure of value: accounting for taste" in Clark, M.S. and Fiske, S.T. (Eds.), Affect and Cognition, Lawrence Erlbaum, Hillsdale, NJ, pp. 3-36.
59. Mattila, A. and Wirtz, J. (2000), "The role of preconsumption affect in postpurchase evaluation of services" in Psychology and Marketing, Vol. 17, No. 7, pp. 587-605.
60. Mehrabian, A. and Russell, J.A. (1974), An Approach to Environmental Psychology, MIT Press, Cambridge, MA.
61. Meyers-Levy, J. and Tybout, A.M. (1989), "Schema congruity as a basis for product evaluation" in Journal of Consumer Research, Vol. 16, pp. 39-54.
62. Morrin, M. and Chebat, J.C. (2005), "Person-place congruity: the interactive effects of shopper style and atmospherics on consumer expenditure" in Journal of Service Research, Vol. 8, No. 2, pp. 181-91.
63. Newman, I. and Benz, C.R. (1998), Qualitative-Quantitative Research Methodology, Southern Illionis University Press, Carbondale, IL.
64. Nguyen, T.T.M., Nguyen, T.D. and Barrett, N.J. (2007), "Hedonic shopping motivations, supermarket attributes, and shopper loyalty in transitional markets: evidence from Vietnam" in Asia Pacific Journal of Marketing, Vol. 19, No. 3, pp. 227-39.
65. Ostergaard, P. (1999), "The feeling of being a real woman: lingerie ads interpreted by Danish females" in Advances in Consumer Research, Vol. 26, pp. 675-7.
66. Park, C. (2005), "Complaints of Asian shoppers toward global retailer: a content analysis of e-complaining to Carrefour Korea" in Asia Pacific Journal of Marketing and Logistics, Vol. 17, No. 3, pp. 25-39.
67. Park, E.J., Kim, E.Y. and Forney, J.C. (2006), "A structural model of fashion-oriented impulse buying behavior" in Journal of Fashion Marketing and Management, Vol. 10, No. 4, pp. 433-46.
68. Richards, L. and Morse, J.M. (2007) in Readme first for an Introduction to Qualitative Methodological Issues in the Synthesis of Diverse Sources of Evidence, HAD, London, pp. 53-60.
69. Richardson, P.S., Dick, A.S. and Jain, A.K. (1994), "Extrinsic and intrinsic cue effects on perceptions of store brand quality" in Journal of Marketing, Vol. 58, pp. 28-36.
70. Roger, E. (2006), "The impact of emotions and cognition on approach behaviors, shopping value and store personality", Masters thesis, Concordia University, Montreal.
71. Ruan, E. (1992), Sex in China: Studies in Sexology in Chinese culture, Plenum Press, New York, NY.
72. Russell, J.A. and Geraldine, P. (1980), "A description of the affective quality attributed to environment" in Journal of Personality and Social Psychology, Vol. 38, No. 2, pp. 311-22.
73. Schwarz, N. (1997), "Moods and attitude judgment: a comment on Fishbein and Middlestadt" in Journal of Consumer Psychology, Vol. 6, pp. 93-8.
74. Sherman, E., Mathur, A. and Smith, R.B. (1997), "Store environment and consumer purchase behavior: mediating role of consumer emotions" in Psychology and Marketing, Vol. 14, No. 4, pp. 361-78.
75. Shim, S. and Bickle, M.C. (1994), "Benefit segments of the female apparel market: psychographics, shopping orientations, and demographics" in Clothing and Textiles Research Journal, Vol. 12, No. 2, pp. 1-12.
76. Singer, S.R. and Grismaijer, S. (1995), Dressed to Kill: The Link Between Breast Cancer and Bras, Avery Publishing Group, New York, NY.
77. Sirgy, M.J. (1985), "Using self-congruity and ideal congruity to predict purchase motivation" in Journal of Business Research, Vol. 13, pp. 195-206.
78. Sliverman, D. (2008), Doing Qualitative Research: A Comprehensive Guide, Sage Publications, Thousand Oaks, CA.
79. Spangenberg, E.R., Sprott, D.E., Grohmann, B. and Tracy, D.L. (2006), "Gender-congruent ambient scent influences on approach and avoidance behaviors in a retail store" in Journal of Business Research, Vol. 59, pp. 1281-7.
80. Spies, K., Hesse, F. and Loesch, K. (1997), "Store atmosphere, mood and purchasing behavior" in International Journal of Research in Marketing, Vol. 14, No. 1, pp. 1-17.
81. Stoel, L., Wickliffe, V. and Lee, K.H. (2004), "Attribute beliefs and spending as antecedents to shopping value" in Journal of Business Research, October, pp. 1067-73.
82. Strauss, A. (1987), Qualitative Analysis for Social Scientists, Cambridge University Press, Cambridge.
83. Strauss, A. and Corbin, J. (1990), Basics of Qualitative Research, Sage Publications, London.
84. Strauss, A. and Corbin, J. (1998), "Grounded theory methodology: an overview" in Strategies of Qualitative Inquiry, Sage Publications, Thousand Oaks, CA, pp. 273-85.
85. Sun, L.K. (1991), "Contemporary Chinese culture: structure and emotionality" in Australian Journal of Chinese Affairs, Vol. 26, pp. 1-42.
86. Suttkes, G. (1995), "Communicative device" in Roach-Higgins, M.E., Eicher, J.B. and Johnson, K.P. (Eds.), Dress and Identity, Fairchild Publications, New York, NY, pp. 415-26.
87. Ting-Tommey, S. and Kurogi, A. (1998), "Facework competence in intercultural conflict: an updated face-negotiation theory" in International Journal of Inercutlural Relations, Vol. 22, pp. 187-225.
88. Triandis, H.C. (1998), "Vertical and horizontal individualism and collectivism" in Advances in International Comparative Management, Vol. 12, pp. 7-35.
89. Weinberg, P. and Wolfgang, G. (1982), "Impulsive consumer buying as a result of emotions" in Journal of Business Research, Vol. 10, No. 1, pp. 43-58.
90. Williamson, M. (2002), "Emotions, reason and behavior: a search for the truth" in Journal of Consumer Behavior, Vol. 2, No. 2, pp. 196-202.
91. Wright, L.T., Newman, A. and Dennis, C. (2006), "Enhancing consumer empowerment" in European Journal of Marketing, Vol. 40, Nos 9/10, pp. 925-35.
92. Yang, K.S. (1981), "Social orientation and individual modernity among Chinese students in Taiwan" in Journal of Social Psychology, Vol. 113, pp. 159-70.
93. Yang, K.S. (1993), "Chinese personality and its change" in Bond, M.H. (Ed.), The Psychology of The Chinese People, Oxford University Press, Hong Kong, pp. 106-60.
94. Zhang, J. and Shabitt, S. (2003), "Cultural values in advertisements to the Chinese x-generation: promoting modernity and individualism" in Journal of Advertising, Vol. 32, No. 2, pp. 23-34.
95. Bellizzi, J.A. and Hite, R.E. (1992), "Environmental color, consumer feelings and purchase likehood" in Psychology and Marketing, Vol. 9, No. 5, pp. 347-63.
96. Bloch, P.H. (1995), "Seeking the ideal form: product design and consumer response" in Journal of Marketing, Vol. 59, July, pp. 16-29.
97. Bonifield, C. (2007), "Affective responses to service failure: anger, regret, and retaliatory versus conciliatory responses" in Marketing Letters, Vol. 18, Nos 1/2, pp. 85-100.
98. Clark, T. (1990), "International marketing and national character: a review and proposal for an integrative theory" in Journal of Marketing, Vol. 54, No. 4, pp. 66-79.
99. Eberhard, W. (1971), "What is beautiful in a Chinese woman?", Moral and Social Values of the Chinese: Selected Essays, Chengwan, Taipei.
100. Foreman, S. (1998), "Consumer behavior and emotions" in Manager Update, Vol. 10, No. 1, pp. 9-20.
101. Holbrook, M.B. and Meryl, P. (1998), "How motivation moderates the effects of emotions on the duration of consumption" in Journal of Business Research, Vol. 42, No. 3, pp. 241-53.
102. Honea, H. and Dahl, D.W. (2005), "The promotion affect sale: defining the affective dimensions of promotion" in Journal of Business Research, Vol. 58, No. 4, p. 543.
103. Kerfoot, S., Davis, B. and Ward, P. (2003), "Visual merchandising and the creation of discernible retail brands" in International Journal of Retail and Distribution Management, Vol. 31, No. 2, pp. 143-52.
104. Lauer, D.A. (1979), Design Basics, Holt, Rinehart & Winston, New York, NY.
105. Stout, P.A. and Rust, R.T. (1993), "Emotional feelings and evaluative dimensions of advertising: are they related?" in Journal of Advertising, Vol. 22, No. 1, pp. 61-72.