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University of North Texas
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Bharath M Josiam
University of North Texas
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All in-text references underlined in blue are linked to publications on ResearchGate, Available from: Tammy R. Kinley
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JFMM
14,4 Shopping behavior and the
involvement construct
Tammy R. Kinley, Bharath M. Josiam and Fallon Lockett
562 School of Merchandising and Hospitality Management,
University of North Texas, Denton, Texas, USA
Received February 2009
Revised August 2009
Accepted November 2009 Abstract
Purpose The purpose of this paper is to determine whether the degree of involvement with
shopping for clothing affects the frequency with which GenY consumers seek the opinions of others
when making clothing purchases for themselves; the non-personal sources that influence the
frequency of clothing purchase; and certain shopping behaviors.
Design/methodology/approach Written questionnaires were completed by students at a
university in the southwestern region of the USA.
Findings Most of the participants were determined to be high involvement shoppers who sought
opinions of female friends and co-workers, used most of the non-personal idea sources, shopped more
often, spent more money, and were more comfortable shopping for clothing.
Research limitations/implications While the participants are representative of the GenY
characteristics and a valid sample for this project, the use of a convenience sample may limit the
generalizability of the results.
Practical implications Generation Y consumers who are more involved with shopping for
clothing tend to consult a variety of resources prior to purchase, particularly other females and
marketing delivered via various media. Retailers and clothing manufacturers should take advantage
of visual merchandising opportunities and social networking avenues as well as traditional
advertising and promotion outlets.
Originality/value The research further refines the involvement construct with a group of
consumers who are very involved with shopping for clothing. The opinions of other females,
magazines, catalogs, television advertisements and programs, music videos, internet advertisements,
and celebrities are important in the product selection process.
Keywords Shopping, Decision making, Behaviour
Paper type Research paper
Shopping behaviors explain how and where a consumer shops (McKinney et al., 2004).
The comfort level of making clothing purchase decisions for oneself, frequency of
purchase, amount of time spent shopping, and amount of money spent for an outfit can be
useful to the retailer. If the level of involvement with shopping is also examined as a
psychographic descriptor, and a demographic descriptor is also employed, creating a
shopper profile becomes even more robust. Consumers shop in different kinds of stores
with differing frequencies and spend variable amounts of money for a wide spectrum of
products. Therefore, narrowing the focus to a particular demographic and psychographic
Journal of Fashion Marketing and characteristic to determine shopping tendencies can be particularly useful.
Management
Vol. 14 No. 4, 2010
pp. 562-575 The authors wish to thank the following graduate students in the Spring 2008 class of SMHM
q Emerald Group Publishing Limited
1361-2026
5400 for data collection: Davette Angelo, Marvyn Boatswain, Ladacher Jackson, Renata Lopes,
DOI 10.1108/13612021011081742 Tamara Robertson, and Tifani Talbert.
Numerous studies have been done by marketers concerning shopping behavior Shopping
as it relates to certain demographic groups. A demographic group is defined as behavior
measurable, substantial, accessible, and actionable (Donthu and Cherian, 1994). A
generation meets these criteria and is defined in the literature as a group of people
with certain attitudes and behaviors in common that are different from the
generation before it (Beirne, 2008). As they come of age, Generation Y (born between
1976 and 1994) has become increasingly interesting to marketers due in large part 563
to the role they play in the consumption process. This cohort, largely comprised of
individuals in their college years, serves as the focus of this study as well.
Specifically this study seeks to investigate the shopping behavior of Generation Y
collegians, as delineated by involvement with shopping, by inquiring where they get
ideas for clothing purchases and their self-identified shopping behaviors. The
following literature review describes the importance of Generation Y in terms of
purchasing power and purchasing desire. This group is sufficiently different from
previous generations to warrant psychographic definition, particularly with regard
to specific product purchase.
1. Generation Y
Generation Y is racially and ethnically diverse in that 34 percent of its members
represent a minority group compared with 27 percent representation of minority
groups among the total population (Wilson and Field, 2007; Morton, 2002). These
individuals are characterized by their propensity to use technology and engage in
multiple media activities. Ironically, this individualistic group that values their
personal identities and the customization of products identifies strongly with group
orientations and activities involving friends (Sebor, 2006). They see themselves as
special and enjoy such activities as listening to music, eating out, going to the movies,
and watching television (Morton, 2002).
In recent years, marketers have given considerable attention to this generation
because of its expansive size, propensity to have greater discretionary income, and its
socialization to the consumption process sooner than earlier generations (Bakewell and
Mitchell, 2003). Generation Y is also an attractive consumer segment because its
shopping behaviors are considered compulsive, the financial responsibilities of its
members are few, and this group has a keen eye for trends (Sebor, 2006). In addition to
their own spending, Generation Y influences 81 percent of family apparel purchases
(ODonnell, 2006). This group is described as better educated and more brand
conscious than previous generations, and is deemed to have the means with which to
purchase higher priced items such as clothing, computers, CDs, and electronics
(Wolburg and Pokrywczynski, 2001). Additionally, Yankelovich data indicate that this
generation is more optimistic about their future and opportunities that lie ahead of
them than are members of Generation X and Boomers (Yankelovich Monitor, 2009). It
should also be noted that college students make up a large portion of Generation Y and
have been chosen as one of the most desirable market segments of this group. Reasons
for this include the size of the college student segment of Generation Y, and the
tendency of college students to be trendsetters and to develop preferences and brand
loyalties that last beyond college. The high standard of living projected for college
students following graduation, and the influence of this group on their parents choices
indicate present and future buying power. College students propensity to set examples
JFMM for the remainder of the population to follow provides strong marketing potential
14,4 (Wolburg and Pokrywczynski, 2001). Further, this generation has identified shopping
as a high priority with clothing shopping the top activity (Martin and Turley, 2004).
1.1 Involvement
564 Involvement is defined as an unobservable state of motivation, arousal, or interest
(Rothschild, 1984). In a consumer behavior context, involvement is the degree to which
consumers are engaged in different aspects of the consumption process as it relates to
products, advertisements, and purchasing (Broderick and Mueller, 1999). Additional
evidence of the relevance of involvement theory to the study of shopping patterns can
be found in Josiam et al. (2005) in which they describe the involvement construct as an
imperative psychographic facet of consumer behavior.
There has been an increasing focus on the measurement of involvement in terms of
objects, which includes the messages behind products, the task of purchasing and
promotions. The basis of such research has led to a consensus in the literature that
consumers level of involvement is determined by the personal relevance of an object
(Michaelidou and Dibb, 2006) and as the heart of the person-object relationship (OCass,
2000). One of the most well-known researchers of involvement of this type,
Zaichkowsky, defines involvement as a persons perceived relevance of the object
based on inherent needs, values, and interests (Zaichkowsky, 1985 p. 342). That is, the
higher the degree of relevance of an object to a consumer, the higher that consumers
level of involvement with the object (Josiam et al., 2005). Under high involvement
conditions, consumers engage in an extended problem-solving process (Zaichkowsky,
1985). Thus high involvement implies greater relevance to the self (OCass, 2000).
Foxall et al. (1998) recognized involvement for the role it plays in attitude formation,
consumer satisfaction, and brand loyalty. Thus the higher the level of involvement, the
more likely a consumer is to seek outside information with which to evaluate possible
alternatives. This outcome is less likely when low involvement objects are considered
as they are of little relevance to consumers. Level of involvement can affect consumer
reactions to promotional media, their attitudes and behaviors with respect to a certain
pursuits, and the way they make decisions (Josiam et al., 2005). Specifically, there is
evidence in the literature that involvement is directly related to the way consumers
perceive advertising as they often vary the extent to which they receive and process
advertising messages depending on their involvement level (Laurent and Kapferer,
1985). Involvement may be categorized as enduring, situational, or responsive. In their
review of the theoretical context and definition of the involvement construct,
Michaelidou and Dibb (2006) cite the Laaksonen (1977, p. 445) definition of response
involvement as a behavioral process and thus a means to mediate information
search. In the present study, this view of involvement does not apply. Situational
involvement represents a mental state of temporary interest or concern (Laaksonen,
1977). In other words, the level of involvement is governed by the object or situation
(Michaelidou and Dibb, 2006, p. 443). Enduring involvement, on the other hand, is
intrinsically motivated, purchase independent and adopts the social psychological
perspective . . . the degree of psychological connection between the individual and the
stimulus object. Enduring involvement is stable over time. The objective of the
present study is to examine consumers enduring involvement with shopping.
1.2 Involvement and shopping for clothing Shopping
Research has shown a positive correlation between involvement and clothing behavior
purchases (Michaelidou and Dibb, 2006; Seo et al., 2001; Summers et al., 2006). Josiam
et al. (2005) asserts that the more involved a consumer is, the more likely they are to
shop for longer periods, and be receptive to promotional initiatives. OCass (2004)
found that involvement leads to confidence in product purchase decisions. Male Gen Y
collegians with a high-involvement orientation to shopping for clothing generally 565
purchased and spent more and were more aware of popular labels than shoppers with a
low-involvement orientation (Seo et al., 2001). High-involvement consumers tend to
prefer shopping for clothing at specialty stores and are more likely to be aware of name
brands and fashion trends (Shim and Kotsiopulos, 1992). On the other hand, Sullivan
and Heitmeyer (2008) found that involvement was not a factor in Gen Ys preference for
shopping in particular retail stores.
There is also evidence in the literature that in marketing, price weighs heavily on
involvement. That is, the higher the price, the more involved consumers are likely to be
(Laurent and Kapferer, 1985). This is especially the case when it comes to purchasing
durable goods. Both Laurent and Kapferer (1985) and Traylor and Joseph (1984)
explain that durable goods are generally considered high involvement purchases
because they of their longevity and subsequent long-term ownership even if a poor
choice. For example, Traylor and Joseph (1984) found that low-priced nondurables
which are generally purchased more often such as socks, toothpaste, and milk rated
low on product involvement. In contrast, high or medium priced durables which are
often purchased less frequently such as blue jeans, a car, and a wristwatch rated highly
on a scale of product involvement. Similarly, Summers et al. (2006) found involvement
to be a significant predictor of the desire to purchase luxury fashion.
3. Findings
A total of 665 usable surveys were collected. Most of the students were white (67.1
percent), female (75.1 percent), college juniors (42.7 percent) or seniors (39.7 percent),
and employed part-time (58.0 percent). The average age of participants was 22
(range 18 2 44). For more detail, see Table I.
Chronbachs alpha was computed to determine the reliability of the involvement
scale. The computed score of 0.96 is consistent with the 0.95 alpha reported by
Zaichkowsky (1985) in the original study, and 0.96 reported by Josiam et al. (2005). As
in Josiam et al., the scale was used to segment Gen Y clothing shoppers into three
categories: low involvement (1-2.99), medium involvement (3-4.99), and high
involvement shoppers (5-7). In this study, 71.2 percent of the respondents were
classified as high, 23.7 percent as medium and 5.1 percent as low involvement
shoppers. This is consistent with Seo et al. (2001) who found a significantly high level
of involvement among college students. The majority of the sample comprised
business and merchandising students who may be more inclined toward the
Shopping
Low Medium High
involvement involvement involvement behavior
Descriptor n % n % n %
Gender
Male 20 55.6 88 53.7 68 13.7
Female 16 44.4 76 46.3 429 86.3 569
Race/ethnicity
White/Caucasian 26 74.3 106 66.7 319 67.3
Black/African-American 5 14.3 17 10.7 58 12.2
Hispanic/Latino 3 8.6 21 13.2 45 9.5
Other 1 2.9 15 9.4 52 10.9
College classification
Freshman 1 2.8 3 1.9 18 3.6
Sophomore 2 5.6 8 5.0 69 13.9
Junior 9 25.0 66 41.0 220 44.3
Senior 23 63.9 77 47.8 181 36.4
Graduate 1 2.8 7 4.3 9 1.8 Table I.
Age (mean) 22.83 22.88 21.79 Description of sample
marketplace than some other student cohorts. There was almost an equal distribution
of males and females in the low- and medium-involvement groups, but a majority of
high involvement participants were female. While the category percentages are
consistent with previous research, the unbalanced groups are acknowledged as a
limitation of the study.
are many choices; they are aware of those choices and will rely on their own instincts
and female friends for guidance. Afterall, they have a reputation of having a keen eye
for trends (Sebor, 2006). The retailer who has a strong commitment to merchandising
product will be most successful with the Generation Y customer.
6. Limitations
This study used a convenience sample of students at a single university. Data analysis
indicated an unbalanced sample with fewer participants in the medium and low
involvement categories. While the low and medium involvement groups were
relatively balanced with males and females, there were significantly more females than
males in the high-involvement group. A purposeful sample that is targeted to a more
balanced group of subjects with varying levels of involvement may yield different
results. Also, the involvement scale used in this paper asked participants to indicate
their level of agreement with the bi-polar adjectives with regard to shopping. Their
responses may have been different if they had been asked to indicate their involvement
with shopping for clothing.
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