Predicting purchase intention of a controversial luxury apparel product

  • Summer T
  • Belleau B
  • Xu Y
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Abstract

Purpose – This study aims to examine the influence of attitudes toward particular clothing web sites, specifically favorite ones, on information search at those web sites and on the choice to purchase items from those web sites and from non-internet channels after finding the items at the web sites. Design/methodology/approach – Using survey data from 414 US college students who had online shopping experience and favorite clothing web sites that they especially like to visit, hypothesized relationships among attitude toward internet web sites, online information search and channel choices for purchasing were tested using path analysis. Findings – Results showed that participants’ attitudes toward their favorite clothing web sites had a direct, positive effect on their intentions to search for information at those web sites as well as intentions to purchase clothing items from those web sites after finding the items there. Additionally, operating through information-search intentions at the web sites, participants’ attitudes toward those web sites had an indirect, positive effect on their intentions to purchase clothing items from non-internet channels after finding the items at the web sites. Research limitations/implications – Results cannot be generalized to the larger population of young consumers and to other consumer groups. Future research should include other population groups. Practical implications – This research provides insights into how college students’ attitudes toward internet web sites affect their information search at the web sites and their channel choices for purchasing. Our results suggest potential benefits of multi-channel retailing for online clothing retailers targeting US college students and the importance of building effective web sites to elicit those consumers’ positive attitudes toward the web sites. Originality/value – This study is the first to investigate young adult online shoppers’ attitude towards internet web sites and their information search and channel choices for purchasing.

Author-supplied keywords

  • Clothing
  • Consumer behaviour
  • Purchasing
  • Reptiles

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Authors

  • Teresa A. Summer

  • Bonnie D. Belleau

  • Yingjiao Xu

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