Retail therapy occurs when consumers shop to improve negative feelings rather than merely acquire a needed product (Kang & Johnson, 2011). Retailers in all channels enable consumers to have positive emotional responses by providing them with positive experiences. Pine and Gilmore (1999) identified four types of experiences sought by consumers: entertainment, education, escapism, and esthetics (i.e., 4Es). It is not known which, if any, of the 4Es motivate offline and online retail therapy shopping trips. Retail therapy shoppers may seek different benefits in open, online stores (where they have a great deal of freedom) versus closed, brick-and-mortar stores (where they are limited by time and space) (Bhate & Hannam, 2014). When retail therapy shoppers have experiences they desire, they should experience positive emotional reactions (i.e., pleasure, arousal) (Donovan & Rossiter, 1982). Furthermore, consumers who experience positive emotional reactions tend to display impulse buying behavior (Chang, Eckman, & Yan, 2011). Engaging in impulse buying while retail therapy shopping may encourage compulsive buying behavior (Kang & Johnson, 2011), the most severe form of which is shopping addiction (Edwards, 1993). Based on this collection of previous research, the following hypotheses were developed: H1: Among retail therapy shoppers, the amount of a) entertainment b) education, c) escapism, and d) esthetics sought will be significantly different between 1) offline stores and 2) online stores. H2: Retail therapy behavior will be positively related to level of a) pleasure and b) arousal experienced while shopping. H3a: Level of pleasure experienced while shopping will be positively related to impulse buying behavior. H3b. Level of arousal experienced while shopping will be positively related to impulse buying behavior. H4: Among retail therapy shoppers, impulse buying behavior will be positively related to shopping addiction behavior.Method Using Amazon’s MTurk, 409 consumers (62.6% female; 72.0% Caucasian; 36.5% 30-39 years old) were recruited for an online survey. Participants were first asked to indicate if they had experience shopping for clothing to improve their mood. Clothing was selected as the focus of the study because it is a gender-neutral product frequently purchased during retail therapy (Atalay & Meloy, 2011). Only participants who had engaged in retail therapy behavior were asked to complete the rest of the questionnaire. The next five sections of the questionnaire contained multi-item, 7-point, Likert-type scales previously used to assess the variables in the study. Demographic information was also collected. Results To test H1, a series of t-tests was conducted to compare the benefits sought by retail therapy shoppers in open and closed settings. The means for each of the 4 Es were significantly greater for the closed setting of the store than the open setting of the website. Therefore, H1 was supported. Two regression models were created to test H2a and b. The coefficients for retail therapy were positively and significantly related to pleasure (β = .87; t = 35.70; p < 0.000) and arousal (β = .85; t = 32.52; p < 0.00). Thus, H2a and b were both supported. To examine H3a and b, another regression model was created. The coefficients for pleasure (β = .25; t = 4.51; p < 0.00) and arousal (β = .64; t = 11.69; p < 0.00) were positive and significant. Thus, H3a and H3b were both supported. Lastly, to test H4, a final regression model was created. The coefficient for impulse buying behavior (β = .93; t = 51.49; p < 0.00) was positive and significant, supporting H4. Discussion The results of the present study shed light on retail therapy shopping behavior. Consumers do seek the 4Es when therapeutically shopping for clothing, and they seek the 4Es to a greater degree in closed, offline environments. Perhaps the need to delay gratification in offline stores raises expectations of experiences that can be received immediately in online stores. Participants experienced pleasure and arousal when engaging in retail therapy behavior, thereby supporting researchers (Kang & Johnson, 2011) who conceptualized retail therapy behavior as mood-alleviative consumption behavior. The positive emotions experienced while clothing shopping were related to retail therapy shoppers’ impulse buying behavior, which was positively related to shopping addiction. The success experienced by individuals who engage in shopping behavior to improve their mood seems to encourage future shopping trips to enhance positive emotions. Thus, a troubling pattern of overconsumption may develop if retail therapy shoppers do not find additional methods for mood-alleviation.

The purpose of this research is to investigate the relationship that exists between salesperson appearance and consumer behavior in the context of in-home product demonstration parties. Researchers (Kim, Ju, & Johnson, 2009; Klassen, Clayson, & Jasper, 1996) have found that the way in which a salesperson dresses has an impact on consumers’ perceptions of the store’s image. Furthermore, consumers intend to purchase more from salespeople who are dressed formally than those dressed informally (Shao, Baker, and Wagner, 2004). Additionally, Cho (2001) suggested that consumers tend to be more satisfied with salespeople who are dressed in a manner (i.e., formal, informal) that is comparable to the way they would dress. Extrapolating from research based in bricks-and-mortar stores, it seems likely that in-home product demonstrators’ appearance would have a similar impact on both consumers’ perceptions of their companies’ image and purchase intentions. To examine these relationships, 155 U.S. female consumers completed an online survey. Participants were first asked to look at one of four randomly assigned photographs of an in-home product demonstrator who was dressed either formally or informally and respond to items designed to measure their perceptions of the business’ image and their purchase intentions (Klassen, Clayson, & Jasper, 1996). Then participants viewed all four photographs and were asked to indicate which of these outfits looked the most similar to one that they would wear if they were going to host a party at their home and attend a party at someone else’s home. A series of t-tests revealed that consumers perceive the in-home product demonstrator’s business’ image to be more positive and express greater purchase intentions when the salesperson is dressed more formally than when she is dressed less formally. Additionally, when similarity exists between the way in which the in-home product demonstrator is dressed and the way in which consumers would dress to host or attend a party, both impressions of the business and purchase intentions are greater than when dissimilarity exists. The results of this investigation may assist non-store retail salespeople. Information gleaned from this study could help these entrepreneurs achieve their goals by using appearance management techniques. By presenting an appropriate, formal, professional appearance to new customers whose individual style they do not know and/or matching their appearance to that of the host and party attendees, the salespeople could increase sales during in-home product demonstration parties.