This research examines the relationships among consumption values, affective responses, and patronage intention for luxury brands. The study found that the consumption values positively influenced the consumer engagement and the flow, which in turn had a significant impact on the patronage intention, respectively. The affective responses exercised an important role as mediating variables.

Customers’ cognitive and affective responses evoked during shopping are closely linked to their attitude toward a brand (Kim, Park, Lee & Choi, 2016). Furthermore, personal traits have been known as important moderators. Studies on the antecedents of customer attitude have focused on the main effects of specific predictors and are yet to examine the combined effect of cognitive and affective responses during shopping and personal traits (Fiore & Kim, 2007). Using complexity theory, this study intends to fill this gap in the research, particularly in the luxury fashion retail context. Employing fuzzy-set qualitative comparative analysis (fsQCA), this study offers 6 combination patterns of cognitive responses, affective responses, and personal traits leading to positive brand attitude. The results reveals three major findings. First, to shape a customer’s positive attitude toward a luxury brand, managing cognitive responses is more important than managing affective responses. Second, results show that avoiding negative feelings is more important than evoking positive feelings. Third, the combinations that lead to positive attitudes differ by the level of brand familiarity. This study contributes to the S-O-R literature by demonstrating the intertwined relationship between components of the organism (O) (i.e., cognition and emotion). The identified configurations can help luxury retail managers recognize patterns of influential factors on customer attitudes and better design retail experiences.

According to the development of information technology (IT) and new media, customers’ needs have changed to seek not only high quality goods but also a differentiated service in retail stores (Lee & Shin, 2011). For this reason, fashion retail stores started to provide an interesting service by setting up an IT machine or a gadget in the stores. Thereby, customers can get the information or have a special experience while they shop fashion goods. IT shopping service is defined as using technology in retail stores to enhance interaction between retailers and customers. Retailers have tried several types of IT shopping services, which offer information or experience with a high or low level of technology. Informative IT shopping service provides various and useful information, which is related to each product such as size, color, contents, stock, location and fashion styling. Retailers use experiential IT shopping service as an emotional appeal that gives direct experience to customers in some way or other such as watching or acting in a virtual situation. Also, as technology develops, IT shopping services are embodied with diverse technology that are simple or complexity. Some are easy to use with one button and shows 2D images only, but some have a lot of contents such as video clips, SNS share service, showing 3D images, and implementing augment reality. We saw customer responses on the attributes of IT shopping service (informative vs. experimental) x technology level of IT shopping service (high vs. low) x fashion innovativeness/technology innovativeness (high vs. low) This study aims to see the effect of the attributes of IT shopping service and the level of technology on procedure satisfaction and outcome satisfaction, and the moderating effect of perceived enjoyment and perceived complexity. Furthermore, this study will see whether these effects affect visit intention. In this study, the experimental design was adopted as the main methodology, and a total of four stimuli types were selected: 1) informative x high technology 2) informative x low technology 3) experiential x high technology 4) experiential x low technology. The common element, which all types of stimuli have, is a digital touch screen since it is a general equipment nowadays, and the common fashion good for all types is a black blazer. The type of informative service only has the information (size range, color assortment, contents, stock) about selected fashion good with its image. High technology in informative service shows the image with 3D simulation that can help to see 360° of the blazer, and styling tips including a video clip. Moreover, it helps to share the information with friends via SNS. Low technology in informative service only shows a front side of the blazer and presents a store map for customers to find a product they want to try. The types of experiential service draw customer participation providing a picture of customers that are trying on clothes. Experiential service use augment reality (AR) as a high technology and take the back side of customers picture as low technology. For the manipulation check, 18 graduate students in total viewed for each type, and the total sample comprises 387 college students via survey instrument. All hypotheses were tested using AMOS and SPSS 18.0. The main findings of this study are as follows: depending on type of the attributes of IT shopping service and the level of technology affect perceived enjoyment and perceived complexity differently, and there were significant mediating effect of perceived variables toward IT shopping service on procedure satisfaction, outcome satisfaction, and visit intention. Implications for usefulness and role of the IT shopping service in fashion retail stores are provided. And also, limitation of this study and future study are suggested.

본 연구는 레스토랑의 실내 색채와 배경 음악 및 레스토랑 분위기의 일치성이 고객의 감정적 반응 및 행동의도에 미치는 영향을 알아보고자 하였다. 서울 및 경인 지역 20~30대 400명을 대상으로 웹 서베이를 실시하였다. 색채와 음악의 앙상블 효과를 확인하기 위해 3D studio MAX를 활용하여 high-stimulus(exciting) 자극물과 low-stimulus(calm) 자극물을 제작하여 3D 가상현실 레스토랑 시뮬레이션 자극물로 활용하였다. 통계 분석은 SPSS/WIN 18.0을 사용하였고, 신뢰도 분석, 요인 분석, 회귀 분석 등을 실시하였다. 요인 분석 결과 감정적 반응은 긍정적 감정, 부정적 감정의 2개 요인으로 분석되었다. 만족도와 충성도는 1개 요인으로 분석되었다. 크론바하 알파값이 조사 도구의 신뢰도 분석을 위해 사용되었으며, 0.7 이상을 나타내어 적합하게 나타났다. 색채와 음악이 레스토랑 분위기와 어울리는 정도는 긍정적, 부정적 감정에 유의한 영향을 미쳤다. 긍정적 감정과 부정적 감정은 만족도에 유의한 영향을 보였으며, 만족도는 충성도에 유의한 영향을 나타내었다. 배경음악의 어울림이 실내 색채의 어울림보다 긍정적 감정에 더 큰 영향을 미쳤으며, 실내 색채의 어울림이 배경음악의 어울림보다 부정적 감정에 더 큰 영향을 미치는 것으로 나타났다. 본 연구 결과는 레스토랑 분위기와 색채, 음악의 조화에 대한 연구의 기초 자료로 활용될 수 있을 것으로 기대된다.

The purpose of this study was to identify the differences of cognitive responses, emotional responses, customer satisfaction, and service loyalty about service encounter quality by types of restaurants and to analyse emotional responses, customer satisfaction, and service loyalty in accordance with level of service encounter quality. The questionnaire were collected from customers (N=812) who had used restaurants in Seoul, aiming at 15 or more-year-old customers from October 24, 2005 to November 6, 2005. The main results of this study were as follows: Statistically significant difference was showed in importance and performance of interaction quality, importance and performance of physical environment quality, performance of outcome quality depending on types of restaurants, while significant difference was not indicated in importance of outcome quality by types of restaurants. Positive emotional response was significantly high by types of restaurants in order of fine-dining restaurants, family restaurants, and fast-food restaurants, while negative emotional responses were significantly higher in fast-food restaurants than in the other two types. As far as Customer satisfaction are concerned, fine-dining restaurants showed higher customer satisfaction than the other two types. Attitudinal service loyalty was high in fine-dining restaurants, family restaurants and fast-food restaurants in order and behavioral loyalty was not significantly different with each type of restaurant. In accordance with level of service encounter quality, cluster analysis was conducted and the clusters were divided into 'high-valuation' and 'low-valuation'. 'High-valuation cluster' and 'low-valuation cluster' showed significant difference depending on types of restaurants that customers used(p<.001). The customers who used fine-dining restaurants and family restaurants valued the performance of service encounter highly. However, in fast-food restaurants, a lot of low-valuation customers existed. Therefore, fast-food restaurants have to improve performance of interaction quality, outcome quality and physical environment quality in service encounter. In addition, in 'high-valuation cluster' who valued service encounter quality highly showed higher scores in positive responses, customer satisfaction, service loyalty than in 'low-valuation cluster', and showed low negative responses.