What help do you need for your fashion shopping? A typology of curated fashion shoppers based on shopping motivations

Anna Kathrin Sebald and Frank Jacob

European Management Journal, 2020, vol. 38, issue 2, 319-334

Abstract: With the increasing digitalization of traditional retailing, omnichannel retailing has become a growing global phenomenon. The result is the emergence of a new type of shopper who expects a seamless shopping experience across digital and physical channels. As a hybrid between offline and online, the retail innovation curated retailing combines the advantages of these channels, particularly in the fashion and apparel industry. In curated fashion retailing, stylists assist consumers in their online shopping by providing product recommendations tailor-made to their personal preferences. Because consumer demands differ and most curated retailers still struggle with commercial and market performance, a thorough understanding of these shopper segments is vital for retailers. Therefore, this research develops a typology based on shopping motivations for adopting curated retailing in fashion and apparel. Applying cluster analysis to survey data from a main sample of 388 German consumers, four segments are identified: store-oriented online customizers, fashion-conscious changers, choice support seekers and independent apathetics. Using chi-square analysis and analysis of variance, the segments are profiled in terms of their demographic characteristics and actual purchase data. A validation sample consisting of 218 consumers in four European countries provides evidence for the predictive power of the study's results. This study extends the shopping motivation literature to the context of curated retailing and enhances knowledge about online shopper typologies in consulting-intensive retail sectors. The paper concludes with managerial recommendations.

Keywords: Curated retailing; Shopping typology; Shopping motivation; Fashion (search for similar items in EconPapers)
Date: 2020
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Citations: View citations in EconPapers (5)

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DOI: 10.1016/j.emj.2019.08.006

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