Effects of show windows on female consumers' shopping behaviour

摘要

Purpose - The purpose of this study if to investigate the effects of show windows on shopping behaviour among female consumers to provide insights that a manager can use to encourage purchase behaviour. Design/methodology/approach - On the basis of 20 in-depth interviews, we developed a survey, which we administered to female consumers (n = 209). The survey was based on a stimulus-organism-response framework. Each respondent was exposed to an image of a show window (images were taken from apparel departments of well-known department stores) and rated her perceptions of the window and intentions to purchase items sold in the store. Findings - Using factor analysis, we identify five components of the show window: social, hedonic, informational, image and "feel-good" factors. The first four factors are aggregated into a "show window" metric, which is shown to influence purchase intentions; this influence is fully mediated by the feel-good factor. The image factor and the social and hedonic factors each significantly influence the feel-good factor. Practical implications - When developing show windows, brand managers should aim to touch on all factors of the show window to make shoppers "feel good"; these positive feelings might intensify shoppers' purchase intentions. Originality/value - This study identifies five factors that make up consumers' perceptions of show windows. It shows that exposure to a show window affects consumers' purchase intentions, and that this influence is determined primarily by the extent to which consumers "feel good" about the store.