A RESEARCH ON THE CHARACTERISTICS OF DONGDAEMUN FASHION MARKET AND MULTICHANNEL ATTRIBUTES: FOCUSING ON CUSTOMER EQUITY

Jeonmi Ko,Minyoung Lee,Heeju Chae,Eunju Ko 글로벌지식마케팅경영학회 2015 Global Fashion Management Conference Vol.2015 No.06

With the diffusion of smart-phones and mobile equipment, as well as the emergence of consumption patterns like showrooming and reverse showrooming, not only online shopping, but also offline stores are becoming important. For this reason, a multichannel which simultaneously runs both offline and online channels is getting the spotlight. A multichannel means a series of activities related to selling goods and services to consumers via more than one channel (Levy & Weitz, 2011). To adapt to this change of the retail environment, the Dongdaemun market, the source of Korean mass fashion, is introducing a multichannel to manage online and offline channels together. ‘Style Nanda’, based on Dongdaemun, is a representative branding case. Having starting with an online shopping mall, ‘Style Nanda’ is now running offline stores and is planning to enter overseas markets. Another example is that of Roompacker which has grown up from an offline store in the Dongdaemun Doota Shopping Mall launched in 2005 and is now emerging as the online and offline powerful actor in the market. As mentioned above, Dongdaemun fashion market-based brands are competitive when they have a multichannel to simultaneously run offline channels, online, and mobile channels. The existing Dongdaemun fashion market-related research has been limited to the analysis of Dongdaemun market’s structural characteristics or the consumer perception of the shopping conditions (Hong & Lee, 2007; Choi & Choo, 2005). Also, most multi-channel studies have focused on the consumer perceptions depending on the channel characteristics; therefore, the studies that measured consumer responses depending on the brand characteristics are very scarce. With the change in the retail environment and the increase in the necessity of revitalizing Dongdaemun commercial districts, a study on the multi-channel properties of the Dongdaemun brands would provide many useful implications. In this context, this research aims to analyze the characteristics of the Dongdaemun market, which is offline-optimized, as well as the utilities and attributes of multichannel shopping services of Dongdaemun fashion brands. Our second aim is to provide implications for marketing. In particular, this research is focused on the effects of these attributes on value equity, relationship equity, and brand equity which are customer equity drivers of Dongdaemun fashion brand consumers. Furthermore, this research explores the effects of customer equity drivers on customer satisfaction and purchase intention. A total of 200 samples were collected to examine the effects on customer equity drivers of Dongdaemun multichannel attributions by consumers in Dongdaemun Fashion Market. The collected data were then analyzed statistically (exploratory factor analysis, reliability analysis, and descriptive statistics) with SPSS 21.0. Furthermore, AMOS 18.0 was used for confirmatory factor analysis and multiple group analysis. The results of this research will serve as a foundation for a distribution channel research to measure the characteristics of Dongdaemun and customer equity regarding a multichannel. They will also be practically helpful in establishing a strategy to introduce a multichannel of offline-centered brands.

MULTI-CHANNEL ATTRIBUTES OF TRADITIONAL MARKET FASHION BRANDS

Jeonmi Ko,Eunju Ko,Hyun Min Kong 글로벌지식마케팅경영학회 2016 Global Marketing Conference Vol.2016 No.7

The market distribution channels has changed from single to multi-channels due to the diffusion of digital development products. In addition the new consumption emergence has been applied in showrooming and reverse-showrooming. One of well-known shopping district in South Korea, Dongdaemun, has been introduced Dongdaemun-based fashion brand which use on/offline multi-channel distribution. This study aims to segment multi-channel attributes of Dongdaemun-based fashion brands and analyse the effects of customer equity attributes, customer satisfaction, and re-purchase intention. The goals of this study are as follows: 1) to identify multi-channel attributes of Dongdaemun-based fashion brands, 2) to analyse the influence of multi-channel attributes on customer equity, customer satisfaction, and repurchase intention, 3) to explore the consumer group differences on shopping orientation. This study applied means-end chain theory to conduct in-depth interviews for the purpose of deriving the multi-channel attributes of Dongdaemun-based fashion brands and explore the influence of such attributes on customer equity, customer satisfaction, and re-purchase intention. This study collected 493 samples and structural equation modeling was used for final data analysis. The main findings of this study are as follows. The multi-channel attributes have a significant impact on value equity and brand equity. Relationship equity is influenced by product diversity, entertainment, and informativeness. The all of customer equity drivers have significantly impacts on repurchase intention and only brand equity have significant effect on repurchase intention. Also, customer satisfaction affects re-purchase intention. Brand equity have a significant influence on CLV. The consumers group differ in how consumers recognize multi-channel attributes of Dongdaemun-based fashion brands, based on channel preference. This study shows the importance of customer equity and suggests long-term implications for the development of Dongdaemun-based fashion brands.

Channel attributes of traditional market-based fashion brands and consumers’ multi-channel shopping orientation

Jeonmi Ko,고은주,전은하 한국마케팅과학회 2017 Journal of Global Fashion Marketing Vol.8 No.2

The paradigm of distribution channels has changed from single to multi-channels with the diff usion of smartphones and mobile equipment, as well as the emergence of new consumption patterns. Considering that Dongdaemun, which represents a brand from a special commercial district, is actively expanding its multi-channel distribution pattern, there is a need to examine which specifi c attributes are causing brands to change their distribution strategies. This study aims to extract multi-channel attributes of Dongdaemunbased fashion brands and consider the diff erences recognized by groups based on consumers’ multi-channel shopping orientations. In Study I, a means-end chain theory is applied to conduct in-depth interviews for the purpose of deriving multi-channel attributes of Dongdaemun-based fashion brands. Six multi-channel attributes – product diversity, trendiness, cost-eff ectiveness, convenience, entertainment, and informative – are identifi ed. Study II, which seeks to verify the six multi-channel attributes by surveying 493 participants, reveals that each attribute is distinct in terms of consumers’ multichannel shopping orientations. As a result, groups diff er in how consumers recognize multi-channel attributes of Dongdaemun-based fashion brands, based on channel utilization and channel preference. This study is signifi cant for its academic focus on Dongdaemun-based fashion brands’ distribution channels, and for identifying which multichannel attributes are important to consumers.

동대문 기반 패션 브랜드의 멀티채널 속성이 고객자산에 미치는 영향 연구

고전미 ( Jeonmi Ko ),고은주 ( Eunju Ko ) 한국의류산업학회 2016 한국의류산업학회지 Vol.18 No.6

This study aims to extract the multi-channel attributes of Dongdaemun-based fashion brands and consider the effects of these attributes on customer equity, customer satisfaction and re-purchase intention. In total, 493 samples of those who have purchased Dongdaemun-based fashion brand products using multi-channels were collected for the final data analysis, which was performed using SPSS 21.0 and AMOS 18.0. The findings of study are as follows. Among the multi-channel attributes of Dongdaemun-based fashion brands, entertainment and informativeness had a significant effect on all customer equity drivers. In terms of the effects of customer equity drivers on customer satisfaction and re-purchase intention, all customer equity drivers significantly influenced customer satisfaction, while brand equity significantly influenced re-purchase intention. Also, customer satisfaction significantly affected re-purchase intention. In the effective relationship between customer equity drivers and CLV, brand equity causes a significant influence on CLV amongst the customer equity drivers. There were significant differences among groups following the multi-channel shopping orientation of consumers. This study is significant for its scientific focus on the distribution channels of Dongdaemun, and in terms of the practical aspect of identifying the multi-channel attributes considered to be important to consumers. Measuring customer equity will suggest implications about the long-term direction of the development of Dongdaemun-based fashion brands.