Fitting room or selling room? Millennial female consumers' dressing room experiences

Abstract

As retail experiences have become more important to the modern consumer, the store environment has taken on greater significance. The store environment is especially of great significance to the millennial consumer. These consumers tend to spend more time in the fashion retail store, while their expenditure on fashion items increases on a yearly basis. The dressing room must be seen as the clothing retailer‟s selling room – the place where the retail environment plays an immense role with regard to a consumer‟s cognitions, emotions and purchasing behaviour. The purpose of this study was to explore and describe young millennial clothing consumers‟ Functional, aesthetic, emotional and symbolic dressing room experiences. A qualitative research strategy was followed. Two unstructured interviews were held with 15 participants. Participants had to take photos of retailers‟ dressing rooms before the second interview. A photo-elicitation technique was employed during the second interview. Findings revealed that participants had specific expectations with regard to the functionality and aesthetics of the dressing room, as well as with regard to the symbolic messages and the emotions that they expected to experience. If the dressing room did not meet their expectations they got disappointed, experienced negative emotions and thoughts and the need to leave the dressing room. The behavioural response of avoidance strongly came to the forth. Findings of this research point to the importance of the dressing room as part of the retail experience and have implications for consumer specialists and retailers.