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1 2024

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Consumer engagement in the clothing industry

Pawlak Katarzyna

Zeszyty Naukowe. Organizacja i Zarządzanie / Politechnika Śląska

2024

z. 193

271--303

Purpose: The development of ICT has led to an increased interest in the domain of consumer engagement. The article entails an attempt at identifying the symptoms of and the factors influencing consumer engagement, as well as seeks to formulate a model for building Generation Z consumer engagement in the clothing industry. Design/methodology/approach: The study was conducted using in-depth group interviews, in accordance with the principles of grounded theory. The data collected in interviews was processed by transcription. The data coding and analysis was carried out using Atlas.ti computer software. Findings: The article elaborates a consumer engagement model incorporating the impact of the following factors on consumer engagement: satisfaction, loyalty, trust, product quality, customer involvement and interest in the product category. The consumer engagement behaviors expressed by the interviewees were classified. Research limitations/implications: The consumer engagement model was formulated based on qualitative data. A future quantitative study should provide quantitative verification of the relationships identified. Further research can be expanded to include other groups of respondents, varying in financial status, age. Practical implications: The results of the study indicate the urgency of following both pathways of building consumer engagement in the practice of clothing companies. They provide clues of sources that should be utilized in consumer engagement building as well as routes to motivate consumers and modify their behavior. Social implications: The results of the study reveal a link between consumer engagement behavior and customer needs satisfaction, as well as high product quality and brand trust. They touch upon the issues of sustainability and the need for a strategy shift in the clothing industry toward sustainable production. Originality/value: The article elaborates a consumer engagement model serving as a basis for the building of strategies aimed at increasing consumer engagement.