The emperor’s new clothes : self-explorative engagement in virtual try-on service experiences positively impacts brand outcomes
Lavoye, V., Sipilä, J., Mero, J., & Tarkiainen, A. (2023). The emperor’s new clothes : self-explorative engagement in virtual try-on service experiences positively impacts brand outcomes. Journal of Services Marketing, 37(10), 1-21. https://doi.org/10.1108/jsm-04-2022-0137
Published inJournal of Services Marketing
DisciplineTyön ja johtamisen muuttuminen digitaalisessa ajassaMarkkinointiDigitaalinen liiketoiminta ja talous (painoala)Digital marketing and CommunicationHyvinvoinnin tutkimuksen yhteisöEmergent work in the digital eraMarketingDigital Business and Economy (focus area)Digital marketing and CommunicationSchool of Wellbeing
© Virginie Lavoye, Jenni Sipilä, Joel Mero and Anssi Tarkiainen. Published by Emerald Publishing Limited.
Purpose Virtual try-on (VTO) technology offers an opportunity for fashion and beauty brands to provide enriched self-explorative experiences. The increased popularity of VTOs makes it urgent to understand the drivers and consequences of the exploration of styles in VTO contexts (herein called self-explorative engagement). Notably, little is known about the antecedent and outcomes of the personalized self-explorative experience central to VTOs. This paper aims to fill this knowledge gap. Design/methodology/approach An online quasi-experiment (N = 500) was conducted in the context of fashion and beauty VTOs. Participants were asked to virtually try on sunglasses or lipsticks and subsequently answer a questionnaire measuring the key constructs: self-presence (i.e. physical similarity and identification), self-explorative engagement (i.e. exploration of styles in VTO context), brand cognitive processing and brand attitude. The authors analyze the data with structural equation modeling via maximum likelihood estimation in LISREL. Findings The experience of self-presence during consumers’ use of VTOs in augmented reality environments has a positive effect on self-explorative engagement. Furthermore, a mediation analysis reveals that self-explorative engagement improves brand attitude via brand cognitive processing. The results are confirmed for two popular fashion and beauty brands. Originality/value Grounded in extended self theory, to the best of the authors’ knowledge, this is the first study to show that a realistic VTO experience encourages self-extension via a process starting from the exploration of styles and results in increased brand cognitive processing and more positive brand attitudes. The exploration of styles is enabled by self-presence. ...
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