What are the factors that influence the adaptive market? An empirical study with wheelchair users in Hong Kong

Abstract

PurposeThe purpose of this study was to explore the determinant factors of the adaptive clothing market for disabled customers and to identify the influential elements in the fashion industry, with the aim of establishing the influential factors that drive the adaptive apparel business in the local market. The study developed a path model of relationships incorporating the disabled consumer background, consumer purchase intention and demand and elements of the fashion industry. This model can be used as a reference for fashion practitioners.Design/methodology/approachA quantitative approach was adopted for this empirical study. A survey was designed to investigate the connections between the consumer-related and industry-related variables. A set of measurements was developed and validated for the survey. The data were collected from a sample of 175 local wheelchair users, with a response rate of approximately 6.6 per cent. The data were analysed using SmartPLS, and structural equation model analysis was applied to identify the relationships between the variables.FindingsThe results of this study demonstrated that consumer purchase intention for adaptive apparel was affected closely by environmental factors, and consumer demand was significantly related to industry aspects including the product complexity and the business operations along with all elements of the industrial practice. The findings also revealed that the disability level was related to the users' purchase intentions, but the financial capability of the disabled consumers did not affect the intention to purchase adaptive clothes products. These results could suggest that economic issues are not the consumer's prior concern when purchasing apparel, but rather the disability condition. Those who demand adaptive apparel require advanced performance levels of product design, technology application and service.Originality/valueThe study originated from the situation that the Hong Kong fashion market lacks an adaptive market specifically for the minority group of disabled consumers. Why such a niche market has not been developed is unclear to the practitioners. It is necessary to investigate from both consumer-related and industry-related factors. Specifically, the research explored the consumer background and industry elements to identify the factors that influence disabled consumers to purchase apparel, in order to inform fashion practitioners who are interested in the niche market of disabled consumers in Hong Kong. It is anticipated that the determinants of adaptive market development can be extended to wider areas of the Chinese or other Asian markets.