International Journal of Retail & Distribution Management

Age associated changes in older consumers retail behaviour : Table of Contents

Lisa Meneely, Amy Burns, Chris Strugnell — Sat Oct 31 08:00:32 GMT 2009

Abstract:
Purpose – An understanding of consumer behaviour will enable service providers to segment their client base and target specific customer groups with strategies designed to meet their retail needs. Hence, an insight into and understanding of how consumers interact with and evaluate a retail offering will help improve customer service and satisfaction. The purpose of this paper is to examine the changes in consumers' food retail behaviour with regard to the demographic variable of age, based on the older population. This paper focuses on food shoppers aged over 60 years living independently in Northern Ireland. The retail geography in Northern Ireland has changed and whilst affecting all consumers has impacted to a greater degree on older consumers. This and the fact that the over 60 age group is increasing demographically illustrate why this consumer segment is worthy of greater consideration. Design/methodology/approach – A quantitative methodological approach is employed and data are collected using a consumer questionnaire (n=791). The questionnaire is analysed using the Statistical Package for Social Sciences (SPSS) version 15. Findings – The results show that as age increases older consumers' retail buying and food-related behaviour changes. A decline in patronage of multiple retailers is evident as age increases; as is consumers' perceived value of multi-purchase promotions and nutritional confidence. Alongside increasing age there is an apparent increase in the use of local shops, the enjoyment gained from shopping, the difficulty experienced in accessing food retail sites and the problems experienced when cooking. Practical implications – This paper suggests that age may be used to differentiate between customer groups and retailers must take age into consideration when providing a product offering and in retail provision for the elderly consumer. Originality/value – This paper fulfils a need for information on older consumers' retail behaviour in Northern Ireland and offers advice to food retailers attempting to better serve this increasingly important consumer segment.

Silver seniors: Exploring the self-concept, lifestyles, and apparel consumption of women over age 65 : Table of Contents

Jane Boyd Thomas, Cara Lee Okleshen Peters — Sat Oct 31 08:00:32 GMT 2009

Abstract:
Purpose – One of the fastest growing segments of the American adult population is adults over 65-years old. This group is refereed to as “silver seniors.” Understanding the silver citizen market requires an in-depth knowledge of seniors' attitudes and lifestyles. The purpose of this paper is to present an in-depth view of the senior woman's self-concept, lifestyle, and apparel-related preferences and shopping behaviors. Design/methodology/approach – Using findings from an extensive review of literature and in-depth interviews with 20 women over age 65, this exploratory research provides insight into the impact of self-concept, lifestyles, and fashion behaviors on apparel purchase decisions. The qualitative approach used for data collection and analysis provides rich insight into the behaviors and apparel needs of “silver seniors.” The tripartite self-concept is explored as it relates to fashion attitudes and behaviors. Findings – Findings from this paper indicate that women over 65 are still interested in fashion and that looking fashionable for themselves and others is important. Insights into the specific unmet apparel and retail needs of senior adult women are explored. Findings indicate that senior adult women continue to remain physically and socially active and have need for a variety of garments. Recommendations for apparel manufacturers and retailers targeting this lucrative segment are presented. Originality/value – This paper is original to the retailing and consumer behavior literature. One of the benefits of this exploratory study is that it provided the authors with an opportunity to examine, in theory and practice, an overlooked yet growing segment of apparel consumers.

Cognitive dissonance: The implicit explication in low-income consumers' shopping behaviour for “low-involvement” grocery products : Table of Contents

Ayantunji Gbadamosi — Sat Oct 31 08:00:32 GMT 2009

Abstract:
Purpose – The purpose of this paper is to conduct an exploratory analysis of low-income women consumers' consumption of low-involvement grocery products, and to explore the relevance of cognitive dissonance in this consumption. Design/methodology/approach – One focus group discussion and 30 in-depth interviews are conducted with low-income women consumer at Salford area of the north-west of England to explore their salient beliefs, motivations, attitudes and behaviours in respect of their consumption of low-involvement grocery products. Findings – Findings suggest that low-income women consumers engage in habitual purchasing and are not loyal to brands of grocery products. However, they often buy stores' own value-range brands as they believe that these products are similar to manufacturers' brands. They do not perceive price to be an indication of quality, rather they attribute basic differences between the stores' own value-range and manufacturers' brands as “expensive packaging” and the popularity of the brand name. Value for money is revealed as a key motivation underlying their purchasing of grocery products. Consequently, they are very sensitive to sales promotions and actively engage in making comparisons between the promotions in different stores within their locality. These confirm the incidence of cognitive dissonance in their consumption of these products. Originality/value – This paper shows that generalisation in consumer behaviour without due reference to the contextual factors identified among low-income women consumers provides a limited understanding of their decision making and purchase behaviour. It also supplements the limited empirical information on low-income consumers, and consequently will be of interest to marketing practitioners, as it will reveal potential directions for low-involvement product strategies in respect of the low-income consumer.

Changing retail power and performance in distribution channels : Table of Contents

Louis H. Amato, Christie H. Amato — Sat Oct 31 08:00:32 GMT 2009

Abstract:
Purpose – The purpose of this paper is to examine the relationship between manufacturer profit rate and large retailer market share for five matched retailer-manufacturer groupings. Design/methodology/approach – Basic structure-performance modeling is used to relate manufacturer return on assets to large retail market share and a group of control variables. Internal Revenue Service (IRS) Corporate Statistics of Income size class data provide a sample that covers the full range of firm sizes from the smallest to largest firms in the USA. Findings – Large retail share negatively impacts small manufacturer rate of return for shopping goods, while in convenience good markets large retail share has no impact on manufacturer return. Practical implications – Shopping goods retailers have opportunities to gain market power from expertise in merchandising, sales assistance, and product expertise. Strong private brands may offer leverage for convenience good retailers in negotiations with national brand manufacturers. Originality/value – The paper examines the impact of retail channel power on small, medium, and large size manufacturing firms in five retailer/manufacturer categories over a period of extensive change in retail concentration.