What is consumer behaviour?
Consumer behaviour will vary across the generations. This is due to many key factors that influences their buying behaviour. Those that are born in different generations will have specific characteristics based upon their upbringing, that in turn, will mold future purchasing decisions. This means companies must be able to market effectively to multigenerational consumers. Due to the complexities of these generational characteristics, attitudes towards goods have adapted as the generations have changed.
What are generations?
Generational theory is based upon the principle that people who are born an approximate 20-year period will share the same set of characteristics which have been formed by numerous societal and social factors (Reeves and Oh, 2007).
Generations are widely considered as Baby Boomers, Generation X and the Millennials. Although the name of each group is agreed upon, there are many that disagree with the time span of those generations.
Baby Boomers are commonly considered as those who are born from 1946-1964 (Lancaster and Stillman, 2002). With Generation X born from 1965 to 1980 (Oblinger and Oblinger, 2005; Zemke et al, 2000). Martin and Tulgan, (2002) define Generation Y or Millennials, are those who are born from 1978. On the other hand, Howe and Strauss (2000) argue that the generation starts as late as 1982. However, both agree that the end date of the generation is 2000 (Martin and Tulgan, 2002; Howe and Strauss, 2000).
For this report, only Millennials and Baby Boomers will be analysed.
What is Luxury?
The Consumer Decision Making Process
To fully understand the differences between consumer behaviour between millennials and Baby Boomers, the decision-making process must be applied. The process examines the external and internal influences that will affect a consumer’s decision making.
External Influences
Internal Influences
Attitudes are formed as a direct consequence of being exposed to products whether the person has purchased themselves or is viewing another purchase. This can be seen in generational theory. Growing up in different generations means that attitudes towards products and brands will differ.
Branding
Brand loyalty is a key aspect of consumer behaviour. As if a consumer is brand loyal they are more likely to repeat purchases regardless of other marketing influences to change brands.
This relationship comprises of three dimensions of commitment a consumer will undergo. Those being affective, continuance and normative. Affective commitment is a consumer need for belonging to a company. Continuance meaning that leaving a brand would be costly emotionally or physically. With normative commitment involves a person’s moral sensibility towards a brand (Allen and Meyer, 1993).
However, when it comes to millennials, brand loyalty can be difficult to acquire. This is due to traditional marketing methods which are less convincing to alter their loyal perspectives (Bush et al, 2004).
When applying the three dimensions of loyalty to millennials, they do have affective and normative commitment towards a brand. As they are willing to pay more for a luxurious good and overcome any barriers that would make the purchase difficult to change. These two commitments are highly significant, however there is a distinct lack of a moral sensibility to a brand. This aspect deal with behavioural loyalty, the act of re purchase (Grassl,1999). The principle is that millennials will have a connection to a brand and will stay with that brand, even if there are other brands available.
However, Millennials are very fashion oriented and easily influenced by celebrity endorsement. Their buying behaviour is dependent on the latest trends. If a company is out of touch with these trends, they will quickly lose these consumers to those companies that meet the millennials fashion and style needs (Reisenwitz and Iyer, 2009).
Information Searching
Selections-Experiences from Purchasing Luxury goods
Baby Boomers viewed luxury products as high price items with designer labels. This was regardless of the quality if the product (Rowe, 2015). Baby Boomer purchase luxury items to show off their wealth and see them as potential trophies for their hard work. However, Millennials show their wealth in other ways after other needs are met first such as quality standards, as their attitudes towards luxury go against wasteful consumption (Yeoman, 2009). They are more likely to purchase a luxury good for an experience.
An experience means that Millennials can share their purchase on social media and recreate their story through a multitude of photos and videos. From this we can gather that buying luxury is more to do upgrading and enhancing their lives also known as the feminsation of luxury (Gambler, 2000).
Purchase
Baby Boomers are one of the wealthiest generational cohorts. Research has found that members of this group are twice as likely to earn over $50,000 (Brown, 2001). Due to the high disposable income Boomers can purchase higher amount of luxury items not just on themselves but on others as well (Potter, 2002).
Millennials on the other hand, although will still purchase luxury items, are more likely to rent (Smola and Sutton, 2002). This ties in with millennials being more likely to change brand loyalties as fashion trends are fast changing. This also shows that Millennials are economically conscious and that their luxury consumption will be significantly lower than their older counterparts.
Problems with the Consumer decision making process
Consumers will go through the decision-making process when seeking to purchase a product. However, while some stages will always be met others might not be. This is due to the level of involvement that an individual exerts onto the purchasing decision. Stages will be missed because of low involvement with a good. Luxury goods on the other hand will have high involvement as they require more analysis as more will be invested. Each stage maybe skipped due to past experiences or knowledge where they are conditioned to act in a similar way to other purchases (Schiffman et al, 2011).
Conclusion
Marketers will need to constantly change their strategies to meet the needs of millennials. As the generation grows, new behaviours will be donned because of external factors that have a great influence on consumer behaviour.
Reference List
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