Clustering Attitudes and Behaviors of High/ Low Involvement Grocery Shopper

ABSTRACT

The purpose of this exploratory and quantitative study was to examine the attitudes and behaviors of 14,807 grocery shoppers. These respondents across the US were asked to answer attitudinal, behavioral, and demographic related questions. Shoppers were profiled by analyzing their responses to 16 relevant attitudinal and behavioral questions. A cluster analysis was performed followed by a discriminant analysis to determine attitudinal and behavioral variables explaining cluster membership. A cross-tabulation analysis assessed demographic variables that correlated with cluster membership. Two clusters were identified: high and low involvement grocery shoppers. In an event that has long been perceived as low involvement, a large percentage (53%) can be categorized as high involvement grocery shoppers. These shoppers tend to be younger. They were more likely to enjoy the hunt of finding products/deals, seek the advice of others and perceive that the products they buy reflect upon them. Grocery stores have a significant opportunity to target this high involvement shopper. Grocery stores will need to create an integrative, engaging online and in-store experience to attract high involvement shoppers and ultimately increase store loyalty. The results of this research has significant communication, branding and digital marketing implications.

KEYWORDS:

• Involvement
• Grocery Shopping
• Cluster Analysis
• Retailing
• Digital Marketing