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Who Are Online Grocery Shoppers?

Author

Listed:
  • Radka Bauerova

    (Silesian University in Opava)

  • Halina Starzyczna

    (Silesian University in Opava)

  • Šárka Zapletalova

    (Silesian University in Opava)

Abstract

The acceleration of the digitalisation of grocery shopping is an important trend that shows that this way of sourcing groceries is increasingly accepted by customers. Uncovering, understanding, and describing the differences between online grocery shoppers is interesting from a scientific point of view and a practical one. Correctly targeting a specific customer segment increases the very effectiveness of marketing communication by spending the cost of communicating with those correctly targeted customers that are valuable to the company. Therefore, this paper explores the behaviour of customers when shopping online and tries to find similarities in this behaviour. The aim of the paper is to generate customer segments of online grocery shoppers that provide a more comprehensive insight by reflecting on their shopping behaviour, personality traits and characteristics, loyalty, overall satisfaction with online grocery shopping in the current retailer, and frequency of social media usage. An online questionnaire survey was conducted with a panel of respondents from the IPSOS research agency to obtain primary data. Data were analysed using factor and cluster analysis. These analyses resulted in the creation of a segmentation that identified five main segments of online grocery shoppers. The constructed combined segmentation divides shoppers into five segments: quality-oriented shoppers (18.9%), influential utilitarians (21.7%), loyal traditionalists (16.4%), satisfied conditional loyalists (14.9%), and movable eco-sympathizers (28.1%). Then these category types are characterised in terms of their most salient characteristics. The results of this study show the variables that influence customers in their decision-making process. Outcomes increase knowledge about online grocery shopping behaviour, motives, and purchase requirements. These are also beneficial for grocery retailers for better targeting or fostering loyalty.

Suggested Citation

  • Radka Bauerova & Halina Starzyczna & Šárka Zapletalova, 2023. "Who Are Online Grocery Shoppers?," E&M Economics and Management, Technical University of Liberec, Faculty of Economics, vol. 26(1), pages 186-205, March.
    • Handle: RePEc:bbl:journl:v:26:y:2023:i:1:p:186-205
    DOI: 10.15240/tul/001/2023-1-011
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    References listed on IDEAS

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    1. Christian Seitz & Ján Pokrivčák & Marián Tóth & Miroslav Plevný, 2017. "Online grocery retailing in Germany: an explorative analysis," Journal of Business Economics and Management, Taylor & Francis Journals, vol. 18(6), pages 1243-1263, November.
    2. Viswanath Venkatesh & Fred D. Davis, 2000. "A Theoretical Extension of the Technology Acceptance Model: Four Longitudinal Field Studies," Management Science, INFORMS, vol. 46(2), pages 186-204, February.
    3. Brand, Christian & Schwanen, Tim & Anable, Jillian, 2020. "‘Online Omnivores’ or ‘Willing but struggling’? Identifying online grocery shopping behavior segments using attitude theory," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    Full references (including those not matched with items on IDEAS)

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    More about this item

    Keywords

    Cluster analysis; consumer segmentation; e-tailing; factor analysis; online grocery shopping; segment profile;
    All these keywords.

    JEL classification:

    • M30 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - General
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • C83 - Mathematical and Quantitative Methods - - Data Collection and Data Estimation Methodology; Computer Programs - - - Survey Methods; Sampling Methods

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