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Sexual orientation and consumption: Why and when do homosexuals and heterosexuals consume differently?

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  • Eisend, Martin
  • Hermann, Erik

Abstract

The increasing visibility of homosexuality in society, combined with the lesbian and gay community's considerable buying power, has triggered marketers and researchers' interest in understanding homosexual consumers' consumption patterns. Prior research on whether homosexual consumers behave differently from heterosexual consumers has yielded mixed results, and researchers and practitioners still do not know whether any substantial differences exist, what these differences look like, and how they can be explained. The findings from a meta-analysis reveal that sexual orientation explains on average <1% of the variation in consumption behavior across 45 papers, indicating only slightly different consumption behaviors. Findings from a moderator analysis contradict conventional wisdom and lay theories, while partly supporting assumptions that are rooted in evolutionary and biological theories that show consumption differences decrease with age; they increase when comparing homosexuals and heterosexuals of the same gender. These findings, which question long-held beliefs about homosexual consumers, help marketers to successfully adjust their strategies.

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  • Eisend, Martin & Hermann, Erik, 2020. "Sexual orientation and consumption: Why and when do homosexuals and heterosexuals consume differently?," International Journal of Research in Marketing, Elsevier, vol. 37(4), pages 678-696.
    • Handle: RePEc:eee:ijrema:v:37:y:2020:i:4:p:678-696
    DOI: 10.1016/j.ijresmar.2020.01.005
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    Cited by:

    1. Rosenbaum, Mark S. & Ramirez, Germán Contreras & Kim, Kathy (Kawon), 2021. "From overt to covert: Exploring discrimination against homosexual consumers in retail stores," Journal of Retailing and Consumer Services, Elsevier, vol. 59(C).

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