Consumer segments in the smart environmental objects market

Marie Schill () and Delphine Godefroit-Winkel
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Marie Schill: REGARDS - Recherches en Économie Gestion AgroRessources Durabilité Santé- EA 6292 - URCA - Université de Reims Champagne-Ardenne - MSH-URCA - Maison des Sciences Humaines de Champagne-Ardenne - URCA - Université de Reims Champagne-Ardenne

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Abstract: Purpose – The purpose of this study is to explore consumers' profiles for and purchase intentions towards smart environmental objects. It segments consumers according to two apparently contradictory dimensions of smart environmental objects: environment (i.e. environmental concern and environmental beliefs) and technology (i.e. materialistic values and technological beliefs). Design/methodology/approach – A cluster analysis was conducted among 658 French consumers based on their environmental concern, environmental beliefs, materialistic values, perceived usefulness and perceived ease of use. A regression analysis identifies the variables with the greatest influence on purchase intentions. Findings – Four segments result from the analysis: unconcerned, retro eco-friendly, non-materialistic converted and converted. The converted consumer segment had the highest purchase intentions and exhibited high levels of both environmental beliefs and perceived usefulness compared with the other segments. Both environmental and technological beliefs and environmental concern influence purchase intentions more broadly. Research limitations/implications – A combined consideration of both environmental and technological beliefs is necessary to influence purchase intentions towards smart environmental objects. This study challenges some previous research that assumes a clear opposition between materialism and environmentalism. Practical implications – This study proposes tailored managerial recommendations for each of the four consumer segments in the context of smart environmental objects. Originality/value – This study provides novel insights into consumers' concerns, beliefs and values in the rapidly expanding context of smart environmental objects.

Keywords: Consumer segments; Environmental concern (search for similar items in EconPapers)
Date: 2019-02-13
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Published in Journal of Consumer Marketing, 2019, 36 (2), pp.317-327. ⟨10.1108/JCM-12-2017-2472⟩

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-02054346

DOI: 10.1108/JCM-12-2017-2472

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