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2014 UK shopper behaviour study

deal

a study by

let’s make a


contents for what it’s worth methodology key findings shopping power purchase influencers desire for deals cashback rebate over instant discount attitude toward cashback rebates driving for deals shopping practices access to deals: social, mobile and online appendix: shopper research by income

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let’s make a deal: 2014 UK shopper behaviour study


for what it’s worth Shopper price sensitivity is changing shopper behaviour. Consumers at all income levels are feeling the pinch of the lagging economy. Their long and worsening struggle has manifested itself in new deal-seeking activities that are laser-focused on paying only what it’s worth and not a penny more.

Across the board, shoppers now seek out the very best prices and are willing to go out of their way to save even a little bit. They research circulars, fliers and the internet before they head out to shop — if they don’t buy online. They drive out of their way to save. Because they are focused on the very best price, the majority are finding that cashback rebates, above all other price promotions, deliver the greatest value and lift their personal spend budget. They want cashback rebates in many shopping categories, including electronics, appliances, technology, furniture and housewares. On the brighter side of heightened price sensitivity, they are still shopping regularly and feel emotionally rewarded when they find significant savings. This sense of reward is connecting them more closely to the shopping experience and the items they purchase than in years past. We are happy to share our findings with you. Please reach out with questions to keep the discussion going. Good shopping!

frugality rules!

Rodney Mason, CMO rodney.mason@parago.com

a study by parago

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methodology

own a smartphone? 73% yes

This first shopper behaviour study was conducted via a national online survey during January 2014 with over 560 respondents representative of the UK (in terms of education, income and gender). They responded to a survey exploring their deal-seeking behaviour: how, why and where? We explored macro-economic sentiments, influence of technology and consumer preference.

employment 32% employed full-time 19% employed part-time 17% unemployed 17% retired 9% student 6% homemaker

annual household income 75% < £49,999 12% £50–99,999 1% £100–199,999 1% > £200,000 11% no report

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gender

household shopping responsibilities 61% primary shopper 34% share shopping duties 5% not really involved

education 47% uni/college grad

47% men

53% women

53% own

3% no answer 47% rent

marital status 0% married 4 25% single 22% in relationship or living w/ partner 13% divorced/separated/widowed

let’s make a deal: 2014 UK shopper behaviour study

32% GCSEs/O Levels 17% vocational/technical

living situation

27% no

2% did not finish school

age 22% 18–29 28% 30–45 18% 46–54 28% 55–70 4% > 71


key findings

price sensitivity is up

73%

across all income levels

5x price is

more influential on purchase decision than any other criteria.

3 of 4

shoppers want cashback rebates on electronics & appliances.

90%

Deal seekers are the majority in all income levels less than ÂŁ100,000.

64%

of people would scan a barcode for an exclusive rebate.

look online for deals before they go shopping.

81%

of people will drive 5â&#x20AC;&#x201C;10 minutes out of their way for a ÂŁ10 cashback rebate.

79%

think cashback rebates are great savings opportunities.

a study by parago

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shopping power â&#x20AC;&#x153;How do you rate your price sensitivity over the past 12 months?â&#x20AC;?

more sensitive 73% to price unchanged 22% less sensitive 4% to price Numbers may not sum to 100 due to rounding.

73% of shoppers reported being more sensitive to price. 6

letâ&#x20AC;&#x2122;s make a deal: 2014 UK shopper behaviour study


â&#x20AC;&#x153;How do you feel about your purchasing power over the last 12 months?â&#x20AC;?

decreased 44%

Purchasing power continues to see huge declines, leading to greater price sensitivity.

the same 35% increased

17%

unsure

3%

44% feel their purchasing power decreased this past year. a study by parago

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purchase influencers store

13%

brand

7%

price

65% Price is the primary influencer on purchase decision.

Numbers may not sum to 100 due to rounding.

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letâ&#x20AC;&#x2122;s make a deal: 2014 UK shopper behaviour study

loyalty

2%

quality

12%


price reigns annual household income

annual household income

< £49,999

£50,000– £99,999

price 66% brand 8% store 14% quality 9% loyalty 3%

price 64% brand 3% store 12% quality 20% loyalty 0%

Deal seekers are the majority in income levels under £100,000. Numbers may not sum to 100 due to rounding.

a study by parago

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Consumers want the best deal. And they are willing to take an extra step to get it. Marketers can take advantage of cashback rebate redemption to drive higher-value promotions, capture data and gain customer interaction.

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letâ&#x20AC;&#x2122;s make a deal: 2014 UK shopper behaviour study


desire for deals Shoppers are particularly interested in cashback rebates for electronics, appliances, technology, furniture and housewares.

75%

electronics/appliances

56% technology

51%

housewares/furniture

3 out of 4 shoppers want cashback rebates on electronics & appliances.

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cashback rebate over instant discount For the same cost as less attractive coupons or instant discounts, cashback rebates offer the deeper price discounts consumers prefer. “Which would you choose?”

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£75 instant discount 27%

73% £100 rebate

£35 instant discount 27%

73% £50 rebate

£18 instant discount 23%

77% £30 rebate

£12 instant discount 24%

76% £20 rebate

£5 instant discount 24%

76% £10 rebate

£2 instant discount 24%

76% £5 rebate

let’s make a deal: 2014 UK shopper behaviour study


attitude toward rebates “I am interested in seeking out cashback rebates.”

“When I see a £20 cashback rebate, it is attractive to me.”

“Cashback rebates are great savings opportunities.”

“I will buy a product with a high-value cashback rebate.”

72%

79%

79%

62%

66% of shoppers will opt-in during the rebate process for more rebate offers.

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driving for deals More than 3 out of 4 shoppers would drive 5–10 minutes out of their way for a £10 discount on a £50 product. annual household income

< £49,999

78%

£50,000–£99,999

£100,000–£199,999

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let’s make a deal: 2014 UK shopper behaviour study

86%

75%


How far will a consumer go for savings? would drive 5–10 minutes out of their way for £10

81%

would drive 5–10 minutes out of their way for £15

86%

would drive 5–10 minutes out of their way for £20

93%

Most consumers will travel 10–20 minutes (round trip) to get discounts on a  £50 product.

a study by parago

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shopping practices People want the best deal, not necessarily the cheapest option. “Before I go shopping, I…”

90% check online for the best deals

89%

75%

48%

look for sales, deals, cashback rebates and best-advertised prices

review circulars and print advertising

ask my personal network for advice

96%

81%

29%

28%

in store

on the computer

using my tablet

using my smartphone

“I shop…”

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let’s make a deal: 2014 UK shopper behaviour study

11%

of UK shoppers purchase on smartphones while in a store.


access to deals: social, mobile & online â&#x20AC;&#x153;Where do you want to receive exclusive cashback rebate offers?â&#x20AC;?

retailer/ manufacturer website

cashback rebate website

Facebook

Google

retailer mobile app

payments mobile app

Twitter

LinkedIn

Pinterest

53%

47%

33%

32%

17%

17%

12%

7%

4%

Multiple answers allowed.

1 out of 3 of shoppers will participate in a social media contest to receive an exclusive rebate.

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appendix

shopper research For your use, more detailed information by annual household income is included on pages 19â&#x20AC;&#x201C;21. Additional data about consumer preferences for cashback rebates by product category can be found on pages 22 and 23.

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letâ&#x20AC;&#x2122;s make a deal: 2014 UK shopper behaviour study


behaviour by income research for deals and best prices before shopping

look for deals in circulars and print ads

search for deals online before going in-store

use smartphone to check prices while in store/shopping

shop where I can gain loyalty and rewards

almost always sometimes total almost always sometimes total almost always sometimes total almost always sometimes total almost always sometimes total

< £49,999

£50,000– £99,999

42% 47% 89% 21% 56% 77% 46% 44% 90% 8% 20% 28% 42% 49% 91%

37% 56% 93% 20% 66% 86% 49% 47% 96% 12% 31% 43% 37% 59% 96%

a study by parago

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cashback rebate preferences by income < £49,999

£50,000– £99,999

cashback rebates are great savings opportunities

78%

78%

cashback rebates provide a larger cost savings than other promotions

48%

46%

cashback rebates make me feel like I caught an exclusive sale

54%

47%

cashback rebates are easy to redeem nowadays

52%

43%

when researching a product online, a cashback rebate is attractive to me

63%

68%

the ability to submit a cashback rebate on my smartphone is attractive to me

49%

51%

20 let’s make a deal: 2014 UK shopper behaviour study


< £49,999

£50,000– £99,999

participate in social media contest to receive exclusive cashback rebate offer

39%

41%

opt-in during rebate cash back process for future relevant product marketing messages

54%

46%

interested in seeking out products that come with cashback rebates

73%

71%

I will buy a product with a high-value cashback rebate

63%

63%

I search out products with cashback rebates

37%

37%

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category interest in cashback rebates “In which categories are you interested in cashback rebates?”

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< £49,999

£50,000– £99,999

DIY products

34%

29%

clothing

50%

39%

consumer packaged goods

34%

31%

appliances & electronics

77%

76%

entertainment

39%

41%

let’s make a deal: 2014 UK shopper behaviour study


< £49,999

£50,000– £99,999

furniture/housewares

53%

49%

games

28%

29%

office supplies

17%

20%

travel

46%

51%

technology

57%

59%

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parago creates engaging solutions that inspire actions & impact results As the worldâ&#x20AC;&#x2122;s most comprehensive single-source provider for incentives and engagement, we deliver billions in rewards to millions worldwide using our advanced technology. Our relentless focus on innovation drives better results, making us the smart choice. consumer rebates & promotions | employee rewards & recognition | sales & channel management | energy rebates & incentives

UK & EMEA +44 118 374 4500 uksales@parago.com

USA +1 866.219.7533 sales@parago.com

www.parago.com Š 2014 parago, inc. All rights reserved.


2014 UK Shopper Behaviour Study