Determining behavioural differences of Y and Z generational cohorts in online shopping
International Journal of Retail & Distribution Management
ISSN: 0959-0552
Article publication date: 25 February 2022
Issue publication date: 15 June 2022
Abstract
Purpose
The present study aims at examining the behavioural differences of the Y and Z generational cohorts in online shopping for physical products.
Design/methodology/approach
Logistic regressions (LRs) were conducted to identify positively significant, negatively significant and insignificant variables/items of shopping motives to determine online shopping behavioural differences of both cohorts.
Findings
While shopping online, the Gen Y cohort focuses on rational decisions, and Gen Z derives enjoyment, learning, exploration and has a deal-hunting behaviour. Gen Y incorporates actual shopping experiences shared on social media, is relatively less individualistic and more social, unlike Gen Z youths who significantly value reviews and ratings. Both cohorts carry a high-product risk and sacrifice many hedonic motives. Y and Z cohorts perceive financial risk and a product's performance-related risks, respectively. The Z cohort has an intrinsic passion for digital technology whereas Gen Y uses it purposely. Thus, both have distinctive online shopping behaviours apart from some similarities.
Practical implications
Online retailers can use the findings of this study to develop more effective marketing strategies to serve both the cohorts better who have largely mutually exclusive online shopping behaviours.
Originality/value
The study measured actual behaviours on contemporary and comprehensive variables/items of utilitarian and hedonic motives, and associated perceived risks in online shopping exclusively. Therefore, the results offer significant, realistic and useful theoretical contributions in the present context to the existing literature on the subject matter along with valuable inputs to the practitioners.
Keywords
Acknowledgements
This research did not receive any specific grant from funding agencies in the public, commercial or not-for-profit sectors.
Citation
Agrawal, D.K. (2022), "Determining behavioural differences of Y and Z generational cohorts in online shopping", International Journal of Retail & Distribution Management, Vol. 50 No. 7, pp. 880-895. https://doi.org/10.1108/IJRDM-12-2020-0527
Publisher
:Emerald Publishing Limited
Copyright © 2022, Emerald Publishing Limited