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Article
Publication date: 28 August 2007

Torsten Lihra and Raoul Graf

Furniture is among the important personal consumption expenditures for durable goods in the USA. Retailers and manufacturers offer different communication channels to…

Abstract

Purpose

Furniture is among the important personal consumption expenditures for durable goods in the USA. Retailers and manufacturers offer different communication channels to assist consumers all through the process of acquiring furniture. The objective of the present study is to evaluate US consumers' channel use at different steps of the residential furniture‐buying process.

Design/methodology/approach

A cross‐section study was conducted by taking advantage of the structured nature of quantitative methods using a questionnaire for data collection and a socio‐demographic representative sample of US citizens. Consumers' use of six communication channels through five buying decision steps was assessed.

Findings

Results showed that the furniture retail store is the most important communication channel at each of the five considered buying process stages. Overall score of that channel was higher for females than males, indicating that women care more about communication when buying furniture. The internet was not of significant importance when buying furniture. Advertising was perceived as a significant means to gather information.

Practical implications

The study will help to orient companies' marketing strategies by making proper use of communication channels. It also shows marketing students the present state of consumers' communication channel preferences.

Originality/value

This paper gives unique insights into consumers' buying behavior that will help to design communication channels properly.

Details

Direct Marketing: An International Journal, vol. 1 no. 3
Type: Research Article
ISSN: 1750-5933

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