The consumer electronics market is both high value and extremely competitive. Understanding the different kinds of consumers who buy electronic equipment and what motivates their decisions can give you a crucial edge in effectively reaching these targets. New on the Q4 GB TGI release and freely available to all subscribers is a segmentation of adults into seven different kinds of electronic shopper
2. CONSUMER ELECTRONICS ARCHETYPES
A TGI SEGMENTATION OF ELECTRONIC SHOPPERS
Allows marketers to pinpoint specific
targets amongst seven mutually
exclusive groups of consumer
electronics shoppers
Understand the who, why and how of
shopper behaviour by profiling groups
against the full range of TGI variables
(attitudes, media, leisure etc.)
Combined with TGI’s WHY Code data
to provide deep insights into what
drives consumer electronic shopping
behaviours
3. CONSUMER ELECTRONICS SHOPPER STRATEGIES
INTRODUCING THE ARCHETYPES
Functionality
Focused
Spontaneous
Spenders
Driven by the
functionality of electronic
items, as well as their
technical
specification, ease of use
& guarantee
Accustomed
Acquirers
Review
Researchers
Easily influenced, risk
takers driven by
availability, sales
promotions & advertising
Driven by the
manufacturer’s
brand, company
reputation & after sales
service, happy to spend
more on quality products
Driven by professional &
consumer reviews, as
well as technical
specification. They are
thoroughly research led &
make informed decisions
Technology
Trendspotters
Prudent
Purchasers
Image Idolisers
Driven by
innovation, style and
technical
specification, attracted by
special features & always
equipped with the latest
technology
Driven by lowest price to
meet strict
budget, attracted by
special offers &
promotions, ease of use
& great customer service
Driven by the
manufacturer’s
brand, design, image &
premium quality products
5. CONSUMER ELECTRONICS SHOPPER STRATEGIES
ARCHETYPE POPULATIONS
% of
population
Overall
numbers
Functionality Focussed
18
9.3 million
Spontaneous Spenders
11
5.6 million
Accustomed Acquirers
14
7.1 million
Review Researchers
8
4.5 million
Technology Trendspotters
9
4.6 million
Prudent Purchasers
11
5.6 million
Image Idolisers
11
5.3 million
Unclassified
17
8.6 million
Electronic Shopper Archetype
Base: All Adults 15+
Source: GB TGI 2013 Q4
6. FUNCTIONALITY FOCUSED
PROFILE
Age Split
Gender Split
48%
(94)
15-24
52%
(106)
25-34
35-44
45-54
55-64
65+
All Adults
Average spend on
Hi-Fi Systems:
FFs
£208
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Social DNA Map*
(+£11 more than average)
Base: All Hi-Fi System owners
High Global Capital
Top Electronic
Purchasing Factors
126
Top Electrical Items
Owned
* See Appendix
107
97
Economic Dominating
Cultural Dominating
(By Index)
(By Index)
127
Factor
102
Technical
specification
242
46%
214
55%
Guarantee
119
74
Vert .%
Ease of use
110
104
Index
206
52%
(53%)
Hi-Fi Systems
126
MP3 Player
(37%)
60
Low Global Capital
Base: All Adults 15+
125
Headphones
* See Social DNA Map Explanation in Appendix
(44%)
Source: GB TGI 2013 Q4
7. SPONTANEOUS SPENDERS
PROFILE
Age Split
Gender Split
57%
(111)
15-24
43%
(88)
25-34
35-44
45-54
55-64
65+
All Adults
Average spend on
Headphones:
SSs
£38.80
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Social DNA Map*
(-£5 less than average)
Base: All Headphone owners
High Global Capital
Top Electronic
Purchasing Factors
48
Top Electrical Items
Owned
* See Appendix
72
76
83
125
113
137
98
148
Economic Dominating
Cultural Dominating
(By Index)
(By Index)
112
Factor
Index
Vert .%
Headphones
Availability
177
18%
Advertising
128
2%
Sales
promotions
102
13%
Low Global Capital
Base: All Adults 15+
(40%)
111
(33%)
MP3 Player
100
DVD Player
* See Social DNA Map Explanation in Appendix
(74%)
Source: GB TGI 2013 Q4
8. ACCUSTOMED ACQUIRERS
PROFILE
Age Split
Gender Split
52%
(101)
15-24
48%
(99)
25-34
35-44
45-54
55-64
65+
All Adults
Average spend on
Cameras:
AAs
£197
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Social DNA Map*
(-£9 less than average)
Base: All Camera owners
High Global Capital
Top Electronic
Purchasing Factors
116
91
(By Index)
116
88
94
101
96
Economic Dominating
Cultural Dominating
102
Top Electrical Items
Owned
* See Appendix
Factor
The
manufacturer’s
brand
Index
(By Index)
102
Vert .%
(65%)
Camera
200
64%
100
DVD Player
Advertising
126
2%
After sales
services
121
18%
(73%)
97
Low Global Capital
Base: All Adults 15+
* See Social DNA Map Explanation in Appendix
98
DAB Digital
Radio
(33%)
Source: GB TGI 2013 Q4
9. Review Researchers
PROFILE
Age Split
Gender Split
42%
(82)
15-24
58%
(119)
25-34
35-44
45-54
55-64
65+
All Adults
Average spend on
DAB Digital Radio:
RRs
£78.50
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Social DNA Map*
High Global Capital
Top Electronic
Purchasing Factors
172
(By Index)
71
81
100
35
61
Economic Dominating
Cultural Dominating
212
134
Factor
Professional
recommendations/
reviews
Index
137
Vert .%
DAB Digital
Radio
379
38
(50%)
129
(54%)
Consumer / User
reviews
369
45
150
29
Low Global Capital
Base: All Adults 15+
Top Electrical Items
Owned
* See Appendix
(By Index)
Technical
specification
32
(-£2.90 less than average)
Base: All DAB Digital Radio owners
DVD Player
128
MP3 Player
* See Social DNA Map Explanation in Appendix
(38%)
Source: GB TGI 2013 Q4
10. TECHNOLOGY TRENDSPOTTERS
PROFILE
Age Split
Gender Split
15-24
25-34
35-44
45-54
55-64
65+
All Adults
(138)
£103
68%
(63)
Average spend on
MP3 Players:
TTs
32%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Social DNA Map*
(+£6.10 more than average)
Base: All MP3 Player owners
High Global Capital
Top Electronic
Purchasing Factors
78
Top Electrical Items
Owned
* See Appendix
(By Index)
108
91
Economic Dominating
Cultural Dominating
(By Index)
156
Factor
108
132
88
125
72
Vert .%
Innovation
252
13
Technical
specification
123
24
Quality
97
Index
109
MP3 Player
154
(55%)
Headphones
120
73
(50%)
Low Global Capital
Base: All Adults 15+
(46%)
Hi-Fi System
* See Social DNA Map Explanation in Appendix
Source: GB TGI 2013 Q4
11. PRUDENT PURCHASERS
PROFILE
Age Split
Gender Split
15-24
25-34
35-44
45-54
55-64
65+
All Adults
(76)
£124
37%
(123)
Average spend on
a DVD Player:
PPs
63%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Social DNA Map*
(-£4 less than average)
Base: All DVD player owners
High Global Capital
Top Electronic
Purchasing Factors
114
Top Electrical Items
Owned
* See Appendix
96
95
Economic Dominating
Cultural Dominating
(By Index)
(By Index)
96
Factor
101
100
100
82
Vert .%
Price
95
65
Ease of use
91
24
After sales
service
116
Index
88
13
(71%)
DVD Player
94
Camera
(60%)
96
Low Global Capital
Base: All Adults 15+
* See Social DNA Map Explanation in Appendix
93
DAB Digital
Radio
(31%)
Source: GB TGI 2013 Q4
12. IMAGE IDOLISERS
PROFILE
Age Split
Gender Split
15-24
25-34
35-44
45-54
55-64
65+
All Adults
(101)
£161
50%
(99)
Average spend on
a Camera:
IIs
51%
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Social DNA Map*
Base: All Camera owners
High Global Capital
Top Electronic
Purchasing Factors
95
(By Index)
120
95
103
118
94
98
Economic Dominating
Cultural Dominating
84
92
Top Electrical Items
Owned
* See Appendix
(By Index)
Factor
Index
Design
254
48
105
Vert .%
(67%)
Camera
104
Compact size
The
manufacturer’s
brand
187
17
(43%)
Hi-Fi System
187
102
60
Low Global Capital
Base: All Adults 15+
(-£27 less than average)
* See Social DNA Map Explanation in Appendix
Headphones
(36%)
Source: GB TGI 2013 Q4
14. PRACTICAL APPLICATIONS
RETAILERS
Index = 100
Base: All Adults 15+
In this example we can see that Review
Researchers are most likely to shop at John
Lewis rather than Sony stores, whereas
Technology Trendspotters are far more likely
to purchase consumer electronics from Sony.
The retailer, Sony, under-represents in the
Prudent Purchasers segment, so therefore
they may whish to appeal to their interest in
promotions and special offers. Whilst at the
same time keeping Technology Trendspotters
and Image Idolisers engaged with their
electrical products.
Source: GB TGI 2013 Q4
15. PRACTICAL APPLICATIONS
Looking at this example
Image Idolisers and
Spontaneous Spenders
prefer Apple headphones
whereas Functionality
Focused prefer Skullcandy.
BRANDS: Headphones
Segment
Vert. %
Index
Vert. %
Index
Functionality
Focused
19%
106
29%
157
Spontaneous
Spenders
17%
148
16%
140
Accustomed
Acquirers
15%
108
7%
50
6%
67
10%
107
15%
169
21%
228
4%
39
5%
40
16%
157
8%
Skullcandy under
represents for Image
Idolisers. To combat this
they could boost custom
from this underrepresented shopper type
by trying to promote their
unique design to appeal to
this segments drivers, of
which design, image and
quality are most important.
79
Review Researchers
Technology
Trendspotters
Prudent Purchasers
Image Idolisers
Base: All Adults 15+
Source: GB TGI 2013 Q4
18. Consumer Electronic Shopper Archetype
Electronic Items Used
% of all adults who own
electronic items
Overall numbers
42
21 million
30
15 million
36
18 million
74
37.5 million
64
32.6 million
33
17 million
20. Social DNA
Discover the roots of
consumer tastes and
preferences
Subconscious
Stimuli
Connect with consumers’
deep subconscious imagery
Lifestyle
Statements
Drive category and brand
usage by understanding
semi-conscious values
Conscious
Choices
Analyse decision
shortcuts, rational and
post-rationalised criteria
21. Social DNA
Subconscious
Stimuli
High global amount of capital
100s of variables
Cultural
capital
dominant
Lifestyle
Statements
Conscious
Choices
Economic
capital
dominant
Cultural
Capital
Economic
Capital
Low global amount of capital
22. Social DNA
Subconscious
Stimuli
High global amount of capital
Lifestyle
Statements
Conscious
Choices
Cultural
capital
dominant
£43K
Degree or higher
Premium /Provenance
Discerning
Low global amount of capital
Economic
capital
dominant
24. Social DNA
Subconscious
Stimuli
High global amount of capital
Lifestyle
Statements
Conscious
Choices
Cultural
capital
dominant
Economic
capital
dominant
Low global amount of capital
Notas del editor
The WHY code is a suite of tool build around 4 key steps that our clients can follow when analysing consumers motivations. This sequence of analysis takes us on a journey in the consumers’ minds, CLICK from their most conscious motives to their least conscious ones. CLICK The first step, the rationale, explores the consumers’ rational and conscious choices. CLICK The second step regards values which can be conscious or semi conscious and how they can drive categories usage. This can be done through the study of lifestyle statementsCLICK With the third step we switch towards the more unconscious side of our consumers’ brains, by getting in touch with their deep imagery. CLICK Finally the 4th step goes really to the deep roots of the unconscious, people’s social DNA. For this, we used Pierre Bourdieu’s a globally acclaimed sociologist from the 20th century. If you want I can give you a bit of more details about all these different steps otherwise we
Just to help visualise some of these groups I can show you a couple of segments. Let’s start at the top of the map. We have people whose capital is high and balanced. They enjoy the highest level of income and have achieved at least a degree. They are generally discerning, likely for instance to check the provenance of products and are generally happy to pay a premium for superior service or quality. In terms of cultural practice, this is where your most likely to find your opera goers.CLICK Now let’s pick a group whose capital is predominantly cultural. For these the capital is overall low, but skuuuwed toward the cultural side. They enjoy modest income and have achieved some level of further qualifications after their A level. They tend to feel quite an inner tension between their ambitions and dreams and their frustrations. Looking at their artistic practice we observe their propensity to sing, so perhaps potential candidate for talent shows. So in a similar manner we can visualise all the groups.