Enhancing Apparel Store Patronage through Retailers’ Attributes and Sustainability. A Generational Approach

Abstract

While research on retailers’ attributes that influence store patronage is relatively plentiful, the influence on store patronage of consumers’ perceptions towards retailers’ sustainable behaviour is a new topic. The authors examine the influence of retailers’ sustainable behaviour and store attributes (assortment, price, personnel, advertising and convenience) on the patronage behaviour of generations X and Y (Millennials). Data were collected via a survey of 278 Xers and 402 Millennials in an emerging market. Results show that Generation X apparel store patronage is positively influenced by advertising and store personnel, whereas Millennials’ are influenced by assortment, personnel and advertising and to a weaker extent by retailers’ sustainable behaviour. The paper enlarges the understanding of generational theory in an emerging market, while from a managerial perspective the results are particularly useful for apparel retailers with regards to marketing strategies which need to be implemented in order to attract and retain Generation X and Y consumers.