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Latino Daily News

Wednesday September 15, 2010

Family Approval Key to Hispanic Shoppers Choices

A study currently underway by The Integer Group and M/A/R/C Research reveals that Hispanic shoppers show a shift in shopping behaviors by season, in comparison to general market shoppers.

During the months of June, September and November, Hispanic shoppers’ primary shopping goals show a significant change in rank with their priority being more on “concern for family satisfaction” and “one-stop shopping” and less on “saving money.” These months also coincide with significant shopping events: summer, back-to-school, and holiday shopping. This data suggests that while general shoppers may hunt for the best back-to-school deals, summer savings or holiday sales, Hispanic shoppers seek approval from their kids and family members over purchasing the cheapest item.

With the exception of the three major stocking-up events mentioned, saving money and convenience are usually the top shopping goals for Hispanic shoppers. They are traditionally more value-driven and less likely to use in-store tools than the general market. When it comes to shopping aids, Hispanics appear less responsive to in-store messaging than non-Hispanics with neither messaging at-shelf, nor in-store TV being cited as tools that help make a purchasing decision.

“Although many retailers and brands develop communication aimed at both the general and Hispanic markets, our research indicates that it’s not necessarily reaching the Hispanic shopper,” said Martin Ferro, Senior Planner for Velocidad, an integrated Hispanic promotional, retail and shopper marketing capability of The Integer Group. “Brands must be deep-rooted in the more meaningful insights that distinguish Hispanic communication from general market communication, especially during key shopping events.”

Hispanic shoppers are also more likely than the general public to switch brands. A contributing factor is the acceptance by family members of private-label brands in the household. Significantly more Hispanic shoppers perceive less difference in product quality of private and brand name products than general market shoppers. Surprisingly this is even more pronounced at higher income levels ($75,000+).