IDEAS home Printed from https://ideas.repec.org/a/bas/econst/y2019i3p3-17.html
   My bibliography  Save this article

Customer Profiling Based on the Criteria of Sustainable Consumption

Author

Listed:
  • Evgeni Stanimirov
  • Mariya Georgieva

Abstract

The ever-increasing implementation of the concept of sustainable business development changes the market focus of many companies. This is the result of striving to serve a specific market segment with strong development potential – the "sophisticated" customers’ market. The principle idea is that "sophisticated" customers have high ethical consciousness and intense sustainable consumption. This article attempts to determine whether a segment of "sophisticated" customers can be identified in a specific branch of the Bulgarian economy (sale of carbonated soft drinks) and what its characteristics are. On this basis, an original model (SMF-model) of customer profiling has been developed which reflects the concept of customer sophistication. The abovementioned model can be useful for optimizing the customer portfolios of the companies and for more effective financial planning.

Suggested Citation

  • Evgeni Stanimirov & Mariya Georgieva, 2019. "Customer Profiling Based on the Criteria of Sustainable Consumption," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 3, pages 3-17.
    • Handle: RePEc:bas:econst:y:2019:i:3:p:3-17
    as

    Download full text from publisher

    File URL: https://www.ceeol.com/search/article-detail?id=793534
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Magdalena Öberseder & Bodo Schlegelmilch & Verena Gruber, 2011. "“Why Don’t Consumers Care About CSR?”: A Qualitative Study Exploring the Role of CSR in Consumption Decisions," Journal of Business Ethics, Springer, vol. 104(4), pages 449-460, December.
    2. Alba, Joseph W & Hutchinson, J Wesley, 1987. "Dimensions of Consumer Expertise," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 13(4), pages 411-454, March.
    3. Robin, Donald & Babin, Laurie, 1997. "Making Sense of The Research on Gender and Ethics in Business: A Critical Analysis and Extension," Business Ethics Quarterly, Cambridge University Press, vol. 7(4), pages 61-90, October.
    4. Hirschman, Elizabeth C, 1980. "Innovativeness, Novelty Seeking, and Consumer Creativity," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 7(3), pages 283-295, December.
    5. Mueller, Henrike & Theuvsen, Ludwig, 2014. "Influences on consumer attitudes towards CSR in agribusiness," 2014 AAEA/EAAE/CAES Joint Symposium: Social Networks, Social Media and the Economics of Food, May 29-30, 2014, Montreal, Canada 166108, Agricultural and Applied Economics Association.
    6. Bala Ramasamy & Matthew Yeung & Alan Au, 2010. "Consumer Support for Corporate Social Responsibility (CSR): The Role of Religion and Values," Journal of Business Ethics, Springer, vol. 91(1), pages 61-72, February.
    7. Hans Ruediger Kaufmann & Mohammad Fateh Ali Khan Panni & Yianna Orphanidou, 2012. "Factors Affecting Consumers’ Green Purchasing Behavior: An Integrated Conceptual Framework," The AMFITEATRU ECONOMIC journal, Academy of Economic Studies - Bucharest, Romania, vol. 14(31), pages 50-69, February.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Mariya Georgieva & Evgeni Stanimirov, 2021. "Marketing Projections of Socially Responsible Branding on Consumer Loyalty," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 4, pages 23-52.
    2. Mariya Georgieva & Vanya Kraleva & Svilen Ivanov, 2021. "Good Practices in the Field of Corporate Social Responsibility (Comparative Analysis for Bulgaria, Romania and Serbia)," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 6, pages 169-191.

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Mariya Georgieva & Evgeni Stanimirov, 2021. "Marketing Projections of Socially Responsible Branding on Consumer Loyalty," Economic Studies journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 4, pages 23-52.
    2. Chinchanachokchai, Sydney & Thontirawong, Pipat & Chinchanachokchai, Punjaporn, 2021. "A tale of two recommender systems: The moderating role of consumer expertise on artificial intelligence based product recommendations," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
    3. Mariya Georgieva, 2018. "The Role of Corporate Social Responsibility as a Factor of Consumers’ Decisions While Purchasing Carbonated Soft Drinks," Izvestia Journal of the Union of Scientists - Varna. Economic Sciences Series, Union of Scientists - Varna, Economic Sciences Section, vol. 7(2), pages 250-257, November.
    4. Liyanage Chamila Roshani Perera & Jayawickrama Withanage Dushan Chaminda, 2013. "Corporate Social Responsibility and Product Evaluation: The Moderating Role of Brand Familiarity," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 20(4), pages 245-256, July.
    5. Fatiha Fort & Laura Solaroli, 2018. "How to display social and environmental sustainability of food products?," Post-Print hal-02620248, HAL.
    6. Markus Blut & Cheng Wang, 2020. "Technology readiness: a meta-analysis of conceptualizations of the construct and its impact on technology usage," Journal of the Academy of Marketing Science, Springer, vol. 48(4), pages 649-669, July.
    7. Mueller, Henrike & Theuvsen, Ludwig, 2014. "Influences on consumer attitudes towards CSR in agribusiness," 2014 AAEA/EAAE/CAES Joint Symposium: Social Networks, Social Media and the Economics of Food, May 29-30, 2014, Montreal, Canada 166108, Agricultural and Applied Economics Association.
    8. Scott Vitell, 2015. "A Case for Consumer Social Responsibility (CnSR): Including a Selected Review of Consumer Ethics/Social Responsibility Research," Journal of Business Ethics, Springer, vol. 130(4), pages 767-774, September.
    9. Jang, Seongsoo & Kitchen, Philip Jame & Kim, Jinwon, 2018. "The effects of gamified customer benefits and characteristics on behavioral engagement and purchase: Evidence from mobile exercise application uses," Journal of Business Research, Elsevier, vol. 92(C), pages 250-259.
    10. Christophe Bezes & Maria Mercanti-Guérin, 2017. "Similarity in marketing: Scope, measurement, and fields of application [La similarité en marketing : périmètre, mesure et champs d'application]," Post-Print hal-02086666, HAL.
    11. Oleg Curbatov, 2013. "The 'Knowledge Marketing': A New Trend In A Management Science World," Post-Print hal-01509370, HAL.
    12. Wasib B Latif & Md. Aminul Islam & Idris Bin Mohd Noor, 2014. "A Conceptual Framework to Build Brand Loyalty in the Modern Marketing Environment," Journal of Asian Scientific Research, Asian Economic and Social Society, vol. 4(10), pages 547-557, October.
    13. Matteo Migheli, 2021. "Green purchasing: the effect of parenthood and gender," Environment, Development and Sustainability: A Multidisciplinary Approach to the Theory and Practice of Sustainable Development, Springer, vol. 23(7), pages 10576-10600, July.
    14. Agnès Helme-Guizon & Fanny Magnoni, 2019. "Consumer brand engagement and its social side on brand-hosted social media: how do they contribute to brand loyalty?," Post-Print hal-03591683, HAL.
    15. Anita Gärling & John Thøgersen, 2001. "Marketing of electric vehicles," Business Strategy and the Environment, Wiley Blackwell, vol. 10(1), pages 53-65, January.
    16. Hwang, ShinYoung & Kim Seongcheol, 2017. "What triggers the use of mIM service provider’s sequel O2O service extensions?," 14th ITS Asia-Pacific Regional Conference, Kyoto 2017: Mapping ICT into Transformation for the Next Information Society 168494, International Telecommunications Society (ITS).
    17. Andreas Herrmann & Michael D. Johnson, 1999. "Die Kundenzufriedenheit als Bestimmungsfaktor der Kundenbindung," Schmalenbach Journal of Business Research, Springer, vol. 51(6), pages 579-598, June.
    18. Aîda Mimouni & Ouidade Sabri-Zaaraoui & Béatrice Parguel, 2010. "Competitive Advertising Within Store Flyers: A Win-Win Strategy?," Post-Print halshs-00634439, HAL.
    19. Luger, Michaela & Hofer, Katharina Maria & Floh, Arne, 2022. "Support for corporate social responsibility among generation Y consumers in advanced versus emerging markets," International Business Review, Elsevier, vol. 31(2).
    20. Desmichel, Perrine & Ordabayeva, Nailya & Kocher, Bruno, 2020. "What if diamonds did not last forever? Signaling status achievement through ephemeral versus iconic luxury goods," Organizational Behavior and Human Decision Processes, Elsevier, vol. 158(C), pages 49-65.

    More about this item

    JEL classification:

    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:bas:econst:y:2019:i:3:p:3-17. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Diana Dimitrova (email available below). General contact details of provider: https://edirc.repec.org/data/ikbasbg.html .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.