Consumer Attitudes and Buying Behavior for Home Furniture
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Consumer Attitudes and Buying Behavior for Home Furniture
Prepared for:
Franklin Furniture Institute
Furniture Outreach Program
Prepared by:
Nicole Ponder
Professor of Marketing
Department of Marketing, Quantitative Analysis, and Business Law
College of Business
Box 9582
Mississippi State, MS 39762
Phone: (662) 325-1998
Fax: (662) 325-7012
Email: nponder@business.msstate.edu
This report was prepared with the help of a grant supplied by Lane Furniture Company and
the Furniture Outreach Program at the Franklin Furniture Institute. The author wishes to
thank Toni Ford for her help with data analysis. Thanks also to Bill Martin and Amy
Garrard for their helpful comments during survey development.
July 10, 2013
Prepared for:
Franklin Furniture Institute
Furniture Outreach Program
Prepared by:
Nicole Ponder
Professor of Marketing
Department of Marketing, Quantitative Analysis, and Business Law
College of Business
Box 9582
Mississippi State, MS 39762
Phone: (662) 325-1998
Fax: (662) 325-7012
Email: nponder@business.msstate.edu
This report was prepared with the help of a grant supplied by Lane Furniture Company and
the Furniture Outreach Program at the Franklin Furniture Institute. The author wishes to
thank Toni Ford for her help with data analysis. Thanks also to Bill Martin and Amy
Garrard for their helpful comments during survey development.
July 10, 2013
i
TABLE OF CONTENTS
LIST OF TABLES .............................................................................................................. ii
EXECUTIVE SUMMARY ............................................................................................... iii
INTRODUCTION ............................................................................................................... 1
PROBLEM IDENTIFICATION .......................................................................... 2
RESEARCH METHOD ...................................................................................................... 4
SURVEY DEVELOPMENT ................................................................................ 4
DATA COLLECTION AND SAMPLING PROCEDURE ................................. 5
DATA ANALYSIS .............................................................................................. 8
RESULTS ............................................................................................................................ 9
PROBLEM OR NEED RECOGNITION ............................................................. 9
FURNITURE AND THE SELF-CONCEPT............................................. 10
FAVORITE FURNITURE IN THE HOME ............................................. 12
FREQUENCY OF PURCHASE DECISIONS ......................................... 13
INFORMATION SEARCH................................................................................ 14
EVALUATIVE CRITERIA ...................................................................... 15
CONSIDERATION SET ........................................................................... 18
INFORMATION SOURCES .................................................................... 19
ALTERNATIVE EVALUATION...................................................................... 24
OUTLET SELECTION AND PURCHASE ...................................................... 27
IN-STORE SHOPPING AND PURCHASING ........................................ 27
INTERNET SHOPPING AND PURCHASING ....................................... 27
POST-PURCHASE EVALUATION ................................................................. 28
RECOMMENDATIONS ................................................................................................... 30
REFERENCES .................................................................................................................. 33
APPENDIX: SURVEY INSTRUMENT ........................................................................... 35
TABLE OF CONTENTS
LIST OF TABLES .............................................................................................................. ii
EXECUTIVE SUMMARY ............................................................................................... iii
INTRODUCTION ............................................................................................................... 1
PROBLEM IDENTIFICATION .......................................................................... 2
RESEARCH METHOD ...................................................................................................... 4
SURVEY DEVELOPMENT ................................................................................ 4
DATA COLLECTION AND SAMPLING PROCEDURE ................................. 5
DATA ANALYSIS .............................................................................................. 8
RESULTS ............................................................................................................................ 9
PROBLEM OR NEED RECOGNITION ............................................................. 9
FURNITURE AND THE SELF-CONCEPT............................................. 10
FAVORITE FURNITURE IN THE HOME ............................................. 12
FREQUENCY OF PURCHASE DECISIONS ......................................... 13
INFORMATION SEARCH................................................................................ 14
EVALUATIVE CRITERIA ...................................................................... 15
CONSIDERATION SET ........................................................................... 18
INFORMATION SOURCES .................................................................... 19
ALTERNATIVE EVALUATION...................................................................... 24
OUTLET SELECTION AND PURCHASE ...................................................... 27
IN-STORE SHOPPING AND PURCHASING ........................................ 27
INTERNET SHOPPING AND PURCHASING ....................................... 27
POST-PURCHASE EVALUATION ................................................................. 28
RECOMMENDATIONS ................................................................................................... 30
REFERENCES .................................................................................................................. 33
APPENDIX: SURVEY INSTRUMENT ........................................................................... 35
ii
LIST OF TABLES
TABLE
1 GENERATIONAL GROUPS COMPARED IN THIS REPORT ........................ 3
2 TOPICS INCLUDED IN SURVEY.....................................................5
3 DEMOGRAPHIC CHARACTERISTICS OF SURVEY RESPONDENTS ....... 7
4 COMMENTS CONCERNING THE SIGNIFICANCE OF FURNITURE ....... 11
5 SUPPORT FOR FURNITURE MADE IN THE U.S.A. ................................... 16
6 SUPPORT FOR ENVIRONMENTALLY-FRIENDLY FURNITURE ............ 17
7 CONSUMERS’ FAVORITE FURNITURE BRANDS AND STORES............ 19
8 THE ROLE OF TRADITIONAL MEDIA IN INFORMATION SEARCH ...... 20
9 THE ROLE OF THE INTERNET IN INFORMATION SEARCH ................... 22
10 SOCIAL MEDIA AS AN INFORMATION SOURCE ..................................... 24
11 FEATURES FOR WHICH CONSUMERS WILL PAY MORE ....................... 25
12 SURVEY ITEMS RELATED TO COGNITIVE DISSONANCE ..................... 29
LIST OF TABLES
TABLE
1 GENERATIONAL GROUPS COMPARED IN THIS REPORT ........................ 3
2 TOPICS INCLUDED IN SURVEY.....................................................5
3 DEMOGRAPHIC CHARACTERISTICS OF SURVEY RESPONDENTS ....... 7
4 COMMENTS CONCERNING THE SIGNIFICANCE OF FURNITURE ....... 11
5 SUPPORT FOR FURNITURE MADE IN THE U.S.A. ................................... 16
6 SUPPORT FOR ENVIRONMENTALLY-FRIENDLY FURNITURE ............ 17
7 CONSUMERS’ FAVORITE FURNITURE BRANDS AND STORES............ 19
8 THE ROLE OF TRADITIONAL MEDIA IN INFORMATION SEARCH ...... 20
9 THE ROLE OF THE INTERNET IN INFORMATION SEARCH ................... 22
10 SOCIAL MEDIA AS AN INFORMATION SOURCE ..................................... 24
11 FEATURES FOR WHICH CONSUMERS WILL PAY MORE ....................... 25
12 SURVEY ITEMS RELATED TO COGNITIVE DISSONANCE ..................... 29
iii
EXECUTIVE SUMMARY
This report provides detailed information concerning consumers’ attitudes and
buying behavior for home furniture. For organizational purposes, information is categorized
according to the five stages of the consumer decision process: (1) problem or need
recognition, (2) information search, (3) alternative evaluation, (4) outlet selection and
purchase, and (5) post-purchase evaluation. Specifically, the topics of recognizing the need
for new furniture, influencers of the decision, important evaluative criteria, information
sources, brand and store loyalty, shopping for furniture online, and cognitive dissonance that
may be felt after a purchase are included. Results and recommendations are based on a
nationwide survey of 2,007 adults participating in an online consumer research panel.
While not purchased with great frequency, furniture is viewed as central to one’s
self-concept; therefore, item selection is seen as a very important decision. Furniture is an
emotional purchase for many people because it facilitates sharing and a sense of
togetherness among friends and family in the home.
Quality ranks as the most important evaluative criterion when furniture is being
considered for purchase. In general, furniture made in the U.S.A. is a stronger criterion than
environmentally-friendly furniture, but this is not the case for members of Generation Y.
Brand and store loyalty are not experienced by most furniture consumers. They like to
search for information and conduct research online, and are increasingly more willing to
purchase furniture online (even more so over the past five years). Social media also play a
role in searching for information about furniture. This is especially true for Generation Y.
Fortunately, consumers appear confident in their decision-making skills and are not likely to
experience buyer’s remorse after making a furniture purchase.
EXECUTIVE SUMMARY
This report provides detailed information concerning consumers’ attitudes and
buying behavior for home furniture. For organizational purposes, information is categorized
according to the five stages of the consumer decision process: (1) problem or need
recognition, (2) information search, (3) alternative evaluation, (4) outlet selection and
purchase, and (5) post-purchase evaluation. Specifically, the topics of recognizing the need
for new furniture, influencers of the decision, important evaluative criteria, information
sources, brand and store loyalty, shopping for furniture online, and cognitive dissonance that
may be felt after a purchase are included. Results and recommendations are based on a
nationwide survey of 2,007 adults participating in an online consumer research panel.
While not purchased with great frequency, furniture is viewed as central to one’s
self-concept; therefore, item selection is seen as a very important decision. Furniture is an
emotional purchase for many people because it facilitates sharing and a sense of
togetherness among friends and family in the home.
Quality ranks as the most important evaluative criterion when furniture is being
considered for purchase. In general, furniture made in the U.S.A. is a stronger criterion than
environmentally-friendly furniture, but this is not the case for members of Generation Y.
Brand and store loyalty are not experienced by most furniture consumers. They like to
search for information and conduct research online, and are increasingly more willing to
purchase furniture online (even more so over the past five years). Social media also play a
role in searching for information about furniture. This is especially true for Generation Y.
Fortunately, consumers appear confident in their decision-making skills and are not likely to
experience buyer’s remorse after making a furniture purchase.
1
Consumer Attitudes and Buying Behavior for Home Furniture
Introduction
Many changes have occurred in U.S. society over the past decade that either directly
or indirectly impact the home furniture industry. Technological changes, the rise of social
media, evolving demographics, and the increasing purchasing power of women are just a few
factors that furniture manufacturers and retailers must consider in their marketing efforts
(York 2013). As the economy continues to show signs of modest recovery (Miller and
Matthews 2013; Coy 2012), furniture makers are trying to determine the best ways to adjust
to these changing consumer demands.
In order to implement a successful marketing strategy, a keen understanding of
consumers is needed, particularly with respect to how they shop for and purchase home
furniture. According to Dewey (1910), consumers move through five stages as they
contemplate an impending purchase decision: (1) problem or need recognition, (2)
information search, (3) alternative evaluation, (4) outlet selection and purchase, and (5) post-
purchase evaluation. For routine products that are purchased often (i.e., grocery or toiletry
items), the entire decision process is quite short, and often there is little or no consideration
of the different options that are available. This is not the case, however, for home furniture.
Furniture is a product that requires extensive problem solving, as it is expensive, durable, and
not purchased with great frequency. Further, many consumers view their homes and the
furniture in them as an extension of themselves, so it can be considered an emotional
purchase (Perry 2007). Thus, as consumers do not necessarily have a lot of furniture buying
experience to rely on, they typically move through these stages of the decision process
Consumer Attitudes and Buying Behavior for Home Furniture
Introduction
Many changes have occurred in U.S. society over the past decade that either directly
or indirectly impact the home furniture industry. Technological changes, the rise of social
media, evolving demographics, and the increasing purchasing power of women are just a few
factors that furniture manufacturers and retailers must consider in their marketing efforts
(York 2013). As the economy continues to show signs of modest recovery (Miller and
Matthews 2013; Coy 2012), furniture makers are trying to determine the best ways to adjust
to these changing consumer demands.
In order to implement a successful marketing strategy, a keen understanding of
consumers is needed, particularly with respect to how they shop for and purchase home
furniture. According to Dewey (1910), consumers move through five stages as they
contemplate an impending purchase decision: (1) problem or need recognition, (2)
information search, (3) alternative evaluation, (4) outlet selection and purchase, and (5) post-
purchase evaluation. For routine products that are purchased often (i.e., grocery or toiletry
items), the entire decision process is quite short, and often there is little or no consideration
of the different options that are available. This is not the case, however, for home furniture.
Furniture is a product that requires extensive problem solving, as it is expensive, durable, and
not purchased with great frequency. Further, many consumers view their homes and the
furniture in them as an extension of themselves, so it can be considered an emotional
purchase (Perry 2007). Thus, as consumers do not necessarily have a lot of furniture buying
experience to rely on, they typically move through these stages of the decision process
2
slowly, methodologically, and purposefully, to try to ensure that the right piece(s) of
furniture will be purchased.
Problem Identification
The goal of the current research is to gain a better understanding of the factors
involved in consumer decision making for home furniture. A similar study of consumers’
attitudes towards home furniture was conducted five years ago with a survey of 2,012 U.S.
consumers (Ponder 2008), so the current research will allow for comparisons to determine to
extent to which attitudes and behaviors towards home furniture have changed over the five
year period. Specifically, the current study uses both primary and secondary data to assess:
When consumers recognize their need for new furniture, and who acts as influencers
of this purchase decision
The extent to which consumers view furniture as an important part of their self-
identity and lifestyle
Attitudes and preferences toward furniture made with environmentally-friendly
materials as well as furniture made in the U.S.A.
How consumers search for information before making a furniture purchase, including
the use of traditional media, the internet, and social media
Factors that may influence consumers to spend more money for their furniture
Specific attitudes and behaviors concerning purchasing furniture, including brand
loyalty, store loyalty, and online purchasing
The level of confidence consumers have in their ability to select and purchase
furniture, and any feelings of cognitive dissonance (or “buyer’s remorse”) that
consumers may experience after a furniture purchase
Of particular interest to furniture manufacturers and retailers are the attitudes and
opinions of people across different generations. The Baby Boomers, currently between the
ages of 48 and 66, represent 42% of all furniture buyers and 45% of the total dollars spent on
furniture (French 2013a). While this generation currently accounts for a large portion of
slowly, methodologically, and purposefully, to try to ensure that the right piece(s) of
furniture will be purchased.
Problem Identification
The goal of the current research is to gain a better understanding of the factors
involved in consumer decision making for home furniture. A similar study of consumers’
attitudes towards home furniture was conducted five years ago with a survey of 2,012 U.S.
consumers (Ponder 2008), so the current research will allow for comparisons to determine to
extent to which attitudes and behaviors towards home furniture have changed over the five
year period. Specifically, the current study uses both primary and secondary data to assess:
When consumers recognize their need for new furniture, and who acts as influencers
of this purchase decision
The extent to which consumers view furniture as an important part of their self-
identity and lifestyle
Attitudes and preferences toward furniture made with environmentally-friendly
materials as well as furniture made in the U.S.A.
How consumers search for information before making a furniture purchase, including
the use of traditional media, the internet, and social media
Factors that may influence consumers to spend more money for their furniture
Specific attitudes and behaviors concerning purchasing furniture, including brand
loyalty, store loyalty, and online purchasing
The level of confidence consumers have in their ability to select and purchase
furniture, and any feelings of cognitive dissonance (or “buyer’s remorse”) that
consumers may experience after a furniture purchase
Of particular interest to furniture manufacturers and retailers are the attitudes and
opinions of people across different generations. The Baby Boomers, currently between the
ages of 48 and 66, represent 42% of all furniture buyers and 45% of the total dollars spent on
furniture (French 2013a). While this generation currently accounts for a large portion of
3
furniture sales, manufacturers and retailers should also consider the attitudes of younger
adults – specifically Generation Y (hereafter Gen Y) or the Millenial generation. Members
of this generation, currently between the ages of 18 and 34, experience life changes that
precipitate the need for home furniture, such as getting married, having a first child, and
buying a first home (French 2011; Evans 2008). While many members of Gen Y chose to
move back with their parents after graduating college, there is evidence that they are finally
moving away from the nest (Hudson 2013). Additionally, this group represents an attractive
market segment because they are large in number. At approximately 71 million people, this
generation is second in size only to the 80 million Baby Boomers. Throughout this report,
comparisons in attitudes and behaviors will be made across generational groups, comparing
attitudes and behaviors of four generational groups listed in Table 1.
TABLE 1
Generational Groups Compared in this Report
Generation Year Born Age in 2012* Number of
respondents
% of total
sample
Generation Y 1978-1994 18-34 501 25%
Generation X 1965-1977 35-47 539 27%
Baby Boomers 1946-1964 48-66 850 42%
Depression & Pre-
Depression
Generations
Prior to 1946 Over 66 116 6%
*Represents age at time survey data were collected.
The Depression and Pre-Depression generations are in fact two separate groups, with
Pre-Depression members born prior to 1930 and Depression generation members born
between 1930 and 1945. However, the data set used here contained only four respondents
who fell into the Pre-Depression generation (ages 83 and older). Therefore, these two
generations were combined for analysis purposes.
furniture sales, manufacturers and retailers should also consider the attitudes of younger
adults – specifically Generation Y (hereafter Gen Y) or the Millenial generation. Members
of this generation, currently between the ages of 18 and 34, experience life changes that
precipitate the need for home furniture, such as getting married, having a first child, and
buying a first home (French 2011; Evans 2008). While many members of Gen Y chose to
move back with their parents after graduating college, there is evidence that they are finally
moving away from the nest (Hudson 2013). Additionally, this group represents an attractive
market segment because they are large in number. At approximately 71 million people, this
generation is second in size only to the 80 million Baby Boomers. Throughout this report,
comparisons in attitudes and behaviors will be made across generational groups, comparing
attitudes and behaviors of four generational groups listed in Table 1.
TABLE 1
Generational Groups Compared in this Report
Generation Year Born Age in 2012* Number of
respondents
% of total
sample
Generation Y 1978-1994 18-34 501 25%
Generation X 1965-1977 35-47 539 27%
Baby Boomers 1946-1964 48-66 850 42%
Depression & Pre-
Depression
Generations
Prior to 1946 Over 66 116 6%
*Represents age at time survey data were collected.
The Depression and Pre-Depression generations are in fact two separate groups, with
Pre-Depression members born prior to 1930 and Depression generation members born
between 1930 and 1945. However, the data set used here contained only four respondents
who fell into the Pre-Depression generation (ages 83 and older). Therefore, these two
generations were combined for analysis purposes.
4
To accomplish the objectives outlined above, a literature review was conducted to
compile secondary data regarding consumers’ perceptions of home furniture. Additionally,
primary data in the form of quantitative research (specifically an online survey) were
collected and analyzed. In the following section, the method used to gather the primary data
is explained.
Research Method
Survey Development
Table 2 on the following page contains the topics covered by the extensive 123-item
survey. Many survey items were similar to the questions included in the 2008 study to allow
for comparisons of responses over the five year time period, and additional topics such as
self-image congruity, confidence in buying furniture, and the use of social media were also
included. Prior to data collection, expert judges consisting of marketing Ph.D.’s with
knowledge of measurement and survey development and individuals who have knowledge of
the furniture industry reviewed the questions and suggested changes to improve readability.
The survey was also analyzed by Qualtrics representatives who specialize in survey
development; they provided suggestions to optimize the survey for online execution. The
final draft of the survey appears in the Appendix.
In the survey, statements were presented and respondents indicated their level of
agreement with each statement by selecting the category on a seven-point scale that best
represents their feelings. The categories range from “Strongly Disagree” to “Strongly
Agree.” Some open-ended questions were also asked to allow respondents to provide more
in-depth information if they wanted to elaborate on their responses, such as describing their
favorite piece of furniture or their favorite furniture store. In addition to the topics listed in
To accomplish the objectives outlined above, a literature review was conducted to
compile secondary data regarding consumers’ perceptions of home furniture. Additionally,
primary data in the form of quantitative research (specifically an online survey) were
collected and analyzed. In the following section, the method used to gather the primary data
is explained.
Research Method
Survey Development
Table 2 on the following page contains the topics covered by the extensive 123-item
survey. Many survey items were similar to the questions included in the 2008 study to allow
for comparisons of responses over the five year time period, and additional topics such as
self-image congruity, confidence in buying furniture, and the use of social media were also
included. Prior to data collection, expert judges consisting of marketing Ph.D.’s with
knowledge of measurement and survey development and individuals who have knowledge of
the furniture industry reviewed the questions and suggested changes to improve readability.
The survey was also analyzed by Qualtrics representatives who specialize in survey
development; they provided suggestions to optimize the survey for online execution. The
final draft of the survey appears in the Appendix.
In the survey, statements were presented and respondents indicated their level of
agreement with each statement by selecting the category on a seven-point scale that best
represents their feelings. The categories range from “Strongly Disagree” to “Strongly
Agree.” Some open-ended questions were also asked to allow respondents to provide more
in-depth information if they wanted to elaborate on their responses, such as describing their
favorite piece of furniture or their favorite furniture store. In addition to the topics listed in
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