Cognitive dissonance

Abstract

PurposeThe purpose of this paper is to conduct an exploratory analysis of low‐income women consumers' consumption of low‐involvement grocery products, and to explore the relevance of cognitive dissonance in this consumption.Design/methodology/approachOne focus group discussion and 30 in‐depth interviews are conducted with low‐income women consumer at Salford area of the north‐west of England to explore their salient beliefs, motivations, attitudes and behaviours in respect of their consumption of low‐involvement grocery products.FindingsFindings suggest that low‐income women consumers engage in habitual purchasing and are not loyal to brands of grocery products. However, they often buy stores' own value‐range brands as they believe that these products are similar to manufacturers' brands. They do not perceive price to be an indication of quality, rather they attribute basic differences between the stores' own value‐range and manufacturers' brands as “expensive packaging” and the popularity of the brand name. Value for money is revealed as a key motivation underlying their purchasing of grocery products. Consequently, they are very sensitive to sales promotions and actively engage in making comparisons between the promotions in different stores within their locality. These confirm the incidence of cognitive dissonance in their consumption of these products.Originality/valueThis paper shows that generalisation in consumer behaviour without due reference to the contextual factors identified among low‐income women consumers provides a limited understanding of their decision making and purchase behaviour. It also supplements the limited empirical information on low‐income consumers, and consequently will be of interest to marketing practitioners, as it will reveal potential directions for low‐involvement product strategies in respect of the low‐income consumer.