Religious Contrasts in Consumer Decision Behaviour Patterns: Their Dimensions and Marketing Implications

Abstract

Studying the influence of the religious construct on consumer decision making is important owing to its stability over time and the observable nature of many of its elements. This research is, therefore, designed to explore the relationships between religiosity and consumer‐related marital roles in the process of automobile purchase decision making. Data were collected from Catholic and Jewish households residing in the North‐East region of the USA. Findings suggest that differential role behaviour varies according to religious influences. Results may imply that marketers should seek a niche within a given market. Marketing should not be seen as a quick‐fix solution for current problems, but rather entailing sensitivity in meeting the needs and wants of the consumers served. In developing marketing mix strategies, the importance of the decision maker′s religiousness must be considered. Specifically, enhanced knowledge of religious differences in consumption decision processes should have significant impact on the effectiveness of global marketing strategies.