Profile and behavior of flower consumer: subsidies for marketing actions

Abstract

Profile and behavior of flower consumer: subsidies for marketing actionsThe growth of per capita consumption of flowers in Brazil is still low when compared with other countries. Among several factors that may be linked to this growth gap, the establishment of few or ineffective marketing strategies was cited. In this context, we present the results of the profile and behavior of flower consumer, aiming to subsidize marketing actions for the retail segment of flower supply chain. The study was conducted through interviews with 300 people of both genders at the moment they were buying flowers at 22 flower shops in the Paraná coast. This region was selected due to its potential for flower production and commercialization, which is similar to other Brazilian regions and other countries where the flower market has economic relevance. The female gender was identified as the major consumer (n = 62.7%), with tendency of increase in consumption as education level advanced (Spearman correlation coefficient, p < 0.05 = for own use r = 0.122; p = 0.039; for gift r = 0.174; p = 0.003). The acquisition average of 4.4 ± 1.9 times per year was registered, with preferential consumption of orchids (n = 36.3% for own use) and roses (n = 86.7%, for gift). The flower retail trade did not meet the expectations of consumers, especially in relation to price, promotions, and production quality. The male gender and the elderly consumer class may represent important alternatives to increase the current consumption of flowers. Perfil e comportamento do consumidor de flores: subsídios para ações de marketingO crescimento do consumo per capita de flores no Brasil ainda é baixo quando comparado a outros países, entre os vários fatores que podem estar atrelados a este desnível de crescimento cita-se o estabelecimento de poucas ou ineficientes estratégias de marketing. Neste contexto, apresenta-se resultado da avaliação do perfil e comportamento do consumidor de flores, visando a subsidiar as ações de marketing para o segmento comercial varejista da cadeia produtiva de floricultura. O estudo foi realizado a partir de entrevistas a 300 pessoas de ambos os gêneros no momento em que compravam flores em 22 floriculturas do litoral do Paraná. Esta região foi selecionada em função de seu potencial de produção e comercialização de flores que é similar a outras regiões brasileiras e outros países onde a floricultura apresenta relevância econômica. Identificou-se o gênero feminino como consumidor majoritário (n = 62,7%), com tendência a elevação no consumo a medida que avançava a escolaridade (Coeficiente de Correlação de Spearman, p < 0,05 = uso próprio r = 0,122; p = 0,039; presentear r = 0,174; p = 0,003). Registrou-se média de aquisição de 4,4 ± 1,9 vezes por ano, com consumo preferencial de orquídeas (n = 36,3% para uso próprio) e rosas (n = 86,7%, para presentear). O comércio varejista de flores não atendia a expectativa dos clientes especialmente em relação a preço, promoções e qualidade da produção. O gênero masculino e a classe de consumidore...

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“…For retailers, especially on commemorative dates, the rose has greater demand since this species represents feelings like love and affection (Ceratti et al, 2007). Due to that, 86.7% of the rose's sales are for gifts (Anacleto et al, 2017). In recent years, the alstroemeria production has been grown considerably (Ibraflor, 2019) and gaining more and more space in the market, mainly due to the flower beauty and postharvest durability.…”

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