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Digital Consumer:
Trends and Challenges
Abstract
In a narrow sense, a digital consumer may be defined as someone using
mobile devices, and in a broad sense, as e-consumer, looking for and
purchasing products on the Internet, taking advantage of the content
published on-line, aware of themselves and of their needs, and keen on
simplifying the decisions they need to make. The aim of this paper is to
present the essence of the idea of digital consumer, to highlight the
considerations related to the behaviour of digital consumers, and to
describe the trends in their behaviour that may pose a challenge to
contemporary businesses. The conclusion lists the main factors enter-
prises should take into account when developing business models to
target digital consumers.
Keywords: digital consumer, trend, e-commerce, s-commerce,
Internet
Introduction
A typical consumer of the digital era of today has access to many sources
of information, functioning in an environment which offers many pos-
sibilities unknown in the pre-Internet age on the one hand, but also
which is characteristic of chaos and an increasingly difficult decision-
making because of information overload. A consumer ‘inhabiting’ a vir-
tual environment becomes more demanding and transfers their expec-
354 Jolanta Tkaczyk
The most popular of these is the issue of WOM; almost half of the stud-
ied articles is devoted to this matter. Consumer digital culture research
considers, quite deeply, the digital environments in which consumers
are situated. A key aspect of this work has been understanding how
consumers’ identities and self-concepts extend into digital worlds (Ste-
phen, 2015).
Digital advertising is a major topic in the marketing literature and,
with respect to consumer behaviour, considers how consumers respond
to various aspects of digital ads. A still-emerging theme in recent years
is how social media environments impact consumer behaviour. The
consequences can be thought of as environment-integral (i.e. digital
environments influence behaviour in those environments) or environ-
ment-incidental (i.e. digital environments influence behaviour in other,
unrelated environments). It is interesting to see how the various infor-
mational and social characteristics of digital/social environments, such
as being exposed to other consumers’ opinions (e.g., reviews) or choices
(e.g., bids in online auctions), or even just to friends’ lives through social
media, can impact subsequent behaviours. The interest in the issue of
consumers’ usage of mobile technologies, especially in the context of
shopping, has been growing as well.
The influence of digital consumers on the world of science is reflected
also by the change in the applied research methods. Technological prog-
ress gives rise to more and more methods based on experimenting and
on the actual consumer behaviour, e.g., eye-tracking, EEG-based or
magnetic resonance based methods. Conventional research methods are
being also subject to modification under the influence of technology and
the geolocation and behaviour of consumers (e.g., FGI conducted in the
virtual environment).
The impact of the Internet increases with its range. On the one hand, it
gives great opportunities, especially to the developing countries, but on
the other hand, it leads to a growing risk of e.g. cybercrime or personal
data theft.
The development of mobile technology has made mobile phones ad-
vanced telecommunications centres. Apart from the basic functions, they
also feature photo cameras, computing units, and offer mobile access to
the Internet. Today, a mobile phone may become a city guide (when we
download and use a special application), but it can be also used to make
small payments (parking fees etc.). Apart from mobile phones, there are
also other mobile devices that enjoy a high level of popularity; these in-
clude tablets or e-readers, which change the way we can benefit from
education and culture. Some speak of an arrival of a “screen culture”,
where screens are getting bigger and bigger (compared to the size of
mobile phone screens), increasingly cheaper, permanently connected to
the Internet, offering access to “on-line cloud” resources, more interactive
and intuitive in use, and more user-friendly (Tkaczyk, 2012).
The Internet has also made it possible for us to have access to infor-
mation and entertainment virtually anytime and anywhere (Mazurek,
2011). We can now watch films and read books, newspapers, and maga-
zines in real time using our computers, tablets, or even mobile phones.
An option to rent videos with just one click is now offered by both cable
companies and on-line services.
Wearable technology refers to devices such as bracelets, glasses, cloth-
ing and other wearables that track information ranging from a user’s
health to their current location to social media updates (Euromonitor,
2015). Consumers look for wearables that deliver unique safety or secu-
rity benefits; the possibility to make phone calls or send messages in
a hands-free mode or the feature of sending a distress signal in the case
of children or the elderly are ranked as the most desired functions of
wearables, while entertainment-related features – including gaming or
augmented reality – seem to be of much smaller importance.
Digital Consumer: Trends and Challenges 359
are keen on writing about brands (50% of them make comments, write
posts or blog entries on an everyday basis, and 40% of them shares con-
tent or links with other users). Members of this group are often referred
to as trendsetters; they are eager to get to know new products and will-
ing to devote their time to search for information about products they
wish to buy or have bought already. Two out of three brand advocates
look for information about products they intend to buy, using search
engines and brand websites most often to this end. Over 40% of brand
advocates use a smartphone when shopping on-line, and 20% share their
experience with a given product on-line. For 17% of brand advocates,
the video content found on YouTube is of more significance than the
content they can watch on TV; this is why YouTube seems to be the
perfect channel to reach this group of digital consumers.
Digital moms are women who are very well-informed, trendy, and
constantly on-line. They take advantage of the Internet to buy products
necessary for their homes, and they often fulfil themselves as bloggers.
About 75% of them generate own content at least once a month. They
like using smartphones – also when in search for products and making
shopping. They also enjoy looking for and purchasing products on-line.
This is the way that lets them save time; plus, when they shop on-line,
they don’t to take their kids to the shop with them. Apart from household
goods, they also shop on-line for products for themselves – mostly clothes,
shoes, and cosmetics; they are also keen on-line video viewers. They also
are willing to share their experience on-line with others.
How-to-video users are consumers of video content available mainly
on YouTube, showing the way certain products are and can be used –
sometimes in a very creative and original manner. Consumers and
companies use such video platforms to show cooking, building, repairing,
cleaning, or sewing instructions. The recipients of this type of content
are people who are active on-line, creative, and fond of infotainment.
It’s quite a large group – at least 2/3 of Internet users watch YouTube
videos at least once a week, with 10% of them viewing DIY and how-to
videos. About 53% of how-to-video users watch such videos because
they want to learn something new. 46% of them loves talking about
brands they value and are satisfied with.
Millennials are young people, aged 13–25, whose life takes place on-
line to a big extent. They take advantage mainly of social media, but
they also use the Internet to look for products, shopping, and watching
videos. Their everyday life is a constant interpenetration of two worlds
Digital Consumer: Trends and Challenges 361
– the on-line and the off-line. They are the group that is the keenest on
using mobile technologies. They want to be able to switch between
various devices, which should be also interconnected with one another.
55% of Millennials use search engines to look for product information.
Millennials love YouTube. For 20% of Millennials, YouTube content is
much more credible and interesting than that found on TV. They turn
to YouTube to search for entertainment, education, and interact with
others. They are keen on viewing YT channels with others (friends and
family members). The first thing a typical Millennial does every day is
check the notifications on the social media platforms they use. They
comment or like posts of their friends at least once a day. They are also
willing to listen to their friends and people whom they trust; they com-
municate mainly through on-line channels.
These expectations are coupled with yet another trend that poses
another significant challenge to enterprises – the so-called Internet of
Everything (IoE), which can be understood as a networked connection
of people, process, data, and things (Bradley et al., 2015)
364 Jolanta Tkaczyk
Conclusion
Enterprises need to change constantly in order to be able to respond to
the expectations of the new type of consumers – by means of a better
identification of their needs, for instance. For digital consumers taking
advantage of products in a virtual environment, these products need to
user-friendly and useful, their suppliers should be reliable and trusted,
and their price should be affordable.
By looking at the behaviour and demands of digital consumers, it is
fair to state that the business model adapted to their needs should be
based on the following three qualities: efficiency, savings, and engage-
ment (Bradley et al., 2015). It should offer them an optimal utilization
of resources (time and money), a flexible pricing policy (discounts,
coupons, points awarded in loyalty programmes), and engage them
through personalized adverts, adjusted to the place, time, and viewer,
or through product recommendations. It should be also noted that the
366 Jolanta Tkaczyk
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