The case study explores the concept of 'responsive retail,' highlighting consumers' evolving purchasing habits, such as impatience and the use of digital devices for immediate access to products. It reveals significant consumer preferences for price, product availability, personalized promotions, and fast delivery options. As consumers increasingly engage in showrooming, the retail landscape is poised for transformation toward more personalized and responsive business relationships.

1. Case study
DID YOU SAY“RESPONSIVE RETAIL?”
Adapting to smarter purchasing habits, answering on multiple channels without
delay, accepting their diversity and succeeding in “demassification” of business
relationships for a better personalization.
Factors in Purchasing:
From Hedonism to Impatience
Autonomous shoppers are developing new buying strategies
and operate with a real collective intelligence.
PRICE
Very important for:
Wages < € 2 500
Wages
> € 5 000
Revenu > € 6 500
99%of consumers
86%of consumers
70%of consumers
01
PRODUCT
AVAILABILITY
PERSONALIZED
PROMOTION
59%of consumers
PERSONALIZED
PRODUCT OFFER
04
63%
61%
vs
vs
vs
vs
50%
77%
95%
47%
51%
55%of consumers
51%of consumers
FAMILIARITY
WITH THE BRAND
05
SERVICES
06
Ages < 35 ans
Ages 18 - 24
Ages 55 - 64
Ages 55 - 64
DELIVERY OF ONLINE PURCHASES:
IS FASTER ALWAYS BETTER?
Impatience has its limits, especially when it’s costly
D
elivery in 48h
D
elivery in 24h
Deliv
ery in 7 da
ys
Deli
very in -
4h
Important for
37%
of consumers
Important for
32%of consumers
Important for
19%of consumers
Important for
11%of consumers
SHOWROOMING:
A NEW PRACTICE
Thanks to their digital devices, consumers now desire control of their
market relationships and increasing access through mobile platforms
and 57% for ages 25-34
of customers
aged 18-24
use their
smartphone
to purchase
online from a competitor
of a shop they’re standing
in while they order.
Ages 18-24
important for
25%
of consumers
finalize their
purchasing process
in a competitor’s
store
52%
of consumers
regularly practice
showrooming
69%
Wages
< € 2 500
9%
THE MOVEMENT TOWARDS “RESPONSIVE RETAIL” HAS STARTED.
HOWEVER, IT HAS A LONG WAY TO GO AND IT WILL LEAD TO A REINVENTION OF COMMERCE.
www.parisretailweek.com
*Adhoc study on Respondi panel, led in May 2015 with 1000 respondents from
a representative sample of the French population, with quotas to ensure the
representativeness of age, gender, CSP, UDA9 region and town size
80%
Wages
> € 5 000
59%
02
0373%
67%
P R E S E N T S
6
important for:
an event by