Shades of Green
Consumers' awareness of--and attitudes toward--environmental impact vary tremendously.
A recent Yahoo! study found that 77% of consumers identify themselves as "green." But only 57% claim to have made any green purchase in the past six months.
The Yahoo! study's results may have been skewed by an unrepresentative sample. They queried residents of
Skewed or not, the 20 percentage point disparity between consumers calling themselves green and those who made even one green purchase in the last six months is telling.
And that 20-point gap may be optimistic. A
Two of the most popular green consumer ranking systems may help clarify the dichotomy between the significant majority of adults who proclaim themselves to be eco-friendly consumers and minority who actually are:
The Natural
- LOHAS (lifestyles of health and sustainability) – environmentally engaged and involved, they buy green even if the products are more expensive: 16% of total population.
- Naturalites – use natural products because of a perception of health/wellness benefits: 25%.
- Conventional – want green products that save them money in the long run (such as compact florescent bulbs and high gas-mileage cars): 23%.
- Drifters – not very concerned with environmental issues: 23%.
- Unconcerned – environmental considerations don't enter into their purchase decisions: 14%.
Mediamark Research & Intelligence's study defined six categories of consumers' environmentally-related beliefs and actions:
- Green Advocates – Environmental impact is a significant – often the most significant – factor in brand choice. They are also environmental activists/evangelists.
- Green At Their Best – Environmental impact is significant. They choose green brands even if they're more expensive or less convenient.
- Green But Only If – They think and act green, but not if choosing a green brand costs more or is less convenient.
- Green In Theory – They talk the talk but don't walk the walk.
- Green At The Supermarket – They buy organic foods, but more because of health and wellness concerns than for environmental considerations.
- UnGreen – No interest in environmental products or issues.
MRI found some interesting – and occasionally counterintuitive – demographic correlations to these psychographic profiles:
- Millenials (b. 1997-1994) were disproportionately UnGreen. They were 18% more likely than the norm to be UnGreen.
- Older people were the greenest. Boomers (b. 1946-1964) were by far the most active Green Advocates, at 28% above the norm. Pre-Boomers (b. before 1946) were the most likely to be Green At Their Best, at 14% over norm.
- GenXers were the most likely to be Green at the Supermarket, at 6% more than the norm.
National Geographic recently released their annual Greendex survey, and
Apparently, despite our professions of environmental concern, we don't do much about it.
One reason for this disparity was pointed out by
Makower's estimate of the green marketplace is significantly lower than the 64% total of LOHAS, Naturalites and Conventionals in the Natural
That number is reinforced by The Hartman Group, a
That small base of truly green consumers presents a marketing and communications challenge.
At first it might seem that a green claim couldn't hurt, since about three-quarters of consumers pay lip service to the idea of buying green products. But an article in the
Our conclusion is that marketers must decide whether they want to capture a smaller core green group – who can probably be turned into fanatic supporters of a brand that promises and delivers green benefits – or use a more "What's in it for me?" approach to go after the much larger group, peripherally green consumers. Either approach can be effective, but you can't have it both ways.
At least not until