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Low-Income Consumer Behavior: A Literature Review

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datacite.rightshttp://purl.org/coar/access_right/c_abf2
dc.contributor.authorContreras-Velásquez, Julio César
dc.contributor.authorRiaño-Garzón, Manuel
dc.contributor.authorLondoño, José Albán
dc.contributor.authorHernández Ramírez, Jose Antonio
dc.contributor.authorPuente Castro, Raquel
dc.contributor.authorGonzález Parias, Carlos Hernán
dc.date.accessioned2025-02-07T15:06:36Z
dc.date.available2025-02-07T15:06:36Z
dc.date.issued2024
dc.description.abstractObjective: The objective of this literature review is to present the theoretical bases to describe, analyze, and interpret the factors associated with the behavior of low-income consumers. Theoretical Framework: The literature review addresses the concepts of consumer behavior, the factors that influence this behavior, such as psychological, social and cultural factors, and finally the low-income consumer. Method: A non-experimental design of bibliographic research allowed us to systematically review the constructs of consumer behavior, factors associated with consumption behavior, and low-income consumers. A total of 109 bibliographic references were consulted: 71 articles, 31 books, 5 research-results book chapters, and 2 reports. Results and Discussion: The review found that this market segment is heterogeneous due to sociocultural differences in the contexts where they reside. For poverty to be more attractive to the business sector, it is necessary that the proposed solution be sustainable; therefore, it must be profitable. The participation of the State is also important, responsible for the inclusion of public policies that encourage companies to incorporate low-income people as micro-entrepreneurs in their business model; one proposal would be to establish dignified and flexible forms of contracting. It is recommended that business schools include within the content of their undergraduate and graduate programs consumer behavior focused on low-income people, who make up the majority of the market in developing countries, in order to raise awareness among future professionals of the importance of including this segment in marketing strategies. Research Implications: The theoretical content found in the literature review will serve marketing managers to design strategies in the distribution and marketing processes that enable products to be introduced into the low-income consumer segment, as well as encouraging the scientific community from the business field to investigate this market segment. Originality/Value: The bibliographic study contributes to the marketing literature with an innovative approach, by addressing the low-income consumer, an object of study that is often excluded in the business sector, considering that they do not have purchasing power, but that in emerging markets represents the majority. of the population.eng
dc.description.abstractObjetivo: El objetivo de este manuscrito de revisión bibliográfica es exponer las bases teóricas que permiten describir, analizar e interpretar los factores asociados al comportamiento de consumidor de bajos ingresos. Marco Teórico: En la revisión de la literatura se abordan los conceptos de comportamiento del consumidor, los factores que influyen en este comportamiento, como los son los psicológicos, sociales y culturales, y por último el consumidor de bajos ingresos. Método: Se utilizó un diseño no experimental de investigación bibliográfica el cual posibilitó la revisión sistemática de los constructos comportamiento del consumidor, factores asociados al comportamiento de consumo y consumidor de bajos ingresos. Se consultaron un total de 109 referentes bibliográficos: 71 artículos, 31 libros, 5 capítulos de libro resultados de investigación y 2 informes. Resultados y Discusión: La revisión encontró que este segmento de mercado es heterogéneo debido a diferencias socioculturales de los contextos donde residen. Para que la pobreza sea más atractiva para el sector empresarial es necesario que la solución propuesta sea sostenible; por lo tanto, debe ser rentable. También es importante la participación del Estado, responsable de la inclusión de políticas públicas que alienten a las empresas a incorporar a las personas de bajos ingresos como micro-emprendedores en su modelo de negocio, una propuesta sería establecer formas dignas y flexibles de contratación. Se recomienda a las escuelas de negocios, incluir dentro del contenido de sus programas de pregrado y posgrado el comportamiento de consumidor enfocado a las personas de bajos ingresos, quienes conforman la mayoría del mercado en los países en desarrollo, con el fin de concientizar a los futuros profesionales de la importancia de incluir a este segmento dentro de las estrategias de marketing. Implicaciones de la investigación: El contenido teórico encontrado en la revisión bibliográfica servirá de base para que los directores de marketing diseñen estrategias en los procesos de distribución y comercialización que permitan introducir los productos en el segmento de consumidores de bajos ingresos, así como alentar a la comunidad científica del área de negocios a investigar este segmento de mercado. Originalidad/Valor: El estudio bibliográfico contribuye a la literatura del marketing con un enfoque innovador, al abordar al consumidor de bajos ingresos, objeto de estudio muchas veces excluido en el sector empresarial, al considerar que no tiene capacidad de compra, pero que en mercados emergentes representa la mayoría de la población.spa
dc.description.abstractObjetivo: O objetivo desta revisão de literatura é apresentar as bases teóricas para descrever, analisar e interpretar os fatores associados ao comportamento dos consumidores de baixa renda.Referencial Teórico: A revisão de literatura aborda os conceitos de comportamento do consumidor, os fatores que influenciam esse comportamento, como os psicológicos, sociais e culturais, e por fim o consumidor de baixa renda.Método: Foi utilizado um desenho de pesquisa bibliográfica não experimental que possibilitou a revisão sistemática dos construtos comportamento do consumidor, fatores associados ao comportamento do consumidor e consumidores de baixa renda. Foram consultadas 109 referências bibliográficas: 7 artigos, 31 livros, 5 capítulos de livros, resultados de pesquisas e 2 relatórios.Resultados e Discussão: A revisão constatou que este segmento de mercado é heterogêneo devido às diferenças socioculturais nos contextos onde residem. Para que a pobreza seja mais atractiva para o sector empresarial, é necessário que a solução proposta seja sustentável; portanto, deve ser lucrativo. Também é importante a participação do Estado, responsável pela inclusão de políticas públicas que incentivem as empresasa incorporar pessoas de baixa renda como microempreendedores em seu modelo de negócios; uma proposta seria estabelecer formas de contratação dignas e flexíveis; Recomenda-se que as escolas de negócios incluam no conteúdo de seus programas de graduação e pós-graduação o comportamento do consumidor voltado para pessoas de baixa renda, que constituem a maior parte do mercado nos países em desenvolvimento, a fim de conscientizar os futuros profissionais sobre a importância de incluir esse segmento nas estratégias de marketing.Implicações da Pesquisa: O conteúdo teórico encontrado na revisão de literatura servirá aos gestores de marketing para desenharem estratégias nos processos de distribuição e marketing que possibilitem a introdução de produtos no segmentode consumo de baixa renda, bem como estimularão a comunidade científica da área empresarial a investigar esse mercado segmento.Originalidade/Valor: O estudo bibliográfico contribui para a literatura de marketing com uma abordagem inovadora, ao abordar oconsumidor de baixa renda, objeto de estudo muitas vezes excluído do setor empresarial, considerando que não possui poder de compra, mas que nos mercados emergentes representa o maioria. da população.por
dc.format.mimetypepdf
dc.identifier.doihttps://doi.org/10.24857/rgsa.v18n10-033
dc.identifier.issn1981982X
dc.identifier.urihttps://hdl.handle.net/20.500.12442/16234
dc.language.isoeng
dc.publisherANPAD - Associacao Nacional de Pos-Graduacao e Pesquisa em Administracaopor
dc.rightsAttribution-NonCommercial-NoDerivs 3.0 United Stateseng
dc.rights.accessrightsinfo:eu-repo/semantics/openAccess
dc.rights.urihttp://creativecommons.org/licenses/by-nc-nd/3.0/us/
dc.sourceRevista de Gestão Social e Ambientalpor
dc.sourceVol. 18 No. 10 (2024)spa
dc.subjectComportamiento del Consumidorspa
dc.subjectConsumidor de bajos ingresosspa
dc.subjectMercados de Subsistenciaspa
dc.subjectFactores psicosocialesspa
dc.subjectFactores culturalesspa
dc.subjectFactores socialesspa
dc.subject.keywordsConsumer Behavioreng
dc.subject.keywordsLow-income Consumereng
dc.subject.keywordsSubsistence Marketseng
dc.subject.keywordsPsychosocial Factorseng
dc.subject.keywordsCultural Factorseng
dc.subject.keywordsSocial Factorseng
dc.subject.keywordsComportamento do Consumidorpor
dc.subject.keywordsConsumidor de Baixa Rendapor
dc.subject.keywordsMercados de Subsistênciapor
dc.subject.keywordsFatores Psicossociaispor
dc.subject.keywordsFatores Culturais, Fatores Sociaispor
dc.titleLow-Income Consumer Behavior: A Literature Revieweng
dc.title.translatedComportamiento del consumidor de bajos ingresos: una revisión a la literaturaspa
dc.title.translatedComportamento do consumidor de baixa renda: uma revisão da literaturapor
dc.type.driverinfo:eu-repo/semantics/article
dc.type.spaArtículo científicospa
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