Who puts the most energy into energy conservation? A segmentation of energy consumers based on energy-related behavioral characteristics

• Published in: Energy policy 2011-12, Vol.39 (12), p.8137-8152
• Main Authors: Sütterlin, Bernadette, Brunner, Thomas A., Siegrist, Michael
• Format: Article
• Language: English
• Subjects: Applied sciences; Attitudes; Cluster analysis; Conservation of resources; Consumer behaviour; Consumer preferences; Consumer segmentation; Consumers; Economic data; Energy; Energy conservation; Energy consumption; Energy economics; Energy efficiency; Energy industry; Energy policy; Energy resources; Energy use; Exact sciences and technology; General, economic and professional studies; issues and policy; Market segmentation; Marketing; Marketing research; Materialism; Methodology. Modelling; Policies; psychosocial factors; Segmentation; Segments; Studies; Switzerland
• ISSN: 0301-4215; 1873-6777
• DOI: 10.1016/j.enpol.2011.10.008

The present paper aims to identify and describe different types of energy consumers in a more comprehensive way than previous segmentation studies using cluster analysis. Energy consumers were segmented based on their energy-related behavioral characteristics. In addition to purchase- and curtailment-related energy-saving behavior, consumer classification was also based on acceptance of policy measures and energy-related psychosocial factors, so the used behavioral segmentation base was more comprehensive compared to other studies. Furthermore, differentiation between the energy-saving purchase of daily products, such as food, and of energy efficient appliances allowed a more differentiated characterization of the energy consumer segments. The cluster analysis revealed six energy consumer segments: the idealistic, the selfless inconsequent, the thrifty, the materialistic, the convenience-oriented indifferent, and the problem-aware well-being-oriented energy consumer. Findings emphasize that using a broader and more distinct behavioral base is crucial for an adequate and differentiated description of energy consumer types. The paper concludes by highlighting the most promising energy consumer segments and discussing possible segment-specific marketing and policy strategies. ► By applying a cluster-analytic approach, new energy consumer segments are identified. ► A comprehensive, differentiated description of the different energy consumer types is provided. ► A distinction between purchase of daily products and energy efficient appliances is essential. ► Behavioral variables are a more suitable base for segmentation than general characteristics.