Marketers must be able to categorize consumers according to some definable characteristics in order to help tailor their marketing effort. Black consumers are usually grouped into one homogenous group even though some of them are immigrants. The segmenting of the different ethnic groups needs to be modified to include different cultures among the same ethnic group. This thesis compares the differences of these subgroups in beliefs, attitudes and past purchase behaviors in response to direct marketing advertising.

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The purpose of this research was to determine the relationship between apparel store satisfaction and the patronage behavior of black college-age consumers. In addition, perceptions of the store attributes, the importance attached to the attributes, and personal characteristics were investigated separately and in relation to satisfaction. A need for this research exists because consumers’ satisfaction with the environments of retail establishments has not been researched as abundantly as satisfaction with products and services. It is important for retailers and students in clothing and textiles and business to understand the immense diversity among consumers if they are to market merchandise accurately and successfully. This study will be of value since it determines the level of retail satisfaction of the subjects since satisfaction needs to be understood before there is an understanding of patronage behavior and buying habits. Data were collected by convenience sampling on the Virginia Tech campus. Surveys were administered to students in four sections of an Introduction to Black Studies course in Spring 1994. The final sample size for this study was 90 subjects. Mean ratings of the responses were tabulated from each variables average item scores. The perception rating signified that the subjects’ general perceptions of the store personnel and atmosphere were between "neutral" and "slightly" positive on the scale. Importance ratings signified that the subjects found the store personnel and atmosphere components listed to be "very important” to "usually important". Satisfaction ratings signified that the subjects felt "satisfied" to "neutral" in relation to store personnel, atmosphere, and apparel stores in general. It was found that there is a significant relationship between the dependent variable, retail satisfaction and the independent variable, perception. One-way analysis of variance (ANOVA) showed the relationship between satisfaction with store atmosphere and perceptions of the store personnel and atmosphere to be the weakest relationship of the three satisfaction items. Correlation analyses showed no significant relationship exists between store satisfaction and the other variables, the importance attached to the image attributes, patronage behaviors, and demographics. / Master of Science

This dissertation reviewed extant literature about McGuire’s distinctiveness theory, the Elaboration Likelihood Model of Persuasion, in-group bias theory, racial identity, race source effects, and cultural cues pertaining to targeting African American and Latino consumer markets. Mexican and African American informants were interviewed after viewing magazine advertisements targeted to the other group to determine if distinctiveness to the other’s images and cultural cues occurred. Observations were also reported from ethnographic excursions across Des Moines, Iowa, a city and state where African Americans and Mexicans are numerical rarities or minorities. Results revealed that the majority of informants spontaneously delivered responses that reflected salience with the other group. In fact, both groups saw themselves as a part of a greater people of color community--extending their ethnic identities. Furthermore, informants exhibited a provisional ethnic backlash against viewing Anglos in product advertisements in their ethnic magazines. However, when ads presented a message about diversity, informants thought Anglo images should be included. Both groups said they valued the use of people of color and socially responsible messages in ads for high involvement and low involvement products, however, these images and cultural cues would not lead to purchases of new brands because informants were weary about wasting money on unfamiliar brands in a stressed economy. Consumers also scanned ads for models’ races, and paid attention to how their ethnic group and other people of color were treated in ads. Also, informants reported discussing racial issues often in social circles. A black-brown racial divide was expressed when there was a perceived scarcity of resources and when one group discussed how they felt the other group perceived their race. Finally, class and having on-going personal relationships with members of the other group affected responses. This study offers many academic, managerial, practitioner, social and political implications and recommendations. / text