More U.S. Shoppers Plan to Increase Holiday Spending, Annual Accenture Survey Reveals

Consumers are willing to share personal information with retailers in
order to receive personalized offers

U.S. Holiday Shopper Profile Highlights:

  • Forty percent plan to spend more on their holiday shopping this year,
    up from 25 percent in 2014.
  • Online is the preferred shopping option as compared to in-store though
    one in 10 think they will use a particular channel depending on what
    they are purchasing.
  • Sixty-five percent prefer to purchase products from the website of a
    brick-and-mortar retailer (versus other online stores), due to
    convenience, trust and security.
  • Half of consumers are likely to shop on Thanksgiving, while 28 percent
    believe Thanksgiving should be spent with family.
  • Fifty-one percent are willing to share personal information with
    retailers in order to receive personalized offers from retailers, up
    from 33 percent in 2014.
  • Webrooming and showrooming will be prevalent among U.S. shoppers, with
    69 percent and 65 percent likely to participate in each respectively.
  • Sixty-one percent of shoppers are influenced by social media when
    making purchasing decisions.

NEW YORK–(BUSINESS WIRE)–Sparked by increasing optimism around consumers’ personal financial
situations, U.S. consumers are showing a dramatic increase in their
spending expectations this holiday season, with 40 percent planning to
spend more on holiday shopping this year, versus just 25 percent saying
the same last year according to Accenture’s (NYSE:ACN) annual holiday
shopping survey.

The Accenture Holiday Shopping Survey found that while
consumers are willing to spend more this year, they are still enticed by
a good deal. Eighty-seven percent of shoppers are typically persuaded by
discounts of 20 percent or more to purchase an item, with 23 percent
being persuaded by discounts of just 20 – 29 percent.

While some retailers are closing their doors on Thanksgiving, consumers
remain enthusiastic about shopping that day with 50 percent likely to do
so, up from 45 percent in 2014. On par with 2014, 63 percent of
consumers plan to shop on Black Friday. Consumers are split between
planning to shop via their laptop/desktop on Thanksgiving (43 percent)
and Black Friday (42 percent), while 40 percent and 42 percent plan to
shop in-store on Thanksgiving and Black Friday respectively. Younger
shoppers especially males are the most likely to shop on Thanksgiving
day/night. Under a third (between 28 percent – 32 percent) of this group
will purchase between 50 percent – 100 percent of their items in-store
or on laptop/desktop.

“With consumers willing to spend more on holiday purchases again this
year, this holiday season represents a strong opportunity for
retailers,” said Patricia Walker, Senior Managing Director, Products,
and North America Retail Practice Lead at Accenture. “However, in order
to capitalize on the opportunity, retailers need to focus on offering a
seamless experience for shoppers who will be shopping both online and
in-store. As consumers make digital technology a natural part of their
lives, their shopping habits have evolved rapidly. If they experience
personalization on one channel, they start to expect it across all
channels. This represents a great opportunity for retailers who take
advantage of new and emerging digital technologies to enhance the
shopping experience.”

Consumers Want a Personalized Holiday Shopping Experience

Despite increased instances of cybersecurity breaches across multiple
industries in the past year, consumers are increasingly open to sharing
personal information with retailers in order to receive personalized
offers. The Accenture survey revealed that 51 percent of U.S. consumers
are willing to share personal information, up from 33 percent indicating
a willingness to do so in 2014. Meanwhile, one quarter (24 percent) are
unsure and another quarter (25 percent) are unlikely to share personal

When it comes to enticing shoppers to share their personal information
and shopping preferences, respondents revealed that discounts and
coupons (cited by 72 percent) are the most popular catalysts, while
rebate schemes (cited by only 23 percent) are the least likely to entice
them. Additionally, when considering channels, e-mail (cited by 53
percent) and in-store promotions (cited by 53 percent) are the channels
where consumers feel they are most enticed by offers and coupons.

“What we see is that consumers are prepared to share personal
information in order to get personalized benefits. Fifty-six percent of
respondents prefer discounts or deals to be proactively sent to them,
with those aged 18 – 35 wanting these discounts to be highly
personalized and relevant. For retailers, it is important that they
strike the right balance in the customer relationship to create trust,
engagement, affinity, desire and delight. Retailers must be able to
adapt their approach to address the privacy needs of each individual
customer,” said Walker.

Webrooming and Showrooming

The Accenture survey revealed that more than 69 percent of U.S. shoppers
are likely to participate in ‘webrooming’ (shopping for products online
before visiting the retail store to make their purchase) and 65 percent
are likely to participate in ‘showrooming’ (visiting a store to review a
product before purchasing it online). Among those likely to take part in
webrooming, top reasons for doing so included preferring to touch and
feel the product before purchasing it (cited by 49 percent), wanting to
make sure a product is in stock before going in-store to purchase it
(cited by 46 percent) and to avoid paying for shipping (cited by 42

Interestingly, most 18 – 44 year olds are likely to use “showrooming”
while all age groups are happy to use “webrooming.” Nearly half of
females (46 percent) will use “webrooming” to avoid the cost of shipping.

For those consumers purchasing items online and picking them up
in-store, 67 percent, up from 57 percent in 2014, are likely to buy
additional items during their in-store visit. Females between the ages
of 25 – 34 are the group most likely to buy additional items when using
the in-store pick up option.

Holiday Shopping Channel Preferences

Online is the preferred shopping option (for 54 percent of respondents)
as compared to in-store where a retailer has a presence in both
channels, although one in 10 think they will use a particular channel
depending on what they are purchasing.

Sixty-one percent of consumers surveyed say social media will have some
influence on their purchasing decisions, with the 18 – 44 age
demographic being the most influenced by social media. Key reasons for
social media’s influence included being able to see what’s trending in
real-time and what other shoppers are buying (cited by 46 percent) and
feeling the ads and offers on social media are highly relevant to them
(cited by 33 percent).

“Retail is everywhere, and no longer about a location or a
channel. Today’s on-the-go nature of consumers has influenced shifts in
channel preferences. While we know consumers value content and social
media that reflects their lifestyles, our research shows us that social
media has very little influence on the purchasing decisions of those
aged 45 and over. The younger shoppers who are influenced by social
media mostly like to see what’s trending and what others are buying,”
said Walker.

For consumers planning to visit brick-and-mortar stores this holiday
season, the top three factors that would enhance their in-store shopping
experience are in-store promotions (cited by 55 percent), being able to
touch, feel and see items in person (cited by 46 percent) and seamless
operations such as short lines and quick service (cited by 42 percent).
When it comes to technology enhancing the in-store experience, most
consumers ranked digital coupons as the most important technology,
followed by self-service payment options and kiosks with digital set-ups.

Additional trends highlighted by the survey include:

Discount, Deals and Benefits

  • Fifty-six percent of shoppers prefer to be targeted proactively with
    discounts and deals, compared with only 20 percent who prefer to seek
    out deals themselves.
  • Among benefits offered by retailers, 39 percent of shoppers plan to
    take advantage of competitor price matching on the spot, while only 18
    percent plan to take advantage of Lay-Away.
  • Just under half (42 percent) of females aged 18 – 44 years will take
    advantage of purchasing online and having it delivered in-store whilst
    48 percent of younger males are more interested in competitor price

U.S Shoppers Gear Up for Thanksgiving and Black Friday

  • Thirty-five percent of shoppers believe Black Friday will offer the
    best deals, while 20 percent believe Cyber Monday will offer the best
  • Fewer shoppers than in previous years (28 percent, down from 32
    percent in 2014 and 41 percent in 2013) believe that Thanksgiving
    should be spent with family versus holiday shopping.
  • A quarter (24 percent) of women start shopping early or randomly
    throughout the year with an even higher percentage (37 percent)
    starting in the autumn period whilst a fifth (22 percent) of men go
    gang-busters from Thanksgiving/Black Friday or start around December
    when they get into the Holiday festivities.
  • For men who shop late, they are hoping to have better discounts,
    especially males aged 25 – 34. Of note, 100 percent of 35 – 44 year
    old men say they are too busy to shop earlier followed by three
    quarters (75 percent) of younger males. The women who shop late do so
    because they want more time to save.

The Holiday Shopping List

  • For the most popular items shoppers plan to buy, apparel topped the
    list (cited by 69 percent versus 56 percent in 2014) and gift cards
    came in second (cited by 64 percent versus 57 percent in 2014).
  • Thirty-nine percent of shoppers will spend an average of $26 to $50 on
    a gift card this holiday season, mostly from discount retailers (46
    percent) and restaurants (45 percent), which were also top choices in
    the 2014 survey. Over half (53 percent) of those between 45 – 59 years
    spend more on restaurants.

Online and In-store Frustrations

  • Top frustrations keeping consumers from purchasing more goods online
    include: shipping costs (cited by 60 percent); not being able to see,
    touch and feel the product (cited by 49 percent); shipping delays
    (cited by 36 percent); and security concerns (cited by 29 percent).
  • Top frustrations keeping consumers from purchasing more goods in-store
    include: long waiting lines and crowds (cited by 65 percent); distance
    to store locations (cited by 35 percent); parking challenges (cited by
    34 percent); and lack of desired inventory options at a particular
    store (cited by 30 percent).
  • Only two percent of consumers are planning to shop on mobile devices,
    with most (43 percent) citing privacy and security issues as a major
    reason for not shopping on mobile devices.


Accenture conducted an online survey using a representative sample of
1,537 U.S. consumers in September and October 2015.

About Accenture

Accenture is a leading global professional services company, providing a
broad range of services and solutions in strategy, consulting, digital,
technology and operations. Combining unmatched experience and
specialized skills across more than 40 industries and all business
functions – underpinned by the world’s largest delivery network –
Accenture works at the intersection of business and technology to help
clients improve their performance and create sustainable value for their
stakeholders. With more than 358,000 people serving clients in more than
120 countries, Accenture drives innovation to improve the way the world
works and lives.


Caroline Douglas, + 35 3 87 680 0074