Worlds apart : an investigation of South Africa’s established and emerging middle class consumers

Purpose – The purpose of the paper is to investigate the nature of variations among established and emerging middle class consumers in South Africa in response to the institution context factors associated with emerging markets that are established in international business studies. Design/methodology/approach – An exploratory research approach using semi-structured expert interviews was used to collect data. Findings – Key findings indicate distinct approaches in dealing with factors such as different fallback positions, asset ownership, education, language, family responsibility, career aspirations and risk protection in the middle class process of attaining and sustaining middle class status. Research limitations/implications – The focus on one country has the potential to minimize the generalizability of findings from the study, however, South Africa has a significantly high proportion of sub- Saharan middle class consumers. This provides a basis for further a basis for further research into other sub- Saharan African countries. Practical implications – Findings from the study provide practical insights on risk profiling of middleclass consumers for marketing practitioners. Social implications – The study provides insights into the distinct variations between emerging and established middle class consumers in areas such as language and education. These insights have potential implications on the implementation of government policies such as the Empowerment Policy and consumer protection. Originality/value – The paper expands the research agenda in the area of middle class consumer behavior in emerging markets. By concentrating on South Africa, the research expands existing knowledge beyond emerging giants like China and India, which are often a focus in literature.