Not Your Generation

For three decades, marketing has sorted people by when they were born. The research in this book says that assumption is wrong. When asked what drives their daily purchasing behavior more, their generation or their current life situation, 66% of consumers choose life situation. Only 9% choose generation. Nearly four in five would trust advice from someone in the same life stage over someone in the same age group. Nearly nine in ten say their shopping is defined more by where they are in life than when they were born. These findings come from original primary research across all four major generational cohorts. And they raise an uncomfortable question for an industry that has built campaigns, agency practices, and entire research departments around generational segmentation: What if birth year was never the right variable? In Not Your Generation, marketing consultant, researcher, and professor Caleb Roche makes the case that life stage, whether someone just bought a home, became a parent, changed careers, or retired, is a far more accurate predictor of purchasing behavior than the generational labels the industry has relied on since the 1990s. Drawing on a 500-respondent survey and case studies from Apple, Pepsi, Glossier, Patagonia, and Bud Light, the book offers a research-backed argument and a practical replacement framework for marketers who have quietly sensed that something about generational targeting wasn't working. Inside this book, you'll learn:Why the trust hierarchy that actually drives purchases looks nothing like the one most influencer budgets assume The two rules of advertising that consistently outperform demographic targeting, regardless of audience age The 8-cluster life-stage model that cuts across all four generations and reveals the customers your current targeting is missing How to audit your existing campaigns, rebuild personas around life stage instead of birth year, and measure whether the shift produces better results Why Apple's "Shot on iPhone" campaign works for everyone while Pepsi's Kendall Jenner campaign collapsed in 48 hours, and what the difference says about how to brief your next campaign