Whitepaper | Consumer Sentiment & Retailer Strategy 2026|27

Whitepaper · Australian Consumer & Retailer Sentiment 2026

Retailer Strategy vs Consumer Behaviour 2026

Where retail strategy and consumer choice part ways, and what the differences mean for retail decisions in 2027.

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Inside the whitepaper

Inside Retailer Strategy vs Consumer Behaviour 2026

For six years, RDG’s sentiment research has explored how retail is changing, tracking the evolution of retailer priorities and consumer behaviour.

The 2026 study builds on this research, comparing the priorities and investment plans of 161 Australian retail leaders with what 313 Australian consumers value and experience.

01Retail leader perception is not always consumer reality
Retailers know they must change, but most are planning that change without asking their consumers. What some leaders believe drives choice is often not what consumers actually do.
02Compression of everything
Consumers want more done with less time, effort and money. Every visit and every dollar has to work harder, and retailers are expected to be fast, broad, convenient and good value all at once.
03Outsourcing of choice
Consumers are handing parts of the decision to technology, and AI is now writing the shortlist before they reach you. The question is how your brand stays chosen when a machine is helping choose.
04Fight for attention
Being present in more channels does not guarantee preference. Consumers need a reason to notice and choose the business, while each channel must justify its role and cost.
05Prevalence of the human experience
The faster retail automates, the more the human matters. Stores and people become the reason to visit: trial, expertise, welcome and belonging.

A preview of the findings

Retailers have a plan. Does it reflect why consumers choose?

01 / Business renewal

Business renewal needs to be grounded in a deeper understanding of consumers

80%

of retail leaders recognise their business model needs to adapt.

24%

of retail leaders use consumer feedback and research in planning.

What must change in our business model by 2031?

02 / The value equation

Protecting margins depends on delivering value consumers are willing to pay for

77%

of retail leaders plan to raise prices over the next 12 months.

42%

of consumers are more budget-conscious than a year ago.

What value will we compete on, and at what price?

03 / Competitive preference

Loyalty’s strategic value lies in winning preference, beyond driving repeat visits

36%

of consumers say loyalty influences choosing a retailer over competitors.

8%

of retail leaders with programs recognise this benefit of their loyalty program.

What would change if consumers set our retention priorities?

Explore the full research and key decisions for 2027.

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Questions

What is the Retailer Strategy vs Consumer Behaviour 2026 whitepaper?
It is Retail Doctor Group’s Australian Consumer & Retailer Sentiment 2026 study. It compares the priorities and investment plans of 161 Australian retail leaders with what 313 Australian consumers value and experience, showing where retailer strategy and consumer behaviour align, where they differ and what that means for retail decisions in 2027.
Who took part in the research?
313 Australian consumers took part in the RDG Consumer Poll in September 2026, and 161 Australian retail leaders completed the RDG Retailer Sentiment Survey between 14 and 30 September 2026.
Are Australian retailers planning to raise prices?
Yes. 77% of retail leaders plan to raise prices over the next 12 months, while 42% of consumers are more budget-conscious than a year ago. Poor value is the number one reason consumers say they stopped shopping with a retailer.
How are Australian consumers using AI to shop?
52% of consumers would trust an AI product suggestion and 31% already use AI to shop and want to use it more. However, only 10% would let AI complete a purchase for them. 76% of retail leaders believe consumers already discover retailers through AI, but only 39% are taking steps to improve their visibility in AI discovery.
How can retailers act on these findings?
RDG’s Discovery Sprint brings business performance and consumer insight together to identify where to improve, prioritise investment and build a focused 90-day improvement plan. Talk to RDG to get started.