Who is the new American consumer?

Jack Cotton has witnessed an unusual response from homeowners on Cape Cod to the events of Sept. 11: They're tearing out new decor and redecorating.

Mr. Cotton, owner of Cotton Real Estate in Osterville, Mass., says several families have abruptly altered the look of their summer homes.

"People who have just finished redecorating their houses are ripping it out and putting in this whole comfort feeling," says Cotton. "They're getting rid of fancy stuff and using washed cotton ... maybe because they feel a bit guilty about their wealth."

A certain irony may attend the notion of spending more in order to appear to have spent less. But the story illustrates a trend: Consumers across the country are reshaping their priorities.

The question is: For how long?

Some of life's indulgences may seem out of place in an America still reeling from September's acts of terror. But the new tone of consumer hesitancy began to set in even before the attacks.

The harsh reminder of stock-market fallibility, an apparent decline in consumer confidence, even an uptick in personal savings all developed many months ago. Sometime last winter, experts say, many Americans began to flinch at the extravagance of gas-inhaling SUVs and 4,000-square-foot "McMansions" that seemed to characterize 1990s consumer culture.

But terrorism has accelerated the backlash. Americans are generally looking inward. Divorces are down, church attendance has soared, discussion of family, faith, and things that really matter are common, all bespeaking a significant value shift in American culture.

The change in attitudes was reinforced last month when retail sales dropped 2.4 percent, the largest decline in nearly 10 years. Some observers say that much of the drop simply resulted from consumers staying home to watch television - that a lasting new emphasis on thrift and frugality is unlikely.

But others suggest we may have entered an era in which multiple generations of Americans scale back their buying and borrowing.

Consumers molded by the uncertainty of the Great Depression in the 1930s represent the last generation recognized for its frugality. Through the latter half of the 20th century, this group's unrelenting pursuit of financial security may have seemed quaint.

But younger Americans now coming of age may be the heirs apparent. A new study of US demographic groups finds the values of so-called Generation Y, the oldest of whom are now in their early 20s, are most similar to those of their grandparents.

Their identity as team players, respectful of institutions and the status quo, were forged as part of a backlash against 1990s materialism, according to Geoff Meredith, co-author of "Defining Markets-Defining Moments." The attacks in New York and Washington, he says, will significantly reinforce the trend.

"What happened Sept. 11 is going to make it happen faster and stronger than it otherwise would have," he says.

The reverberations may quickly influence other demographic groups as well. One hint of the breadth of the shift: advertising, a traditional pulse point for a media-sensitive populace.

Some marketers began registering a value shift more than a year ago, and now are well armed for preparing companies to adjust their advertising and product development to fit the post-9/11 milieu.

The coming winter holidays will be a celebration of perceived American values: authenticity, children, community, connection, integrity, and sacrifice, says J. Walker Smith, president of marketing consultancy Yankelovich in Chapel Hill, N.C.

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