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Bolha, Anja, Urška Blaznik, and Mojca Korošec. "Influence of intrinsic and extrinsic food attributes on consumers’ acceptance of reformulated food products: A systematic review." Slovenian Journal of Public Health 60, no. 1 (December 31, 2020): 72–78. http://dx.doi.org/10.2478/sjph-2021-0011.
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Abstract Introduction Reducing the salt, sugar and fat content of food is recognised worldwide as one of the strategies available for reducing the incidence of obesity and non-communicable diseases. The food industry has a major influence on achieving these goals by preserving intrinsic (chemical and sensory properties) and modifying extrinsic (food packaging and other external information) food attributes that can influence purchasing decisions. This article is a literature review of studies that analyse the influence of intrinsic and/or extrinsic attributes on consumer product preference and purchasing decisions. Methods A keyword search for relevant studies was conducted using Web of Science, an interdisciplinary electronic resource. Articles from other sources were also included and systematically reviewed. Results The search string identified 266 results. Thirty-eight articles were included in the final analysis and coded according to intrinsic and extrinsic food attributes, reformulated nutrient, food category, condition, research methods, consumer response, study location and sample size. There are several authors investigating the effect of intrinsic rather than extrinsic product attributes. Most research deals with processed foods in the category of milk and dairy products, followed by sweetened fruit juices, meat products, sweets and bread. Salt content is the attribute most often reduced, followed by sugar and fat. Conclusions Consumers find it hard to swap potential health benefits for hedonic attributes. When evaluating products in expected conditions, they usually rate the reformulated product more highly than the conventional one, while in informed conditions they usually choose the regular product. When products are labelled with a traffic light or nutritional warnings, consumers opt for a reformulated product, even in informed conditions. This review highlights the heterogeneity between food groups, and the fact that many factors influence consumers’ product preferences and purchasing decisions. The product should be analysed as a whole and tested in blind, expected and informed conditions, as each individual factor represents a phase of the consumer purchasing decision. The extent of nutrient reduction should be determined by calculating the difference threshold, and the industry should reformulate products gradually based on how consumers detect the reduction.
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Feng, Jie, and Purushottam Papatla. "Why Consumers Talk: An Investigation of the Extrinsic Motivators of Electronic Word of Mouth." Journal of Business Theory and Practice 2, no. 1 (January 18, 2014): 63. http://dx.doi.org/10.22158/jbtp.v2n1p63.
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<p><em>We investigate the relative effects of intrinsic and extrinsic motivators on online consumer word of mouth. Specifically, we examine how the influence of product satisfaction – an intrinsic motivator – compares to three extrinsic motivators, i.e., product life cycle stage, product attributes and expert opinions, in stimulating electronic word of mouth. We also examine the roles of different types of product attributes in generating electronic word of mouth. </em><em></em></p> <p><em>The context of our investigation is electronic word of mouth for automobiles. Our results suggest that while intrinsic motivators do play a strong role in generating electronic word of mouth, extrinsic motivators such as the product’s life cycle stage, its attributes and experts’ opinions play a stronger role. Specifically, new products are likely to generate more word of mouth than older ones. Following the product’s life cycle stage in importance are the product’s attributes and expert opinions, in that order, in their influence. We also provide implications for additional research on the role of extrinsic motivators in generating consumer word of mouth. </em><em></em></p>
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Kauppinen‐Räisänen, Hannele. "The impact of extrinsic and package design attributes on preferences for non‐prescription drugs." Management Research Review 33, no. 2 (January 22, 2010): 161–73. http://dx.doi.org/10.1108/01409171011015847.
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PurposeThe purpose of this paper is to examine the influence of extrinsic attributes and package design attributes on consumer preferences of high‐risk products.Design/methodology/approachAn explorative conjoint analysis is conducted. A small‐scale sample, consisting of 18 consumers, conduct two conjoint tasks for two drug product types, i.e. painkillers and sore throat medicine.FindingsThe impact of the tested attributes varies according to the product type. The intrinsic attribute of taste is valued most in sore throat medicines, followed by colour and producer. Producer and colour are the most valued in painkillers. Colour is the most influential of the design attributes tested. Well‐known producer is perceived as more important in painkillers, whereas in sore throat medicine domestic producers are valued more.Research limitations/implicationsThe study is exploratory and limited due to the design with few statistical assumptions and to small‐scale sampling in one country only.Practical implicationsThe health care marketers should recognize the impact of package design on consumers' preferences of high‐risk products, such as non‐prescription drug.Originality/valueThere has been little research on the impact of package design attributes such as package colours on consumers in health care marketing.
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Lee, Dongmin, Junghoon Moon, and Min Ho Ryu. "The effects of extrinsic cues on online sales of fresh produce: a focus on geographical indications." Cahiers Agricultures 28 (2019): 13. http://dx.doi.org/10.1051/cagri/2019014.
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Fresh produce has rich sensory attributes, and consumers generally prefer examining physically these sensory attributes prior to purchase. The nature of e-commerce, however, limits consumers’ ability to examine products’ sensory attributes while buying online. Customers receive very limited intrinsic cues of fresh produce (such as color) when buying online and thus use only extrinsic cues to assess the quality of fresh produce. This study investigates the effects of extrinsic cues on online shopping for fresh produce, with a particular focus on the effect of geographical indication (GI), which often assumes the role of brand names among producers of fresh groceries. We used data from an online South Korean marketplace for fresh produce to conduct a linear regression analysis. The results show that products linked to GIs sold more and were ordered more frequently; other control variables had somewhat significant effects. The volume of online product reviews was found to have a significant positive effect on the amount of orders and sales, but the product rating itself did not have an effect. The price had a negative effect on the amount of orders, while the number of certifications (e.g. “organic agriculture”) had a significant positive effect on the number of orders.
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Proboyo, Adelina, and Bram Imantaka Kusuma. "The Impact of Product Attributes, Price, Place, Advertising, and Sales Promotion: A Case of Kids Shampoo in Indonesia." Petra International Journal of Business Studies 2, no. 2 (November 1, 2019): 59–70. http://dx.doi.org/10.9744/ijbs.2.2.59-70.
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Kids shampoo has been the main driver of growth for the slow-growing baby and child hair care industry in Indonesia. Knowing this phenomenon, Company A launched Product X, a kids shampoo product, in 2016. The purpose of this research is to do a gap analysis between the perception and the expectation of intrinsic and extrinsic product attributes, sales promotion, and place. Prior to the gap analysis, 109 data is collected through online questionnaires and then analyzed using a multiple regression analysis to know the impact of intrinsic and extrinsic product attributes, price, place, advertising, and sales promotion on purchase intention. The result shows that intrinsic and extrinsic product attributes, sales promotion, and place influence purchase intention significantly, while price and advertising are not significant. From the gap analysis, the perceived performance of Product X on four significant elements is lower than the expectation.
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Enneking, Ulrich, Claudia Neumann, and Sven Henneberg. "How important intrinsic and extrinsic product attributes affect purchase decision." Food Quality and Preference 18, no. 1 (January 2007): 133–38. http://dx.doi.org/10.1016/j.foodqual.2005.09.008.
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D'Souza, D. N., D. Cleary, and R. J. E. Hewitt. "Consumers want pork with ‘adjectives'." Animal Production Science 57, no. 12 (2017): 2331. http://dx.doi.org/10.1071/an17362.
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Pork is the most consumed meat globally, but its consumption varies widely across the major pork-consuming nations. Consumers consider a wide variety of intrinsic and extrinsic cues, and credence attributes, when making purchasing and consumption decisions for food products. Brand recognition has been an important extrinsic cue for consumers, especially in the case of pork-product quality. However, the branding of fresh pork products in Australia has not been very prominent, due to the dominance of retailer ‘home-brand’ labels. However, increasingly these retailer labels are using information and branding relating to adjectives (credence attributes), for example, animal welfare, production systems, environment. The role of these credence attributes in Australia are now very much regarded by consumers as surrogate indicators of pork quality. The present paper will look at consumer preferences and attitudes to pork and the role credence attributes play when consumers purchase pork. In addition, the paper looks at the role of retailers in delivering pork with adjectives.
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Robertson, Jeandri, Caitlin Ferreira, and Elsamari Botha. "The influence of product knowledge on the relative importance of extrinsic product attributes of wine." Journal of Wine Research 29, no. 3 (July 3, 2018): 159–76. http://dx.doi.org/10.1080/09571264.2018.1505605.
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Taylor, James Joseph, Mark Bing, Dennis Reynolds, Kristl Davison, and Tanya Ruetzler. "Motivation and personal involvement leading to wine consumption." International Journal of Contemporary Hospitality Management 30, no. 2 (February 12, 2018): 702–19. http://dx.doi.org/10.1108/ijchm-06-2016-0335.
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Purpose Wine sales are at the highest volumes ever and warrant a robust understanding of consumption behavior. Consequently, this study aims to examine intrinsic motivational factors (e.g. personal attributes) – those that push the consumer toward wine products – and the extrinsic motivational product attributes (e.g. situational attributes) those that draw – or pull – the consumer toward wine products. Design/methodology/approach A model has been tested in which intrinsic and extrinsic motivations interacted to predict personal involvement (PI) with wine, which in turn predicted wine consumption, forming a mediated moderation model. Findings Support has been found for a mediated moderation model of wine consumption. Thus, this study improves the understanding of how interactive motivations are mediated by PI in their influence on wine consumption. Research limitations/implications The sample is limited to participants in the National Restaurant Show, and thus the results may be limited to the sample investigated. Practical implications The findings suggest using intrinsic and extrinsic motivational factors and PI with wine to influence marketing strategies. Social implications This study has helped to expand the understanding of interactive and mediating forces that drive wine consumption. Originality/value Although previous research proposed that motivational factors interact to predict wine consumption, this interaction has not been tested empirically prior to the current study. Therefore, this study adds new insights into wine consumption by demonstrating that intrinsic and extrinsic motivators interact to predict PI with wine, which subsequently predicts wine consumption in a holistic, mediated moderation model.
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Abadio Finco, Fernanda D. B., Rosires Deliza, Amauri Rosenthal, and Carlos H. O. Silva. "The Effect of Extrinsic Product Attributes of Pineapple Juice on Consumer Intention to Purchase." Journal of International Food & Agribusiness Marketing 22, no. 1-2 (January 6, 2010): 125–42. http://dx.doi.org/10.1080/08974430903372963.
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Fandos, Carmina, and Carlos Flavián. "Intrinsic and extrinsic quality attributes, loyalty and buying intention: an analysis for a PDO product." British Food Journal 108, no. 8 (August 2006): 646–62. http://dx.doi.org/10.1108/00070700610682337.
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Kristensen, Tore, Gorm Gabrielsen, and Eugene D. Jaffe. "Is Familiarity a Moderator of Brand/Country Alliances? One More Look." TRANSNATIONAL MARKETING JOURNAL 2, no. 2 (October 30, 2014): 61–77. http://dx.doi.org/10.33182/tmj.v2i2.410.
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Product and brand familiarity have an important role in consumer choice behaviour and they have been equated with knowledge and experience Consumers having high and low familiarity utilized brand information (an extrinsic cue) in their evaluations, whereas moderately familiar consumers used intrinsic cues (product attributes) in evaluating products. The question of whether familiarity moderates the country-of-origin (COO) effect is a valid one. In this present paper, we attempt to provide additional evidence as to how familiarity with products, brands and countries moderates consumer evaluation of brand/country alliances. Specifically, we concentrate on the brand leveraging process identified by Keller (2003) applied to the effect of familiarity on country/brand alliances.
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Blanc, Simone, Raffaele Zanchini, Giuseppe Di Vita, and Filippo Brun. "The role of intrinsic and extrinsic characteristics of honey for Italian millennial consumers." British Food Journal 123, no. 6 (February 9, 2021): 2183–98. http://dx.doi.org/10.1108/bfj-07-2020-0622.
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PurposeThis study aims to examine the importance that different intrinsic and extrinsic attributes represent for young Italian consumers of honey, analysing how these aspects influence the quality perceived during consumption. In addition, demographic and lifestyle aspects have been considered as possible discriminants influencing millennial generation honey consumers.Design/methodology/approachThe authors performed a non-parametric rank-based test (Mann–Whitney U test) to analyse which attributes millennials value most, relating these to gender, sports activity or rural and urban origin. Then, to identify consumption patterns, principal component analysis, applying Kaiser normalisation and varimax rotation, was used.FindingsThis study confirms the remarkable sensitivity of the millennials towards environmental sustainability aspects. This attribute of choice seems particularly important for a clearly identifiable segment of the sample examined, represented by women who regularly practice sports and who come from urban areas. This result makes it possible to identify a type of consumer who, from early adulthood, is mindful of their lifestyle and ecological footprint. Moreover, it emerges that the most important attributes during purchasing are those related to label information, local product and origin, highlighting the awareness of young people and their maturity in the consumption of agro-food products.Originality/valueThe authors identified a trend in consumption that diverges from the classic patterns based on brand and the intrinsic characteristics of honey, but which forges new pathways more closely intertwined with the aspects of sustainability and the relationship with the territory, in addition to food safety.
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Hirche, Martin, and Johan Bruwer. "Buying a product for an anticipated consumption situation." International Journal of Wine Business Research 26, no. 4 (November 11, 2014): 295–318. http://dx.doi.org/10.1108/ijwbr-01-2014-0007.
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Purpose – The purpose of this study is to measure the product involvement of wine buyers and to examine relationships with anticipated consumption situations, places and occasions combined with the buyer’s importance of various extrinsic product attributes. Design/methodology/approach – A survey is conducted with 147 wine buyers using structured self-administered questionnaires in a central city retail location in Australia. Findings – There are no significant relationships between consumers’ involvement with wine products and what occasion or constellation of persons is anticipated when purchasing wine in a retail store. From a consumption situation perspective, both high- and low-involved buyers primarily anticipate consuming their wine together with other persons, mainly with food. High-involved wine consumers tend to consume their wine alone compared to low-involved consumers who are more likely to buy wine for other persons than for themselves. Regarding the product attributes that play an important role in retailing, this study finds that the importance of grape variety, the origin of the wine, the brand, the vintage, awards/medals and the product design increases with growing involvement in wine. The age of the buyer/consumer and the envisaged consumption occasion also affect the importance of various product attributes. We also find that wine buyers would spend on average over $15 more per unit when the wine is not bought for their personal consumption (e.g. gift). Originality/value – This study is of value to academic researchers, the wine industry in general and wine retailers in specific as it offers new insights on the role of product involvement and anticipated consumption situations when buying a product and their effects on the importance of product attributes.
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Veale, Roberta, and Pascale Quester. "Consumer Sensory Evaluations of Wine Quality: The Respective Influence of Price and Country of Origin." Journal of Wine Economics 3, no. 1 (2008): 10–29. http://dx.doi.org/10.1017/s1931436100000535.
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AbstractThe purpose of the study was to investigate the respective influences of price and country of origin as extrinsic cues on consumer evaluations of wine quality when all intrinsic cues are experienced through sensory perception. Taste testing experiments were conducted (N = 263) using Chardonnay as the test product in a 3 (country of origin, COO) × 3 (price) × 3 (acid level) conjoint analysis fractional factorial design. Price and COO were both found to be more important contributors to perception of wine quality than taste. Reliance on extrinsic cues was found to remain extremely robust even when all intrinsic cues were available through sensory experience for respondent evaluation. The research demonstrated that even when evaluating a product through consumption, consumer belief in the price/value schema dominates quality assessment. These findings mean that marketers cannot assume that intrinsic product attributes, even when experienced, will be weighted and interpreted accurately by consumers. The research significantly advances our understanding of consumers' use of extrinsic cues (price and COO specifically), and their respective influence in their determination of both expected and experienced quality. (JEL Classification: Q11, D12, M31)
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Duhan, Dale F., Shannon B. Rinaldo, Natalia Velikova, Tim Dodd, and Brent Trela. "Hospitality situations, consumer expertise, and perceptions of wine attributes: three empirical studies." International Journal of Wine Business Research 31, no. 1 (March 11, 2019): 68–88. http://dx.doi.org/10.1108/ijwbr-07-2018-0035.
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PurposeWine choices are not always fully understood by academic researchers or the industry. This paper aims to outline and test a theoretical model proposing that wine consumption may be dependent on differences in consumer expertise, the hospitality situation, characteristics of the wine itself and an interaction of these variables.Design/methodology/approachThree empirical studies (total sample size = 356) tested these theoretical propositions. Consumers with varying levels of wine knowledge were presented with experimental vignettes showing videos of wine opening and pouring and were asked to pair wines with hospitality situations.FindingsStudy 1 found that consumers with low product knowledge were more sensitive to hospitality situations and extrinsic product attributes (closures) than were the experts. Study 2 found that wine hospitality situations fall into three predicted categories, namely, food, friends and formality, although contrary to prediction, the presence of food was the weakest predictors. Study 3 demonstrated the robustness of the three-dimensional structure of wine hospitality situations.Practical implicationsThese studies provided important practical information because targeting various market segments requires the industry to know what product attributes are favored by different groups of consumers different situations.Originality/valuePrevious researchers have discussed the difficulty of measuring consumption situations. By limiting these studies to wine consumption within hospitality situations, the authors learned much about how consumers’ characteristics, product attributes and the situations interact to influence not only product assessments but also choices.
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Darr, Dietrich, Chifundo Chopi-Msadala, Collins Duke Namakhwa, Kathrin Meinhold, and Chimuleke Munthali. "Processed Baobab (Adansonia digitata L.) Food Products in Malawi: From Poor Men’s to Premium-Priced Specialty Food?" Forests 11, no. 6 (June 23, 2020): 698. http://dx.doi.org/10.3390/f11060698.
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The baobab tree (Adansonia digitata L.) is an important source of non-timber forest products in sub-Saharan Africa. Its fruits contain high amounts of vitamin C, calcium, and dietary fibre. In addition, other parts of the tree are traditionally used for human consumption, particularly during lean seasons. In line with the increasing demand for natural, healthy, and nutritious food products, the baobab has great potential to contribute to human nutrition and rural livelihoods. In Malawi, where demand for baobab has substantially increased within the last decade, baobab fruits are being processed into a variety of food and non-food products, such as fruit juice, ice-lollies, sweets, and cosmetics. Yet, information on the sociodemographic background and quality preferences of baobab consumers is scanty. The current study, therefore, aimed to (1) map the diversity of baobab products available in Malawi; (2) determine consumer segments and their preferences for the most common baobab food products; and (3) examine the contribution of major attributes of processed baobab food products on their price. We employed a mixed-methods approach including the analysis of 132 baobab products and a survey of 141 consumers in formal and informal retail outlets, adopting multistage and purposive sampling. Qualitative and quantitative data were analysed using cluster analysis, cross tabulation, and hedonic regression. Results pointed to two distinct consumer segments for baobab food products, largely following the formal–informal product divide currently existing in Malawi. Both segments clearly differed with regard to preferred product attributes. We also showed that extrinsic product attributes such as packaging quality, labelling, conformity with food standards, or health claims provided distinct differentiation potential for baobab food manufacturers. In addition to providing empirical evidence for the transition of baobab food products into higher-value market segments, our results can help food processing enterprises to improve the composition and marketing of their baobab products.
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Arboretti, Rosa, and Paolo Bordignon. "Consumer preferences in food packaging: CUB models and conjoint analysis." British Food Journal 118, no. 3 (March 7, 2016): 527–40. http://dx.doi.org/10.1108/bfj-04-2015-0146.
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Purpose – Packaging features have been shown to be of great importance for the consumer final choice of fresh products (Silayoi and Speece, 2007). Packaging is an extrinsic attribute, which consumers tend to rely on, when relevant intrinsic attributes of the product are not available. In the current literature, studies on the influences of packaging features on consumer preferences are mainly related to classical preference evaluation methods like conjoint analysis (CA). The purpose of this paper is to apply both CA and the less known combination of uniform discrete and shifted binomial distributions (CUB) models to food packaging evaluations. Design/methodology/approach – Starting from a real case study in this field, along with CA, the author apply CUB models (Iannario and Piccolo, 2010) as a useful tool to evaluate preferences. CUB models can grasp some psychological characteristics of consumers related to the “feeling” toward packaging attributes and related to an inherently “uncertainty” that affects the consumers’ choices. Both psychological characteristics “feeling” and “uncertainty” can be linked to relevant subject’s information. At first we detect preferred packaging attributes of fresh food by means of CA, then we apply CUB models to some relevant attributes from the CA study. Findings – Results show that attributes like packaging material and size/shape of packaging are the most important attributes and that biodegradable packaging, reclosable trays/bags and long “best by” date are also valuable features for consumers. The introduction of covariates showed that specific demographic characteristics are linked to both feeling and uncertainty. Originality/value – The “data driven” segmentation results give to the integrated approach “CUB models and Conjoint Analysis” the most important added value.
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Abbas, Syed Raza, Muhammad Zia-ur Rehman, and Salma Khan. "Local Market Economics: Brand Analysis in the Market." Global Economics Review I, no. I (December 30, 2016): 36–46. http://dx.doi.org/10.31703/ger.2016(i-i).04.
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The purpose of the study was to provide an overview of the present situation of the Colgate toothpaste brand in comparison with other brands on the market such as Forhans, Macleans, and others. The trust for the brand in the market provides an opportunity to examine different theoretical and practical propositions. In this research Customers segmental differences in the use of intrinsic and extrinsic product cues (physical quality, design, brand name, and price) on consumers evaluations and purchase intentions for an apparel product in Karachi market are investigated. Our findings revealed that design, brand, taste, flavor, performance, promotion were product attributes that impact product evaluations and marketing position. However, design, brand name, and performance were the main factors in attracting the customers.
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Phan, Trong, Phil Bremer, and Miranda Mirosa. "Vietnamese Consumers’ Preferences for Functional Milk Powder Attributes: A Segmentation-Based Conjoint Study with Educated Consumers." Sustainability 12, no. 13 (June 29, 2020): 5258. http://dx.doi.org/10.3390/su12135258.
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This paper investigated Vietnamese consumers’ preferences for functional milk powder products to determine if there were differences in market segments. A Qualtrics survey and a 1000minds choice-based conjoint survey were completed by 272 participants, predominantly 18-30-year-old males with high education levels and above average incomes. Firstly, general perceptions of the use of functional foods to maintain health were determined, with results revealing that participants believed in the benefits the foods claim to provide. Secondly, participants’ tradeoffs for specific extrinsic functional milk powder attributes were determined by examining the relative importance they placed on a range of attributes. Participants prioritized a quality stamp attribute and preferred that this was obtained from an international certification body. Finally, a two-step cluster analysis and multinomial logistic regression was used to profile the participants and analyze relationships between socio-demographic data and the four resulting segments (i.e., Food Safety Concerned, Price Sensitive, Premium Product Focused, and Nutrition Focused). The largest of these segments was Food Safety Concerned (46.3%) with males significantly less likely than females to be in this segment. Given the limited literature on Vietnamese consumers’ decision-making processes, this study is an important contribution to this topic, as well as providing information about market opportunities.
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Ghaani Farashahi, Behnoosh, Elizabeth Easter, and Kate Annett-Hitchcock. "Price and perceived product quality: a comparison of denim jeans in three price categories." Journal of Fashion Marketing and Management: An International Journal 22, no. 3 (July 9, 2018): 369–86. http://dx.doi.org/10.1108/jfmm-10-2017-0104.
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Purpose The purpose of this paper is to compare a set of product specifications to evaluate appearance and performance characteristics of denim jeans at three price categories, and identify any relationships between price and product quality. Design/methodology/approach This research is as a quasi-experimental laboratory study. The product specifications of jeans are identified. Next, the appearance and performance characteristics of jeans are examined initially and after one and five repeated laundering cycles. The data are analyzed within and between each price category to identify any possible relationship between price and product quality. Findings The price category of jeans does not necessarily reflect different dimensions of product quality. Although higher priced jeans had superior product specifications and visual appearance, they did not show superior performance with respect to all elements of fit, durability, and color performance when these three factors were measured through laboratory testing. Research limitations/implications The limitations of this study from a research perspective include a small sample size, gender-focused sample selection. and the focus on only three retail categories. These limitations impact the generalizability of the results but could serve as a basis for similar studies. The evaluated product quality attributes were limited to intrinsic/measurable characteristics. Future studies should consider the extrinsic attributes of quality, especially as they are related to consumer’s purchasing decision. Practical implications Retailers in moderate and budget price categories can benefit from educating consumers about the quality attributes of jeans that would ultimately influence their post-purchase experience and are not necessarily related to the product’s price category. Educators can use this information to assist in teaching students about the multiple dimensions of materials and assembly choices, and how this will impact their final products as they are learning the apparel product development process. Originality/value The focus of this study on the quantification of intrinsic product attributes is unique and provides measurable data for product evaluation by consumer researchers and industry. The results of this research identify the strengths and weaknesses in the appearance and performance characteristics of jeans in different price categories, and how those may affect consumers’ purchase intention.
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Nicola Sneddon, Joanne, Geoffrey N. Soutar, and Julie Ann Lee. "Exploring wool apparel consumers’ ethical concerns and preferences." Journal of Fashion Marketing and Management 18, no. 2 (May 6, 2014): 169–86. http://dx.doi.org/10.1108/jfmm-03-2013-0039.
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Purpose – The purpose of this paper is to explore the potentially conflicting positive and negative ethical aspects of wool apparel and the relative importance of these ethical attributes when consumers in the USA make wool apparel purchase decisions. Design/methodology/approach – A two-stage mixed-method approach was used to explore the positive and negative ethical aspects of wool apparel and the relative importance of these ethical attributes in wool apparel purchase decisions. First, focus groups were used to identify ethical attributes that were important to wool apparel consumers in the USA. In the second stage, a conjoint survey was used to estimate the relative importance of the ethical and product attributes that were identified in the focus groups and the trade-offs made within this attribute set. Findings – Seven themes of ethical issues related to wool apparel consumption emerged during the focus groups: animal welfare, workers’ rights, environmental impact, extrinsic attributes, natural wool, country of origin (COO) and fair trade. In the conjoint analysis respondents identified COO as having the highest relative importance, followed by price, brand, ethical attributes and style. A cluster analysis of survey responses suggested there were two clusters that differed in the importance they attached to ethical labelling issues in wool apparel. The first cluster, did not place a great deal of importance on the ethical labelling issues included in the study, however, the second smaller cluster, ethical issues, specifically the humane treatment of sheep, were considered most important. Originality/value – The study identified wool apparel attributes that were valued by American consumers. That product attributes were more important than ethical attributes suggests a focus on ethical credentials alone may not be effective in wool marketing. Wool apparel was more likely to be purchased by American consumers if they were made in the USA, reasonably priced, made by an independent brand, from humanely produced wool and in a comfortable style.
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Hoffmann, Nils Christian, Claudia Symmank, Robert Mai, F. Marijn Stok, Harald Rohm, and Stefan Hoffmann. "The influence of extrinsic product attributes on consumers’ food decisions: review and network analysis of the marketing literature." Journal of Marketing Management 36, no. 9-10 (June 12, 2020): 888–915. http://dx.doi.org/10.1080/0267257x.2020.1773514.
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Symmank, Claudia. "Extrinsic and intrinsic food product attributes in consumer and sensory research: literature review and quantification of the findings." Management Review Quarterly 69, no. 1 (August 21, 2018): 39–74. http://dx.doi.org/10.1007/s11301-018-0146-6.
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Hersleth, Margrethe, Erminio Monteleone, Anne Segtnan, and Tormod Næs. "Effects of evoked meal contexts on consumers’ responses to intrinsic and extrinsic product attributes in dry-cured ham." Food Quality and Preference 40 (March 2015): 191–98. http://dx.doi.org/10.1016/j.foodqual.2014.10.002.
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Lee, Won Fy, William C. Gartner, Haiyan Song, Byron Marlowe, Jong Woo Choi, and Bolormaa Jamiyansuren. "Effect of extrinsic cues on willingness to pay of wine." British Food Journal 120, no. 11 (November 5, 2018): 2582–98. http://dx.doi.org/10.1108/bfj-01-2017-0041.
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Purpose The purpose of this paper is to examine the effect of extrinsic cues on wine consumer’s willingness to pay (WTP) based on a blind tasting experiment conducted in Hong Kong. Design/methodology/approach Using data from a three-stage blind wine tasting experiment, the authors examine how an average consumer’s WTP for a bottle of wine changes as a result of knowing prior to tasting extrinsic information such as the country of origin or grape variety of an otherwise identical product. Findings The findings of this study align with previous research that finds subjective utility experienced by tasters can be significantly influenced by the belief or information given prior to the tasting. Sub-group analysis using a stratified sample based on the frequency of wine consumption and the wine taster’s prior experience with wine (grouped into expert and novice categories) suggests that it is the novice consumers that have a stronger response to the pre-tasting knowledge when evaluating wine. Experienced wine consumers, on the other hand, do not seem to respond strongly to the pre-tasting knowledge of the extrinsic attributes in their evaluation of wine. Originality/value The studies of taste preference and role of extrinsic characteristics in wine evaluation and consumption in the rapidly growing Asian market is increasingly important for the wine industry. The evidence from this study suggests the importance for producers and marketers to consider consumer heterogeneity and product differentiation when pricing and distributing their wine.
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Samoggia, Antonella, Giulia Grillini, and Margherita Del Prete. "Price Fairness of Processed Tomato Agro-Food Chain: The Italian Consumers’ Perception Perspective." Foods 10, no. 5 (April 30, 2021): 984. http://dx.doi.org/10.3390/foods10050984.
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Food consumers are increasingly searching for emotions and values when purchasing and consuming food. They search for products that ensure social and environmental sustainability, in addition to more common extrinsic product attributes, such as price, packaging, origin, and brand. In particular, there is increasing interest towards product price fairness. The current study aims at exploring consumers’ perception and understanding of price fairness, focusing on the processed tomato products agro-food chain. The study interviewed 832 people. Data were collected through an online questionnaire with the support of Qualtrics software, and data elaboration was carried out with Statistical Package for Social Science (SPSS). The elaboration includes an Exploratory Factor Analysis (EFA) to identify existing latent factors in the consumers’ perception of enabling agro-food system elements influencing farmers’ reception of fair prices. Then, factor mean values were cross-analysed with socio-economic characteristics and processed tomato consumption habits with Analysis of Variance (ANOVA). Results support the idea that consumers are limitedly aware of the processed tomato agro-food chain dynamics and consider farmers as the most unfairly remunerated partner. Women and frequently purchasing consumers of processed tomato products believe farmers should be treated more fairly. There is a difference between what consumers perceive as fair price distribution and actual price distribution among processed tomato chain actors. Further studies may focus on how fairness attribute impacts on consumer purchasing behaviour.
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Semaan, Rania W., Stephen Gould, Mike Chen-ho Chao, and Andreas F. Grein. "“We don’t all see it the same way”." European Journal of Marketing 53, no. 5 (May 13, 2019): 989–1014. http://dx.doi.org/10.1108/ejm-04-2017-0300.
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Purpose Country-of-origin (COO) effects on product evaluations have been widely applied in international marketing, albeit with mixed results. One stream of research values its importance in decision-making, whereas another stream posits that COO has little effect when compared to the greater diagnosticity of other product attributes. This suggests that how and along what other attributes (extrinsic or intrinsic) COO is presented play an important role in its relative impact. The purpose of this paper is to address these mixed results by applying one such framing perspective based on evaluation mode (i.e. separate versus joint evaluation) and preference reversals and their biasing effects to a study of COO and willingness to pay (WTP) for a product. Design/methodology/approach A three between-subject (joint evaluation, separate evaluation-domestic and separate evaluation-foreign) experimental design was used to assess whether evaluation mode moderates COO effects on product evaluations. Findings Similar results are mirrored across three/four countries. When evaluated separately, consumers value an inferior domestic-made product more than a superior foreign-made one. However, when the domestic- and foreign-made products are presented in joint evaluations, the better foreign-made product is favored. Research limitations/implications A number of limitations in terms of countries, consumers within the countries and products studied are addressed along with future research that may address these factors and test the robustness of domestic–foreign preference reversals. Practical implications The results of this study reveal practical insights to marketers. Marketing managers for better-quality foreign brands are encouraged to engage in comparative advertising appeals and sell their products in retail stores that hold both domestic and foreign products, whereas marketers for domestic products should create a selling environment that facilitate only a separate evaluation mode to enhance WTP. Originality/value This paper provides insights on the diagnosticity of COO when presented alongside intrinsic attributes and the role of evaluation mode in shaping consumers’ preferences. This research suggests that COO has different effects in different evaluation modes, thus explaining some of the mixed results in literature regarding its importance. On the one hand, COO has a decisive effect on product evaluations when products are presented separately. On the other hand, COO effect is overridden by intrinsic cues, which become more apparent when products are presented jointly. Overall, these results demonstrate the robustness of the preference reversal effect across countries and products.
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Thilmany, Dawn D., Wendy J. Umberger, and Amanda R. Ziehl. "Strategic market planning for value-added natural beef products: A cluster analysis of Colorado consumers." Renewable Agriculture and Food Systems 21, no. 3 (September 2006): 192–203. http://dx.doi.org/10.1079/raf2005143.
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In the past decade, sales of meat products labeled as natural (minimally processed) and produced without antibiotics and hormones have increased dramatically. In response to growing demand for meat products differentiated by various production attributes, many smaller-scale beef enterprises are considering direct marketing of their beef products to end-consumers as a viable approach to sustaining their family farming operations. This research uses survey data from Colorado consumers, and factor and cluster analysis to determine market segments for various (varied by production protocols and other meat attributes) natural beef products. Findings from the cluster analysis indicate that there are multiple segments of consumers who are likely to purchase natural beef, and that different segments are motivated by different factors. The most important factor explaining almost two-thirds of the differences among consumer responses relates to consumers' perceptions of the importance of meat attributes related to production practices (e.g. use of antibiotics, hormones and environmentally friendly grazing). Interestingly, the two consumer segments that are willing to pay a significantly higher premium for natural, local beef are motivated by different aspects of the meat and its intrinsic production attributes. One segment, representing 12.5% of consumers, ranked the importance of all production attributes significantly lower than the sample average. Consumers in this segment appear to be motivated by their perceptions of the extrinsic quality of natural beef products. The other segment, 13% of consumers, appears to be altruistic, ranking all production attributes such as ‘no antibiotics’, ‘no hormones’, and ‘humane treatment’, significantly higher than all of the other clusters. These results indicate the potential strength of production methods (and marketing of such quality differences) as product differentiation criteria. This paper illustrates the type of market research that may be useful for beef producers seeking value-added marketing opportunities, and portrays the types of consumers who are fueling the growth in natural meats in the United States. Such market analysis can facilitate producers' ability to effectively develop product concepts, labeling and promotional strategies targeted at the most receptive consumer segments, and illustrates that there is more than one type of consumer interested in purchasing products differentiated by sustainable production methods.
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Agnoli, Lara, Roberta Capitello, and Diego Begalli. "Behind intention and behaviour: factors influencing wine consumption in a novice market." British Food Journal 118, no. 3 (March 7, 2016): 660–78. http://dx.doi.org/10.1108/bfj-05-2015-0181.
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Purpose – The purpose of this paper is to advance the understanding of the decision-making process of consumers from novice markets facing the choice of a complex product like wine, explaining the determinants of their consumption intention and behaviour. It also aims to understand the link between product attributes and consumption intention and behaviour, analysing the role played by intrinsic and extrinsic cues. Design/methodology/approach – This study applies the theory of planned behaviour considering that individuals do not always have complete control of wine consumption behaviour, especially when they come from a novice market. A questionnaire survey, preceded by an exploratory phase, was conducted in St Louis, Missouri, a novice market for wine. Findings – This study identifies a novice consumer whose choice of a complex product is driven by experiential attitude towards the product more than the conditioning of referents, and even more than the perceived behavioural control and the interconnected concept of risk. The risk is perceived to a greater extent when it has to do with the functional nature of the product linked to its sensory component, rather than with its social or health connotations. Originality/value – This study assesses the role of intrinsic and extrinsic cues and of the perceived behavioural control, assumed as closely interconnected with the concept of risk, in explaining wine consumption intention and behaviour. Perceived behavioural control was omitted by previous studies applying the reasoned action approach to explain wine consumption behaviour.
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Massaglia, Stefano, Danielle Borra, Cristiana Peano, Francesco Sottile, and Valentina Merlino. "Consumer Preference Heterogeneity Evaluation in Fruit and Vegetable Purchasing Decisions Using the Best–Worst Approach." Foods 8, no. 7 (July 18, 2019): 266. http://dx.doi.org/10.3390/foods8070266.
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This study assesses consumer preferences during fruit and vegetable (FV) sales, considering the sociodemographic variables of individuals together with their choice of point of purchase. A choice experiment was conducted in two metropolitan areas in Northwest Italy. A total of 1170 consumers were interviewed at different FV purchase points (mass retail chains and open-air markets) using a paper questionnaire. The relative importance assigned by consumers to 12 fruit and vegetable product attributes, including both intrinsic and extrinsic quality cues, was assessed by using the best–worst scaling (BWS) methodology. The BWS results showed that “origin”, “seasonality”, and “freshness” were the most preferred attributes that Italian consumers took into account for purchases, while no importance was given to “organic certification”, “variety”, or “brand”. Additionally, a latent class analysis was employed to divide the total sample into five different clusters of consumers, characterized by the same preferences related to FV attributes. Each group of individuals is described on the basis of sociodemographic variables and by the declared fruit and vegetable point of purchase. This research demonstrates that age, average annual income, and families with children are all discriminating factors that influence consumer preference and behavior, in addition to affecting which point of purchase the consumer prefers to acquire FV products from.
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Rombach, Meike, Nicole Widmar, Elizabeth Byrd, and Vera Bitsch. "Understanding preferences of German flower consumers: the desire for sustained beauty." International Journal of Retail & Distribution Management 46, no. 6 (June 11, 2018): 560–76. http://dx.doi.org/10.1108/ijrdm-10-2017-0229.
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PurposeThe purpose of this paper is to provide insights for flower retailers, horticultural practitioners and marketing managers into the prioritisation of cut flower attributes by German residents.Design/methodology/approachApplying a best–worst scaling approach, this analysis identified the relative ranking of importance amongst product attributes relevant to German consumers when buying fresh cut flowers. A latent class analysis determined four flower consumer segments for further study. The study builds on a sample of 978 consumers and is consistent with the most recent German census in terms of age, gender, income and federal state.FindingsThe best-worst analysis showed that intrinsic flower attributes, in particular appearance, freshness and scent were found to be more important to German consumers than the extrinsic attributes studied, namely, price, country of origin and a certification indicating fair trade. The latent class analysis determined four consumer segments that desire either budget, luxury or ethical flowers or more information about flowers. For all identified consumer segments, appearance was the attribute of greatest importance. The segments that desired luxury or ethical flowers, as well as the segment that desires more information were interested in appearance, but also had relatively large shares of preferences dedicated to flower freshness guarantees. The preference for freshness guarantees in addition to appearance may be interpreted jointly as a desire for not only beautiful and aesthetically pleasing flowers, but for sustained beauty.Originality/valueInternationally, the study fills a research gap by exploring consumer’s relative preference for cut flower attributes. In contrast to existing studies on consumer preferences for flowers in Germany, the present study builds on a sample that was targeted in terms of age, gender, net household income and federal state to the most recent German census.
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Zhang, Yue, Derek Baker, and Garry Griffith. "Product quality information in supply chains: a performance-linked conceptual framework applied to the Australian red meat industry." International Journal of Logistics Management 31, no. 3 (July 2, 2020): 697–723. http://dx.doi.org/10.1108/ijlm-06-2019-0157.
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PurposeThis paper aims to address the association between the quality and quantity of information in supply chains and the costs and benefits of generating, using and sharing it.Design/methodology/approachThe authors’ conceptual framework draws on multiple disciplines and theories of the value and use of product information. Controllable aspects of information, its quality and quantity, are the focus of the study as drivers of firm and chain performance. Structural equation models of constructs at two stages of the Australian red meat supply chain are employed, using data from a survey of 81 sheep and cattle breeders and commercial producers.FindingsInformation quality influences performance more for some product attributes than others and is more influential than is information quantity. Information sharing for many attributes generates benefits only at high cost. Investment in measurement and transmission technologies is supported for intrinsic and extrinsic measures of quality. Differences in respondents' evaluation of information quality are interpreted as evidence of persistent chain failure.Originality/valueTo the authors' knowledge, this is the first attempt at quantifying and comparing the benefits and costs of information sharing across multiple stages of a supply chain and the first to assess quantitatively the role played by information quality and quantity in generating costs and benefits.
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Rossetto, Luca, and Luigi Galletto. "Retail strategies for rosé wines in Italy: a hedonic price analysis." International Journal of Wine Business Research 31, no. 3 (August 19, 2019): 282–302. http://dx.doi.org/10.1108/ijwbr-03-2018-0013.
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Purpose The purpose of this paper is to analyze the market of rosé wines in Italy, to outline retail strategies and to investigate to what extent the price is affected by branding these wines. Design/methodology/approach A survey has been carried out on retailers by collecting data about wines as intrinsic attributes (grape variety, blending, origin, alcohol content, etc.) and extrinsic attributes (brand, price, packaging, etc.) and about outlet and retail environment. The hedonic analysis required a rearrangement of data survey, while a Box-Cox transformation allowed to control the strong heteroskedasticity detected of the data. Findings Results provide strategies for still, semi-sparkling and sparkling rosé market segments. Still rosé wines are strongly differentiated, while the price is affected by the appellation, grape variety, blending, brand and outlet features. Two main strategies are suggested: the first focuses on appellations endorsing consumer’s brand loyalty; the second is driven by retailers while involving weaker brands. Different pictures emerged for semi-sparkling and sparkling wines, as producers and retailers tend to follow consumer’s preferences for fresh and easy drinking wines as well as to extend the product assortment. Research limitations/implications Results for sparkling rosé wines cannot be generalized. The high fragmentation hinders the hedonic model performance in capturing the price effects of brands, appellations, grape variety and wine blend. Practical implications The hedonic analysis provides suggestions for rosé wine producers that should reinforce their brand through associations among intrinsic attributes, such as appellation, and extrinsic ones, such as price, while satisfying retailer requirements. Originality/value The paper contributes to the knowledge base about the Italian rosé wine market, which is mostly export-oriented. Model results help to understand why the domestic consumption is stagnant with respect to other countries such as France or the USA.
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Garcia-Galan, M. Mar, Alejandro Del Moral-Agúndez, and Clementina Galera-Casquet. "Valuation and importance of the extrinsic attributes of the product from the firms´ perspective in a Spanish wine protected designation of origin." Spanish Journal of Agricultural Research 12, no. 3 (July 21, 2014): 568. http://dx.doi.org/10.5424/sjar/2014123-6036.
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Herrera González, Daniel. "Influence of Variables to Reduce the Intention and Behaviour Purchase Gaps in Eco-Label Food Products." Multidisciplinary Business Review 13, no. 1 (July 1, 2020): 71–81. http://dx.doi.org/10.35692/07183992.13.1.7.
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Academic researchers have sought to examine the variables that affect purchasing behaviour and the development of models for ethical consumer behaviour due to the fact that consumers are increasingly aware of the impact that daily food products can have on the environment. As a result, the demand for environmentally friendly food has increased rapidly and the companies have created different eco-labels to encourage consumers to buy their products. However, there is still a large gap between the intent to purchase eco-labeled products and the actual purchasing behaviour. Thus, this paper explains and assesses the extrinsic and intrinsic variables that could reduce the gap between eco-label purchase intention and the actual purchase behaviour for eco-labelled food products based on the TRA theory. The qualitative findings show that product benefits consumer environmental knowledge, consumer environmental awareness and demographic aspects, all which influence or affect the purchase intention for ecolabelled food, while the eco-label type I has no relationship with the intention of purchase for food with eco-label attributes. This paper is very useful for Latin American food companies given that most of the current research has been focused on European countries.
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Cheah, Isaac, and Ian Phau. "Effects of “owned by” versus “made in” for willingness to buy Australian brands." Marketing Intelligence & Planning 33, no. 3 (May 5, 2015): 444–68. http://dx.doi.org/10.1108/mip-01-2014-0016.
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Purpose – The purpose of this paper is to examine the effects of economic nationalism and consumer ethnocentrism in the form of country of origin (COO) cues specifically “Made in […]” and “Owned by […]” on the product judgement of bi-national wine brands (brands with multiple country affiliations). Further, the role of consumer product knowledge is examined as a moderator of these xenophobia attitudes. Design/methodology/approach – A self-administered questionnaire was designed using established scales. A convenience sample was drawn from participants attending a major wine trade exhibition in Western Australia and university students. A variety of statistical techniques were used to analyse the data. Findings – High levels of economic nationalism and anti-foreign sentiment was so strong that respondents did not want products that had any association with a foreign country, regardless of whether the products are directly or indirectly related to a foreign origin. This suggests that Australian consumers are not any more receptive to bi-national brands; as such domestic affiliations have not diluted the economic nationalistic sentiment. Further, results confirm that Australian consumers use COO cues as part of wine evaluations. Consumers with low product knowledge are likely to rely on extrinsic country cues to reinforce their brand evaluation, whereas consumers who are more knowledgeable are found to base evaluations on intrinsic attributes rather than extrinsic cues. Research limitations/implications – Only respondents from Perth, Western Australia were chosen, thus limiting the representativeness of the sample. Other cultural contexts and product categories based on a larger sample size should be investigated in the future. Practical implications – This research provides useful consumer insights and new market entry implications in terms of advertising and branding strategies for international wine manufacturers and distributors who wish to expand globally. In addition, there are managerial implications for domestic market where local retailers, merchandisers, importers can avoid importing products originating from offending countries and take on opportunity to exploit and promote “buy domestic campaigns”. Originality/value – Conceptually, this study extends the existing COO literature by introducing bi-national brands into the model; expanding on country of ownership appeals in evaluating bi-national brands; and identifying the correlation between the economic nationalism and consumer ethnocentrism constructs. Further, this research can significantly help wine marketers to develop more effective positioning strategies. It will also help in the development of pricing and promotional decisions.
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Lopez, Annalaura, Mauro Vasconi, Monica Battini, Silvana Mattiello, Vittorio Maria Moretti, and Federica Bellagamba. "Intrinsic and Extrinsic Quality Attributes of Fresh and Semi-Hard Goat Cheese from Low- and High-Input Farming Systems." Animals 10, no. 9 (September 3, 2020): 1567. http://dx.doi.org/10.3390/ani10091567.
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In this study, we investigated the lipid composition of fresh and semi-hard goat cheese produced in three Italian farms as well as the welfare assessment of goats reared in these farms. The fatty acid (FA) profile of cheese samples were found to be strictly related to the livestock system. Cheese collected from farms in which goats were allowed to graze and were fed diets with a higher forage/concentrate (F/C) ratio showed a FA profile represented by higher contents of health-promoting fatty acids. In the same samples, the health lipid indices showed the most favorable values. Conversely, cheese samples collected from a conventional-lowland farm, where goats were fed with higher amounts of concentrates and lower F/C ratio, presented a lower nutritional quality, characterized by the worst results for what concerns the health lipid indices. Then, we built a multivariate model able to discriminate samples coming from farms managed by a low-input system from those coming from farm managed by a high-input system. The comparison of animal welfare measurements and fatty acids data showed that a better intrinsic quality of low-input farms did not always correspond to better extrinsic quality, suggesting that the information on the livestock system is not always enough to provide consumers with complete awareness of the total product quality.
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Luceri, Beatrice, Sabrina Latusi, and Cristina Zerbini. "Product versus region of origin: which wins in consumer persuasion?" British Food Journal 118, no. 9 (September 5, 2016): 2157–70. http://dx.doi.org/10.1108/bfj-01-2016-0035.
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Purpose The purpose of this paper is to investigate the effectiveness of highlighting the geographical area in question – through either pictorial or pictorial-textual formats – in print-advertising messages for European Union geographical indication (GI) quality-labelled products. Design/methodology/approach A 2×3 between subjects factorial design was used to manipulate the type of GI, namely, protected designation of origin vs protected geographical indication, and the region of origin presentation in the advertisement (absent vs pictorial vs pictorial-textual), while measuring participant brand attitude and intention to buy (dependent variables). Findings Results show a significant main effect of the region of origin presentation on brand attitude and purchase intention. Communicating the region of origin through pictorial cues leads to more favourable responses than when there is no reference to it in the advertisement. The presentation of the region of origin through pictorial-textual cues leads to more positive responses than communication based just on pictorial cues. No interaction effect between the type of GI and the region of origin presentation is found. Originality/value The study makes a new contribution in the field of communication about typical food products, since the ability of the geographical area to increase consumers’ purchase intention has not been systematically tested in an advertising context. To date, there is no strong evidence on how effective it is to convey the values of the geographical area through its picture and/or name. On a practical level, the study supports new communication strategies for typical food products in a context where messages tend to use intrinsic advertising cues that emphasize physical product attributes, rather than extrinsic advertising cues that leverage intangible product values.
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Su, Tsai, Chen, and Lv. "U.S. Sustainable Food Market Generation Z Consumer Segments." Sustainability 11, no. 13 (June 30, 2019): 3607. http://dx.doi.org/10.3390/su11133607.
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This study explores the interaction between environmental consciousness and sustainable food attributes as predictors in the market segmentation process for sustainable foods with respect to United States (U.S.) Generation Z (Gen Z) consumers. This study was executed using a cross-national, web-based survey to analyze and categorize Gen Z female (n = 435) and male (n = 377) consumers between 18 and 23 years of age living in the continental United States. The objectives of this study were to classify U.S. Gen Z consumers into unique segments based on their environmental consciousness and to assess the functional relationships among the following: (a) their degree of ecological awareness; (b) the importance of the perception of sustainable food attributes; (c) their food choices associated with healthy eating habits; and (d) sociodemographics. Survey data were analyzed using cluster analysis of consumer groups based on environmental consciousness. Environmental consciousness was measured using a composite score of the environmental involvement scale and the environmental values scale. Gen Z consumers with high environmental consciousness (sustainable activists) and moderate ecological awareness (sustainable believers) considered more eco-friendly and healthy product attributes when purchasing sustainable food, whereas Gen Z consumers with low environmental consciousness (sustainable moderates) considered more extrinsic product attributes (e.g., price and convenience). Furthermore, the results indicate that food choices associated with healthy eating habits could be used to develop a profile for different eco-conscious Gen Z consumer groups. The contributions of this study are twofold. First, for academic researchers, this paper extends marketing segmentation research concerning environmentally sensitive young consumers. Second, for industry professionals, this study provides food retailers or food service operators with sustainable consumer values that will aid in the development of effective, green marketing strategies to better attract and meet the sustainability expectations of Gen Z—the consumer segment with the most spending power of any generation.
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Bo Liu, Hong, Breda McCarthy, Tingzhen Chen, Shu Guo, and Xuguang Song. "The Chinese wine market: a market segmentation study." Asia Pacific Journal of Marketing and Logistics 26, no. 3 (June 3, 2014): 450–71. http://dx.doi.org/10.1108/apjml-07-2013-0089.
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Purpose – The purpose of this paper is to examine how the Chinese wine market can be meaningfully segmented and to explore marketing implications for the Australian wine sector. Design/methodology/approach – The research is descriptive in nature, using an online survey to collect quantitative data on wine consumer behaviour. A total of 407 responses were obtained. Data analysis included descriptive analysis (frequency distributions) and cluster analysis. Findings – The research identifies three clusters of wine consumers: “the extrinsic attribute-seeking customers”, “the intrinsic attribute-seeking customers” and “the alcohol level attribute-seeking customers”. These groups of consumers were categorised using a behavioural (benefit) segmentation base. Research limitations/implications – The use of an internet survey and convenience sample limits generalisation of the findings. The adoption of a behavioural basis in conducting the segmentation is a limitation. The use of more complex segmentation bases, such as psychographics, may yield a richer understanding of the Chinese wine consumer in future studies. Practical implications – The customer profiles provide Australian wine marketers with an insight into Chinese wine consumer behaviour. Brand positioning can be improved by ensuring that the brand emphasises certain product attributes which the segments value when choosing wine. Originality/value – Little previous research on market segmentation has been conducted in mainland China. For Australian wine marketers, this study provides a baseline study into market segmentation and may assist with targeting and brand positioning decisions.
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Ferreira, Carla, Lina Lourenço-Gomes, and Lígia M. C. Pinto. "Region of origin and consumers’ quality perception of wine: an assimilation-contrast approach." Wine Economics and Policy 10, no. 1 (April 7, 2021): 57–71. http://dx.doi.org/10.36253/wep-9418.
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Wine quality perception involves both intrinsic and extrinsic attributes and is related to consumer liking and acceptability of a product. The main purpose of this paper is to evaluate the actual role of the region of origin cue on the experienced, expected, and perceived quality of wine, as well as on the discrepancies between them. Using an experimental design set up, real tasting sessions were applied to elicit consumer quality perception in three different information conditions: (1) blind tasting (2) labelled tasting (region informed evaluation); and (3) wine tasting under full information. In total, 136 wine consumers stated their preferences through liking score. The results from the assimilation-contrast framework show that region of origin affects the experienced, expected, and perceived quality, as well as the agreement between them. Thus, the region of origin may offer a good predictive value of the product, increasing the consumer expectations. These results have important implications for producers as they demonstrate that the region of origin may be used as a brand.
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Antonio Padilla Bravo, Carlos, Adriana Soto Rubio, and Achim Spiller. "The homemade food market." Journal of Agribusiness in Developing and Emerging Economies 4, no. 1 (May 13, 2014): 32–58. http://dx.doi.org/10.1108/jadee-03-2013-0013.
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Purpose – The purpose of this paper is to analyse the combined effect of sensory variables, information and attitudinal constructs in the prediction of consumer behaviour towards homemade food. Design/methodology/approach – A quantitative survey-based study was carried out in Lima, Peru, with subjects involved in making household food purchasing decisions. A sensory test was performed and respondents were asked about their degree of liking (DOL) and intention to buy (ITB) a specific homemade food product. Ordinary least squares was used to identify predictors of DOL and ITB. Findings – Information about homemade characteristics affects neither the sensory evaluation of a homemade food product nor the dependent variables. The sensory attributes were the most important predictors of overall DOL, whereas buying intention was strongly influenced by the overall liking of the product. Attitude towards homemade food significantly predicted both dependent variables as well. While the importance given to extrinsic cues had a negative effect on overall DOL, food enjoyment positively affected ITB. Research limitations/implications – Bias in some socio-demographic aspects and the fact that only one homemade product category was assessed in a specific location do not allow for generalisations. The use of negative-to-positive response scales might also have biased the results of this study. Originality/value – To the best of the authors knowledge, this is the first research paper that analyse the combined effect of information, socio-demographic, psychographic and sensory variables in the prediction of consumer behaviour towards homemade food.
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LI, XIAOGU, KIMBERLY L. JENSEN, DAYTON M. LAMBERT, and CHRISTOPHER D. CLARK. "CONSEQUENTIALITY BELIEFS AND CONSUMER VALUATION OF EXTRINSIC ATTRIBUTES IN BEEF." Journal of Agricultural and Applied Economics 50, no. 1 (August 15, 2017): 1–26. http://dx.doi.org/10.1017/aae.2017.17.
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AbstractThis study measures willingness to pay (WTP) for extrinsic attributes (Angus, local, DNA traceable, raised carbon friendly, and humanely treated cattle) in steak and ground beef using choice-based experiments from a national consumer survey. Belief that survey responses could have consequences on beef products offered by the steak and ground beef industry is investigated, as well as its effect on attribute WTP. For most attributes, belief in consequentiality increases WTP. Results suggest that although consequentiality believers tend to place greater importance on certain food industry issues, they are less certain about the attribute's provision actually effecting change in the industry.
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Behe, Bridget K., Benjamin L. Campbell, Hayk Khachatryan, Charles R. Hall, Jennifer H. Dennis, Patricia T. Huddleston, and R. Thomas Fernandez. "Incorporating Eye Tracking Technology and Conjoint Analysis to Better Understand the Green Industry Consumer." HortScience 49, no. 12 (December 2014): 1550–57. http://dx.doi.org/10.21273/hortsci.49.12.1550.
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Plants are often merchandised with minimal packaging; thus, consumers have only the plant (intrinsic cue) or information signs (extrinsic cues) on which to assess the product and base their purchase decision. Our objective was to segment consumers based on their preferences for certain plant display attributes and compare their gaze behavior when viewing plant displays. Using conjoint analysis, we identified three distinct consumer segments: plant-oriented (73%), production method-oriented (11%), and price-oriented (16%) consumers. Using eye tracking technology, we show that subjects spent more visual attention to cues in the horticultural retail displays that were relatively more important to them. For example, plant-oriented consumers were the fastest segment to fixate on the plants and looked at the plants for longer amounts of time compared with the other segments. Production method-oriented consumers looked at the labeling related to production method for a longer duration, whereas the price-oriented consumer looked at the price sign the longest. Findings suggest that retailers should carefully consider the type of information included on retail signage and the visual impact it has on different consumers.
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Bolton, Ruth N., and Matthew B. Myers. "Price-Based Global Market Segmentation for Services." Journal of Marketing 67, no. 3 (July 2003): 108–28. http://dx.doi.org/10.1509/jmkg.67.3.108.18655.
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In business-to-business marketing, managers are often tasked with developing effective global pricing strategies for customers characterized by different cultures and different utilities for product attributes. The challenges of formulating international pricing schedules are especially evident in global markets for service offerings, where intensive customer contact, extensive customization requirements, and reliance on extrinsic cues for service quality make pricing particularly problematic. The purpose of this article is to develop and test a model of the antecedents of business customers’ price elasticities of demand for services in an international setting. The article begins with a synthesis of the services, pricing, and global marketing literature streams and then identifies factors that account for differences in business customers’ price elasticities for service offerings across customers in Asia Pacific, Europe, and North America. The findings indicate that price elasticities depend on service quality, service type, and level of service support and that horizontal segments do exist, which provides support for pricing strategies transcending national borders. The article concludes with a discussion of the managerial implications of these results for effective segmentation of global markets for services.
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Vani, G., and N. Panchanatham . "Toothpaste Brands –A Study of consumer behavior in Bangalore city." Journal of Economics and Behavioral Studies 1, no. 1 (December 15, 2010): 27–39. http://dx.doi.org/10.22610/jebs.v1i1.212.
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‘Consumer is king’ –the statement carries profound truth in it. Today the success of any firm depends upon the satisfaction of consumers. For satisfying the consumers the firm should know about the behavior of the consumers. In these circumstances understanding consumer is a very difficult task because of the changing technology, innovation, and changes in life style. Researchers conducted many research in this area, and they given only few suggestion, but there is no final conclusion. As per the ideas given by the researchers, there are two factors influencing the consumers such as intrinsic and extrinsic factors. It is difficult to classify consumers by conventional demographic factors and unless their thought process and buying behavior are fully understood, decisions on product designs and packaging, branding and distribution channels are likely to be misplaced. With the inevitability of change looming large over the horizon, Indian companies must learn from their western counterparts; not only to identify the sources, timing and direction of the changes likely to affect India, but also the new competencies and perspective that will enable them to respond to these changes, comprehensively and effectively. This study mainly focus on understanding the external factors like demographic, social, cultural ,price, quality ,product attributes etc for buying toothpaste. The market share of any product is highly determined by the purchasing behavior of the consumers. Following study is conducted by the researcher to find out the behavior of the consumers, to analyze the preference of consumers, & consumer awareness. Descriptive research design was adopted and the data is collected through primary and secondary sources. The method adopted for conducting survey is questionnaire; Simple random sampling technique was adopted for selecting the consumers.
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Vijaranakorn, Ketsuree, and Randall Shannon. "The influence of country image on luxury value perception and purchase intention." Journal of Asia Business Studies 11, no. 1 (January 3, 2017): 88–110. http://dx.doi.org/10.1108/jabs-08-2015-0142.
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Purpose This study aims to develop a theoretical concept by examining the country image effects on luxury value perception, a matter past studies have overlooked. Multiple facets of country image, cognitive and affective dimensions, have been developed to evaluate perceived luxury value and purchase intention. However, no prior studies have considered all the types of perceived luxury values: utilitarian value, hedonic value, symbolic value and economic value, considered in relation to cognitive and affective country image in an emerging country’s market. Accordingly, this study has attempted to explore the ways Thai luxury consumers perceive the image of the country and the influence of the perceived value of Thai luxury brands, to learn which country attributes strengthen the luxury brand’s value and customers’ purchase intention. Design/methodology/approach A total of 407 Thai respondents, who were luxury-product consumers who knew and previously had bought either Thai luxury brands or global luxury brands, comprised the final sample examined. Structural Equation Modeling was employed in this research to test the research hypotheses. The structural model proposed a causal relationship between two endogenous constructs, cognitive and affective country images, and five exogenous constructs: utilitarian value, hedonic value, symbolic value, economic value and purchase intention. Findings The findings confirmed that countries are like brands in that the perceived image of each country’s aspects, cognitive and affective, influences the perceived value in each dimension differently, and so affects purchase intention. This implies that the evaluation of perceived quality or perceived value for money, as in past studies, cannot accurately demonstrate what particular benefits consumers receive when they utilize the country-image cue. Country image has both symbolic and emotional significances for consumers. The findings have provided a more precise measure of the effects of country image as well as important information on country positioning the in the world market. Research limitations/implications There are some limitations in this study. The reliance on Thai samples from one city has limited the generalizability of the findings. Moreover, this study considered only one country of brand origin, and only one product category has been chosen as the stimulus, which together are the major limitations of this study. Future research could also consider further testing country image effects on value perception with other extrinsic attributes, rather than using a single cue, as this study did. Additionally, antecedent variables that may have an influence on country-image effects should be considered in future studies. Practical implications The relation of country image and value perception could help both governments and companies support their national brands more effectively, or to export products in accordance with the image aspect that most strongly impacts consumers’ positive perception of value. Moreover, it would be valuable for companies producing luxury products to know which country attributes strengthen the brand’s value. Luxury-brand managers will have to take these aspects into consideration when developing their communications strategies (Krupka et al., 2014). Originality/value There is a lack of research as regards the impact of a brand name’s perceived origin on the luxury perception associated with that brand (Salciuviene et al., 2010). This research is the first to investigate the theoretical framework of luxury value perception found in relation to cognitive and affective country images. From an academic perspective, this study sought to increase the theoretical research relating to the ambiguous conceptualization of the country-image effect on consumers’ perception of value in luxury products. Additionally, the relation of country image to luxury value perception could help both governments and companies support their national luxury brands more effectively, or to export luxury products in accordance with the image aspect that most strongly impacts consumers’ positive perception of value.
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Ardeshiri, Ali, and John Matthew Rose. "How Australian consumers value intrinsic and extrinsic attributes of beef products." Food Quality and Preference 65 (April 2018): 146–63. http://dx.doi.org/10.1016/j.foodqual.2017.10.018.
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Espejel, Joel, Carmina Fandos, and Carlos Flavián. "The role of intrinsic and extrinsic quality attributes on consumer behaviour for traditional food products." Managing Service Quality: An International Journal 17, no. 6 (November 20, 2007): 681–701. http://dx.doi.org/10.1108/09604520710835000.
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