AbstractThis article develops a decision-making framework that highlights how display of numeric attribute information (e.g., display of calorie information) and shoppers’ goals (i.e., having a diet focus vs. a taste focus) jointly influence shoppers’ choices and preferences. Across two sets of studies, including a field study involving the launch of a new Coca-Cola product, the authors show that when food items are displayed in an aligned manner (i.e., when food items with lower-value calorie information are displayed below food items with higher calorie values), shoppers assign more importance weight to calorie gap information. In turn, higher importance weight assigned to calorie gap information leads diet-focused shoppers to relatively prefer low-calorie food items but leads taste-focused shoppers to relatively prefer higher-calorie food items. The third set of studies shows that this decision-making framework has widespread applicability and is relevant in any domain in which advertising, retail, and...
Last. Olivier Corneille(UCL: Université catholique de Louvain)H-Index: 43
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This research examines the metacognitive effects of nutrition facts label clarity on food preferences. Two experiments show that, holding information content and comprehensibility constant, providing consumers with easier-to-process nutrition information increases purchase intentions for food products. The effect occurs not only for healthy (study 1) but also, and more ironically so, for unhealthy (study 1 and 2) food products. In addition, the latter fluency effect is found to be stronger among...
#2Dipayan Biswas(USF: University of South Florida)H-Index: 19
Would laterally displaying a healthy item to the left versus right of an unhealthy item influence choice and consumption? The results of seven studies demonstrate that displaying healthy items to the left (vs. right) of unhealthy items enhances preference for the healthy options. In addition, consumption volume of a healthy item (vis-a-vis an unhealthy item) is higher when it is placed to the left (vs. right) of the unhealthy item. We propose that a “healthy-left, unhealthy-right” (vs. healthy-r...
AbstractPublic policy research is often directed at inducing welfare-enhancing behavioral change using interventions that provide consumers with helpful information and tools. The authors suggest that the effectiveness of such public policy interventions for relevant outcomes depend on individual differences in consumer self-control. The present research examines how healthy eating and responsible spending outcomes are influenced by low (vs. high) self-control at general and domain-specific leve...
Last. Anna Fenko(UT: University of Twente)H-Index: 17
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Despite policy efforts, consumers' well-informed healthful choice is a challenge. Due to increasing number of benefit claims advertising taste or health front of pack (FOP), consumers face the dilemma to trade taste for health. To understand the mechanisms underlying food evaluation, this study investigates the health-pleasure trade-off and its effect on consumers' choice. 240 EU consumers took part in a taste experiment, after being presented with the product FOP. Half of the products carried a...
Manufacturers and online retailers are readily availing themselves of new technologies to present their merchandise using a variety of formats, including static (still image) and dynamic (video) portrayal. Building on vividness theory, the authors propose and demonstrate that presenting products and services using a dynamic visual format enhances consumer preference for hedonic options and willingness to pay for those options. The dynamic presentation format increases involvement with the produc...
The goal conflict between short-term indulgence and long-term health considerations is at the heart of unhealthy food choices and is thus a key contributor to increased adiposity prevalence. Policy makers often attempt to promote healthy eating behaviors by raising consumers' health consciousness. Given that previous health campaigns have fallen short of expectations, this article examines the potential of health consciousness to resolve the so-called unhealthy = tasty intuition (UTI). Study 1 e...
Objective This study investigated the associations of nutrition concerns, demographics, universalism (community oriented) values, perceived control over personal health and food buying, and perceived influence over the food system with intentions to purchase low fat, sugar and salt (LFSS) food products.
OBJECTIVE: Front-of-package (FOP) nutrition labels are increasingly used by food manufacturers. A call to regulate the content and format of these labels resulted in recommendations by the Institute of Medicine (IOM) for standardized FOP labels that clearly communicate packaged foods' healthfulness. It is currently unclear how consumers would interpret and use these proposed labels. This research addresses psychological factors affecting the efficacy of FOP label use. It was hypothesized that IO...
Last. Scot Burton(UA: University of Arkansas)H-Index: 63
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A myriad of front-of-package (FOP) nutrition labeling systems have been developed by both food retailers (e.g., Walmart, Safeway, Hannaford) and manufacturers (e.g., Kellogg's, General Mills) to help consumers identify more healthful options at the point-of-purchase. Given the uniqueness of these different approaches, two studies examine the effects of alternative FOP systems on shoppers’ product evaluations, choices, and retailer evaluations. When a single food item is evaluated in isolation, b...
How exactly does the display location of a sale price relative to the original price affect consumers' evaluations? Across multiple studies, including field studies with actual choices and studies with nonstudent samples, this article shows that consumer evaluations are a function of the display location of the sale price, but such evaluations are moderated by discount depth. First, presenting the smaller number to the right (vs. left) makes it easier to initiate the subtraction task, a phenomen...
There is very limited research on point-of-consumption/point-of-purchase interventions to promote more ecological and healthier food choices among tourists. To fill this gap, this paper analyses th...
Abstract The evolving retail landscape in the digital age has resulted in opportunities and novel capabilities for retailers. This paper identifies four key challenges facing retailers based on insights from practitioners and academics using the customer journey framework as a guide. It then considers evidence from both practice and theory on how contemporary retailers might best innovate in the face of these challenges, to get “the right message to the right shopper at the right time.” Historic...
Purpose: This study aims to empirically test the proposition that high narcissistic consumers are more likely to perform donation-related behavior, such as the intention to donate and to share the donation link, compared to low narcissistic consumers when the organization’s reputation is high. Built upon the evolutionary psychology theory, this study proposes that narcissism activates the status motive, and the relationship between narcissism, organization reputation and donation-related behavio...
Abstract A proposed design–ambient–social–trialability (DAST) framework for retail atmospherics broadens conceptualizations to encompass not only the in-store experience but also out-of-store experiences that the retailer can control or influence. In turn, it expands understanding of retail atmospherics to incorporate multiple retail touchpoints that a customer may encounter during a journey. This framework also introduces a new dimension to conceptualizations of retail atmospherics, namely, the...
Abstract At each stage in customers’ journeys, they encounter different types of numeric information that they process using different judgment strategies. Relevant numbers might include budgets, price, product attributes, product counts, product ratings, numbers in brand names, health and nutrition information, financial information, time-related information, and others. This manuscript provides a review of the vast array of numerical information presented to consumers at different stages of th...
Abstract Customer journey management (CJM) and understanding the role of customer experiences at each stage of the journey is of paramount importance to retailers and manufacturers to survive and thrive in this technology intensive environment. In this special issue we have focused on the following themes: the role of technology, the importance of social, cultural and political factors, and the role of retail environment, numeric information, merchandise, and packaging. We also highlight that th...
Abstract Some retailers offer price match guarantees, whereas others offer guarantees making the same promise but labeling these low-price guarantees. Do consumers respond differently to these different price guarantee labels? To address this research question, this paper leverages insights from pricing, signaling, and regulatory focus theories to demonstrate – across multiple studies – that consumers perceive price match versus low price guarantees differently. In turn, contingent on consumers’...
Last. Markus Helfert(DCU: Dublin City University)H-Index: 17
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Researchers in the retail domain today propose that, in particular, complex and non-financial goals such as ‘customer experience’ represent the new imperative and leading management objective in the age of Digital Retail, questioning the role of conventional financial measures such as revenue. However, there is no evidence in research showing the corresponding and necessary shift from financial measures to non-financial measures as subject of interest in recent years. This article aims to reveal...