“Target” versus “Non-target”: how free gift influences surplus food purchase intention

Abstract

Purpose

Free gifts have become a commonly used marketing strategy. Nevertheless, whether free gifts can and how this strategy promotes the surplus food purchase intention remain a debated topic. This paper attempts to evaluate the effectiveness of offering free gifts (target and non-target products) in enhancing the purchase intention associated with surplus food.

Design/methodology/approach

Categorically, Studies 1 to 4 were performed to analyze the impact of the free gift on the surplus food purchase intention, explore the mediating role of perceived quality uncertainty and examine the moderating role of blind-box design and mental simulation.

Findings

The study findings indicate that the provision of non-target products as a free gift exerts a more pronounced influence on surplus food purchase intention as compared to offering a target product as a free gift. Evidently, perceived quality uncertainty serves as a mediating role, whereas blind-box design and mental simulation are identified as moderators in this process.

Originality/value

This paper compares the influences of various types of free gifts, namely target and non-target products, on surplus food purchase intention through perceived quality uncertainty, thereby enhancing the existing comprehension of free gifts and surplus food purchase intention. In addition, this article extends the boundary conditions of free gifts by investigating the moderating influence of blind-box design and mental simulation.

Citation

Zhang, Y. and Wang, X. (2024), "“Target” versus “Non-target”: how free gift influences surplus food purchase intention", British Food Journal, Vol. 126 No. 8, pp. 3242-3262. https://doi.org/10.1108/BFJ-01-2024-0053