Will college students take a stand? Effects of health orientations on purchase decision factors for standing desks

Abstract

Purpose

This study aims to examine the impact of college students’ health and wellness orientations on the perceived importance of health benefits for an innovative new brand of standing desk, which is hypothesized to positively affect students’ attitudes and intentions. Research in this domain for the college student market is sparse.

Design/methodology/approach

An online survey was conducted among business students at a large Midwestern US University, with class credit offered for completion. Of the 325 students given the opportunity to participate, 210 completed the survey.

Findings

Health motivation is positively related to calorie reduction importance, whereas wellness orientation is positively related to back health and cognitive enhancement. Calorie reduction and potential cognitive benefits significantly affect attitudes toward standing desks, which positively impact intentions to use, pay a school usage fee and buy the product.

Research limitations/implications

Different health orientation factors are associated with specific health benefits, providing greater insight into consumer attitudinal motivations for health-related products. Future research can further evaluate the generalizability of the results.

Practical implications

Marketers can tailor more effective communications based on underlying consumer motivations for health-related product benefits, resulting in better marketing outcomes.

Social implications

Obesity is a growing societal issue, which could be ameliorated by improved daily behaviors, including the use of standing desks to assist in countering sedentarism.

Originality/value

To the best of the authors’ knowledge, neither academic research has yet examined standing desk purchase decision factors for the college student market, nor the effects of different health orientations on perceived health benefits.

Citation

Goodrich, K., Benden, M., Munch, J. and Wamwara, W. (2021), "Will college students take a stand? Effects of health orientations on purchase decision factors for standing desks", Journal of Product & Brand Management, Vol. 30 No. 7, pp. 949-963. https://doi.org/10.1108/JPBM-07-2019-2481