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Article
Publication date: 25 February 2014

Klaus-Peter Wiedmann, Nadine Hennigs, Stefan Henrik Behrens and Christiane Klarmann

There is empirical evidence that the image of organic products has a stronger effect on consumer perception than the intrinsic characteristics. Against this background…

3808

Abstract

Purpose

There is empirical evidence that the image of organic products has a stronger effect on consumer perception than the intrinsic characteristics. Against this background, the aim of this paper is twofold; first, to ascertain if the stimulus “organic food”, placed by storytelling, influences the perception of wine. Based on this, the study tries to discover wherein a positive perception of organic wine might be reflected (e.g. willingness to pay premium prices, better taste perception).

Design/methodology/approach

Focusing on the consumer perception and evaluation of conventional versus organic wine, it was decided to use an experimental design with a blind taste test procedure. The prediction was that subjects would rank a wine described as organic higher than a conventional wine – even if there is no objective difference. Consumer perceptions and attitudes toward the wines were assessed using a questionnaire including wine preference, buying and recommendation intention, and willingness to pay. Besides, consumer wine knowledge and consumer personal environmental orientation were measured as individual constructs.

Findings

In accordance with existing research insights, consumers tend to prefer organic products over conventional ones. In this context, the experiment shows that adding information on the product's process during a blind test leads consumers to increase their ratings in favour of the “organic wine”. Interesting is that consumers even give a better rating for “conventional wine” just described as being “organic”, indicating that the appearance and taste are perceived to be better, and the price intention is higher – thus, a pure signalling effect is achieved.

Originality/value

The key finding of the study was that even if they tasted the identical product, the respondents ascribe a significantly better taste to the organic-labelled wine compared to the conventional alternative. Besides, the willingness to recommend the organic wine and the willingness to pay differed significantly from the evaluation of the red wine presented as “conventional”. Moreover, regardless of their knowledge and attitude towards organic products in general, all respondents rated the so-called organic wine higher in all given attributes.

Details

British Food Journal, vol. 116 no. 2
Type: Research Article
ISSN: 0007-070X

Keywords

Article
Publication date: 1 February 2016

Barbara Seegebarth, Stefan Henrik Behrens, Christiane Klarmann, Nadine Hennigs and Lisa Luebbehusen Scribner

Due to consumer concerns about food-related diseases and an increase in the use of genetically modified food, more and more “green consumers” integrate environmental…

3997

Abstract

Purpose

Due to consumer concerns about food-related diseases and an increase in the use of genetically modified food, more and more “green consumers” integrate environmental considerations into daily purchases, asking for healthier, safer and higher quality food. Marketing managers still face the challenge of broadening the understanding of how and why consumers purchase organic food. Specifically, a deeper understanding of the value dimensions consumers perceive in the context of organic food products is required to develop and implement successful management strategies which might transfer positive consumer perceptions to actual buying behavior and satisfaction. The paper aims to discuss these issues.

Design/methodology/approach

Drawing on theoretical and empirical insights on organic food consumption in different markets, this research investigates antecedents of organic food products and differences regarding the relative importance of the value-based drivers across two Western nations.

Findings

The results from survey data indicate significant differences in the value perceptions, especially the functional and individual value perceptions, and recommendation behavior related to organic food for consumers from the USA and Germany. In addition, the segmentation approach provides evidence for consumer segments that cross-national borders: the “convinced opponents,” the “silent/private consumers,” the “prestige-seekers” and the “passionate evangelists.”

Originality/value

Consequently, instead of a country-based segmentation approach, marketers should emphasize the different types of consumers across national borders in order to address the differences in customer value perception in the organic food market.

Details

British Food Journal, vol. 118 no. 2
Type: Research Article
ISSN: 0007-070X

Keywords

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