To Buy or Not to Buy: Consumers’ Demand Response Patterns for Healthy versus Unhealthy Food

Talukdar, Debabrata; Lindsey, Charles

doi:10.1509/jm.11.0222

Cited by 67 publications

(81 citation statements)

References 49 publications

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“…The emotive imagery and associated desire for unhealthy products (e.g., cookies, doughnuts, cakes) trigger impulsive purchase decisions (Loewenstein 1996;Shiv and Fedorikhin 1999;Thomas et al 2011;Wertenbroch 1998). This idea is in line with marketing scholars' findings that the impulse to consume unhealthy food is stronger than that to consume healthy food (Talukdar and Lindsey 2013). Therefore, unhealthy food poses a greater need for self-control than healthy food.…”

Section: Theoretical Development and Hypothesessupporting

confidence: 77%

The vices and virtues of consumption choices: price promotion and consumer decision making

et al. 2017

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As consumers exhibit relatively more self-control over healthy products by limiting the purchase quantity of vice choices and buying more virtue choices to adhere to healthy-eating goals, a price promotion has a stronger effect on virtue than vice choices of healthy food. In contrast, consumers exhibit relatively less self-control over unhealthy products and evaluate price promotions as a persuasive temptation mechanism; thus, a price promotion has a stronger effect on vice than virtue choices of unhealthy food. The results of the empirical analyses provide support for these hypotheses.

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Section: Theoretical Development and Hypothesessupporting

confidence: 77%

The vices and virtues of consumption choices: price promotion and consumer decision making

et al. 2017

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“…Supermarket scanner and experimental studies reveal consumers' demand sensitivity for healthy foods is greater for a price increase than a decrease, but the opposite is true for unhealthy foods (Talukdar and Lindsey 2013). This suggests that consumers are more responsive to price promotions when offered on unhealthy foods than when more nutritious options are placed on deal.…”

Section: Story and Stang 2006)mentioning

confidence: 99%

All in the Family? Parental Roles in the Epidemic of Childhood Obesity

2016

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Childhood obesity is a serious global health challenge. Families and consumption are at the nexus of the problem, as childhood weight issues depend significantly on family-related influences (genetic predispositions, physical activities, and household food consumption practices). This article focuses on how a family socializes a child toward or away from obesity. It advances a family consumer socialization framework to characterize key elements and processes.Biological predispositions, parent/family inputs, elements of child development, parent-child interactions, and intergenerational transfer are all major contributors to weight status and life course potentials. Time is also a crucial component, here represented in two forms --linear and cyclical. Drawing on extensive research from other disciplines and related consumer research, five "Foundational Properties" are distilled, representing fundamental tenets underpinning the family's role in this problem. Each property is then used to chart promising opportunities for consumer researchers and others interested in advancing knowledge on this pressing concern.

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“…In addition to these contexts, we argue that consumers' asymmetric demand patterns are also category dependent (Talukdar and Lindsey, 2013;Bell and Lattin, 2000). Food categories differ across healthiness level and palatability, which have different impacts on the 13 demand pattern.…”

Section: Asymmetric Demand Patternsmentioning

confidence: 92%

“…In this pattern, consumers are more sensitive to a fall in price than to a rise in price relative to the last purchase. Some prior studies have found empirical evidence to support this pattern, indicating that this pattern is applicable if consumers exert brand loyalty towards a brand (Krishnamurthi et al, 1992), are unfamiliar with the promotion frequency or the product's own price volatility (Han et al, 2001;Müller and Ray, 2007;Pauwels et al, 2007), and/or are less likely to "discount" price promotion (Gupta and Cooper, 1992, p.403); or if consumers exhibit a natural impulse to "overconsume" unhealthy food (Talukdar and Lindsey, 2013).…”

Section: Desirable and Undesirable Demand Patternsmentioning

confidence: 99%

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Asymmetric demand patterns for products with added nutritional benefits and products without nutritional benefits

Yan

Tian

Heravi

et al. 2016

EJM

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Purpose This paper aims to investigate consumers’ demand patterns for products with nutritional benefits and products with no nutritional benefits across processed healthy and unhealthy foods. This paper integrates price changes (i.e. increases and decreases) into a demand model and quantifies their relative impact on the quantity of food purchased. First, how demand patterns vary across processed healthy and unhealthy products is investigated; second, how demand patterns vary across nutrition-benefited (NB) products and non-nutrition-benefited (NNB) products is examined; and third, how consumers respond to price increases and decreases for NB across processed healthy and unhealthy foods is investigated. Design/methodology/approach Here, a demand model quantifying scenarios for price changes in consumer food choice behaviour is proposed, and controlled for heterogeneity at household, store and brand levels. Findings Consumers exhibit greater sensitivity to price decreases and less sensitivity to price increases across both processed healthy and unhealthy foods. Moreover, the research shows that consumers’ demand sensitivity is greater for NNB products than for NB products, supporting our prediction that NB products have higher brand equity than NNB products. Furthermore, the research shows that consumers are more responsive to price decreases than price increases for processed healthy NB foods, but more responsive to price increases than price decreases for unhealthy NB foods. The findings suggest that consumers exhibit a desirable demand pattern for products with nutritional benefits. Originality/value Although studies on the effects of nutritional benefits on demand have proliferated in recent years, researchers have only estimated their impact without considering the effect of price changes. This paper contributes by examining consumers’ price sensitivity for NB products across processed healthy and unhealthy foods based on consumer scanner data, considering both directionalities of price changes.

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To Buy or Not to Buy: Consumers’ Demand Response Patterns for Healthy versus Unhealthy Food

Cited by 67 publications

References 49 publications

The vices and virtues of consumption choices: price promotion and consumer decision making

The vices and virtues of consumption choices: price promotion and consumer decision making

All in the Family? Parental Roles in the Epidemic of Childhood Obesity

Asymmetric demand patterns for products with added nutritional benefits and products without nutritional benefits

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