Sensory description labels for food affect consumer product choice

• Published in: European journal of marketing 2012-01, Vol.46 (11/12), p.1628-1646
• Main Authors: Swahn, Johan, Mossberg, Lena, Öström, Åsa, Gustafsson, Inga-Britt
• Format: Article
• Language: English
• Subjects: Acquisitions & mergers; Culinary Arts and Meal Science; Decision making; Economics and Business; Ekonomi och näringsliv; food; grocery retail store; Labelling; Market strategy; Marketing; Måltidskunskap; Other social sciences; preference; Product development; Retail stores; SAMHÄLLSVETENSKAP; sensory description; SOCIAL SCIENCES; Övrig samhällsvetenskap
• ISSN: 0309-0566; 1758-7123; 1758-7123
• DOI: 10.1108/03090561211260013

Purpose - This observational study set out to investigate the effect of sensory description labels on consumer choice of apples in a grocery retail store.Design methodology approach - An independent observation study was conducted in a retail grocery store setting. A total of 1,623 consumers were observed over a four-day period in four different sessions, each using three apple varieties (JONAGOLD, INGRID MARIE, and ELISE). Marketing strategies differed between the sessions as follows: sort name labelling only, sort name and sensory description labelling, sort name and sensory semantic description labelling, and sort name labelling and allowing consumers to taste the apples before choosing.Findings - Consumer product choice was affected by the sensory description labels. When only the sort name was given on the label, the consumers tended to choose INGRID MARIE, which has a strong sort name. With the addition of sensory description labels, the consumer choice shifted to ELISE, which had been chosen with a low frequency when only sort name was given, but was chosen with a high frequency when sensory description labelling was used.Research limitations implications - The study was limited to red apples and one national market.Practical implications - Practitioners, managers, and marketers may benefit from using proper sensory labelling as a marketing tool for various food products, such as apples, in a grocery retail store.Originality value - This study shows the importance and value of sensory description label marketing for food products in grocery retail stores. Little attention has previously been paid to the research area within sensory marketing communication concerning the interplay of sensory perception of food and the formulation of marketing labels, or taste marketing. This paper also addresses the possible interaction between the disciplines of sensory and marketing science.