Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Product Line Extension
In the ultra-high temperature (UHT) milk category, parent brands introduce line extensions as innovative product designs to address the competitiveness in the market. However, not knowing if consumers will purchase the product results in uncertainty for the product design and marketing team. Using t...
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| Format: | Article |
| Language: | English |
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University of Warsaw
2022-01-01
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| Series: | Journal of Marketing and Consumer Behaviour in Emerging Markets |
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| Online Access: | https://press.wz.uw.edu.pl/jmcbem/vol2022/iss1/1/ |
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| author | Elizabeth Kempen Lorna Christie |
| author_facet | Elizabeth Kempen Lorna Christie |
| author_sort | Elizabeth Kempen |
| collection | DOAJ |
| description | In the ultra-high temperature (UHT) milk category, parent brands introduce line extensions as innovative product designs to address the competitiveness in the market. However, not knowing if consumers will purchase the product results in uncertainty for the product design and marketing team. Using the behavioural reasoning theory, the purpose of this study was to explore South African consumers’ reasons for purchasing a UHT line extension that was designed to include the word ‘enriched’ and other extrinsic line extension attributes comprising product packaging design, country of origin and price. An exploratory-descriptive qualitative study was conducted using six focus groups involving milk consumers from a South African university. Three behavioural approaches (i.e. curiously cautious, unconditional and habitual) emerged, with differentiating characteristics of the behaviour towards the UHT line extension. Each extrinsic product attribute was characterised by specific behavioural acts that positively or negatively infl uenced the reasons for purchasing the UHT line extension. The behavioural reasoning theory was useful in explaining the linkage between the reasons for or against purchasing a UHT line extension product and the intended behaviour, which contributes to a better understanding of consumers’ approaches to a UHT line extension. Findings can assist food designers and marketers in designing a UHT line extension that resonates with consumers. |
| format | Article |
| id | doaj-art-a582a4bf98a44b5e83e23fac2c1b8f8f |
| institution | Kabale University |
| issn | 2449-6634 |
| language | English |
| publishDate | 2022-01-01 |
| publisher | University of Warsaw |
| record_format | Article |
| series | Journal of Marketing and Consumer Behaviour in Emerging Markets |
| spelling | doaj-art-a582a4bf98a44b5e83e23fac2c1b8f8f2025-02-05T12:38:12ZengUniversity of WarsawJournal of Marketing and Consumer Behaviour in Emerging Markets2449-66342022-01-012022142110.7172/2449-6634.jmcbem.2022.1.1Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Product Line ExtensionElizabeth Kempen0https://orcid.org/0000-0002-4447-7797Lorna Christie1https://orcid.org/0000-0002-7177-8325Department of Life and Consumer Sciences, University of South AfricaDepartment of Life and Consumer Sciences, University of South AfricaIn the ultra-high temperature (UHT) milk category, parent brands introduce line extensions as innovative product designs to address the competitiveness in the market. However, not knowing if consumers will purchase the product results in uncertainty for the product design and marketing team. Using the behavioural reasoning theory, the purpose of this study was to explore South African consumers’ reasons for purchasing a UHT line extension that was designed to include the word ‘enriched’ and other extrinsic line extension attributes comprising product packaging design, country of origin and price. An exploratory-descriptive qualitative study was conducted using six focus groups involving milk consumers from a South African university. Three behavioural approaches (i.e. curiously cautious, unconditional and habitual) emerged, with differentiating characteristics of the behaviour towards the UHT line extension. Each extrinsic product attribute was characterised by specific behavioural acts that positively or negatively infl uenced the reasons for purchasing the UHT line extension. The behavioural reasoning theory was useful in explaining the linkage between the reasons for or against purchasing a UHT line extension product and the intended behaviour, which contributes to a better understanding of consumers’ approaches to a UHT line extension. Findings can assist food designers and marketers in designing a UHT line extension that resonates with consumers.https://press.wz.uw.edu.pl/jmcbem/vol2022/iss1/1/uht milkline extensionproduct designbehavioural reasoning theoryextrinsicattributespurchasing intention |
| spellingShingle | Elizabeth Kempen Lorna Christie Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Product Line Extension Journal of Marketing and Consumer Behaviour in Emerging Markets uht milk line extension product design behavioural reasoning theory extrinsic attributes purchasing intention |
| title | Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Product Line Extension |
| title_full | Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Product Line Extension |
| title_fullStr | Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Product Line Extension |
| title_full_unstemmed | Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Product Line Extension |
| title_short | Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Product Line Extension |
| title_sort | designing to attract in an emerging market applying behavioural reasoning theory to south african consumer reactions to an ultra high temperature milk product line extension |
| topic | uht milk line extension product design behavioural reasoning theory extrinsic attributes purchasing intention |
| url | https://press.wz.uw.edu.pl/jmcbem/vol2022/iss1/1/ |
| work_keys_str_mv | AT elizabethkempen designingtoattractinanemergingmarketapplyingbehaviouralreasoningtheorytosouthafricanconsumerreactionstoanultrahightemperaturemilkproductlineextension AT lornachristie designingtoattractinanemergingmarketapplyingbehaviouralreasoningtheorytosouthafricanconsumerreactionstoanultrahightemperaturemilkproductlineextension |