 Making a good thing even better? The impact of claim congruency on competing product goals and consumer evaluationsAndrea Heintz Tangari, Somak Banerjee and Swati Verma Journal of Business Research, 2019, vol. 101, issue C, 12-22 Abstract: Drawing from activation theory and the goal literature, this research explores how competing product-related goals influence attitudes and intentions and how advertised product claims (fortification and health claims) nudge competing consumer goals. Additionally, this research investigates how promotional cue alignment with a product-related goal can positively influence attitudes and intentions. Four studies reveal that when a promotional cue does not align with a focal product cue, there is no impact on attitudes and intentions. When an additional cue, such as a health message, is added to the promotional claim that is aligned with the product-related cue, then multiple aligned cues can nudge a non-focal goal to better align with dominant product-related cues, leading to more positive attitudes and intentions, and this effect is mediated by changes in product health goals. This research has implications for goal literature and for advertisers, manufacturers and policy makers. Keywords: Health claim; Goals; Fortified foods; Functional foods; Claim congruency; Nudging (search for similar items in EconPapers) Downloads: (external link) Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:101:y:2019:i:c:p:12-22 DOI: 10.1016/j.jbusres.2019.03.059 Access Statistics for this article Journal of Business Research is currently edited by A. G. Woodside More articles in Journal of Business Research from Elsevier |
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