Looked at and Bought? How Extrinsic and Intrinsic Product Characteristics Influence Food Purchases

Claudia Symmank

Chapter 5 in Multisensory in Stationary Retail, 2023, pp 81-98 from Springer

Abstract: Abstract With an average product range of 40,000 items per grocery store and only a few seconds for consumers to make a decision at the point of sale, it is essential that food manufacturers provide meaningful and fast information. Legally regulated labelling elements for food range from ingredient, nutritional and quantity information to health and environmental claims. However, by using additional product attributes in a promotionally effective way, companies can succeed in drawing attention to their products and distinguishing themselves from competitors. This chapter shows how extrinsic and intrinsic product attributes are used to encourage consumers to buy food. Extrinsic attributes focus on aspects of packaging design (e.g., colour) and food advertising (e.g., sensory claims, product labels). With regard to intrinsic product characteristics, the appearance and taste of a food product play a particularly important role in influencing the consumer’s decision to buy.

Date: 2023
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DOI: 10.1007/978-3-658-38227-8_5

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