Designing to Attract in an Emerging Market: Applying Behavioural Reasoning Theory to South African Consumer Reactions to an Ultra-High Temperature Milk Line Extension Product

Elizabeth Kempen, Lorna Christie

Abstract:

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.

JEL classification: I12, M30, M31, N37

Keywords: UHT milk, line extension, product design, behavioural reasoning theory, extrinsic attributes, purchasing intention

Brand Love and Brand Forgiveness: An Empirical Study in Turkey

Merve Yanar Gürce, Petek Tosun, Güzide Öncü Eroğlu Pektaş

Abstract:

Brand love is an interesting and important concept that required further research in brand management. This study tested the impacts of consumer attitudes, subjective norms, and brand anthropomorphization on brand love and brand forgiveness in the framework provided by the theory of planned behavior. Regression analyses showed that brand anthropomorphization and subjective norms have a signifi cant impact on brand love. Brand love positively infl uences brand forgiveness and acts as a mediator between subjective norms, brand anthropomorphization, and brand forgiveness constructs. Besides mediation, brand anthropomorphization directly influences brand forgiveness. The findings of this study contribute to the existing knowledge on brand love and brand forgiveness concepts by presenting empirical research fi ndings that investigate brand love antecedents. This study has also shown the signifi cant impact of anthropomorphizing a brand on brand forgiveness and brand love.

JEL classification: M1, M3

Keywords: brand love, brand forgiveness, anthropomorphism, retail brands

Value co-creation in public social media at different stages of the new product development process. A case study of a Polish clothes manufacturer

Beata Piątkowska

Abstract:

This study contributes to the value co-creation theory in the context of the new product development process. The aim of this study is a comparison of interactions that lead to creation of value on public social media. The considered interactions are at diff erent stages of the new product development process: an idea generation and product development (crowdsourcing) and post-launch (product off erings). The place where interactions take place is Facebook fan page of a Polish clothes manufacturer. The DART model of value co-creation is the framework of the comparison. The results show that interactions at the stage of ideation and product development phase attracted more attention from the social media users than post-launch ones. Interactions at the stage of idea generation phase encouraged social media users to communicate with other social media users. It was rare with post-launch activities in the form of product off ering. The study is qualitative, based on a case study of a Polish clothes manufacturer with the use of an indepth
interview and netnography.

JEL classification: M30, M31

Keywords: value co-creation, crowdsourcing, new product development, social media

Success and failure rates of new food and non-food products introduced on the market

Ireneusz P. Rutkowski

Abstract:

Theoretical and empirical research reveals that despite implementing new product development and management best practices, many projects fail with new product strategies. But what if failure rates as high as 90% are true? This would mean that high costs of product innovation are incurred by many stakeholders who create a specific network of relationships, not just enterprises. The widespread belief that the new product failure rate is 90% is not supported by empirical evidence. The aim of the paper is to present the real market eff ects of new products, success and failure rates, from the point of view of food and non-food companies representing various industries. The research measures in the field of marketing and sales eff ects of new products are also proposed. The method used in this paper is a literature review in the area of new product development and management. The author assumes that the review and conceptual nature of this research isdominant.
Practical and social implications of the study, its originality concerns the results that provide the basis for the improvement of enterprises’ eff orts in the field of a new product strategy. The limitations of the study include a complex character of considered theoretical constructs and they also concern the used secondary data sources on which the considerations in the article are based. The values of the paper refl ect the directions of enterprises’ conduct in the new food and nonfood product development process. Failure and success rates are in fact diffi cult to quantify. The research contribution to marketing sciences primarily includes the formulation of a set of real success and failure rates in food and non-food industries.

JEL classification: L81, M31, M21

Keywords: food or non-food products, new product, marketing, success and failure rates of new product, new products introduced on the market

Entire Volume 1 (14) 2022