Sensory attributes shaping consumers’ willingness-to-pay for newly developed processed meat products with natural compounds and a reduced level of nitrite

Abstract

While innovation to improve processed meat products (PMPs) is promising, sensory characteristics remain the key factor shaping consumers’ preference and purchase decisions. These two studies employed a non-hypothetical and novel analytical approach to study how sensory attributes influence consumers’ willingness-to-pay (WTP) for new PMPs with added natural compounds and a reduced level of nitrite. Vickrey’s second-price experimental auctions were organised with conventional and the new PMPs. Study 1 was in Belgium (n=208) with cooked sausage; Study 2 was in the Netherlands (n=107) with cooked ham. Elastic net (EN) regularised regression models and regression trees were used to assess determinants of WTP under data constraints. Overall, WTP was positively influenced by a higher overall liking, appearance familiarity and a better colour, and negatively influenced by a stronger experience of aftertaste and darker colour. The order effect of tasting and information provision was opposite in the two studies. The study with cooked sausage also showed a positive effect of a better texture and taste, and a negative effect of a too weak intensity of meat taste on WTP. The study with cooked ham indicated a positive effect of a better smell, stronger salty taste and less dry texture, and a negative effect of a too strong intensity of meat smell on WTP. Whereas Just-About-Right (JAR) scales are widely applied in consumer research to identify optimal sensory attribute levels, both studies revealed that JAR ratings do not necessarily translate into a higher WTP. These studies yield recommendations for consumer-driven food product research and development.