The role of health-related claims and situational skepticism on consumers’ food choices

Abstract

PurposeThis paper aims to examine the effect of three types of health-related claims (health, nutrition and ingredient) and product healthiness on situational skepticism toward the claims that appear on the front-of-package of food products. The effect of situational skepticism on the purchase intention of the product is further examined.Design/methodology/approachTwo experimental studies were conducted with a 3 (health-related claims: health claim vs nutrition claim vs ingredient claim) × 2 (product healthiness: healthy vs unhealthy) between-subjects factorial design. Study 1 investigates the effects within a single product category (Biscuits) and Study 2 the effects across product categories (Salad and Pizza).FindingsThe results demonstrate that situational skepticism is the highest for health claims, followed by nutrition claims and the least for ingredient claims. In addition, situational skepticism is higher for claims appearing on unhealthy products vis-à-vis healthy ones. Finally, situational skepticism mediates the relationship between claim type, product healthiness and product purchase intention.Research limitations/implicationsThis study contributes to the field of nutrition labeling by advancing research on information processing of nutrition labels through the lens of the persuasion knowledge model (Friestad and Wright, 1994). Specifically, this study contributes to a nuanced understanding of claim formats on how the language properties of the claim – its vagueness, specificity and verifiability – can affect consumer perception. This study finds that higher specificity, verifiability and lower vagueness of ingredient claims lead to lower skepticism and hence higher purchase intention.Practical implicationsFurthermore, this study incrementally contributes to the ongoing discussion about the claim–carrier combination by showing that health-related claims are better perceived on healthy compared to unhealthy products. Hence, managers should avoid health washing, as this can backfire and cause harm to the reputation of the firm.Social implicationsFrom a public policy point of view, this study makes a case for strong monitoring and regulations of ingredient claims, as consumers believe these claims easily and hence can be misled by false ingredient claims made by unethical marketers.Originality/valueThe scope of research on skepticism has largely been limited to examining a general individual tendency of being suspicious (i.e. dispositional skepticism) in health-related claims as well as other areas of marketing. In this research, the authors extend the scope by examining how specific types of claims (health vs nutrition vs ingredient) and product healthiness jointly impact consumer skepticism, i.e. situational skepticism.