Seduced by the label: How the recommended serving size on nutrition labels affects food sales

Journal of the Association for Consumer Research

Volumn 1, Issue 1, 2016, Pages 104-114

  Elshiewy, Ossama ^a   Jahn, Steffen ^a   Boztug, Yasemin ^a  

^a UNIVERSITY OF GÖTTINGEN   (Germany)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 85019199931     PISSN: 23781815     EISSN: 23781823     Source Type: Journal    
DOI: 10.1086/684286     Document Type: Article

References (60)

1. Andrews, J. Craig, Chung-Tung J. Lin, Alan S. Levy, and Serena Lo (2014), “Consumer Research Needs from the Food and Drug Administration on Front-of-Package Nutritional Labeling,” Journal of Public Policy and Marketing, 33 (1), 10–6.
2. Andrews, J. Craig, Richard G. Netemeyer, and Scot Burton (1998), “Consumer Generalization of Nutrient Content Claims in Advertising,” Journal of Marketing, 62 (4), 62–75.
3. Arellano, Manuel (1987), “Computing Robust Standard Errors for Within-Group Estimators,” Oxford Bulletin of Economics and Statistics, 49 (4), 431–34.
4. Balasubramanian, Siva K., and Catherine Cole (2002), “Consumers’ Search and Use of Nutrition Information: The Challenge and Promise of the Nutrition Labeling and Education Act,” Journal ofMarketing, 66(3), 112–27.
5. Baltagi, Badi H. (2008), Econometric Analysis of Panel Data, 4th ed., Hoboken, NJ: Wiley.
6. Belei, Nina, Kelly Geyskens, Caroline Goukens, Suresh Ramanathan, and Jos Lemmink (2012), “The Best of Both Worlds? Effects of Attribute-Induced Goal Conflict on Consumption of Healthy Indulgences,” Journal of Marketing Research, 49 (6), 900–909.
7. Boztug, Yasemin, Hans J. Juhl, Ossama Elshiewy, and Morten B. Jensen (2015), “Consumer Response to Monochrome Guideline Daily Amount Nutrition Labels,” Food Policy, 53 (May), 1–8.
8. Bucklin, Randolph E., Gary J. Russell, and V. Srinivasan (1998), “A Relationship between Market Share Elasticities and Brand Switching Probabilities,” Journal of Marketing Research, 35 (1), 99–113.
9. Caswell, Julie A., and Eliza M. Mojduszka (1996), “Using Informational Labeling to Influence the Market for Quality in Food Products,” American Journal of Agricultural Economics, 78 (5), 1248–58.
10. Chandon, Pierre (2013), “How Package Design and Packaged-based Marketing Claims Lead to Overeating,” Applied Economic Perspectives and Policy, 35 (1), 7–31.
11. Chandon, Pierre, and Brian Wansink (2007), “The Biasing Health Halos of Fast-Food Restaurant Health Claims: Lower Calorie Estimates and Higher Side-Dish Consumption Intentions,” Journal of Consumer Research, 34 (3), 301–14.
12. Chandon, Pierre (2012), “Does Food Marketing Need to Make Us Fat? A Review and Solutions,” Nutrition Reviews, 70 (10), 571–93.
13. Crosby, Lawrence A., and James R. Taylor (1981), “Effects of Consumer Information and Education on Cognition and Choice,” Journal of Consumer Research, 8 (1), 43–56.
14. Dhar, Ravi, and Itamar Simonson (1999), “Making Complementary Choices in Consumption Episodes: Highlighting versus Balancing,” Journal of Marketing Research, 36 (1), 29–44.
15. Fong, Duncan K., Peter Ebbes, and Wayne S. DeSarbo (2012), “A Heterogeneous Bayesian Regression Model for Cross-sectional Data Involving a Single Observation per Response Unit,” Psychometrika, 77 (2), 293–314.
16. FSA (2007), “Front of Pack Traffic Light Signpost Labelling Technical Guidance,” technical report, Food Standards Agency.
17. Geier, Andrew B., Paul Rozin, and Gheorghe Doros (2006), “Unit Bias: A New Heuristic that Helps Explain the Effect of Portion Size on Food Intake,” Psychological Science, 17 (6), 521–25.
18. Geyskens, Inge, Katrijn Gielens, and Els Gijsbrechts (2010), “Proliferating Private-Label Portfolios: How Introducing Economy and Premium Private Labels Influences Brand Choice,” Journal of Marketing Research, 47 (5), 791–807.
19. Geyskens, Kelly, Mario Pandelaere, Siegfried Dewitte, and Luk Warlop (2007), “The Backdoor to Overconsumption: The Effect of Associating ‘Low-Fat’ Food with Health References,” Journal of Public Policy and Marketing, 26 (1), 118–25.
20. Grunert, Klaus G., and Josephine M. Wills (2007), “A Review of European Research on Consumer Response to Nutrition Information on Food Labels,” Journal of Public Health, 15 (5), 385–99.
21. Grunert, Klaus G., Josephine M. Wills, and Laura Fernandez-Celemin (2010), “Nutrition Knowledge, and Use and Understanding of Nutrition Information on Food Labels among Consumers in the UK,” Appetite, 55 (2), 177–89.
22. Hersey, James C., Kelly C. Wohlgenant, Joanne E. Arsenault, Katherine M. Kosa, and Mary K. Muth (2013), “Effects of Front-of-Package and Shelf Nutrition Labeling Systems on Consumers,” Nutrition Reviews, 71 (1), 1–14.
23. HHS (2006), “Eating Healthier and Feeling Better Using the Nutrition Facts Label,” technical report, US Department of Health and Human Services.
24. Kasapila, William, and Sharifudin M. Shaarani (2014), “Legislation, Impact and Trends in Nutrition Labeling: A Global Overview,” Critical Reviews in Food Science and Nutrition. doi: 10.1080/10408398.2012.71027.
25. Kirklin, Deborah (2007), “Framing, Truth Telling and the Problem with Non-Directive Counselling,” Journal of Medical Ethics, 33 (1), 58–62.
26. Levy, Alan S., and Sara B. Fein (1998), “Consumers’ Ability to Perform Tasks Using Nutrition Labels,” Journal of Nutrition Education, 30 (4), 210–17.
27. Levy, Alan S., Odonna Mathews, Marilyn Stephenson, Janet E. Tenney, and Raymond E. Schucker (1985), “The Impact of a Nutrition Information Program on Food Purchases,” Journal of Public Policy and Marketing, 4 (1), 1–13.
28. Mohr, Gina S., Donald R. Lichtenstein, and Chris Janiszewski (2012), “The Effect of Marketer-Suggested Serving Size on Consumer Responses: The Unintended Consequences of Consumer Attention to Calorie Information,” Journal of Marketing, 76 (1), 59–75.
29. Moorman, Christine (1996), “A Quasi Experiment to Assess the Consumer and Informational Determinants of Nutrition Information Processing Activities: The Case of the Nutrition Labeling and Education Act,” Journal of Public Policy and Marketing, 15 (1), 28–44.
30. Moorman, Christine, Rosellina Ferraro, and Joel Huber (2012), “Unintended Nutrition Consequences: Firm Responses to the Nutrition Labeling and Education Act,” Marketing Science, 31 (5), 717–37.
31. Newman, Christopher L., Elizabeth Howlett, and Scot Burton (2014), “Shopper Response to Front-of-Package Nutrition Labeling Programs: Potential Consumer and Retail Store Benefits,” Journal of Retailing, 90 (1), 13–26.
32. Ng, Marie, Tom Fleming, Margaret Robinson, Blake Thomson, Nicholas Graetz, Christopher Margono, et al. (2014), “Global, Regional, and National Prevalence of Overweight and Obesity in Children and Adults during 1980-2013: A Systematic Analysis for the Global Burden of Disease Study 2013,” Lancet, 384 (9945), 766–81.
33. Nickell, Stephen (1981), “Biases in Dynamic Models with Fixed Effects,” Econometrica, 49 (6), 1417–26.
34. Nikolova, Hristina Dzhogleva, and J. Jeffrey Inman (2015), “Healthy Choice: The Effect of Simplified POS Nutritional Information on Consumer Food Choice Behavior,” Journal of Marketing Research, forthcoming. doi: 10.1509/jmr.13.0270.
35. Padberg, Daniel I. (1977), “Non-Use Benefits of Mandatory Consumer Information Programs,” Journal of Consumer Policy, 1 (1), 5–14.
36. Payne, Collin R., and Brian Wansink (2011), “Quantitative Approaches to Consumer Field Research,” Journal of Marketing Theory and Practice, 19 (4), 377–90.
37. Peters, John, Jimikaye Beck, Jan Lande, Zhaoxing Pan, Michelle Cardel, Keith Ayoob, and James O. Hill (2016), “Using Healthy Defaults in Walt Disney World Restaurants to Improve Nutritional Choices,” Journal of the Association for Consumer Research, 1 (1), in this issue.
38. Pham, Nguyen, Naomi Mandel, and Andrea C. Morales (2016), “Messages from the Food Police: How Food-Related Warnings Backfire among Dieters,” Journal of the Association for Consumer Research, 1 (1), in this issue.
39. Raghunathan, Rajagopal, Rebecca W. Naylor, and Wayne D. Hoyer (2006), “The Unhealthy 5 Tasty Intuition and Its Effects on Taste Inferences, Enjoyment, and Choice of Food Products,” Journal of Marketing, 70 (4), 170–84.
40. Redmond, William H. (2005), “Misuse of the Marketing Concept: The Marketing of Seemingly Healthy Packaged Food,” in Discourse, Diversity and Distinction: Macromarketing at 30 Years, ed. Mark Peterson and Ronald P. Hill, St. Petersburg: Macromarketing Society, 3–10.
41. Reimann, Martin, Deborah MacInnis, and Antoine Bechara (2016), “Can Smaller Meals Make You Happy? Behavioral, Neurophysiological, and Psychological Insights into Motivating Smaller Portion Choice,” Journal of the Association for Consumer Research, 1 (1), in this issue.
42. Roe, Brian, Alan S. Levy, and Brenda M. Derby (1999), “The Impact of Health Claims on Consumer Search and Product Evaluation Outcomes: Results from FDA Experimental Data,” Journal of Public Policy and Marketing, 18 (1), 89–105.
43. Rossi, Peter E. (2014), “Even the Rich Can Make Themselves Poor: A Critical Examination of IV Methods in Marketing Applications,” Marketing Science, 33 (5), 655–72.
44. Rossi, Peter E., Greg M. Allenby, and Robert E. McCulloch (2005), Bayesian Statistics and Marketing, Hoboken, NJ: Wiley.
45. Scott, Maura L., Stephen M. Nowlis, Naomi Mandel, and Andrea C. Morales (2008), “The Effects of Reduced Food Size and Package Size on the Consumption Behavior of Restrained and Unrestrained Eaters,” Journal of Consumer Research, 35 (3), 391–405.
46. Sethuraman, Raj, and Katrijn Gielens (2014), “Determinants of Store Brand Share,” Journal of Retailing, 90 (2), 141–53.
47. Sharpe, Kathryn M., Richard Staelin, and Joel Huber (2008), “Using Extremeness Aversion to Fight Obesity: Policy Implications of Context Dependent Demand,” Journal of Consumer Research, 35 (3), 406–22.
48. Stock, James H., and Mark W. Watson (2008), “Heteroskedasticity—Robust Standard Errors for Fixed Effects Panel Data Regression,” Econometrica, 76 (1), 155–74.
49. Sundar, Aparna, and Frank R. Kardes (2015), “The Role of Perceived Variability and the Health Halo Effect in Nutritional Inference and Consumption,” Psychology and Marketing, 32 (5), 512–21.
50. Teisl, Mario F., Nancy E. Bockstael, and Alan S. Levy (2001), “Measuring the Welfare Effects of Nutrition Information,” American Journal of Agricultural Economics, 83 (1), 133–49.
51. Tellis, Gerard J. (1988), “The Price Elasticity of Selective Demand: A Meta- Analysis of Econometric Models of Sales,” Journal of Marketing Research, 25 (4), 331–41.
52. Ueland, Øydis, Armand V. Cardello, Ellen P. Merrill, and Larry L. Lesher (2009), “Effect of Portion Size Information on Food Intake,” Journal of the American Dietetic Association, 109 (1), 124–27.
53. Van Heerde, Harald J., Maarten J. Gijsenberg, Marnik G. Dekimpe, and Jan-Benedict E. M. Steenkamp (2013), “Price and Advertising Effectiveness over the Business Cycle,” Journal of Marketing Research, 50 (2), 177–93.
54. Van Heerde, Harald J., Shuba Srinivasan, and Marnik G. Dekimpe (2010), “Estimating Cannibalization Rates for Pioneering Innovations,” Marketing Science, 29 (6), 1024–39.
55. Van Herpen, Erica, Sophie Hieke, and Hans Van Trijp (2014), “Inferring Product Healthfulness from Nutrition Labelling: The Influence of Reference Points,” Appetite, 72 (1), 138–49.
56. Van Kleef, Ellen, and Hans Dagevos (2015), “The Growing Role of Frontof- Pack Nutrition Profile Labelling: A Consumer Perspective on Key Issues and Controversies,” Critical Reviews in Food Science and Nutrition, 55 (3), 291–303.
57. Wansink, Brian (2015), “Change Their Choice! Changing Behavior Using the CAN Approach and Activism Research,” Psychology and Marketing, 32 (5), 486–500.
58. Wansink, Brian, and Pierre Chandon (2006), “Can Low-Fat Nutrition Labels Lead to Obesity?” Journal of Marketing Research, 43 (4), 605–17.
59. WHO (2004), “Nutrition Labels and Health Claims: The Global Regulatory Environment,” technical report, World Health Organization.
60. WHO (2014), “Global Status Report on Noncommunicable Diseases,” technical report, World Health Organization.