Sustainable Consumption: Proposal of a Multistage Model to Analyse Consumer Behaviour for Organic Foods

Francisco José Torres-Ruiz, Manuela Vega-Zamora, Manuel Parras-Rosa
  • Business Strategy and the Environment, December 2017, Wiley
  • DOI: 10.1002/bse.2022

Model to Analyse Consumer Behaviour for Organic Foods

What is it about?

This paper proposes an operational model which assumes that the purchase of an organic food is a complex process that can be broken down into phases. It is applied to a concrete case – organic olive oil in the Spanish market – quantifying each phase to determine which ones should be acted on to increase demand. Results indicate that it is possible to adopt the model proposed, and that the problems hindering consumption are a lack of confidence in organic certification, not perceiving differences between organic and conventional foods, and the perception of barriers in their purchase. Given the context, marketing communications strategies have a key role to play.

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The following have contributed to this page: Mrs Manuela Vega-Zamora

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