Investigating the context of purchase choices to further understanding of switching behaviour

Joanna HENRYKS, David PEARSON

    Research output: Contribution to journalArticle

    Abstract

    The organic food market continues to grow yet market share remains low. The majority of consumers in this market tend to switch between organic and conventional food products rather than being heavy users of organic branded products. The purpose of this research is to present a deeper investigation of the factors that can lead to the purchase or non-purchase of organic food in order to gain a better understanding of this switching behaviour. A qualitative grounded theory approach was utilised involving in-depth interviews with 21 participants in Australia. These were primary shoppers who switch between organic and conventional food. An emergent conceptual framework was developed from the data which identifies factors that influence whether or not organic food is bought. This framework includes three layers: consumer context; choice of retail outlet; and point-of-purchase. Depending on the specific situation, these factors influence buyers to different extents and hence their collective impact determines whether that individual purchases organic food on a given shopping event. The framework can be used by organic food marketers as a checklist to developing an understanding of their consumers and a basis for developing strategy.
    Original languageEnglish
    Pages (from-to)38-48
    Number of pages11
    JournalJournal of Organic Systems
    Volume9
    Issue number2
    Publication statusPublished - 2014

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    title = "Investigating the context of purchase choices to further understanding of switching behaviour",
    abstract = "The organic food market continues to grow yet market share remains low. The majority of consumers in this market tend to switch between organic and conventional food products rather than being heavy users of organic branded products. The purpose of this research is to present a deeper investigation of the factors that can lead to the purchase or non-purchase of organic food in order to gain a better understanding of this switching behaviour. A qualitative grounded theory approach was utilised involving in-depth interviews with 21 participants in Australia. These were primary shoppers who switch between organic and conventional food. An emergent conceptual framework was developed from the data which identifies factors that influence whether or not organic food is bought. This framework includes three layers: consumer context; choice of retail outlet; and point-of-purchase. Depending on the specific situation, these factors influence buyers to different extents and hence their collective impact determines whether that individual purchases organic food on a given shopping event. The framework can be used by organic food marketers as a checklist to developing an understanding of their consumers and a basis for developing strategy.",
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    Investigating the context of purchase choices to further understanding of switching behaviour. / HENRYKS, Joanna; PEARSON, David.

    In: Journal of Organic Systems, Vol. 9, No. 2, 2014, p. 38-48.

    Research output: Contribution to journalArticle

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    AU - PEARSON, David

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    AB - The organic food market continues to grow yet market share remains low. The majority of consumers in this market tend to switch between organic and conventional food products rather than being heavy users of organic branded products. The purpose of this research is to present a deeper investigation of the factors that can lead to the purchase or non-purchase of organic food in order to gain a better understanding of this switching behaviour. A qualitative grounded theory approach was utilised involving in-depth interviews with 21 participants in Australia. These were primary shoppers who switch between organic and conventional food. An emergent conceptual framework was developed from the data which identifies factors that influence whether or not organic food is bought. This framework includes three layers: consumer context; choice of retail outlet; and point-of-purchase. Depending on the specific situation, these factors influence buyers to different extents and hence their collective impact determines whether that individual purchases organic food on a given shopping event. The framework can be used by organic food marketers as a checklist to developing an understanding of their consumers and a basis for developing strategy.

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