University of Worcester Worcester Research and Publications

An extension of the benefit segmentation base for the consumption of organic foods: A time perspective

Gad Mohsen, Marwa and Dacko, S. (2013) An extension of the benefit segmentation base for the consumption of organic foods: A time perspective. Journal of Marketing Management, 29 (15-16). pp. 1701-1728. ISSN Print: 0267-257X Online: 1472-1376

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Benefit segmentation is a long-standing marketing approach that emphasises the ‘what’ and ‘how’ dimensions of consumer benefits; that is, what benefits consumers perceive in product/service consumption, and how such benefits are perceived. This research proposes a fresh time-based approach to benefit segmentation – namely, focusing on the ‘when’ element or when in time benefits take effect. Drawing upon a survey of UK consumers, it explains and discusses consumption motivations through examining antecedents
of temporally dominated benefits in application to organic food. Specifically, the study investigates why some consumers predominantly seek present-based benefits vis-à-vis future-based benefits or vice versa in organic food purchase
and consumption behaviour. Using correlation and regression analyses, the research findings establish significant associations of level of involvement, prior knowledge level, and product usage level, and some association of time
orientation with the temporally emphasised consumption benefits consumers ultimately pursue. Overall, the research highlights the added contribution of a time perspective in a benefit segmentation approach which can assist marketers
in understanding better and communicating more effectively with consumers through drawing up consumer profiles based on when in time their dominantly pursued benefit for an offering is perceived to take effect.

Item Type: Article
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Uncontrolled Discrete Keywords: time perspective; benefit segmentation; organic food; consumption motivations
Subjects: H Social Sciences > H Social Sciences (General)
Divisions: College of Business, Psychology and Sport > Worcester Business School
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Depositing User: Marwa Gad Mohsen
Date Deposited: 18 Jul 2013 09:51
Last Modified: 17 Jun 2020 16:59

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