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26.01.2017 | Original Empirical Research | Ausgabe 5/2017

Journal of the Academy of Marketing Science 5/2017

It’s only natural: the mediating impact of consumers’ attribute inferences on the relationships between product claims, perceived product healthfulness, and purchase intentions

Journal of the Academy of Marketing Science > Ausgabe 5/2017
Christopher Berry, Scot Burton, Elizabeth Howlett
Wichtige Hinweise

Electronic supplementary material

The online version of this article (doi:10.​1007/​s11747-016-0511-8) contains supplementary material, which is available to authorized users.
Kelly Haws served as Area Editor for this article.


Foods positioned as natural, all-natural, and 100% natural can be found across a wide variety of product categories. However, the FDA has not provided a formal definition of the term “natural,” and this has resulted in a surge in class action lawsuits filed against manufacturers due to the potentially misleading use of natural claims. Activation theory and the inferential processing literature serve as the conceptual foundation for three studies that examine the effects of natural claims on consumers’ attribute inferences and product evaluations. Results suggest that natural claims affect consumers’ attribute inferences, which in turn influence product evaluations. Furthermore, findings show that the provision of objective information regarding the ambiguity of natural claims moderates the effects of these claims on consumers’ attribute inferences and product evaluations. The implications for marketing management, those involved in litigation driven by potentially deceptive natural claims, and the policy community are discussed.

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