Purpose: Individuals concerned about safety comprise a significant share of the consumer market today. This paper aims to provide the results of a study on when a front-of-package (FOP) claim about “no added negatives” can serve as a quality cue. Design/methodology/approach: Four...

Purpose: As an alternative to straight rhetorical questions, questions using analogies that invite the reader to think about the frame of reference to answer the target have been used in advertising to persuade. This paper aims to investigate consumer responses to the use of analogical...

Purpose: Based on the concept of information salience, the research investigates the factors that might drive potential differences in consumers' preferences between offers framed as free with purchase or as a bundle. Design/methodology/approach: Four experiments examined how participants'...

Purpose: A common tactic employed by retailers to enhance shoppers' purchase intentions is to promote a special offer product for purchase only at certain selected stores. This research aimed to identify the specific processes by which restricting the outlets drives intention to buy....