11 pages., via online journal., Consumer surveys revealed positive attitudes towards organic wine in large consumer segments. Health, environmental and quality benefits were stated most often as drivers for purchase decisions. However, sales data show that the market share for organic wine is still far below 10% compared to the total wine market in all countries. Obviously, there is a gap between consumers’ attitudes and real purchase behaviour in daily decisions. So far, it is not clear whether there is congruence between consumers’ attitudes and their purchase behaviour and if the attitude-behaviour-gap differs among consumer segments. Consequently, the paper at hand explores the attitude-behaviour-gap with household panel data from the GfK Group by means of a cluster analysis. The results show that even though expenditure shares for organic wine were at a low level, attitudes were in line with purchase behaviour for five out of six clusters. For example, consumers who had the highest expenditure share for organic wine showed strong pro-environmental attitudes and a preference for sustainable products. Therefore, comprehensive communication about sustainability issues, which also includes social aspects, could help to further develop the organic wine market and lead to higher market shares. However, for the low-income consumer cluster, the price of organic wine seemed to be an effective barrier despite their positive attitudes towards environmentalism. Future studies need to consider that the extent of the attitude-behaviour-gap is segment specific.
14 pages., via online journal., Although the demand for organic food is growing globally, the mainstream consumption of organic food is far less. The present study attempts to understand the underlying reasons for consumer resistance toward consuming organic food using the theoretical framework of innovation resistance theory (IRT). The study further examines the association between different consumer barriers and purchase decisions (purchase intentions, ethical consumption intentions, and choice behaviour) at different levels of buying involvement and environmental concerns. The collected data, consisting of 452 consumers, were analyzed by structural equation modeling approach. The results showed that value barrier shared a negative association with purchase intentions and ethical consumption intentions. Ethical consumption and purchase intention were found to have a direct influence on choice behaviour. Additionally, the relationship between ethical consumption intention and choice behaviour is mediated by purchase intention. However, no significant differences have emerged based on the level of buying involvement and environment concerns. The findings of the study provide insight into public policymakers, marketers, suppliers, and consumer associations by enhancing their current understanding of buying behaviour of the growing organic food community.
