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http://dx.doi.org/10.1108/00346659310060142
Mark T. Conner, (1993),"Understanding Determinants of Food Choice: Contributions from Attitude Research", British Food
Journal, Vol. 95 Iss 9 pp. 27-31 http://dx.doi.org/10.1108/00070709310045059
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A study of consumers’ attitudes on the The objectives of this study were first to assess the
consumption of olive oil in the UK. efficacy of the theory of reasoned action as a predictor of
olive oil usage, second to establish the salient attitudinal
and normative factors associated with olive oil usage and
third to demonstrate the applicability of the method to
the problems of product positioning and message
construction.
Food Choice
Ajzen and Fishbein’s[4] theory of reasoned action, has
been applied extensively to food studies and has been
shown to have good predictive power[5-16]. The theory,
an extension of Fishbein and Ajzen’s[17] earlier work on
● Five items designed to assess attitude via seven Figure 2. Correlation between Components of the Theory of
point semantic differential scales (using olive oil Reasoned Action
is… e.g. “good-bad”, “useful-useless”).
● A measure of subjective norm (most people who Beliefs r = 0.63**
are important to me think I should use olive oil)
Attitude r = 0.71**
accompanied by a seven-point rating scale. B = 0.71
● A measure of normative beliefs for each of three Evaluation
salient referents (e.g. My family think I should use R = 0.71**
Intention Behaviour
olive oil) accompanied by a seven-point rating Normative
beliefs r = 0.13
scale. B = 0.02
Subjective
● A measure of motivation to comply with salient norm
referents for each of three salient referents ( e.g. To Motivation r = 0.24*
to comply
what extent do you wish to fit in with what the
following people think you should do?) (**;p < 0.001 *;p < 0.01; n = 151)
accompanied by a seven-point rating scale.
● A measure of current behaviour (Do you use olive
oil?). Discussion
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● A self report measure of behavioural intention (all The model showed good prediction of reported intention
things being considered, what are the chances of to use olive oil. The outcome of R = 0.71 (p = < 0.001)
your using olive oil in the next month?) indicates a very strong correlation which compares
accompanied by a seven-point rating scale. favourably with the estimate of an overall result of R =
0.66 from two meta analyses conducted by Sheppard et
al.[30] involving 87 studies and over 12,000 subjects.
Results
The rapid growth of olive oil consumption in the UK is
Responses measured on seven-point, bi-polar scales were
often attributed to healthy eating and avoidance of
scored +3 to –3 as advocated by Ajzen and Fishbein[4].
saturated fats. However, this does not seem to be the
However, the motivation to comply measures were scored
main determinant of usage. The attributes most
0-6 as Fishbein and Ajzen[17] later argued that these
measures are unipolar rather than bi-polar constructs strongly correlated with the intention to use olive oil
(see Ajzen and Fishbein[4] and, for a fuller discussion of were those regarding improvement to the taste of both
scaling issues, East[28], and Evans[29]). Statistical salads and cooked meals. For users, health
analysis was carried out using SPSS PC software (SPSS considerations were a secondary factor, while usage for
Inc., Chicago, IL, USA) on an Elonex PC-425X computer. special occasions yielded a just satisfactory, but
Data were combined using the formula from Ajzen and negative, correlation. The only belief-evaluation
Fishbein[4]. Each belief response (b) was multiplied by attribute which fell below an acceptable level of
the appropriate evaluation score (e) and the products were correlation was “is expensive” (Table II).
summed (∑be). The attitude components were summed to
give a total attitude score (Aact). Normative belief Although the inclusion of all subjects (users and non-
responses (NB) were multiplied by the corresponding users) in the analysis generally improved the correlation
motivation to comply responses (Mc) and the products of the key belief-evaluation attributes the data for non-
summed (NBMc). Simple correlation (Pearson correlation
coefficients) and multiple regressions were used to assess
the degree of association between the components Table II. Correlation Coefficients, Sum of Beliefs-Evaluation
(Figure 2). v. Behavioural Intent
The findings support the basic structure of the theory of Beliefs about All Users Non-users
reasoned action. Multiple regression analysis of the full olive oil use subjects* only* only
model yielded R = 0.71 (p= < 0.001), and adjusted R2 =
Improves taste of salads 0.6167 0.4000 0.1457
0.50. The sum of belief-evaluation products (∑be)
correlated significantly with the attitude measure (Aact) Improves taste of cooking 0.5845 0.4444 0.1682
(r = 0.63, p = < 0.01) and the attitude measure (Aact) in Is healthier 0.5033 0.3518 0.1683
turn correlated significantly with the intention to use Is expensive –0.1075 –0.1486 0.0852
olive oil (r = 0.71, p = < 0.001 ). However, inclusion of the Is for special occasions –0.2990 –0.3498 0.0463
measure of attitude of others (subjective norm) did not *p = < 0.001
add significantly to the prediction of intentions.
12 BRITISH FOOD JOURNAL 96,11
users only was seen to be weak across all salient beliefs Conclusions
(Table II). When the same belief list is applied to all This study reaffirmed the efficacy of the theory of
respondents it is inevitable that some of the items will be reasoned action as a means of identifying the major
non-salient for some respondents. Higher correlations factors influencing discretionary behaviour such as food
with the global measure of attitude have been reported in choice. Analysis of the aggregated data revealed a strong
studies using the belief items of greatest salience to each correlation between attitude-evaluation of attributes and
subject. This approach is complex and impractical for behavioural intention. The disaggregated data provided
widespread application, but it could be applied to sub- evidence of attitudinal-behavioural consistency with use
groups; for example, Kristiansen[31] found that smokers or non-use being strongly related to attitudes, especially
and non-smokers had different salient beliefs. In the those concerning the flavour-enhancing attributes of olive
current study non-users were found to represent only a oil. Health attributes were also found to be an important,
quarter of the respondents, and it is possible that at the but lesser, predictor of usage, which calls into question
elicitation stage the beliefs of this small group were some of the assumptions about reasons for growth in
discounted. Therefore, although over-extended belief lists olive oil consumption. Price considerations and special
are generally to be avoided as results are often improved occasion usage were found not to be important
by reducing the number of salient beliefs, it is possible determinants of the decision to use olive oil. These
that non-users have a different set of salient beliefs, the findings can usefully be applied to product positioning
inclusion of which would further improve the predictive and message construction.
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Keith E. Thompson, Nikolaos Haziris and Panagiotis J. Alekos are at the Silsoe College, Cranfield University, Bedford.
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