When Do Consumers Eat More? The Role of Appearance Self-Esteem and Food Packaging Cues

Prior research has found that under certain conditions, small packages can paradoxically increase consumption. The authors build on this work by suggesting that people low in appearance self-esteem (ASE) are particularly sensitive to external control properties (i.e., packaging-related factors that signal the ability of packaging to regulate food intake) and, as a result, increase consumption levels when packages are small (vs. large or absent). Factors that highlight the external control properties of small packages, such as the visibility of product quantity, location of the caloric content, and communicated caloric content, further increase consumption, particularly among people with low ASE. The underlying process appears to be, at least in part, cognitively driven. The effects are mitigated when participants are under cognitive load, and the findings are mediated by cognitions regarding the ability of small packages to regulate food intake. The results have important practical implications suggesting that to quell the effects of small packages on overconsumption, emphasis on the external control properties of small packages should be minimized.

• 저널Journal of Marketing · 76(2) · 67–80
• 토픽Consumer Packaging Perceptions and Trends · Marketing
• DOI10.1509/jm.09.0512
• 저자Jennifer Argo, Katherine White