Browsing by Subject "Target customers"

This thesis aims at identifying potential target customers for plant-based beverage snacks in The Netherlands, France, and Germany by analyzing results from an online survey that involved a total of 3078 respondents. This includes examining target customers’ reasons against and for buying and analyzing their interest in Clean Label aspects related to naturalness, health, and sustainability. In addition, it is investigated which additional product features would bring them the highest added value. The results are interpreted based on Westaby's (2005) Behavioral Reasoning Theory, where attitude influences intention, which is an essential determinant of the actual behavior. In addition, the theory provides the concept of reasons to examine purchase drivers and barriers. Respondents who indicated both a high attitude towards the beverage snacks category and a high intention to buy them plant-based, were identified as potential target customers. This group formed 20% of the total sample, 21% of the Dutch, 21% of the French and 17% of the Germans. Cross-tabulations and Pearson's chi-square tests revealed that the following factors were significantly more prevalent among the potential than low-potential customers: plant-based diets, food-related allergies, intolerances and diseases, 16 to 24 years age, higher education and living in large cities or in households of more than two people or with children under the age of 18. In addition, the 25- to 49-year-olds, i.e. household’s likely main food shoppers, and those who did not have food restrictions, formed a notable share of the target group. The most often selected reasons not to buy were expensive price, doubts about product’s healthiness or taste, and unfamiliarity with the products. Good taste, healthiness, naturalness, nutritional benefits, and affordable price, in turn, were identified as purchase drivers. Of the six additional features that were rated on a 5-point scale, ‘fortified with vitamins and minerals’ (M = 4.1), ‘high in protein’ (M = 4.0), ‘high in fibre’ (M = 4.0), and ‘free of food additives’ (M = 3.9), provided on average the highest, and almost equal added value. Attributes ‘dairy free’ (M = 3.3) and ‘produced in Finland’ (M = 2.9), in turn, were found to provide the least added value. Concerning Clean Label aspects, the target customers were more interested in naturalness and health than sustainable production or environmentally friendly packaging. The results suggest that there is clear demand for plant-based, natural, healthy and/or additive-free beverage snacks in the European market. In addition, the study confirmed previous findings, showing that purchase criteria for plant-based drinks are diverse and go beyond dietary needs. As further research, a more detailed investigation of target consumers' preferences is recommended, using, for example, the laddering technique or the conjoint method.