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Examines some of the reasons for the reluctance of UK manufacturers to develop sugar‐free confectionery and investigates sugar substitutes currently in use, assessing their effects on health.

Previous research has shown that consumers prefer a bonus pack to a price discount for virtue foods, whereas they prefer a price discount to a bonus pack for vice foods. Acting as a guilt-mitigating mechanism, a price discount justifies consumers' purchasing behavior, allowing them to save money and consume less vice foods. However, for virtue foods, neither the anticipated post-consumption guilt nor the resulting need for justification lead consumers to prefer a bonus pack to a price discount. This study investigates whether product promotions remain effective with other moderating variables.

The authors use pricing tactic persuasion knowledge (PTPK), which refers to the consumer persuasion knowledge of marketers' pricing tactics, as a lens to understand whether the power of these promotions could be enhanced or mitigated. The authors inferred that increasing the frequency of exposure to these foods could positively influence consumers' purchasing choices. They conducted three studies to examine these effects. In Study 1, using pearl milk tea (vice food) and sugar-free tea (virtue food), the authors contended that consumers would prefer a price discount when purchasing pearl milk tea, but a bonus pack when purchasing sugar-free tea. In Studies 2 and 3, the authors varied the participants' frequency of exposure to photographs of people in everyday situations with vice (virtue) foods.

In Study 1, PTPK was shown to be more predictive of consumer choices regarding price discounts and bonus packs. In Studies 2 and 3, the authors contended that increased exposure to vice (virtue) foods increases the selection of vice (virtue) foods by participants who were unaware of having been exposed to vice (virtue) foods.

This research has not only made quite managerial and policy implications for marketing but also brought the theoretical contributions for marketing researches. This research demonstrates that either for vice foods or virtue foods, a price discount is preferred to a bonus pack.

People are increasingly concerned about food and health and seek for functional and sugar-free products. However, there are technological challenges when adding functional components and substituting sugar in foods. Thus, the purpose of this paper is to evaluate the influence of packaging and storage time on the sensory profile of functional diet guava preserve added with prebiotics, supporting the development of functional and sugar-free products and contributing to the product variety in the market.

A two-factor full factorial design was conducted in triplications that evaluated transparent and opaque packaging vs storage time (six months). The products were stored in packages with different light permeability (transparent and opaque). Quantitative descriptive analysis (QDA) and acceptance tests were performed.

The packaging material did not affect the sensory changes of functional diet guava preserve during the six months of storage. QDA test showed that from three months of storage the original characteristics of the product were lost and a slight decrease in overall acceptance was observed after four and six months. However, during the six months the products had good acceptance; consequently, it was not possible to establish their rejection before this period.

More detailed studies regarding a longer storage period, including the physical and chemical measurements must be done to clarify other points about the influence of packaging and storage time on the sensory profile of functional diet guava preserve added with prebiotics. Therefore, researchers are encouraged to test the proposed propositions further.

The development of a functional and sugar-free preserve is a good alternative to provide a product that meets the actual consumer desires and adds value to the product. However, there are technological challenges when adding functional components and substituting sugar in foods. Thus, this study provides important information for the development of sugar-free and functional products, and to prolong their shelf life.

There are few studies with respect to the sensory aspects during the storage of functional preserves. Thus, this work will aid future studies, supporting the development of functional and sugar-free products and contributing to the product variety in the market.

Summarizes the recent changes that have taken place in both the individual intense and bulk sweeteners markets and considers their likely influence on the pattern of intake observed in the 1987/88 diary record surveys carried out by MAFF. The intense sweetener market continues to develop steadily, largely driven by the diet, low‐calorie and reduced calorie soft drinks market. The bulk sweeteners market has not been subject to the same rapid development experienced for intense sweeteners, but the signs are there that the market for this class of sweetener is starting to develop and a variety of new applications are beginning to emerge. Provides a brief overview for each of the currently approved individual intense and bulk sweeteners and describes their contribution to the UK sweeteners market. Discusses the implications of the EC Sweeteners Directive, which has recently been adopted by member states and will be implemented in the UK within the next year or so, in relation to acceptable levels of sweetener intake.

The purpose of this research is to develop and characterize a sugar-free Brazilian mixed fruit jam, containing marolo, sweet passion fruit and soursop, enriched with polydextrose and fructooligosaccharides (FOS), and evaluate in vivo the effect of consumption of this product.

In total, 48 male rats were divided into six groups and fed a AIN-93M rodent diet supplemented with 10% jam enriched with different proportions of FOS and polydextrose. The effects on glycemic response, mineral utilization and fecal and histological characteristics were evaluated.

The addition of the jams enriched with the fibers in different levels based on current legislation, in the diet of the rats, for 30 days, did not affect significantly (p = 0.05) parameters such as daily mean consumption (DMC) and daily weight gain (DWG), fecal weight, mineral absorption, glycemic responses and glycemic index of the diets and histological parameters. Moisture and ether extract contents of the stool, however, were positively affect by these ingredients. These parameters were significantly higher (p < 0.05) in groups treated with FOS and polydextrose.

The sugar-free Brazilian mixed fruit jam besides to increase availability and add value to exotic Brazilian fruits could be an alimentary source of interest. However, more specific studies, aimed at questioning and confirming the optimal doses of prebiotics to normal and dysglycemic individuals and with longer duration, are needed.

The purpose of this paper is to test for gender-specific effects on odor-induced taste enhancement and subsequent food consumption in olfactory food marketing.

Lab experiments conducted among female and male participants using vanillin as a stimulus and ratings of sweetness, taste pleasantness and eating of sugar-free food as measures.

Odor-induced taste enhancement is gender-specific. Female consumers outperform male consumers in olfactory reaction and sweetness perception. While men outperform women in food consumption.

Odor intensity was set to the concentration level of 0.00005per cent according to the findings from (Fujimaru and Lim, 2013). The authors believe that this intensity level is appropriate for both men and women. Still, there may be some gender effects on intensity levels, which are not explored here. The author’s test for the effects of one personal factor, gender and odor-induced taste enhancement of sugar-free food. The authors think that investigating the combined effects of more personal factors such as age, culture and so on adds to the accuracy of the results.

It seems that the stronger sensory capacities of women in terms of odor detection and recognition already confirmed in the literature extends to the cross-modal effects of this sensory detection and recognition on taste enhancement. It seems appropriate to tailor olfactory food advertising according to the gender of the target audience.

Odor-induced taste enhancement is still a novel subject in marketing. While most of the research has investigated the effects of smelling congruent odors on taste perception and food consumption among mixed groups of men and women, the value of this paper lies in the investigation of the potential moderating effects of gender on this relationship.

One of the major technological changes in food products over the last decade has been the development of “lite” food and drinks. These products have become regular items of purchase and acceptance in UK diet. The principal areas of growth in the “lite” market have been in sugar‐free drinks and low fat foods. Whilst market growth has been stimulated by increased consumer awareness of diet and nutrition, consumers are being influenced by the image message associated with such products rather than a strict health message. Harmonisation of European food law after 1992, especially in respect of sweeteners, offers potential opportunities for further growth in “lite” markets. Fat replacers are likely to provide an area of future interest as long as concerns about the mass marketing of synthetic foods do not dampen the market.

The learning outcomes are as follows: first, identify the characteristics of born-global SMEs, and how these characteristics facilitate their global expansion shortly after the company’s inception. Second, demonstrate that companies work with limited resources, typically and notably newly established companies, and that these resources should be allocated according to a carefully determined strategy. The resources focussed on in this case pertain to marketing. Third, examine entrepreneurial marketing and its various manifestations. An understanding of how this type of marketing is used by companies for international expansion is expected. Fourth, assess the role of digital marketing and how social media forms an important part of digital marketing. Particular attention is paid to the use of digital marketing, notably social media, in international expansion. Fifth, develop critical thinking skills with respect to strategic business decisions, such as whether to expand a business into foreign markets or to consolidate locally; and how best to penetrate foreign markets, given the nuances and complexities specific to these markets.

This teaching case is about The Duchess, a recently developed and launched virgin alcohol-free and sugar-free gin and tonic beverage. The adult soft drink was originally launched in South Africa, and just 18 months later became available in international markets (the UK and Belgium). The founders and protagonists of the case, Johannes le Roux and Inus Smuts, face the dilemmas of creating a competitive local brand while also looking to access new markets and internationalise as a born-global firm.

The target audience for this case comprises students enrolled in tertiary business education programmes who have already had some sort of work experience and hands-on exposure to real-world business. MBA and EMBA students, as well as those enrolled in post-graduate studies specific to marketing, international commerce and entrepreneurship, would be suitable candidates.

Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

CSS 8: Marketing

An attitudinal survey of British food and drink manufacturers producing “lite” products carried out in late 1990 is described. A 70 per cent response rate from a postal questionnaire of representative companies in the “lite” market showed a large degree of consistency in results: the market is still in the early stages of development; there is some confusion among consumers about “lite” products – consumers need to be educated in using them; there is a North/South divide in their use; and strong growth is expected in the market in future years.

The purpose of this paper is to develop a structural model of factors determining quality of juices and to indicate major variables that are significant for further product development.

Juices of apples, oranges, grapefruits, black currants and mixed fruits were subjected to testing in order to determine the qualitative structure of fruit juices. The following determinations were carried out in all fruit‐juice samples: total solids (Brix), Brix other than sucrose, total acidity, pH, vitamin C content, total sugars, direct‐reducing‐sugar content, saccharose content and volatile acidity. In addition, a sensory assessment in a 5‐grade score scale was carried out, covering the sensory characteristics of taste, flavour and colour. Based on the results of sensory analysis, a total sensory quality index (TSQI) was calculated.

Values of the linear correlation coefficient were calculated, and force and direction of the interdependence between the measured juice quality factors were determined. Analysis of major components was applied to develop a model of the structure of quality characteristics of fruit juices and to disclose latent variables. It enabled disclosure of four independent (orthogonal) areas, which determine the quality of fruit juices, and explain 70 per cent of the total juice quality area. They are represented by: total sugars, total solids (Brix), sensory quality and total acidity.

The research enabled identification of factors determining the fruit juice quality. It may prove very useful for R&D departments, as it informs an enterprise of which areas to focus their product development efforts on. Reducing the number of the major factors to four reduces costs and shortens the time necessary for product design and development.