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Making bad look good: The counterpersuasive effects of natural labels on (dangerous) vice goods

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  • Davis, Cassandra Denise
  • Burton, Scot

Abstract

While Graphic Pictorial Health Warnings (GHWs) are assumed to be an effective counterargument against tobacco marketing, little is known about whether or when promotional messaging can serve as refutational appeals. Drawing from research on cognitive biases, this research posits that natural label claims attenuate the impact of GHWs by reducing risk perceptions, and the presence of these claims result in more favorable brand, product, and marketer evaluations. Two experimental studies show that, through perceived risk, natural label claims reduce the effectiveness of counterpersuasive GHWs on the outcomes of brand attitude, health misperceptions, purchase intentions, and marketer responsibility perceptions. Findings also confirm predictions that a relevant individual difference variable (quit attempt status) moderates the effects of the natural label claim on consumer evaluations. Results enhance our understanding of natural claims as a refutational appeal for vice products. Implications are offered for marketers, public policy makers, and public health advocates.

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  • Davis, Cassandra Denise & Burton, Scot, 2019. "Making bad look good: The counterpersuasive effects of natural labels on (dangerous) vice goods," Journal of Business Research, Elsevier, vol. 104(C), pages 271-282.
    • Handle: RePEc:eee:jbrese:v:104:y:2019:i:c:p:271-282
    DOI: 10.1016/j.jbusres.2019.07.023
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    1. Meunier, L. & Ohadi, S., 2023. "Exclusion strategy in socially responsible investment: One size does not fit all," Journal of Behavioral and Experimental Finance, Elsevier, vol. 39(C).
    2. Christopher Berry & Scot Burton & Jeremy Kees & J. Craig Andrews, 2021. "A Longitudinal Assessment of Corrective Advertising Mandated in United States v. Philip Morris USA, Inc," Journal of Business Ethics, Springer, vol. 171(4), pages 757-770, July.
    3. Lunardo, Renaud & Saintives, Camille & Chaney, Damien, 2021. "Food packaging and the color red: How negative cognitive associations influence feelings of guilt," Journal of Business Research, Elsevier, vol. 134(C), pages 589-600.
    4. Medina-Molina, Cayetano & Rey-Moreno, Manuel & Periáñez-Cristóbal, Rafael, 2021. "Analysis of the moderating effect of front-of-pack labelling on the relation between brand attitude and purchasing intention," Journal of Business Research, Elsevier, vol. 122(C), pages 304-310.
    5. Ketron, Seth & Naletelich, Kelly & Migliorati, Stefano, 2021. "Representational versus abstract imagery: Effects on purchase intentions between vice and virtue foods," Journal of Business Research, Elsevier, vol. 125(C), pages 52-62.
    6. Renaud Lunardo & Camille Saintives & Damien Chaney, 2021. "Food packaging and the color red: How negative cognitive associations influence feelings of guilt," Post-Print hal-04455590, HAL.
    7. Jacob Suher & Courtney Szocs & Koert Ittersum, 2021. "When imperfect is preferred: the differential effect of aesthetic imperfections on choice of processed and unprocessed foods," Journal of the Academy of Marketing Science, Springer, vol. 49(5), pages 903-924, September.

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