Why Consumers Don't see the Benefits of Genetically Modified Foods, and what Marketers can do about It

Abstract

Evidence from four studies suggests that the moral opposition toward genetically modified (GM) foods impedes the perception of their benefits, and critically, marketers can circumvent this moral opposition by employing subtle cues to position these products as being “man-made.” Specifically, if consumers view the GM food as man-made, and if they understand why it was created, moral opposition to the product diminishes, and the GM food's perceived benefits increase, which subsequently increases purchase intentions for the product. This effect is replicated in the field (in both controlled and naturalistic settings), in a laboratory experiment, and with an online consumer panel. The results suggest that marketers can help consumers better consider all information when assessing the merits of GM foods by using packaging and promotion strategies to cue consumers to view the GM food for what it is (i.e., a man-made object created with intent). The findings have implications for the recent GM food labeling debate.