Market Expansion of Caffeine-Containing Products: Italian and Argentinian Yerba Mate Consumer Behavior and Health Perception

Abstract

Mate is the most consumed beverage in South America. There is interest in expanding yerba mate sales into the old and new markets by promoting its health properties and energizing effects. The research study aims to explore Argentinian and Italian purchasing and consumption behavior and perception of yerba mate. The exploration includes agro-food chain stakeholders’ views, and consumers’ habits, perception, knowledge of yerba mate in relation to other market positioning caffeine-containing products. Data collection includes qualitative method, such as interviews with agro-food chain stakeholders, that is producers, processors, consumers, and quantitative consumer survey. Data collection was carried out in Argentina and in Italy. Results show that in Argentina yerba mate consumption is driven by habit and tradition, and in Italy yerba mate is mostly unknown. Consumers tend to drink yerba mate in Argentina and other caffeine-containing beverages in Italy to socialize, and as source of energy. Consumers have little awareness of yerba mate antioxidant properties. Yerba mate provides the energy of coffee drinking, and the taste and pleasure of tea drinking. Italian consumers’ key challenge to yerba mate drinking is the longer time it takes, compared to the usual espresso. Italians perceive it as an energetic or relaxing beverage, with a consumption experience similar to tea and infusions. There is need to update commercialization strategy of yerba mate in Italy.