An (un)healthy poster: When environmental cues affect consumers’ food choices at vending machines

Stöckli, Sabrina; Stämpfli, Aline E.; Messner, Claude; Brunner, Thomas A.

doi:10.1016/j.appet.2015.09.034

Cited by 61 publications

(55 citation statements)

References 41 publications

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“…Again, dieters made more healthy menu choices (e.g., ordering a salad instead of a burger) in the priming condition, whereas non-dieters were not affected (Papies & Veling, 2013). In a recent study with a similar set-up, a poster priming health or slimness next to a vending machine increased the sales of healthy items (Stöckli, Stämpfli, Messner, & Brunner, 2016). Here, no individual behaviour was observed, so that it is unclear whether the healthy choices were primarily made by diet-concerned individuals or whether they were independent of participants’ health and dieting motivation.…”

Section: Interventions To Affect Nonconscious Regulation Of Health Bementioning

confidence: 98%

Health goal priming as a situated intervention tool: how to benefit from nonconscious motivational routes to health behaviour

Papies

2016

Health Psychology Review

146

140

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Recent research has shown the limited effects of intentions on behaviour, so that novel methods to facilitate behaviour change are needed that do not rely on conscious intentions. Here, it is argued that nonintentional effects on health behaviour, such as the effects of habits, impulses, and nonconscious goals, occur through the activation of cognitive structures by specific situations. Interventions should therefore be situated to change these effects, either by changing the critical cognitive structures (training interventions), or by changing which cognitive structures get activated (cueing interventions). The current article presents this framework for situated interventions, as well as examples of interventions of each type. Then, it introduces goal priming as a cueing intervention tool to activate health goals and thus facilitate healthier behaviour, even in tempting situations that typically activate short-term hedonic goals. Following a review of empirical evidence, five principles for the effective application of health goal primes are proposed, namely (1) to target individuals who value the primed goals, (2) by activating their specific motivation, (3) through effective cues (4) that attract attention at the right time. Finally, (5) an effective goal-directed behaviour needs to be known and accessible to the primed individual. These principles are illustrated with examples of different health behaviours in order to facilitate their application for successful behaviour change.

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Section: Interventions To Affect Nonconscious Regulation Of Health Bementioning

confidence: 98%

Health goal priming as a situated intervention tool: how to benefit from nonconscious motivational routes to health behaviour

Papies

2016

Health Psychology Review

146

140

View full text Add to dashboard Cite

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“…Goal priming has been studied in a variety of domains. In health behaviour, primes referring to healthy eating and dieting have been shown to direct eye movements towards healthy options (van der Laan, Papies, Hooge, & Smeets, 2017), trigger healthy menu choices (Papies & Veling, 2013), reduce unhealthy purchases in the grocery store (Papies, Potjes, Keesman, Schwinghammer, & van Koningsbruggen, 2014) and at vending machines (Stöckli, Stämpfli, Messner, & Brunner, 2016), and curb a variety of unhealthy snacking behaviours (e.g., Anschutz, Van Strien, & Engels, 2008;Buckland, Finlayson, Edge, & Hetherington, 2014;Papies & Hamstra, 2010;Versluis & Papies, 2016a). In environmental behaviour, goal primes reminding participants of the importance of waste reduction increased choices of unpackaged products (Tate, Stewart, & Daly, 2014).…”

Section: Implementation Intentionsmentioning

confidence: 99%

Situating interventions to bridge the intention–behaviour gap: A framework for recruiting nonconscious processes for behaviour change

Papies

2017

Social & Personality Psych

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This paper presents a situated cognition framework for creating social psychological interventions to bridge the intention-behaviour gap and illustrates this framework by reviewing examples from the domains of health behaviour, environmental behaviour, stereotyping, and aggression. A recurrent problem in behaviour change is the fact that often, intentions are not translated into behaviour, causing the so-called intention-behaviour gap. Here, it is argued that this happens when situational cues trigger situated conceptualizations, such as habits, impulses, hedonic goals, or stereotypical associations, which can then guide behaviour automatically. To be effective in changing such automatic effects, behaviour change interventions can attempt to change situational cues through cueing interventions such as priming, nudging, upstream policy interventions, or reminders of social norms.Alternatively, behaviour change interventions can attempt to change the underlying situated conceptualizations through training interventions, such as behavioural inhibition training, mindfulness training, or implementation intentions. Examples of situated behaviour change interventions of both types will be discussed across domains, along with recommendations to situate interventions more strongly and thus enhance their effectiveness to change automatic behaviour.Finally, the discussion addresses the difference between tailoring and situating interventions, issues of generalization and long-term effectiveness, and avenues for further research.KEYWORDS behaviour change, intention-behaviour gap, intervention, nonconscious processes, situatedThis is an open access article under the terms of the Creative Commons Attribution License, which permits use, distribution and reproduction in any medium, provided the original work is properly cited.

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“…Placing a poster that primed slimness next to a vending machine has also been shown to reliably increase sales of healthy food items (Stöckli et al 2016). …”

Section: Adding Situational Cues That Activate Long-term Goalsmentioning

confidence: 99%

Right Here, Right Now: Situated Interventions to Change Consumer Habits

Best¹,

Papies²

2017

Journal of the Association for Consumer Research

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Consumer behavior-change interventions have traditionally encouraged consumers to form conscious intentions but, in the past decade, it has been shown that whilst these interventions have a medium-to-large effect in changing intentions, they have a much smaller effect in changing behavior. Consumers often do not act in accordance with their conscious intentions because situational cues in the immediate environment automatically elicit learned, habitual behaviors. It has therefore been suggested that researchers re-focus their efforts on developing interventions that target unconscious, unintentional influences on behavior, such as cuebehavior ('habit') associations. To develop effective consumer behavior-change interventions, however, we argue that it is first important to understand how consumer experiences are represented in memory, in order to successfully target the situational cues that most strongly predict engagement in habitual behavior. In this article, we present a situated cognition perspective of habits, and discuss how the situated cognition perspective extends our understanding of how consumer experiences are represented in memory, and the processes through which these situational representations can be retrieved in order to elicit habitual consumer behaviors. Based on the principles of situated cognition, we then discuss five ways interventions could change consumer habits by targeting situational cues in the consumer environment, and suggest how existing interventions utilizing these behaviorchange strategies could be improved by integrating the principles of the situated cognition approach.

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An (un)healthy poster: When environmental cues affect consumers’ food choices at vending machines

Cited by 61 publications

References 41 publications

Health goal priming as a situated intervention tool: how to benefit from nonconscious motivational routes to health behaviour

Health goal priming as a situated intervention tool: how to benefit from nonconscious motivational routes to health behaviour

Situating interventions to bridge the intention–behaviour gap: A framework for recruiting nonconscious processes for behaviour change

Right Here, Right Now: Situated Interventions to Change Consumer Habits

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