Marketing Strategy for Soybean Products: Familiarity Breeds Content

Abstract

The study used newly introduced soymilk product to explore the effects of familiarity, exposure and product information on product usage. The results showed that familiarity affected usage, exposure positively influenced usage decisions but product information did not have effect on acceptability. The study suggests that the experience derived from product trial may have a greater effect on intention to purchase than mere information. Promotional “exposure” may be used by marketers to nudge customers towards familiarity.