The effect of verbal and iconic messages in the promotion of high-quality mountain cheese : A non-hypothetical BDM approach

To ensure the sustainable development of mountain livestock farming, the adequate remuneration of high-quality dairy products is fundamental. In this sense, communication strategies aimed at promoting mountain products and ensure better positioning and higher market prices are fundamental. The present research seeks to expand the literature regarding consumers’ willingness to pay for mountain foods by using an online real auction experiment aimed at evaluating the premium price that consumers are willing to pay for summer over winter mountain cheese, depending on the information provided concerning the taste anticipation or animal welfare. The results showed an overall small premium price given to the higher quality summer cheese; this could be, partially, due to a generally low degree of consumer knowledge about mountain dairy farming. With reference to communication strategies, the results provide evidence about the effectiveness of the rational messages founded upon sensorial characteristics and the anticipated taste of cheese. In addition, this study explored that adding a logo had no main effect on the price premium participants were willing to pay. This may be due to the fact that logos and claims, having a lower information content, are more indicated to lead the choice of consumers with a higher level of awareness. In the conclusion section, policy and agribusiness implications of the findings are provided.