Acta Alimentaria, Vol. 49 (3), pp.

287–294 (2020)
DOI: 10.1556/066.2020.49.3.7

THE RELATIONSHIP BETWEEN THE MOTIVATORS

AND BARRIERS OF HEALTH BEHAVIOUR AND CONSUMER
ATTITUDES TOWARDS FUNCTIONAL FOOD

Á. P -B a,b
* and Z. S a

a
Institute of Marketing and Commerce, Faculty of Economics and Business, University of Debrecen,
H-4032 Debrecen, Böszörményi út 138. Hungary
b
Károly Ihrig Doctoral School of Management and Business, University of Debrecen, H-4032 Debrecen,
Böszörményi út 138. Hungary

(Received: 21 January 2020; accepted: 2 May 2020)

Due to the shift in consumer behaviour, the proportion of well informed, conscious consumers has been growing
steadily, and functional foods with their capacity to protect health have been gaining more and more ground. To
achieve market success in the field of functional foods, producers should be able to communicate information
effectively concerning health issues and their newly developed product should indeed meet consumer expectations.
The aim of our study was to identify and define the components of the dimensions of consumer attitudes in Hungary
together with the barriers and motivators of health behaviour. Our research also examined how these factors influence
consumer willingness to consume functional foods. Our surveys were carried out in focus groups of health-conscious
(n=8) and not health-conscious (n=8) consumers. Our findings confirmed the adequacy of the international dual
model, regarding the attitudes of Hungarian consumers towards functional food. Moreover, we also explored the
most popular health food categories and sources of information on nutrition.
Keywords: functional food, attitude, health behaviour, motivators, barriers

The spread of lifestyle- and diet-related civilisation diseases is continuously increasing

worldwide, thus obesity, hypertension, cardiovascular diseases as well as diabetes entail
severe personal, economic, and social burdens on a global scale. Consequently, the role of
disease prevention has become of strategic importance and an increasingly wider scale
of consumer groups has realised that proper nutrition can beneficially influence their quality
of life (S et al., 2016; M D , 2017). This new trend presents new
challenges to the food industry: companies have to develop and market food products which
due to their health preservation values are able to prevent the spread of civilization diseases.
Based on the internationally accepted definition, foods can be regarded as functional if they
can be satisfactorily demonstrated to affect beneficially one or more target functions in the
body, beyond adequate nutritional effects, in a way relevant to an improved state of health
and well-being and/or reduction of risk of disease (A , 2002). Functional foods are
divided by the European Commission into the following groups: (I) natural food such as fruit
or grain, which may or may not be modified by plant breeding or other technologies; (II) food
to which a component was added; (III) food from which a component was removed or
reduced; (IV) food in which one or more components were modified, replaced, or enhanced
to improve its health properties (E C , 2010). Since the development of
new functional components and the solution of technological challenges are highly costly

* To whom correspondence should be addressed.

Phone: +36 52 508 444 / 86964; e-mail: [email protected]
0139–3006 © 2020 The Author(s)

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288 PAPP-BATA & SZAKÁLY: HEALTH BEHAVIOUR AND CONSUMER ATTITUDES

and risky business, the analysis of consumer behaviour influencing the purchase of products
is of prime importance for the producers to avoid the failure of the investments. Therefore,
companies have to monitor the changes in consumer attitudes towards functional foods and
ensure that their newly developed products will meet consumer expectations. Importantly,
attitudes fundamentally determine the perception, understanding, acceptance, or rejection of
the information conveyed related to functional foods (U L , 2003). U
and L (2007) divided individual attitudes towards functional foods into four
dimensions: (1) Perceived reward, (2) Need for functional foods, (3) Trust in benefits, and (4)
Safety. Previous studies highlighted that health knowledge and the level of health-awareness
of consumers also influence the attitudes towards functional foods. Consumers who are more
worried about their health and are aware of a healthy lifestyle show more willingness to
consume functional food than those less worried about their health (N et al., 2009;
C , 2011). Since lifestyles fundamentally influence attitudes, the model of D
(2008), which defines the barriers and the motivators of a healthy lifestyle, is of particular
importance. Beside personal motivators (increased energy, spiritual beliefs, body weight
control, desired outcome), environmental motivators (roles models, social support,
counselling service, information on health) were defined. Similarly, two types of barriers
were specified: personal (lack of motivation and time) and environmental ones (lack of social
support, safety concerns, lack of resources). The latest complex approach is built on the
integration of the models of D (2008) and U and L (2007) to examine
attitudes and willingness towards functional foods in relation to motivators and barriers of
health behaviour (K -B V -C , 2017).
In line with global trends, the market share of functional foods face explosive growth in
East-Central Europe, too, and research on habits, expectations, and attitudes of targeted
consumer groups is of prime importance for developing an appropriate regional marketing
strategy. The main objective of our study was to adapt this complex attitude and health
motivational model to Hungarian consumers by conducting focus group surveys, which can
provide the basis for the better understanding of motivators and barriers of health behaviour
and for exploring consumer attitudes towards functional foods.

1. Materials and methods

Focus group interviews were carried out in two homogeneous groups composed with
members independent of each other. Health-conscious (HC) group consisted of individuals
considering themselves health-conscious, while non-health-conscious (NHC) group had
individuals considering themselves not health-conscious. When recruiting the groups,
important factors we considered were as follows: representation of both sexes (both groups
consisted of 5 women and 3 men), different age groups, varied qualifications and type of
settlement. Regarding the influencing role of children, we also had participants with children.
Focus group scenario was based on models of D (2008) and U and
L (2007), and the structure was as follows: (1) Association game; (2) Functional
product categories – frequency of consumption; (3) Exploring sources of information related
to nutrition; (4) Identifying the components of the Downes – Urala & Lähteenmäki dual
model, namely what relationship exists between the attitudes towards functional foods and
the barriers and motivators of health behaviour, and finally, (5) Preparing the hierarchical
value map of functional foods.

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2. Results and discussion

2.1. Association game

Group members wrote down the first couple of words that came into their minds after hearing
a term to test their prior knowledge. The first term was functional food. Only two individuals
from the HC group had heard it previously, but even they had no detailed knowledge about
it. Nevertheless, almost everybody connected it to healthy diet and healthy lifestyle in both
groups. The next expression was health, and NHC group associated it with words like fruit,
vitamin, physical activity, happiness, salad, vegetables, and milk. HC group, however,
thought in a much wider spectrum e.g. sport, vegetable fibres, physical activity, being stress-
free, conscious diet, long life, happiness, fitness, vitality, pollutant-free, awareness and
abstinence. The last expression was health-consciousness. In both groups, it was associated
with regular physical activity and consumption of healthy foods. However, in HC group good
time management, being stress-free, vitality and self-respect were also mentioned. The
associations of HC group show that they think about these expressions on a considerably
wider scale.

2.2. Frequency of consumption – identification of preferred products

After explaining the notion of functional food, we assessed which functional product
categories were consumed frequently and what products were preferred mostly. Main
categories were based on the classification made by the European Commission, and divided
into further subcategories based on the classifications by S and co-workers (2012) and
K -B and V -C (2017). Table 1 summarises the ranking of product
categories and distinct products the most frequently consumed by the groups of HC and NHC
consumers. In HC group, live flora/probiotic products are the most frequently consumed due
to their positive effects on intestinal microbiota and digestion. Low-fat and low-cholesterol
products are also popular due to their efficiency in controlling body weight. Wholemeal
products are rich in fibre, thus help in digestion; although, one person expressed his concerns
about wholegrain products, because different fungi can attack the grain crust, and eating their
toxins would be not healthy. Products enriched with vitamins were purchased mostly for
children. The products enriched with protein are consumed because certain members use
them to control their hunger for protein after exercise and to increase muscle mass, while
others buy them because of craving for sweets and consider them healthier, since their
carbohydrate content is lower. Products enriched with omega-3 fatty acid were also relatively
frequently consumed; however, several respondents claimed that it was needless to enrich oil
and margarine with any beneficial ingredients, since they considered them basically unhealthy.
Products enriched with minerals were ranked to last place. Overall, in HC group, quality and
components of product and its effect on health were found to play very important role in their
purchasing decisions, as members of this group are active information seekers with regard to
healthy nutrition and healthy lifestyle.
In contrast, NHC group chose only 5 categories to rank. Added ingredients only to a
very little extent influence members of NHC group, and their decision is primarily based on
taste, not even price is a substantive influential factor. They do not compromise on taste for
health, which explains why they are not interested in low-cholesterol and low-fat products.
Though, they are not motivated to care about their own health, information related to health
provides them with incentives upon buying food for their children.

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Table 1. The ranking of the product categories and distinct products the most frequently consumed by health-
conscious and non-health-conscious consumers
Group of health-conscious consumers
Product categories Products
1. live flora/probiotic products kefir, Caucasian kefir, yoghurt, pickles
2. low-fat and low-cholesterol products milk, cottage cheese, yoghurt
3. wholemeal products brown rye bread and rolls
4. products enriched with vitamins soft drinks, cereals
5. products enriched with protein protein bars, powders, pancakes
6. products enriched with omega-3 fatty acid canned fish, oil, margarine
7. products enriched with minerals drinks, sports drinks, cereals, cereal bars
Group of non-health-conscious consumers
Product categories Products
1. products enriched with omega-3 fatty acid margarine, oil, fish sticks, canned fish
2. live flora/probiotic products yoghurt, kefir, Caucasian kefir
3. wholemeal products rolls, bread, other bakery products
4. products enriched with minerals mineral water, yoghurt for kids
5. products enriched with vitamins cereal balls and bars, soft drinks
excl. low-fat and low-cholesterol products -
excl. products enriched with protein -

2.3. Sources of information

Obtaining and processing information are important components of consumer behaviour,
which influence purchasing decision-making process. HC group usually checks the origin of
products and typically consume Hungarian or Central-European food, since they trust the
quality assurance of these countries the most. It is also important for them to know the
ingredients of products, since they plan their nutrition consciously. That is why they seek a
wide spectrum of information including packaging, internet, family members, friends,
colleagues (if they follow a health-conscious lifestyle), professional journals, books, TV
programmes, physicians, workshops/lectures on a healthy lifestyle, dieticians. For NHC
group, taste was found to be the only motivator; therefore, they are not particularly interested
in information concerning the food. There are exceptions though, when a particular topic
becomes widespread in the public mind, e.g. in the case of E-numbers. However, this factor
was no longer considered important for respondents in the focus group when purchasing
food. Thus, this group considerably narrowed down the sources of information to five
elements: colleagues, family members, internet, shop assistants, and packaging. Also, a high
priority is placed on experience as a source of information in this group. Consequently, it is
crucial to have a positive feedback from the first purchase, on which further purchases are
based.

2.4. Barriers and motivators of health behaviour

In order to assess the elements of barriers and motivators of health behaviour, and how they
influence the consumption of functional foods, members of both groups put in order what
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 PAPP-BATA & SZAKÁLY: HEALTH BEHAVIOUR AND CONSUMER ATTITUDES 291

factors caused them to follow or not to follow health promoting behaviour, based on the
model of D (2008). Regarding the motivators of health behaviour, HC group considered
each statement very important and the ranking was a major dilemma. Table 2 shows the final
order of statements. Of note, even the last motivational aspect was essential to them, since
they usually seek the company of people like coaches, bodybuilders, companions doing
sports, lifestyle consultants, who are capable of providing them with credible information.
Importantly, members of HC group keep themselves constantly informed about healthy
lifestyle, and they are confident of how to maintain their health and how to reduce the risks
of developing certain diseases. Regarding the barriers of health behaviour, NHC group
ranked only 5 statements, since they found that statements of not knowing what to do or
living in an unsafe neighbourhood are not relevant in their cases (Table 2). The most important
barrier was the lack of time, since collecting information about healthy lifestyle and doing
physical exercise would take too much time and energy. Furthermore, they are convinced that
only by consuming food rich in energy can they perform both intellectually and physically.

Table 2. The ranking of the elements of barriers and motivators of health behaviour
Members of health-conscious group are motivated to practice a healthy lifestyle because they…
1. feel more energetic
2. want to be healthy
3. want to manage body weight
4. have seen others get sick from unhealthy behaviours
5. may live longer
6. have to take care of their body
7. have someone to encourage or help them
Members of non-health-conscious group are NOT able to practice a healthy lifestyle because they…
1. have too many other things to do
2. are not motivated
3. do not have someone to encourage or help them
4. have health problems
5. are unable to afford healthy foods
excl. don’t know what to do
excl. live in an unsafe neighbourhood

2.5. Attitude towards functional food

The attitudes towards functional foods were examined based on the four dimensions of the
model created by U and L (2007). Respondents were asked to assess 26
statements on a seven-point scale on a questionnaire, where 1 indicated complete disagreement
and 7 indicated complete agreement. Considering the small sample size, it is not possible to
make generalisations based on the survey; however, it was appropriate as a frame of reference.
The results indicate that members of both groups have positive attitude towards functional
food, although members of HC group gave slightly better values in this manner. Participants
in both groups considered as a reward that functional foods are beneficial to their health,
although, more importance was attached to taste than health effects in NHC group as they
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claimed that they would not give up on sensory pleasures provided by the taste of foods.
Taking the dimension of necessity, both groups find it important that these foods facilitate the
better intake of vitamins, minerals, and trace elements that can prevent the development of
numerous diseases. However, some members of NHC group mentioned that people did well
without them 100–200 years ago as well. Regarding safety, participants find functional food
safe at present, however, they express their hope that these foods will not turn out to have the
opposite features later. Moreover, the food should be produced in Europe, especially in
Central-Europe, as they trust the quality assurance system of these countries the most.
Considering confidence in functional food, the groups were also asked which foods they
trusted the most, functional food, organic food, GMO-free food, or e-free food. Both groups
had definitely more confidence in functional food as compared to others. E-free products
were thought to mislead consumers; they failed to believe that organic foods contain no
chemicals at all due to the high level of environmental pollution; moreover, respondents
found it difficult to track whether certain GMO products had been used for fattening of
animals or not.

2.6. Hierarchical value mapping of functional foods

Consumers look for value in their purchasing decisions, and these values and their chains can
be elaborated in the hierarchical value map. The hierarchical value map gives an explanation
of why a consumer chooses functional food instead of its conventional equivalent. Based on
responses collected from the HC group, we drew up the hierarchical value map, which
contains aspects and connections mentioned at least three times (Fig. 1).


Fig. 1. Hierarchical value map of functional food purchases by health-conscious respondents (n=8)

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 PAPP-BATA & SZAKÁLY: HEALTH BEHAVIOUR AND CONSUMER ATTITUDES 293

Responses collected from the NHC group did not allow for a meaningful assessment,
because although they consume some functional food, their purchases from this food category
are not based on conscious decisions and it is primarily the taste that dominates their
purchases.
Of note, our results outline basically only the main characteristics of HC and NHC
consumers and should be reinforced by representative survey with a larger number of cases.
Nevertheless, during the focus group discussions it has become evident that the health
behaviour of a person plays a significant role in the choice of functional food. Members of
HC group value functional foods beneficial to health much more than conventional ones and
would even pay higher prices for them. Members of NHC group welcome functional foods;
however, they would consume them only if the taste also meets their expectations.

3. Conclusions

Our findings suggest that completely different marketing activities should be carried out
among the members of HC group and among those of NHC group. As shown in the hierarchical
value map, for HC consumers, the core value of functional foods lies in their role played in
health. Consequently, the marketing strategy for this target group should exclusively focus on
the issue of health, while a much more complex set of actions is required to win NHC
consumers. Although positive attitude towards functional foods was in NHC group, these
factors do not encourage them to consume such products, as they are not committed to
protecting their health. The motivators of their choice of food do not include concern for
health, and the pleasure of flavours and eating is much more pronounced. According to the
recent findings of S and co-workers (2014), more than 50% of the Hungarian
population are not willing to improve their eating habits and are not interested in following a
healthy lifestyle. However, the re-structuration of food consumption patterns in Hungary
would serve both the public health and ecologic goals (T et al., 2020); moreover, it
would mean a huge potential market for companies producing functional food if this large
segment of non-health-conscious customers could be made motivated. In order to achieve
substantive success in this group, a complete change of mind is necessary. Since health
knowledge increases the interest in functional foods, whereas the lack of health knowledge
reduces it (N et al., 2009), marketing specialists should use mental stimulation
techniques by providing information that help consumers envisage the consequences of their
behaviour and lifestyle on their health.
*
The study was sponsored by the grant EFOP-3.6.2-16-2017-00003. The project was supported by the European
Union, co-financed by the European Social Fund.

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