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An Empirical Investigation of the Effect of Packaging Design on Consumers' Willingness to Pay

  • This study sheds light on the extent to which high-quality aesthetic packaging can positively influence consumer choice and raise willingness to pay at the point of sale. In two separate parts, we measure purchasing decisions and willingness to pay by contrasting high- and low-quality packaging of a pullover and a vodka bottle. Findings show that, compared to cheap and standardized designs, visually appealing packages can significantly raise willingness to pay for a product. Besides, packaging design is crucial when consumers buy the product as a gift rather than for self-consumption. This research provides evidence that beautifully designed packages can positively influence consumer choice at the point of purchase. However, packaging can only influence purchase decisions within a specific price range. If prices are too high and above the individual’s accepted price limit, packaging cannot convince consumers to buy the product. Further, our investigation shows that consumers’ age, gender, educational level, and occupational status can be related to their package choices. The late adulthood, men, and individuals with higher education and professional status are likely to spend more on attractively packaged products than other demographic groups.

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Author:Elisa Schmid
Advisor:Kai-Markus Müller
Document Type:Bachelor Thesis
Year of Completion:2021
Granting Institution:Hochschule Furtwangen
Release Date:2021/03/02
Tag:Aesthetic; High-quality; Packaging; Purchase decision; Willingness to pay
Page Number:79
Degree Program:IBM - International Business Management
Functional area:Marketing
Licence (German):License LogoUrheberrechtlich geschützt