Case Study: Gochujang
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Date: | Friday, May 17, 2024, 1:12 AM |
Description
This scholarly article concerns the modification of a Korean food (Gochujang) to be adapted for the European market. This is a good example of marketing research applied to product adaptation for international markets. Note that the consumer preferences are determined prior to the introduction of this product.
Abstract
Background
This study provides development guidance to manufacturers of gochujang to optimize its appeal among UK consumers. Preliminary studies focused on consumer attitudes toward the traditional product and decided on the development of a new ethnic product concept. It was concluded that the modified product should be positioned in the narrow speciality/oriental accompaniments retail category as a distinctive, premium, and regionally authentic table sauce. A structured approach to consumer research was used to investigate consumer acceptability and preferences. This paper describes how these methods were used to optimize the product in terms of market positioning and use.
Methods
Two principal approaches were used in the study: (1) a choice-based conjoint test to consider options in terms of packaging, design, pricing, product descriptions and attributes; and (2) a home placement test to explore the relative appeal of the sensory properties of two product variants and their potential applications.
Results
Across all six attributes assessed in the conjoint study (), the sensory properties of the product (43%) followed by brand (24%) were the most important attributes in driving preference. Price (12%) and country of origin (11%) were the next most important, with packaging size and material at 6% and 5%, respectively, being least important. From the home placement study (), the proposed products were aligned with consumers' existing consumption behaviors. However, it was evident that the products segmented consumer response due principally to their hotness.
Conclusion
While reducing the hotness of the product has the potential to broaden appeal, this could erode its positioning as a distinctive, premium product with authentic flavors appealing to a specific market segment. Retaining the modified gochujang flavor profile but linking to an established UK speciality sauce brand may offer the most effective platform to enter the UK market.
Keywords: chili pepper; choice-based conjoint; consumer preference; gochujang; home placement
Source: Peter J. Burgess, https://www.sciencedirect.com/science/article/pii/S2352618114000067
This work is licensed under a Creative Commons Attribution-NonCommercial-NoDerivatives 4.0 License.
Introduction
Gochujang is a product with a soybean and grain
base, taking its red color and heat from Korean red pepper powder.
Traditionally, small batches would have been made and then stored
outside in onggi earthenware pots until the paste had been mellowed by
the fermentation process.
The result is a thick, shiny paste
which, although intrinsic to Korean cuisine, is practically unknown
outside of the Korean domestic, local region, or expatriate markets.
Gochujang
owes its character to the red pepper used in its production and is,
therefore, historically linked to the introduction of red chilies into
the Korean peninsula. In general, the pepper used originates from South
America and found its way into Europe during the late 16th century.
However, Korea cultivated its own red pepper (gochu), which is totally
different from South American red pepper in biological form, and some
Korean literature referred to chili pepper (gochu) thousands of years
before this time (see the article "The History of Korean Gochu,
Gochujang and Kimchi" in this issue of this Journal). The late 16th
century falls in the middle of the Joseon dynasty. This dynasty lasted
> 500 years and was responsible for much of the culture, tradition,
values and even language still evident in Korean society today. It is,
therefore, not surprising that gochujang has become quintessentially
Korean alongside its better known relative kimchi, which has gained
global recognition. In 2011, standards for gochujang and kimchi were
registered with Codex Alimentarius.
The paste is most commonly
and widely used in traditional Korean dishes such as bibimbap, as a
condiment for meats or as a thick sauce into which consumers dip green
chili peppers or cucumber sticks. In addition, the paste is often
modified by the addition of other materials such as Korean plums
(maesil) or fermented soybean paste (doenjang) to give variation to its
taste. The influence of the raw materials, the fermentation process and
the aging in the onggi makes the product rich and diverse in its taste
with subtle nuances only obvious to the gochujang connoisseur.
Gochujang
is adaptable, and manufacturers over recent years have sought to extend
the international appeal of the product by developing gochujang-based
sauces that have the textural and flavor properties characteristic of
chili sauces found in other regions, notably Western Europe, and which
lend themselves to uses in non-Korean meals.
In order for a
product to gain acceptability as an ethnic food it is essential that
consideration is given not only to its acceptability, in terms of its
sensory characteristics, but also its positioning in the target cuisine.
In the case of this project this was particularly important as it was
intended that the product be introduced as a stand-alone material to be
used in meal situations in the UK, rather than in its usual context in
its original cuisine.
The product development approach was
therefore influenced by two primary considerations, firstly, the market
size and potential for ethnic foods in Western Europe, and secondly,
recognition of the role that attribute familiarity can have on the
acceptability of a novel product.
Having grown by nearly 4% in
2012 and with sales (excluding rice) worth > £1.4 billion,
numerous market reports point to the UK as the largest packaged ethnic
foods market in Western Europe, accounting for more than half of all
ethnic foods consumed in the markets of UK, France, Germany, Italy,
Spain, Ireland, and the Benelux and Scandinavian countries. In the UK,
the Indian food segment accounts for around 40% of ethnic food retail
sales by value (but accounts for < 10% in every other European
country), followed by Chinese cuisine at just over a quarter of the
market.
Interest in and market growth of Mexican/Tex-Mex, Thai,
Caribbean, Japanese and North African foods among others has been
supported by an increasingly multicultural Britain, growth in
international travel, and the visibility of new cuisine types in the
food service sector and media.
Ethnic foods in the UK have
traditionally been strongest in product sectors such as ready meals and
sauces (although their influence is now becoming apparent in areas like
savory snacks). The sauce category has been particularly innovative and
examples of oriental/Asian products can be found in the sub-categories
of speciality table sauces, oriental accompaniments, barbecues,
marinades, and stir-fry sauces.
Collectively these influences
have contributed to a significant growth in the choice and diversity of
ethnic foods that can now be found in most mainstream UK supermarkets.
Ethnic
foods are often perceived as novel foods outside of their cultural
communities, at least in the short to medium term. Prescott
commented that uncertainty regarding the palatability and safety (and
hence acceptability) of a novel food can be decreased by experience and
exposure. Indeed, ethnic foods that contain characteristics that are
familiar to another culture, thereby increasing their "perceptual
fluency", are anticipated to face less resistance when introduced.
The
effect of familiarity and perceptual fluency on cross-cultural
acceptance of an ethnic food was reported by Hong et al, who
presented a case study on a Korean traditional cookie, Yackwa. This
study involved Korean, Japanese, and French consumers and showed that
Korean consumers liked samples with a soft and cohesive texture, whereas
Japanese and French consumers liked a flaky and crispy texture. Liking
texture was strongly correlated with familiarity rating in all three
countries, indicating that consumers' previous experience with similar
products might affect their preference for certain textural attributes.
In
the context of the above commentary, this study was conducted to
provide product development guidance to manufacturers of gochujang-based
sauces that would optimize product appeal among UK consumers of ethnic
foods. It was envisaged that the sauces would be positioned in the
narrow or speciality/oriental accompaniments category as a distinctive,
premium, and regionally authentic product.
This paper summarizes
two principal components of the study: (1) a choice-based conjoint test
to consider product options in terms of packaging, design, pricing, and
product descriptions and attributes; and (2) a home placement test to
understand better the relative appeal of the sensory properties of two
product variants and their potential applications.
Materials and methods
Conjoint test
In this study, respondents were asked to complete an online questionnaire consisting of prescreening qualification questions, attitudinal question, and 12 CBC tasks, with four alternatives per task including a "None" option (Table 1).
Brand | Blue Dragon, Encona, Linghams, Conimex, Wing Yip, Hot & Joy |
Pack size | 150 mL, 220 mL, 280 mL |
Container material | Glass, squeezable plastic |
Country of origin | Korea, Thailand, China, UK/Europe, Malaysia |
Flavor description | Hot chili sauce blended with garlic; mild chili sauce blended with garlic, sugar and lime; mild and slightly sweet chili sauce; hot and sweet chili sauce; hot chili sauce |
Price | GBP 0.75, GBP 0.95, GBP 1.15, GBP 1.35, GBP 1.55 |
Based on prevailing UK market characteristics, the pack size/price combinations of a pack size of 220 mL at 75 p, and a pack size of 280 mL at 75 p or 95 p were not included in the experimental design.
To qualify to complete the survey, all respondents had to be aged 18–65 years, be responsible for the main grocery shopping of their household, consume and not reject a range of home-cooked oriental/far eastern cuisines, enjoy hot/spicy chili-based foods, and be willing to buy hot chili-based oriental sauces.
The cleaned datasets of 676 respondents were included in the analysis. This exceeds the recommended minimum sample size, based on the number of choice tasks, number of alternatives per task, and largest number of levels for any one attribute contained in this study.
Thirty-four percent of qualifying respondents were aged 18–34 years, 54% were 35–54 years, 10% were 55–65 years, and 74% of respondents were female. For the principal income earner of the household, 41% of respondents were of professional/managerial status, 25% were sales/administrative/technical workers, and 16% were skilled manual workers.
Home placement test
Fifty-seven percent of respondents were aged 18–44 years, 62% were female, and 60% had an ABC1 socioeconomic profile. Similar to the conjoint study, respondents were also asked to respond to 10 statements designed to gauge their reaction to novel foods and again the results illustrated that the respondents were receptive to novel and ethnic foods.
In this test, respondents were instructed to evaluate two variants of the gochujang adapted sauce: one a barbecue-flavored sauce, and the second a chicken-bulgogi-flavored sauce. These samples were based on previous studies examining consumer acceptability of Gochujang-based sauces. The samples were presented in 290-g branded bottles, with one sample being placed with respondents in Week 1 and a second sample the following week; again evaluated over a 1-week period. In each evaluation period, the samples were assessed on three usage occasions. Respondents completed a pretrial questionnaire, corresponding to each use occasion and a post-trial questionnaire for each sample.
The sample presentation order was evenly alternated between respondents.
Statistical analysis
Conjoint test
A utility score represents the attractiveness of each feature in a conjoint study. The higher the utility score, the more that attribute or level influences consumer choices. In this study, individual utility scores were extracted using hierarchical Bayesian estimation and rescaled using a zero-centered differences method for easy comparisons.Only respondents with root likelihood values > 0.250 were included in the utility estimation. The root likelihood value is a prediction of respondent choices in a CBC and corresponds to the number of product concepts. In a survey with four product concepts, including the "None of these" option, consumer responses through the conjoint model should be predictable 25% of the time.
Importance scores were determined by calculating the utility score range of each attribute and dividing by the total utility range multiplied by 100. Latent class analysis and market simulator analysis were performed with Sawtooth Software SMRT version 4.16.0. A z test was undertaken on the share of preference values to identify significant variations in response to price changes.
One-way analysis of variance with a Tukey post hoc multiple comparison test on the zero-centered utility scores for the total population was applied using Minitab 17 Statistical software.
Home placement test
Results
Across all six attributes assessed in this study,
the sensory properties of the product (as described by its flavor
characteristics), at 43%, was the most important attribute in driving
preference. This attribute was significantly higher (p < 0.05) than
the next most important attribute (brand at 24%), and reiterates the
importance and focus on the product characteristics in determining
choices within this market. Brand was significantly (p < 0.05) more
important than the price attribute in driving preference (Table 2).
Price (12%) and country of origin (11%) were the next most important
drivers of preference, with packaging size and material at 6% and 5%,
respectively, being relatively less important.
Table 2. Average Attribute Importance.
All respondents 676% | Male 176% | Female 500% | 18–34 y 229% | 35–54 y 378% | 55–65 y 69% | |
---|---|---|---|---|---|---|
Flavor description | 43 | 40 | 44 | 41 | 43 | 48 |
Brand | 24 | 24 | 24 | 25 | 24 | 21 |
Price | 12 | 13 | 12 | 14 | 11 | 10 |
Country of origin | 11 | 12 | 10 | 11 | 11 | 10 |
Pack size | 6 | 7 | 5 | 6 | 6 | 6 |
Pack material | 5 | 5 | 5 | 4 | 5 | 5 |
Total | 100 | 100 | 100 | 100 | 100 | 100 |
Fig. 1. Multiple comparison test results on zero centred utility values. Letters indicate significant differences () within each attribute for total population ().
Fig. 2. Multiple comparison test results on zero centred utility values. Letters indicate significant differences () within each attribute for total population ().
Across the total sample, respondents derived greater utility from the more familiar brand variants such as Blue Dragon in particular, and to a degree Encona and Wing Yip, than less well-known brands such as Linghams and Conimex. With no UK profile, it is not surprising that the Hot & Joy brand (the proposed gochujang-adapted sauce brand) offered the least utility.
In terms of pricing, the relative utility of different price points followed an expected distribution. From the price point GDP 1.75 onwards, the average utility value declined markedly.
Given the consumer recruitment criteria, that is, being receptive to ethnic and novel foods, perhaps it is not surprising that there is not a wide variation in utility values placed on the elements within the country of origin attribute. The emergence and popularity of Thai cuisine in the UK generally was clearly reflected in these data.
In terms of pack size, a larger pack was preferred over the 150-mL pack, and the glass container was preferred over the squeezable plastic option.
A number of market scenarios were simulated in the conjoint model and share of preference for each of these scenarios was estimated. Seven scenarios were completed. In each scenario, all the product specifications noted in Table 3 remained constant apart from price, which for the Hot & Joy product was tested at each price point (GBP 0.75, GBP 0.95, GBP 1,15, GBP 1.35, GBP 1.55, GBP 1.75 and GBP 1.95).
Brand | Pack size | Pack material | Country of origin | Flavor description | Price (GBP) | |
---|---|---|---|---|---|---|
Test product | Hot & Joy | 220 mL | Glass | Korea | Option 6 | Variable |
Competitor Product 1 | Blue Dragon | 220 mL | Glass | Thailand | Option 1 | 0.95 |
Competitor Product 2 | Wing Yip | 150 mL | Glass | Malaysia | Option 3 | 1.15 |
Competitor Product 3 | Linghams | 280 mL | Glass | Malaysia | Option 5 | 1.35 |
In these simulations, the share of preference for the Hot & Joy product (the proposed gochujang-adapted sauce brand) declined from around 24% at GBP 0.75 to 13% at GBP 1.95. The largest percentage declines in share of preference occur when price was increased to GBP 1.75 and GBP 1.95 (−13% and −16%, respectively). Moving price from GBP 0.95 to GBP 1.15 also recorded a significant decline in preference of nearly 10%. Respondents seemed less sensitive to price movements in the GBP 1.15–1.55 bracket.
Fig. 3 shows the preference shares between products at Hot & Joy's most competitive price. Given the utility values associated with a well-established UK brand such as Blue Dragon, it is not surprising that preference switched principally to Blue Dragon as the price for the Hot & Joy product became less attractive (Table 4).
Fig. 3. Predicted preference share for Hot & Joy product (price at 0.75p).
Price (GBP) | 0.75 | 0.95 | 1.15 | 1.35 | 1.55 | 1.75 | 1.95 | |
---|---|---|---|---|---|---|---|---|
Share means | 23.99 | 22.04 | 19.88 | 18.69 | 17.52 | 15.29 | 12.91 | |
SEs | 1.31 | 1.26 | 1.21 | 1.19 | 1.16 | 1.09 | 1.01 | |
23.99 | 1.31 | 0.500 | ||||||
22.04 | 1.26 | 0.065 | 0.500 | |||||
19.88 | 1.21 | 0.001 | 0.040 | 0.500 | ||||
18.69 | 1.19 | 0.000 | 0.003 | 0.161 | 0.500 | |||
17.52 | 1.16 | 0.000 | 0.000 | 0.023 | 0.160 | 0.500 | ||
15.29 | 1.09 | 0.000 | 0.000 | 0.000 | 0.001 | 0.024 | 0.500 | |
12.91 | 1.01 | 0.000 | 0.000 | 0.000 | 0.000 | 0.000 | 0.012 | 0.500 |
SE, standard error.
Home placement test
As noted in Table 5, both samples were relatively well received in terms of initial appearance and aroma, with eight out of 10 respondents expressing liking to some degree.Variable | Sample | Count | Mean | Percent | ||||
---|---|---|---|---|---|---|---|---|
Like | Neither | Dislike | Like | Neither | Dislike | |||
OverApp | Barbeque | 45 | 5 | 7 | 6.7 | 78.9 | 8.8 | 12.3 |
OverApp | Chicken | 48 | 6 | 4 | 6.9 | 82.8 | 10.3 | 6.9 |
Aroma | Barbeque | 47 | 2 | 8 | 6.8 | 82.5 | 3.5 | 14.0 |
Aroma | Chicken | 45 | 2 | 11 | 6.4 | 77.6 | 3.4 | 19.0 |
OFlav | Barbeque | 39 | 4 | 14 | 6.1 | 68.4 | 7.0 | 24.6 |
OFlav | Chicken | 40 | 2 | 16 | 6.1 | 69.0 | 3.4 | 27.6 |
Overall | Barbeque | 39 | 4 | 14 | 6.1 | 68.4 | 7.0 | 24.6 |
Overall | Chicken | 40 | 2 | 16 | 6.0 | 69.0 | 3.4 | 27.6 |
OverApp = Overall Appearance; Flav = Flavour; Overall = Overall Liking.
In terms of flavor, results were more polarized, with seven out of 10 respondents expressing liking to some degree for both samples, with the remainder expressing dislike to some degree.
Both samples were criticized to some degree for not being sweet enough, although the Just about right scores (7 out of 10 respondents) indicated reasonable consumer satisfaction with this attribute. However, it was clear that around half of the respondents considered the samples to be too hot to some degree.
The flavor results noted in this study reflected a similar pattern of response recorded in an earlier preliminary consumer study on a range of similar development sauces. This earlier study, which consisted of a pre-recruited central location test, evaluated five sauces among 100 consumers who represented a cross-section of the target market. The results from this earlier study demonstrated a similar split response towards the samples based on both hotness (with some consumers preferring the hotter versions and others preferring the less hot options) and flavor familiarity; in this case a barbecue flavor.
The results in respect of flavor translated through to the results for overall liking, with similar mean scores of 6.1 and 6.0 being recorded for the barbeque and chicken sauces, respectively. By individual usage occasion, the overall liking mean scores generally followed a similar pattern to the overall result. Both prior to and after testing the product on three occasions, consumers were asked to indicate their likelihood to purchase the product on a 5-point scale.
After sampling the product on three occasions, it was interesting to note that the proportion of those claiming that they would buy, broadly remained unchanged for both products. Fishers exact test returned a nonsignificant result in terms of changes in purchase propensity across the three conditions (Would buy; May/May not buy; Would not buy) for each sample (Table 6).
Variable | Sample | Count | Count | Count | Mean | Percent | Percent | Percent |
---|---|---|---|---|---|---|---|---|
Would buy | May/may not | Would not buy | Mean | Would buy | May/may not | Would not buy | ||
Likely | Barbeque | 25 | 22 | 10 | 3.3 | 43.9 | 38.6 | 17.5 |
Likely | Chicken | 26 | 24 | 8 | 3.3 | 44.8 | 41.4 | 13.8 |
Likely | Barbeque | 26 | 12 | 18 | 3.1 | 46.4 | 21.4 | 32.1 |
Likely | Chicken | 28 | 15 | 15 | 3.3 | 48.3 | 25.9 | 25.9 |
Likely = Likely to buy.
In terms of all meal occasions, the barbecue and chicken sauces were used with evening dinner on 65% and 66% of all occasions, respectively. The next most popular occasion for both sauces was as part of an evening snack on 21% of occasions for the chicken sauce and 17% for the barbecue sauce. Across all occasions, both sauces were used most often as a dip (25% chicken and 22% barbecue), and a stir fry (19% for both sauces). Use within a stew/casserole, marinade or as accompaniment also received a significant number of mentions for both sauces.
For both sauces across all three occasions, the most popular main ingredients used were chicken (> 4 out of 10 of all occasions), vegetables (3 out of 10 occasions) and crisps/tortillas (2 out of 10 occasions).
Respondents were also asked to suggest the best ways for using the sauces. The chicken sauce was considered more as a flavor enhancer by most respondents and therefore best added to stews/casseroles (most often mentioned), as a marinade or as a stir fry, as reflected in a selection of consumer comments noted below. "I prefer to use this as a sauce for cooking, not as a table top sauce or as a dip as it has too much seasoning" (Respondent 16). "As a marinade but remember it is very strong" (Respondent 38). " It was lovely in a stir fry" (Respondent 5). "Was hot and spicy but it was very good. First class" (Respondent 42). Similar comments were also made with respect to the barbecue sauce, although its function was extended to include use as a dip or with a barbecue. "Added to a stir fry, it was lovely" (Respondent 31). "As a marinade the flavor comes through very well" (Respondent 35). "In soups or stews, it's too hot for general use" (Respondent 37). "Excellent. But it could come in a larger size" (Respondent 16).
The comments from respondents indicated that the products were aligned to consumers' typical consumption behavior. From the home placement study, both sauces received similar and reasonable levels of acceptability and consumers' perceived product uses were aligned with intended applications.
Discussion
The
study found that the sensory positioning of the product was the single
most important attribute in determining preference. It was encouraging
that the description most closely aligned to the proposed
gochujang-adapted sauces held appeal across the respondent set in the
conjoint study.
This flavor description, coupled with the thin
sauce textural characteristics of the product, which are familiar to UK
consumers, would probably increase perceptual product fluency, as noted
earlier, and thereby reduce resistance to purchase.
However, even
with a strong sensory positioning, it was evident from the conjoint
study that the role of the brand was also a key driver in determining
preference. Therefore, while the sensory properties of the product could
enhance perceptual product fluency, the results from the study suggest
that perceptual brand fluency is also necessary in building acceptance
of a novel ethnic food.
The ethnic sauce market in the UK has
seen a profusion of new products with a wide range of flavors and taste
experiences. In order to optimize product success in this competitive
sector, it is necessary to provide a unique and distinctive product that
has credible provenance.
From the home placement study, it was
evident that the products segmented consumer response, even among those
respondents who were selected to approximate the target market, due
principally to the hotness of the samples. Therefore, while reducing the
hotness of the product has the potential to broaden appeal, this
approach may erode its positioning in the market as a distinctive,
premium product with authentic flavors.
Retaining the
gochujang-adapted sauce flavor profile but linked to a more established
UK brand associated with speciality sauces may offer Korean
manufacturers the most effective platform to enter the UK market.