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The purpose of this paper is to test whether the simple exposure to different types of products can trigger different motivational orientation on consumers (prevention vs promotion), which in turn would match message frame and increase persuasion.

Three experiments test whether exposure to product categories can trigger consumer’s regulatory focus orientation. Participants in the pilot study are students, while participants in the two other studies are consumers.

A first pilot study randomly exposed participants to a product that could trigger promotion orientation (e.g. orange juice) versus a product that could trigger prevention orientation (e.g. sunscreen). Participants exposed to promotion (prevention) product suggest more promotion (prevention) strategies to reach a particular goal (preparing for their final exam). Study 2 shows that gain (vs loss)-framed messages using health appeals have better evaluations when featuring promotion (vs prevention) products. Study 3 generalizes these results using another sample and different product categories.

The paper uses some product categories and including other categories would increase external validity.

The practical implication is to help marketers to choose the right health argument to match the product category they are trying to sell.

Theoretically, the results from three studies show that exposure to products can temporarily trigger a consumer’s regulatory focus and that messages using health arguments that are consistent with this regulatory focus are more persuasive than those that are not. Managerially, these results help managers to adapt the right message in function of the product category.

The paper aims to explore how values and knowledge are expressed in student’s discussions about food and health.

Food practices present a complex phenomenon extending beyond biomedical descriptions, including social dynamics of food in families and communities. Contextual conditions of social groups and settings have significant impacts on food choices and practices. Although values constitute a central part of educational goals, deliberate values education remains an often-neglected area, with a tendency in both curricula and educational practice to focus on knowledge and overlook how values intersect with knowledge. The paper utilises group interviews supported by participant observations to study the food and health practices as expressed in students' discussions.

The paper’s findings show how values are expressed together with knowledge as value-knowledges around food and health within the social contexts of family, cultural identities and peer relationships. While moving through their lives, students draw on and utilise biomedical, social-cultural and sensory value-knowledges, simultaneously considering the nutrition and taste of foods, the value of connecting with family and peers in cultural settings as well as getting enough food to feel satiated.

The paper presents an original approach around the necessity to consider and integrate cultural identities in discussions and education about food and health to empower students and their communities in a way that is socially just and equitable. This involves shifting discussions of health education away from students as (ir)rational obstacles but rather as partners in co-creating knowledge for sustainable food and health equity.