Buying Organic Food Products: The Role of Trust in the Theory of Planned Behavior

When someone decides to buy organic food products trust plays a role. Consumers, in fact, are neither supposed to have the appropriate knowledge to evaluate the characteristics of these products, nor can they control that the food was actually manufactured following the procedures prescribed by organic production. Therefore, trust may contribute to the explanation of both purchasing intention and behavior since it represents a heuristic or shortcut that people adopt in order to reduce the large amount of information that consumers need to take into account. The present research aimed to analyze the role of trust in organic products on buying behavior adopting the Theory of Planned Behavior (TPB) as theoretical framework. A relational model was tested in which this variable was supposed to act as a background factor associated with all the classical constructs foreseen by the theory and the buying behavior. Also, indirect effects of trust on both intention and behavior were assessed. Two studies were conducted targeting the purchase of organic food products in general (Study 1) and of fresh organic fruit and vegetables (Study 2). In both studies, the data collection was organized in two waves, with a time lag of 1 month. At Time 1, the questionnaires included measures of intention, its antecedents and trust, while at Time 2 self-reported buying behavior was collected. Data were supplied by two convenience samples of Italian adults (237 and 227 participants) and analyzed via structural equation modeling. Results turned out to be overlapping in both studies, since trust was positively associated with attitude and subjective norm, and it was indirectly associated with intention and behavior, thanks to the mediation of the TPB constructs. The outcomes highlighted the importance of people’s trust in organic products as a meaningful antecedent that boosts the TPB-based psychosocial processes that are supposed to stand behind both purchasing intentions and behaviors.