Abstract
Currently, insects are considered as a promising alternative protein source due to their nutritional content and their environmental sustainability. Notwithstanding this, generally consumers show reluctance towards the introduction of edible insects into their diet, mostly influenced by food neophobia. Persuasive communication strategies (e.g., informational vs. emotional appeals) have been a major topic in consumer behavior research. Scholars often refer to the construct of message sensation value (MSV), which is defined as the intensity of audio, visual, and content features of a message that elicit sensory, affective, and arousal responses. In this work, a computer-based experiment (N = 148) was conducted to investigate the effectiveness of messages based on different levels of MSV in promoting the intention to eat insect-based foods, and interactions between MSV and food neophobia. Results indicate that, MSV, food neophobia, and their interaction significantly affect the willingness to consume insect-based food products with or without visible insects, highlighting novel pathways for segmenting consumers, in order to strengthen the communication effects.