title: The impact of product information and trials on demand for smokeless tobacco and cigarettes: evidence from experimental auctions.
abstract: BACKGROUND
  Epidemiological and toxicological evidence suggests lower risk of smokeless tobacco (ST) products compared to cigarettes. Less is known, however, about consumer perceptions and use of novel forms of ST, including snus and dissolvable tobacco.
  
  
  METHODS
  In this study, we conducted in-person experimental auctions in Buffalo, NY, Columbia, SC, and Selinsgrove, PA with 571 smokers to test the impact of information and product trials on smokers' preferences. Auctions were conducted between November 2010-November 2011.
  
  
  RESULTS
  We found no evidence of an impact of product trials on demand in our auctions. Anti-ST information increased demand for cigarettes when presented alone, but when presented with pro-ST information it decreased demand for cigarettes. It did not decrease demand for ST products. Anti-smoking information increased demand for ST products, but did not affect cigarette demand.
  
  
  CONCLUSIONS
  These findings suggest that credible and effective communications about tobacco harm reduction should reinforce the negative effects of smoking.
authors: Department of Economics, Susquehanna University, 514 University Avenue, Selinsgrove, PA 17870-1025, USA.
authors: Matthew C
authors: MC
authors: Rousu
authors: Department of Health Behavior, Roswell Park Cancer Institute, Elm and Carlton Streets, Buffalo NY 14263.
authors: Richard J
authors: RJ
authors: O'Connor
authors: Department of Health Promotion, Education, and Behavior, School of Public Health, University of South Carolina, Columbia, SC, USA; Centro de Investigaciones en Salud Poblacional, Instituto Nacional de Salud Publica, Cuernavaca, Mexico.
authors: James F
authors: JF
authors: Thrasher
authors: Department of Health Behavior, Roswell Park Cancer Institute, Elm and Carlton Streets, Buffalo NY 14263.
authors: Kristie M
authors: KM
authors: June
authors: Department of Health Behavior, Roswell Park Cancer Institute, Elm and Carlton Streets, Buffalo NY 14263.
authors: Maansi
authors: M
authors: Bansal-Travers
authors: Center for Health Research, Geisinger Health System, Danville PA, 17822; Department of Health Policy & Administration, The Pennsylvania State University, University Park, PA, 16802.
authors: James
authors: J
authors: Pitcavage
mesh_terms: D000328:Adult; D001294:Attitude to Health; D003164:Competitive Bidding; D005260:Female; D006266:Health Education / Q000379:methods / Q000458:organization & administration*; D006801:Humans; D008297:Male; D008875:Middle Aged; D009518:New York / Q000453:epidemiology; D019370:Observation; D010414:Pennsylvania / Q000453:epidemiology; D010565:Persuasive Communication; D011356:Product Labeling; D012044:Regression Analysis; D012907:Smoking / Q000009:adverse effects / Q000453:epidemiology / Q000523:psychology*; D016540:Smoking Cessation; D012923:Social Class; D013022:South Carolina / Q000453:epidemiology; D011795:Surveys and Questionnaires; D061485:Tobacco Use Cessation Devices / Q000191:economics / Q000706:statistics & numerical data / Q000600:supply & distribution*; D014030:Tobacco, Smokeless / Q000009:adverse effects / Q000706:statistics & numerical data / Q000600:supply & distribution*; D014505:Urban Population / Q000706:statistics & numerical data
keywords: Communications; Experimental auctions; Information; Smokeless tobacco