Introduction
What Is the Jobs To Be Done Framework?
- Job = Progress: Every job represents the progress a consumer is trying to make in a given situation.
- Context matters: The same person might “hire” different products for different jobs depending on time, place, and mindset.
- Speak in real language: JTBD success lies in translating consumer behavior into simple, human terms that reflect real needs.
- Why do people eat besides hunger?
- What motivates eating behavior in different contexts?
- Which emotional and social needs are tied to food choices? SIVO’s approach to customer insights leverages JTBD to deliver clear, actionable understanding – transforming fuzzy consumer behavior into real opportunities. For food brands, this can lead to smarter product positioning, more relevant messaging, and innovation that fits seamlessly into everyday life. So instead of asking, “What are our consumers eating?” a JTBD approach invites you to ask, “What are consumers trying to achieve with their food choices – and how can we help them get there?”
Why People Eat: More Than Just Hunger
Common “Jobs” Behind Eating Habits
Here are some of the most common jobs that food fulfills outside of satisfying hunger:- Emotional Comfort: Eating as a form of self-soothing – think ice cream after a hard day or soup when feeling unwell.
- Habit and Routine: Morning coffee or a bedtime snack might just be part of a daily rhythm, offering consistency and structure.
- Social Connection: Sharing meals with friends or family to build closeness and community.
- Celebration or Nostalgia: Holiday meals, signature family recipes, or foods tied to personal memories play big roles in decision-making.
- Control and Productivity: Choosing foods that make consumers feel “in control” of their health or energy level.
Implications for Food Brands
Understanding these deeper motivations opens doors for food marketing that resonates more authentically: - Highlighting emotional rewards or moments of affirmation in your messaging - Designing products that support routines or rituals - Positioning items as tools for well-being, not just nutrition SIVO’s market research for the food industry often uncovers these patterns, helping brands identify unmet needs and new pathways for innovation. By using JTBD to understand what really motivates eating behavior, food brands can shift from selling products to delivering meaningful experiences. At its best, JTBD helps businesses see people as whole individuals – not just 'consumers.' It acknowledges that behind every snack, sip, or meal is a human need waiting to be understood. And for those developing or marketing food products, that understanding leads to better targeting, stronger relationships, and more relevant innovation.Common Jobs Behind Eating Moments
Common Jobs Behind Eating Moments
While hunger might seem like the obvious driver of eating behavior, it's often just the surface-level reason. The Jobs To Be Done (JTBD) framework encourages brands to look deeper—to uncover the underlying job a consumer is hiring food to do in that moment. When we start asking, "Why do people eat besides hunger?" we discover a wide range of motivations tied to emotions, routines, environments, and experiences.
Here are a few common consumer "jobs" that drive eating habits:
1. Eating for Emotional Comfort
Food is often used to self-soothe or manage stress. Whether it's grabbing ice cream after a hard day or mindlessly snacking during anxious moments, these are examples of emotional reasons people eat. In this job, food isn't about nourishment – it's about psychological relief.
2. Eating to Bond Socially
From family dinners to grabbing coffee with a coworker, food frequently plays a supporting role in social connection. In these situations, people aren't just eating to fill their stomachs – they're participating in shared experiences. Understanding this social job opens paths for food marketing that focuses on community and gathering.
3. Eating for Energy or Focus
Snacking between meetings or drinking a smoothie on the way to a workout are examples of food being hired to fuel productivity. These moments reflect functional jobs where food is used as a tool for performance and efficiency.
4. Eating Out of Habit
Sometimes the job is driven by default. Morning routines, scheduled lunch breaks, or the Friday pizza tradition can create eating habits that are more about rhythm than intentional choice. Recognizing these habitual jobs can help brands position themselves within routine behaviors.
5. Eating as a Reward
Celebration or achievement often triggers food choices, whether it’s birthday cake or a post-run treat. This job reinforces food as a form of self-recognition, tying into emotional satisfaction and positive reinforcement.
Though these categories aren't exhaustive, they highlight that understanding why people eat requires looking beyond physical needs. Each job presents a way to connect through meaningful consumer experiences – and recognizing these jobs can illuminate fresh customer insights for food brands aiming to resonate with real-life moments, not just meal times.
How JTBD Uncovers New Opportunities for Food Brands
How JTBD Uncovers New Opportunities for Food Brands
The real power of the Jobs To Be Done framework lies in its ability to spot gaps that traditional data often misses. By revealing the deeper consumer motivations behind eating moments, JTBD helps food brands rethink how they talk to customers, design products, and solve unmet needs.
Here’s how applying this lens leads to new opportunity areas:
Spotting Emotional and Contextual Gaps
Not all eating decisions are made in the grocery aisle – many are sparked by feelings or experiences. When a brand sees that consumers often eat to reduce stress while working from home, for instance, they can ideate snacks that feel calming, light, or focus-friendly. This is where understanding consumer behavior in food and beverage really comes to life.
Fueling Product Innovation
Traditional product development often focuses on attributes – flavor, packaging, price. JTBD shifts the focus to the outcome consumers want. This opens fresh pathways for product innovation. For example, a (fictional) frozen food company might discover that customers “hire” their meals for quick, guilt-free comfort after long workdays – prompting development of indulgent-yet-healthy options that tap into that specific job.
Reframing Marketing Strategies
Food marketing that aligns with real-life jobs feels instantly relatable. Instead of generically promoting breakfast bars as “wholesome,” a brand could tell the story of how the bar helps a parent stay energized and focused through a busy morning routine – meeting a functional and emotional job simultaneously.
Finding Niche Growth Areas
Jobs-based research often uncovers underserved groups or overlooked moments. Maybe there’s a segment who seeks quiet solo eating experiences to recharge emotionally – a job not many brands design for. These insights can guide both target audience refinement and messaging that builds stronger customer behavior alignment.
- Discover what motivates alternative snack choices at night (emotional job)
- Understand how mealtime routines change post-kids or after life transitions (contextual job)
- Identify premium packaging innovations tied to self-care rituals (identity-based job)
By exploring these subtle but powerful drivers, food and beverage brands can shift from selling products to solving problems. That’s the real advantage of integrating JTBD into your growth lens – turning consumer insights into brand relevance and better product-market fit.
Using Jobs To Be Done in Your Market Research Strategy
Using Jobs To Be Done in Your Market Research Strategy
Integrating the Jobs To Be Done framework into your market research isn't about replacing existing tools – it's about enhancing them. JTBD provides a fresh way to connect dots between behavior, emotion, and context, ultimately revealing new sources of value within your customer base.
Start with Exploration – Not Assumptions
JTBD research begins by asking open-ended questions about when and why consumers interact with a food or beverage. Rather than focusing only on demographics or preferences, it zeroes in on specific use moments. SIVO leverages both qualitative and quantitative methods to uncover the full picture of customer behavior, from emotional triggers to routine patterns across time and setting.
Pair Quant Data with Real-World Context
Identifying top-selling SKUs or popular flavors is valuable. But JTBD shines when paired with qualitative discovery – such as in-home or in-the-moment interviews. These mixed-method approaches help brands understand what functional, emotional, or social "jobs" a product fulfills across different life stages or personal goals. For example, someone may “hire” oatmeal not for nutrition, but for the nostalgic comfort it evokes, especially during stressful times.
Human Nuance, Powered by Flexible Tools
While AI and behavioral analytics have opened new doors in food industry data, JTBD reminds us that true insight requires human understanding. SIVO balances analytical rigor with empathy – designing custom research that taps into lived experience using accessible, real-world language your customers actually use.
Our approach allows us to:
- Map journeys to see when and why food choices are made
- Group consumers based on shared jobs, not just demographics
- Test product ideas or communications against real functional/emotional needs
From Insight to Action
JTBD helps turn complex customer decisions into simple, actionable strategies. Whether it informs early-stage R&D or major campaign positioning, the goal is to make every decision anchored in the consumer motivations that truly matter. It's not just about what people eat – it’s about what they’re trying to accomplish when they eat it.
By embedding a JTBD mindset into your research strategy, you elevate the quality of your insights – and turn them into a roadmap for innovation, relevance, and growth.
Summary
Understanding why people eat means going beyond hunger – and the Jobs To Be Done framework offers exactly that lens. By exploring motivations like emotional comfort, social engagement, habit, and personal reward, businesses can uncover powerful new insights into eating habits and customer behavior. For food and beverage brands, applying JTBD unlocks hidden opportunities in product innovation, more resonant food marketing, and consumer-aligned strategy. When combined with thoughtful, well-designed market research, it empowers teams to design for real human needs – not just trends. Whether you're seeking to grow a brand, launch a new product, or better understand your buyer, the JTBD approach can guide your path with clarity and empathy.
Summary
Understanding why people eat means going beyond hunger – and the Jobs To Be Done framework offers exactly that lens. By exploring motivations like emotional comfort, social engagement, habit, and personal reward, businesses can uncover powerful new insights into eating habits and customer behavior. For food and beverage brands, applying JTBD unlocks hidden opportunities in product innovation, more resonant food marketing, and consumer-aligned strategy. When combined with thoughtful, well-designed market research, it empowers teams to design for real human needs – not just trends. Whether you're seeking to grow a brand, launch a new product, or better understand your buyer, the JTBD approach can guide your path with clarity and empathy.