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Pregled bibliografske jedinice broj: 1122567

Local food sales and point of sale priming: evidence from a supermarket field experiment


(Newcastle University Business School, Newcastle University) Brečić, Ružica; Sinčić Ćorić, Dubravka; Lučić, Andrea; Gorton, Matthew; Filipović, Jelena
Local food sales and point of sale priming: evidence from a supermarket field experiment // European Journal of Marketing, ahead-of-print (2021), ahead-of-print; 1-22 doi:10.1108/ejm-07-2019-0604 (međunarodna recenzija, članak, znanstveni)


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Naslov
Local food sales and point of sale priming: evidence from a supermarket field experiment
(Local food sales and point of sale priming: evidence from a supermarket field experiment)

Autori
Brečić, Ružica ; Sinčić Ćorić, Dubravka ; Lučić, Andrea ; Gorton, Matthew ; Filipović, Jelena

Kolaboracija
Newcastle University Business School, Newcastle University

Izvornik
European Journal of Marketing (0309-0566) Ahead-of-print (2021), Ahead-of-print; 1-22

Vrsta, podvrsta i kategorija rada
Radovi u časopisima, članak, znanstveni

Ključne riječi
Supermarkets, Field experiment, Priming, Local foods

Sažetak
Abstract Purpose An intention-behavior gap often occurs for socially responsible consumption, where despite positive consumer attitudes, sales remain disappointing. This paper aims to test the ability of in-store priming to increase sales of local foods vis-à-vis imported, cheaper equivalents. Design/methodology/approach Laboratory and field experiments in three countries (Croatia, Slovenia and Serbia), working with an international grocery retailer, assess the ability of textual and pictorial-based point of sale (PoS) materials to increase the purchase of local foods. Field sales data, for the purchase of local apples and cherries and their imported equivalents, are complemented by an analysis of loyalty card transactions. Findings Field data indicate that both pictorial and textual PoS materials, significantly increase the likelihood of purchasing local foods, against cheaper imported equivalents. Pictorial PoS materials appear more effective than textual equivalents. Laboratory study data indicate that PoS materials increase the salience of goal consistent mechanisms in decision-making at the expense of mechanisms to achieve non-primed goals. Research limitations/implications The field experiment lasted for only two weeks and focused on seasonal produce. Practical implications PoS materials offer a low cost intervention for modifying consumer behavior in stores. Originality/value The paper develops a theory regarding how priming works and its application in a supermarket setting. This is investigated and validated in the context of local foods. The study offers encouragement for the usefulness of other in-store primes, such as relating to diet, to improve socially desirable outcomes without economic incentives or coercion and in a cost-effective manner.

Izvorni jezik
Engleski

Znanstvena područja
Ekonomija



POVEZANOST RADA


Projekti:
EK-H2020-678024 - Strengthening European Food Chain Sustainability by Quality and Procurement Policy (Strength2Food) (Brečić, Ružica, EK - H2020-SFS-2015-2) ( POIROT)

Ustanove:
Ekonomski fakultet, Zagreb

Citiraj ovu publikaciju:

(Newcastle University Business School, Newcastle University) Brečić, Ružica; Sinčić Ćorić, Dubravka; Lučić, Andrea; Gorton, Matthew; Filipović, Jelena
Local food sales and point of sale priming: evidence from a supermarket field experiment // European Journal of Marketing, ahead-of-print (2021), ahead-of-print; 1-22 doi:10.1108/ejm-07-2019-0604 (međunarodna recenzija, članak, znanstveni)
(Newcastle University Business School, Newcastle University) (Newcastle University Business School, Newcastle University) Brečić, Ružica, Sinčić Ćorić, D., Lučić, A., Gorton, M. & Filipović, J. (2021) Local food sales and point of sale priming: evidence from a supermarket field experiment. European Journal of Marketing, ahead-of-print (ahead-of-print), 1-22 doi:10.1108/ejm-07-2019-0604.
@article{article, author = {Bre\v{c}i\'{c}, Ru\v{z}ica and Sin\v{c}i\'{c} \'{C}ori\'{c}, Dubravka and Lu\v{c}i\'{c}, Andrea and Gorton, Matthew and Filipovi\'{c}, Jelena}, year = {2021}, pages = {1-22}, DOI = {10.1108/ejm-07-2019-0604}, keywords = {Supermarkets, Field experiment, Priming, Local foods}, journal = {European Journal of Marketing}, doi = {10.1108/ejm-07-2019-0604}, volume = {ahead-of-print}, number = {ahead-of-print}, issn = {0309-0566}, title = {Local food sales and point of sale priming: evidence from a supermarket field experiment}, keyword = {Supermarkets, Field experiment, Priming, Local foods} }
@article{article, author = {Bre\v{c}i\'{c}, Ru\v{z}ica and Sin\v{c}i\'{c} \'{C}ori\'{c}, Dubravka and Lu\v{c}i\'{c}, Andrea and Gorton, Matthew and Filipovi\'{c}, Jelena}, year = {2021}, pages = {1-22}, DOI = {10.1108/ejm-07-2019-0604}, keywords = {Supermarkets, Field experiment, Priming, Local foods}, journal = {European Journal of Marketing}, doi = {10.1108/ejm-07-2019-0604}, volume = {ahead-of-print}, number = {ahead-of-print}, issn = {0309-0566}, title = {Local food sales and point of sale priming: evidence from a supermarket field experiment}, keyword = {Supermarkets, Field experiment, Priming, Local foods} }

Časopis indeksira:


  • Web of Science Core Collection (WoSCC)
    • Social Science Citation Index (SSCI)
    • SCI-EXP, SSCI i/ili A&HCI
  • Scopus


Citati:





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