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Healthy Profits: An Interdisciplinary Retail Framework that Increases the Sales of Healthy Foods

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  • Wansink, Brian

Abstract

Disruptive layouts, smart carts, suggestive signage, GPS alerts, and touch-screen preordering all foreshadow an evolution in how healthy foods will be sold in grocery stores. Although seemingly unrelated, they will all influence sales by altering either how convenient, attractive, or normal (CAN) it is to purchase a healthy target food. A Retail Intervention Matrix shows how a retailer’s actions in these three areas can be redirected to target shoppers based on whether the shoppers are Health Vigilant, Health Predisposed, or Health Disinterested. For researchers, this review offers an organizing framework that integrates marketing, nutrition, psychology, public health, and behavioral economics to identify next generation research. For managers, this framework underscores how dozens of small, low cost, in-store changes are available to each that can surprisingly increase sales of entire categories of healthy food.

Suggested Citation

  • Wansink, Brian, 2017. "Healthy Profits: An Interdisciplinary Retail Framework that Increases the Sales of Healthy Foods," Journal of Retailing, Elsevier, vol. 93(1), pages 65-78.
    • Handle: RePEc:eee:jouret:v:93:y:2017:i:1:p:65-78
    DOI: 10.1016/j.jretai.2016.12.007
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    References listed on IDEAS

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    2. Stijn Maesen & Lien Lamey & Anne ter Braak & Léon Jansen, 2022. "Going healthy: how product characteristics influence the sales impact of front-of-pack health symbols," Journal of the Academy of Marketing Science, Springer, vol. 50(1), pages 108-130, January.
    3. Antonella Samoggia & Chiara Perazzolo & Piroska Kocsis & Margherita Del Prete, 2019. "Community Supported Agriculture Farmers’ Perceptions of Management Benefits and Drawbacks," Sustainability, MDPI, vol. 11(12), pages 1-21, June.
    4. Grewal, Dhruv & Roggeveen, Anne L. & Nordfält, Jens, 2017. "The Future of Retailing," Journal of Retailing, Elsevier, vol. 93(1), pages 1-6.
    5. Luomala, Harri T. & Hellén, Katarina & Jokitalo, Maijastiina, 2018. "Dieting, priming, food meanings and (un)healthy choices: When shoppers fall for pleasure," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 305-311.
    6. Grandi, Benedetta & Burt, Steve & Cardinali, Maria Grazia, 2021. "Encouraging healthy choices in the retail store environment: Combining product information and shelf allocation," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).

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