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Factors in retail shelf management impacting wine sales

Author

Listed:
  • Raymond J. Folwell

    (Washington State University)

  • D. Andy Moberg

    (Washington State University)

Abstract

Food|beverage retailing practices have placed increasing emphasis on shelf management. While price is the major economic factor influencing sales of individual products, other nonprice factors such as number of facings, shelf height, and season of the year, are also paramount to the sales of products. The significance of these factors varies with wine type. Price and number of facings were significant in the sales of table wines in all stores in the study, whereas shelf height was in in two of the stores. For sparkling and dessert wines, number of facings was significant in explaining variations in sales in all stores, whereas price, shelf height, and season of the year were significant in a limited number of stores. © 1993 John Wiley & Sons, Inc.

Suggested Citation

  • Raymond J. Folwell & D. Andy Moberg, 1993. "Factors in retail shelf management impacting wine sales," Agribusiness, John Wiley & Sons, Ltd., vol. 9(6), pages 595-603.
    • Handle: RePEc:wly:agribz:v:9:y:1993:i:6:p:595-603
    DOI: 10.1002/1520-6297(199311)9:6<595::AID-AGR2720090606>3.0.CO;2-I
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    Cited by:

    1. Prell, Mark A., 2004. "An Economic Model Of Wic, The Infant Formula Rebate Program, And The Retail Price Of Infant Formula," Food Assistance and Nutrition Research Reports 33879, United States Department of Agriculture, Economic Research Service.
    2. Aaron Staples & Bridget K. Behe & Patricia Huddleston & Trey Malone, 2022. "What you see is what you get, and what you don't goes unsold: Choice overload and purchasing heuristics in a horticulture lab experiment," Agribusiness, John Wiley & Sons, Ltd., vol. 38(3), pages 620-635, July.
    3. Dye, Chung-Yuan, 2020. "Optimal joint dynamic pricing, advertising and inventory control model for perishable items with psychic stock effect," European Journal of Operational Research, Elsevier, vol. 283(2), pages 576-587.
    4. Nayga, Rodolfo M., Jr. & Riethmuller, Paul C., 1995. "Recent Developments in Food Retailing in the United States and Australia," Review of Marketing and Agricultural Economics, Australian Agricultural and Resource Economics Society, vol. 63(01), pages 1-11, April.

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