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Regional product assortment and merchandising in grocery stores: Strategies and target customer segments

Author

Listed:
  • Cindy Lombart

    (Audencia Recherche - Audencia Business School)

  • Blandine Labbé-Pinlon

    (Audencia Recherche - Audencia Business School)

  • Marc Filser

    (CREGO - Centre de Recherche en Gestion des Organisations (EA 7317) - Université de Haute-Alsace (UHA) - Université de Haute-Alsace (UHA) Mulhouse - Colmar - UB - Université de Bourgogne - UBFC - Université Bourgogne Franche-Comté [COMUE] - UFC - Université de Franche-Comté - UBFC - Université Bourgogne Franche-Comté [COMUE])

  • Blandine Anteblian

    (CREGO - Centre de Recherche en Gestion des Organisations (EA 7317) - Université de Haute-Alsace (UHA) - Université de Haute-Alsace (UHA) Mulhouse - Colmar - UB - Université de Bourgogne - UBFC - Université Bourgogne Franche-Comté [COMUE] - UFC - Université de Franche-Comté - UBFC - Université Bourgogne Franche-Comté [COMUE])

  • Didier Louis

    (LEMNA - Laboratoire d'économie et de management de Nantes Atlantique - IEMN-IAE Nantes - Institut d'Économie et de Management de Nantes - Institut d'Administration des Entreprises - Nantes - UN - Université de Nantes)

Abstract

This research examines consumers' in-store reactions to regional products. A field study has been conducted in two stores which adopt different types of visual and shelf merchandising strategies (i.e., regional products are located within their product categories with POS ads (n = 307) versus in a dedicated space with theatrical visual merchandising (n = 404)). This research shows that consumers' perceptions of regional products assortment and merchandising (for the store where regional products are located within their product categories) have a direct impact on retailer's local image and their loyalty toward these products and an indirect impact, through these two variables, on their loyalty toward the store. This research thus points out the superior performance of the strategy of merchandising regional products within their product categories, using POS ads to identify them. This research also highlights the existence of the two groups of consumers (i.e., the "regionals" and the "moderates") who are the most receptive to the regional products offered by grocery stores and on which retailers should concentrate their sales promotion efforts.

Suggested Citation

  • Cindy Lombart & Blandine Labbé-Pinlon & Marc Filser & Blandine Anteblian & Didier Louis, 2018. "Regional product assortment and merchandising in grocery stores: Strategies and target customer segments," Post-Print hal-01715072, HAL.
    • Handle: RePEc:hal:journl:hal-01715072
    DOI: 10.1016/j.jretconser.2018.02.002
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    Citations

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    Cited by:

    1. Gibson, Samantha & Hsu, Maxwell K. & Zhou, Xing, 2022. "Convenience stores in the digital age: A focus on the customer experience and revisit intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    2. Claire Heeryung Kim & Joonkyung Kim, 2021. "The Role of Cause Involvement and Assortment Size on Decision Difficulty via Communal Relationships," Sustainability, MDPI, vol. 13(23), pages 1-16, December.
    3. Mkansi, Marcia & Nsakanda, Aaron Luntala, 2021. "Leveraging the physical network of stores in e-grocery order fulfilment for sustainable competitive advantage," Research in Transportation Economics, Elsevier, vol. 87(C).
    4. Lichters, Marcel & Wackershauser, Verena & Han, Shixing & Vogt, Bodo, 2019. "On the applicability of the BDM mechanism in product evaluation," Journal of Retailing and Consumer Services, Elsevier, vol. 51(C), pages 1-7.
    5. Kateryna Czerniachowska & Marcin Hernes, 2020. "A Genetic Algorithm for the Shelf-Space Allocation Problem with Vertical Position Effects," Mathematics, MDPI, vol. 8(11), pages 1-20, October.
    6. Marek Angowski & Aneta Jarosz-Angowska, 2020. "Importance of Regional and Traditional EU Quality Schemes in Young Consumer Food Purchasing Decisions," European Research Studies Journal, European Research Studies Journal, vol. 0(Special 2), pages 916-927.
    7. Pilar Fernández‐Ferrín & Sandra Castro‐González & Belén Bande, 2021. "Corporate social responsibility, emotions, and consumer loyalty in the food retail context: Exploring the moderating effect of regional identity," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 28(2), pages 648-666, March.
    8. Hoskins, Jake D., 2020. "The evolving role of hit and niche products in brick-and-mortar retail category assortment planning: A large-scale empirical investigation of U.S. consumer packaged goods," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).
    9. Magdalena Raftowicz, 2022. "Prospects for the Development of the Demand for Carp in Poland among Young Consumers," IJERPH, MDPI, vol. 19(7), pages 1-17, March.
    10. Dobbelstein Thomas & Mason Roger B. & Kamwendo Andrew, 2020. "Consumer Perceptions of Critical Success Factors for Small Local Consumer Brands," Studia Universitatis Babeș-Bolyai Oeconomica, Sciendo, vol. 65(2), pages 65-89, August.
    11. Grimmer, Louise, 2022. "Lessons from the COVID19 pandemic: The case of retail and consumer service firms," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    12. Lim, Xin-Jean & Cheah, Jun-Hwa & Ng, Siew Imm & Basha, Norazlyn Kamal & Soutar, Geoff, 2021. "The effects of anthropomorphism presence and the marketing mix have on retail app continuance use intention," Technological Forecasting and Social Change, Elsevier, vol. 168(C).
    13. Magdalena Raftowicz & Mirosław Struś & Michał Nadolny & Magdalena Kalisiak-Mędelska, 2020. "The Importance of Price in Poland’s Carp Market," Sustainability, MDPI, vol. 12(24), pages 1-13, December.
    14. Gyula Kasza & Judit Oláh & József Popp & Zoltán Lakner & László Fekete & Enikő Pósa & Widya Satya Nugraha & Dávid Szakos, 2024. "Food miles on the shelves: the share of local food products in the Hungarian retail sector," Agricultural and Food Economics, Springer;Italian Society of Agricultural Economics (SIDEA), vol. 12(1), pages 1-24, December.
    15. Wilson, Jennifer L. & Hodges, Nancy J., 2022. "What does it mean to “shop local†? Examining the experiences of shoppers and store owners within the framework of downtown revitalization," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    16. Francesca Canio & Manuel J. Sánchez-Franco & Elisa Martinelli, 2020. "Exploring the main drivers influencing brand loyalty to motorway services areas in Italy," Italian Journal of Marketing, Springer, vol. 2020(2), pages 125-141, September.

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