Healthy Profits: An Interdisciplinary Retail Framework that Increases the Sales of Healthy Foods |
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| Institution: | 1. Dyson School of Applied Economics and Management, Cornell University, United States;2. Cornell Food and Brand Lab, Cornell University, United States;1. Tuck School of Business, Dartmouth College, United States;2. Darden School, University of Virginia, United States;1. Stockholm University, Stockholm Business School, Sweden;2. Aalto University School of Business, Department of Marketing, Finland;1. Marketing Department, Concordia University, 1455 De Maisonneuve Blv. W., Montreal, QC H3G 1M8, Canada;2. Concordia University Research Chair in Consumer Research, Marketing Department, Concordia University, 1455 De Maisonneuve Blv. W., Montreal, QC H3G 1M8, Canada;1. Department of Marketing, College of Business, Colorado State University, Fort Collins, CO 80523, United States;2. Department of Marketing, Sam M. Walton College of Business, University of Arkansas, Fayetteville, AR 72701, United States;3. Department of Marketing & International Business, Carson College of Business, Washington State University, Pullman, WA 99164, United States;1. Marketing and Consumer Behavior Group, Wageningen University, 6706 KN Wageningen, The Netherlands;2. Research and Teaching Assistant at the Institute for Market-based Management, Munich School of Management, Ludwig-Maximilians-University, Munich, Germany |
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| 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. |
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| Keywords: | Fruits and vegetables Environmental sustainability Retail SNAP benefits CAN approach Slim by Design |
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