Larger partitions lead to larger sales: Divided grocery carts alter purchase norms and increase sales

Brian Wansink, Dilip Soman and Kenneth C. Herbst

Journal of Business Research, 2017, vol. 75, issue C, 202-209

Abstract: Before food portions are determined at home, they are determined at the supermarket. Building on the notion of implied social norms, this research proposes that allocating or partitioning a section of a shopping cart for fruits and vegetables (produce) may increase their sales. First, a concept test for on-line shopping (Study 1) shows that a large produce partition led people to believe that purchasing larger amounts of produce was normal. Next, an in-store study in a supermarket (Study 2) shows that the amount of produce a shopper purchased was in proportion to the size of this partition – the larger the partition, the larger the purchases (especially in a nutrition-reinforced environment). Using partitioned or divided shopping carts (such as half-carts) could be useful to retailers who want to sell more high-margin produce, but they could also be useful to consumers who can simply divide their own shopping cart in half with their jacket, purse, or briefcase. Divided shopping carts may lead to healthier shoppers and to healthier profits.

Keywords: Fruits and vegetables; Half-cart; Healthy shopping; Produce; Grocery retailers; Shopping carts; Social norms; Partitioning; Part-carts; Sectioned shopping trolley (search for similar items in EconPapers)
Date: 2017
References: View references in EconPapers View complete reference list from CitEc
Citations: View citations in EconPapers (4)

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Persistent link: https://EconPapers.repec.org/RePEc:eee:jbrese:v:75:y:2017:i:c:p:202-209

DOI: 10.1016/j.jbusres.2016.06.023

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