Does shelf-labeling of organic foods increase sales? Results from a natural experiment

Sven-Olov Daunfeldt and Niklas Rudholm

Journal of Retailing and Consumer Services, 2014, vol. 21, issue 5, 804-811

Abstract: Can a simple point-of-purchase (POP) shelf-label increase sales of organic foods? We use a random-effects׳, random-coefficients׳ model, including a time adjustment variable, to test data from a natural experiment in a hypermarket in Gävle, Sweden. Our model incorporates both product specific heterogeneity in the effects of labeling and consumer adjustment to the labels over time. We find that the introduction of POP displays leads to an increase in sales of organic coffee and olive oil, but a reduction in sales of organic flour. All targeted products became less price-sensitive. The results reveal that product specific differences have to be accounted for, and in some cases consumers adjusted to labeling over time.

Keywords: Product labeling; Random coefficient models; Ecological products; Experimental economics (search for similar items in EconPapers)
JEL-codes: L66 L81 M31 M37 (search for similar items in EconPapers)
Date: 2014
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Citations: View citations in EconPapers (5)

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Related works:
Working Paper: Does Shelf-Labeling of Organic Foods Increase Sales? Results from a Natural Experiment (2010)
Working Paper: Does Shelf-Labeling of Organic Foods Increase Sales? Results from a Natural Experiment (2010)
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Persistent link: https://EconPapers.repec.org/RePEc:eee:joreco:v:21:y:2014:i:5:p:804-811

DOI: 10.1016/j.jretconser.2014.06.009

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