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Healthy Profits: An Interdisciplinary Retail Framework that Increases the Sales of Healthy Foods

Brian Wansink

Journal of Retailing, 2017, vol. 93, issue 1, 65-78

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.

Keywords: Fruits and vegetables; Environmental sustainability; Retail; SNAP benefits; CAN approach; Slim by Design (search for similar items in EconPapers)
Date: 2017
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