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Olfactory cues and consumers’ purchase behavior in food products: A category management approach

Kaisa Silja Sofia Sandell

ECONOMIA AGRO-ALIMENTARE, 2019, vol. 21, issue 1, 73-100

Abstract: In this study, we examined the impact of olfactory cues on consumers’ food-product purchase behavior. Specifically, we applied a category management (CM) perspective. The theories of CM, cue congruence, and hedonic orientation for purchase behavior were applied using data collected through an experiment. These data were analyzed using quantitative and qualitative methods. The presence of olfactory cues has a positive impact on purchase behavior, as measured by product category sales, and no significant cannibalization effect on spatially related product categories occurred. Hedonism and cue congruence explain category differences and intra-category development. This study is the first to address changes in cross-category and within-category behavior resulting from an olfactory cue. We compared two effectiveness moderator theories: cue congruence and hedonic orientation. As a methodological improvement, we measured actual sales (instead of consumer intent) and complementary data via qualitative interviews.

JEL-codes: L66 M31 Q13 (search for similar items in EconPapers)
Date: 2019
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ECONOMIA AGRO-ALIMENTARE is currently edited by Maurizio Canavari, Sedef Akgüngör, Valeria Borsellino, Christine Mauracher, Simona Naspetti, John L. Stanton, Stefanella Stranieri

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