Factors in retail shelf management impacting wine sales

Raymond J. Folwell and D. Andy Moberg
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Raymond J. Folwell: Washington State University, Postal: Washington State University
D. Andy Moberg: Washington State University, Postal: Washington State University

Agribusiness, 1993, vol. 9, issue 6, 595-603

Abstract: Food|beverage retailing practices have placed increasing emphasis on shelf management. While price is the major economic factor influencing sales of individual products, other nonprice factors such as number of facings, shelf height, and season of the year, are also paramount to the sales of products. The significance of these factors varies with wine type. Price and number of facings were significant in the sales of table wines in all stores in the study, whereas shelf height was in in two of the stores. For sparkling and dessert wines, number of facings was significant in explaining variations in sales in all stores, whereas price, shelf height, and season of the year were significant in a limited number of stores. © 1993 John Wiley & Sons, Inc.

Date: 1993
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Persistent link: https://EconPapers.repec.org/RePEc:wly:agribz:v:9:y:1993:i:6:p:595-603

DOI: 10.1002/1520-6297(199311)9:6<595::AID-AGR2720090606>3.0.CO;2-I

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