Regional product assortment and merchandising in grocery stores: Strategies and target customer segments

Cindy Lombart 1 Blandine Labbé-Pinlon 1 Marc Filser 2 Blandine Anteblian 2 Didier Louis 3
1 Audencia Recherche
2 CReGO - Centre de Recherche en Gestion des Organisations
3 LEMNA - Laboratoire d'économie et de management de Nantes Atlantique
Abstract : This research examines consumers’ in-store reactions to regional products. A field study has been conducted in two stores which adopt different types of visual and shelf merchandising strategies (i.e., regional products are located within their product categories with POS ads (n = 307) versus in a dedicated space with theatrical visual merchandising (n = 404)). This research shows that consumers’ perceptions of regional products assortment and merchandising (for the store where regional products are located within their product categories) have a direct impact on retailer's local image and their loyalty toward these products and an indirect impact, through these two variables, on their loyalty toward the store. This research thus points out the superior performance of the strategy of merchandising regional products within their product categories, using POS ads to identify them. This research also highlights the existence of the two groups of consumers (i.e., the “regionals” and the “moderates”) who are the most receptive to the regional products offered by grocery stores and on which retailers should concentrate their sales promotion efforts.
Keywords : Loyalty toward the store Regional products Assortment Merchandising Retailer's local image Loyalty toward regional products
Type de document :
Article dans une revue
Journal of Retailing and Consumer Services, Elsevier, 2018, 42, pp.117 - 132. 〈10.1016/j.jretconser.2018.02.002〉
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http://hal-audencia.archives-ouvertes.fr/hal-01715072
Contributeur : Sylvia Cheminel <>
Soumis le : jeudi 22 février 2018 - 12:32:46
Dernière modification le : samedi 18 août 2018 - 01:14:02

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AUDENCIA | UNAM | UNIV-NANTES | UNIV-FCOMTE | CREGO | UNIV-LEMANS | UNIV-ANGERS

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Cindy Lombart, Blandine Labbé-Pinlon, Marc Filser, Blandine Anteblian, Didier Louis. Regional product assortment and merchandising in grocery stores: Strategies and target customer segments. Journal of Retailing and Consumer Services, Elsevier, 2018, 42, pp.117 - 132. 〈10.1016/j.jretconser.2018.02.002〉. 〈hal-01715072〉

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