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

Journal of Retailing

Volumn 93, Issue 1, 2017, Pages 65-78

  Wansink, Brian ^a  

^a Cornell University ^*  (United States)

Author keywords

CAN approach; Environmental sustainability; Fruits and vegetables; Retail; Slim by Design; SNAP benefits

Indexed keywords

EID: 85013028700     PISSN: 00224359     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretai.2016.12.007     Document Type: Article

References (89)

1. Ailawadi, Kusum L., Yu Ma and Dhruv Grewal (2016), “The Impact of Warehouse Club Stores on Our Packaged Food Consumption,” working paper.
2. Atalay, Selin, Meloy, Margaret G., Retail Therapy: A Strategic Effort to Improve Mood. Psychology & Marketing 28:6 (2011), 638–659.
3. Atakan, Sinem Stet, Finch, Laura, “‘Do You Have a Restroom?’ How Environmental Comfort in Retail Stores Influences Sales,” working paper. 2018, Cornell Food and Brand Lab.
4. Beatty, Sharon E., Givan, Alexa M., Franke, George R., Reynolds, Kristy E., Social Store Identification and Adolescent Females’ Store Attitudes and Behaviors. Journal of Marketing Theory and Practice 23:1 (2015), 39–56.
5. Bhana, Hiershenee, “Conducting Behavioral Field Research in Food Pantries: Lessons and Tactics for Testing Nutrition Interventions,” working paper. 2017, Columbia University.
6. Bhana, Hiershenee, Contento, Issabella, “Social Norm Signage Shifts Pantry Patrons to Healthier Food,” working paper. 2017, Columbia University.
7. Biswas, Dipayan, Szocs, Courtney, Inman, Jeffrey, Making Choices for a Sequence of Healthy and Unhealthy Options. Let's Get Engaged! Crossing the Threshold of Marketing's Engagement Era, 2016, Springer International Publishing, 167–172.
8. Block, Martin P., Platt, Steven Keith, Consumer Location-Based Analytics Deliver Actionable Insights. 2014, Platt Retail Institute.
9. Bodur, Onur, Klein, Noreen M., Arora, Neeraj, Online Price Search: Impact of Price Comparison Sites on Offline Price Evaluations. Journal of Retailing 91:1 (2015), 125–139.
10. Bommelaer, Columbe, Wansink, Brian, “Healthy Shopping By Design: Redesigning Grocery Stores to Sell More Fruits and Vegetables,” working paper. 2017, Cornell Food and Brand Lab.
11. Borstein, David, The Art of Getting Opponents to ‘We’. New York Times(November), 2015 (accessed July 12, 2016), [available at http://opinionator.blogs.nytimes.com/2015/11/03/the-art-of-getting-opponents-to-we/].
12. Carroll, Kathryn A., Samek, Anya Savikhin, Zepeda, Lydia, “Product Bundling as a Behavioral Nudge: Investigating Consumer Fruit and Vegetable Selection using Dual-Self Theory,” working paper. 2016, Agricultural and Applied Economics Association (2016 Annual Meeting, July 31–August 2, 2016, Boston, Massachusetts, No. 236130).
13. Cawley, John, Sweeney, Matthew J., Sobal, Jeffrey, Just, David R., Kaiser, Harry M., Schulze, William D., Wethington, Elaine, Wansink, Brian, The Impact of a Supermarket Nutrition Rating System on Purchases of Nutritious and Less Nutritious Foods. Public Health Nutrition 18 (2015), 8–14.
14. Cawley, John, Andrew S. Hanks, David R. Just and Brian Wansink (2016), “Incentivizing Nutritious Diets: A Field Experiment of Relative Price Changes and How They are Framed,” NBER working paper no. w21929.
15. Chandon, Pierre, Wansink, Brian, Does Food Marketing Need to Make Us Fat? A Review and Solutions. Nutrition Reviews 70:October (10) (2012), 571–593.
16. Chen, Charlene Y., Lee, Leonard, Yap, Andy J., Do People Spend More in a Crowded Store? A Field Experiment on Control Deprivation and Compensatory Spending. NA-Advances in Consumer Research 39:1 (2011), 729–730.
17. Cleeran, Kathleen, Geyskens, Kelly, Verhoef, Peter C., Pennings, Joost M.E., Regular or Low-fat? An Investigation of the Long-run Impact of the First Low-fat Purchase on Subsequent Purchase Volumes and Calories. International Journal of Research in Marketing, 2016 (in press).
18. Desai, Kalpesh, Trivedi, Minakshi, Do Consumer Perceptions Matter in Measuring Choice Variety and Variety Seeking?. Journal of Business Research 67:1 (2014), 2786–2792.
19. de Wijk, René A., Maaskant, Anna J., Polet, Ilse A., Holthuysen, Nancy T.E., van Kleef, Ellen, Vingerhoeds, Monique H., An In-Store Experiment on the Effect of Accessibility on Sales of Wholegrain and White Bread in Supermarkets. PLoS One, 11(3), 2016, e0151915.
20. Dzhogleva, Hristina, Inman, Jeff, Maurer, Jim, Does Reducing Nutritional Information Complexity Promote Healthier Food Choices?. NA-Advances in Consumer Research, 41, 2013.
21. Gilbride, Timothy J., Inman, Jeffrey, Stilley, Karen Melville, The Role of Within-trip Dynamics in Unplanned Versus Planned Purchase Behavior. Journal of Marketing 79:3 (2015), 57–73.
22. Groening, Christopher, Inman, Jeffrey, Ross, William T. Jr., Carbon Footprints in the Sand: Marketing in the Age of Sustainability. Customer Needs and Solutions 1:1 (2014), 40–51.
23. Grunert, Klaus G., Bolton, Lisa E., Raats, Monique M., Processing and Acting upon Nutrition Labeling on Food: The State of Knowledge and New Directions for Transformative Consumer Research. Mick, D.G., Pettigrew, S., Ozanne, J.L., Pechmann, C., (eds.) Transformative Consumer Research for Personal and Collective Well-Being, 2011, Routledge, New York, 333–351.
24. Guthrie, Joanne F., Integrating Behavioral Economics into Nutrition Education Research and Practice. Journal of Nutrition Education and Behavior, 2017, 10.1016/J.Jneb.2016.09.006 (forthcoming).
25. Gustafsson, Anders, Crina Tarasi, Lars Witell and Ruth Bolton (2016), “How Goals, Emotions and Experiential Attributes Influence Shoppers’ Satisfaction with their Retail Service Experience,” working paper.
26. Hampson, Daniel P., McGoldrick, Peter J., A Typology of Adaptive Shopping Patterns in Recession. Journal of Business Research 66:7 (2013), 831–838.
27. Haywood, Stephen, Farmers Blast Supermarkets over Falling Fruit and Veg Sales—Despite Plunging Prices. Mirror (Mirror.co.uk)(May), 2016.
28. Hsu, Christine, Weight Primary Reason for Increased in Tofu Consumption. Counsel & Heal, CounselHeal.com(July), 2014 (accessed April 12, 2016), [available at http://www.counselheal.com/articles/10425/20140710/weight-primary-reason-increase-tofu-consumption.htm].
29. Hui, Sam K., Huang, Yanliu, Suher, Jacob, Inman, Jeffrey, Deconstructing the First Moment of Truth: Understanding Unplanned Consideration and Purchase Conversion Using In-store Video Tracking. Journal of Marketing Research 50:4 (2013), 445–462.
30. Hui, Sam K., Inman, Jeffrey, Huang, Yanliu, Suher, Jacob, The Effect of In-store Travel Distance on Unplanned Spending: Applications to Mobile Promotion Strategies. Journal of Marketing 77:2 (2013), 1–16.
31. Huneke, Tabea, Benoit, Sabine, Shams, Poja, Gustafsson, Anders, Does Service Employees’ Appearance Affect the Healthiness of Food Choice?. Psychology and Marketing 32:1 (2015), 94–106.
32. Hunneman, Auke, Verhoef, Peter C., Sloot, Laurens M., “The Moderating Role of Shopping Trip Type in Store Satisfaction Formation,” working paper. 2015, BI Norweigan School of Management, Oslo.
33. Inman, Jeffrey, The Elephant Not in the Room: The Need for Useful, Actionable Insights in Behavioral Research. NA-Advances in Consumer Research, 40, 2012.
34. Inman, Jeffrey and Hristina Nikolova (2016), “Shopper-Facing Retail Technology: An Adoption Decision Calculus,” (2016).
35. Johnson, Eric J., Shu, Suzanne B., Dellaert, Benedict G.C., Fox, Craig, Goldstein, Daniel G., Haeubl, Gerald, Larrick, Richard P., Payne, John W., Peters, Ellen, Schkade, David, Wansink, Brian, Weber, Elke U., Beyond Nudges: Tools of a Choice Architecture. Marketing Letters 23:June (2) (2012), 487–504.
36. Karevold, Knut, Tran, Huy Quoc, Wansink, Brian, “Supermarket Interventions to Sell Sustainable Foods: Better to Change the Selection or to Change the Store?,” Food and Brand Lab working paper. 2017, Cornell University.
37. Kell, John, Wegmans Was Just Named the Best Grocery Chain in America. Fortune(April), 2016 (accessed April 12, 2016) [available at http://fortune.com/2016/04/14/best-grocery-store/].
38. Keeling, Kathleen A., McGoldrick, Peter J., Sadhu, Henna, Staff Word-of-Mouth (SWOM) and Retail Employee Recruitment. Journal of Retailing 89:1 (2013), 88–104.
39. Kovacheva, Aleksandra, Inman, Jeffrey, Shopper Eye-Cue: Understating the In-Store Decision Process With Field Eye-Tracking Data. NA-Advances in Consumer Research, 42, 2014.
40. Laroche, Helena H., Ford, Christopher, Anderson, Kate, Cai, Xueya, Just, David R., Hanks, Andrew S., Wansink, Brian, Concession Stand Makeovers: A Pilot Study of Offering Healthy Foods at High School Concession Stands. Journal of Public Health 37:1 (2015), 116–124.
41. Laroche, Helena, Hradek, Chrisne, Hanson, Kate, Hanks, Andrew S., Just, David R., Wansink, Brian, Healthy Concessions: High School Students’ Responses to Healthy Concession Stand Changes. Journal of School Health 87:2 (2017), 98–105, 10.1111/josh.12472.
42. Lee, Leonard, The Emotional Shopper: Assessing the Effectiveness of Retail Therapy. Foundations and Trends in Marketing 8:2 (2015), 69–145.
43. Lemon, Katherine N., Verhoef, Peter C., Understanding Customer Experience throughout the Customer. Journey Journal of Marketing, 2016 (in press).
44. Lenard, Jeff, Schnare, Carolyn, Eight Low-Cost – and Proven – Tactics for How C-Store Operators and Grow Their Healthy Offer. NACS, Magazine(August), 2016, 30–36.
45. List, John A., Anya Savikhin Samek and Terri Zhu (2015), “Incentives to Eat Healthy: Evidence from a Grocery Store Field Experiment,” CESR-Schaeffer working paper 2015-025.
46. Lowe, Ben, Souza-Monteiro, Diogo, Fraser, Iain, Exploring the Role of Technology in Consumer Processing of Nutritional Information. Journal of Marketing Management 29:11–12 (2013), 1337–1366, 10.1080/0267257X.2013.798673.
47. Lund, Donald J., Marinova, Detelina, Managing Revenue Across Retail Channels: The Interplay of Service Performance and Direct Marketing. Journal of Marketing 78:5 (2014), 99–118.
48. Mao, Ran, Atakan, Sinem, “What Future Technologies Will Help Grocery Shoppers to Shop Healthier?,” working paper. 2017, Cornell University.
49. Marinova, Detelina, Kozlenkova, Irina V., Cuttler, Leona, Silvers, J.B., To Prescribe or Not to Prescribe? Consumer Access to Life-Enhancing Products. Journal of Consumer Research, 2016, 10.1093/jcr/ucw057 ucw057.
50. Mukund, Anupama, Atakan, Sinem, Wansink, Brian, “When Does More Time in the Aisle Mean More Food in the Cart?,” working paper. 2018, Cornell Food and Brand Lab.
51. Nikolova, Hristina Dzhogleva, Inman, Jeffrey, Maurer, Jim, Greiner, Andrew, Amoroso, Gala, The Shopper-Centric Retailer: Three Case Studies on Deriving Shopper Insights from Frequent Shopper Data. Shopper Marketing and the Role of In-Store Marketing (Review of Marketing Research, Vol. 11, 2014, Emerald Group Publishing Limited, 75–102.
52. Nikolova, Hristina Dzhogleva, Inman, J. Jeffrey, Healthy Choice: The Effect of Simplified Point-of-Sale Nutritional Information on Consumer Food Choice Behavior. Journal of Marketing Research 52:6 (2015), 817–835.
53. Otterbring, Tobias, Wästlund, Erik, Gustafsson, Anders, Shams, Poja, Vision (im)possible? The Effects of In-store Signage on Customers’ Visual Attention. Journal of Retailing and Consumer Sciences 21:5 (2014), 676–684.
54. Payne, C.R., Niculescu, Mihai, Just, David R., Kelly, Michael P., Shopper Marketing Nutrition Interventions. Physiology & Behavior 136 (2014), 111–120.
55. Peters, John C., Beck, Jimikaye, Lande, Jan, Pan, Zhaoxing, Cardel, Michelle, Ayoob, Keith, Hill, James, Using Healthy Defaults in Walt Disney World Restaurants to Improve Nutritional Choices. Journal of the Association for Consumer Research, 1(1), 2016 (forthcoming).
56. Pope, Lizzy, Hanks, Andrew S., Just, David R., Wansink, Brian, New Year's Res-Illusions: Food Shopping in the New Year Competes with Healthy Intentions. PLoS One, 9(12), 2014, e110561.
57. Produce for Better Health, State of the Plate: 2015 Study on America's Consumption of Fruit and Vegetables. 2015, Produce for Better Healthy Foundation, Washington, DC.
58. Purdy, Chase, To Lure People Put Off by the Freakiness of Lab-Made Meat, This is What the Industry Wants to Call It. Quartz(May), 2016 (accessed August 12, 2016) [available at http://qz.com/772987/to-lure-people-put-off-by-the-freakiness-of-lab-made-meat-this-is-what-the-industry-wants-to-call-it/].
59. Robinson, Stacey G., Brady, Michael K., Lemon, Katherine N., Giebelhausen, Michael, Less of this One? I'll Take It: New Insights on the Influence of Shelf-based Scarcity. International Journal of Research in Marketing, 2016 (in press).
60. Sciandra, Michael and Jeffrey Inman (2014), “Smart Phones, Bad Calls? The Impact of In-Store Mobile Technology Use on Purchase Behavior,” working paper.
61. Shah, Avni, Bettman, Jim, Keller, Punam Anand, Ubel, Peter, ‘Does This Tax Make Me Look Fat?’ Using Stigma-Inducing Labels to Decrease Unhealthy Food Consumption. NA-Advances in Consumer Research, 41, 2013.
62. Sheehan, D. and Koert van Ittersum (2016), “In-Store Spending Dynamics,” working paper.
63. Spence, Charles, Piqueras-Fiszman, Betina, The Perfect Meal: The Multisensory Science of Food and Dining. 2014, John Wiley & Sons.
64. Stein, Kate, “Do Supermarket Aisles Bias Spending?,” working paper. 2017, Cornell Food and Brand Lab.
65. Stein, Kate, “Eyes in an Aisle: How Eye Gaze Level Relates to Healthy Grocery Store Purchases,” working paper. 2018, Cornell University Food and Brand Lab.
66. Trivedi, Minakshi, Gauri, Dinesh K., Ma, Yu, An Empirical Investigation of Inefficiencies for Sales Promotions in Stimulating Category Sales. Management Science, 2016 (forthcoming).
67. Trivedi, Minakshi, Sridhar, Karthik, Kumar, Ashish, Impact of Healthy Alternatives on Consumer Choice: A Balancing Act. Journal of Retailing 92:1 (2016), 65–82.
68. Trudel, Remi, Murray, Kyle B., Kim, Soyoung, Chen, Shuo, The Impact of Traffic Light Color-coding on Food Health Perceptions and Choice. Journal of Experimental Psychology: Applied 21:3 (2015), 255–275.
69. Tal, Aner, Wansink, Brian, An Apple a Day Brings More Apples Your Way: Healthy Samples Prime Healthier Choices. Psychology & Marketing 32:5 (2015), 575–584.
70. Toft, Ulla, Lise Lawaetz Winkler, Frank Eriksson, Bent Egberg Mikkelsen and Charlotte Glumer, “The Effect of 20% Price Discount on Fruit and Vegetables Combined with a Space Management Intervention on Supermarket Purchases During the Three Month SoL Project,” working paper, University of Copenhagen (in preparation).
71. van Herpen, Erica, Product Category Layout and Organization: Retail Placement of Food Products. Reference Module in Food Science, 2016, Elsevier.
72. van Herpen, Erica, van den Broek, Evan, van Trijp, Hans C.M., Yu, Tian, Can a Virtual Supermarket Bring Realism into the Lab? Comparing Shopping Behavior Using Virtual and Pictorial Store Representations to Behavior in a Physical Store. Appetite 107 (2016), 196–207.
73. Van der Heide, Martine, van Ittersum, Koert, van Doorn, Jenny, Healthy Shopping Dynamics: The Relative healthiness of Food Purchases Throughout Shopping Trips. Moreau, Page, Puntoni, S., (eds.) Advances in Consumer Research, Vol. 44, 2016, Association for Consumer Research, Duluth, MN.
74. Van Doorn, Jenny, Verhoef, Peter C., Drivers of and Barriers to Organic Purchase Behavior. Journal of Retailing 91:3 (2015), 436–450.
75. van Ittersum, Koert, Wansink, Brian, Pennings, Joost M.E., Sheehan, Daniel, Smart Shopping Carts: How Real-Time Feedback Influences Spending. Journal of Marketing 77:6 (2013), 21–36.
76. van Kleef, Ellen, Otten, Kai, van Trijp, Hans C.M., Healthy Snacks at the Checkout Counter: A Lab and Field Study on the Impact of Shelf Arrangement and Assortment Structure on Consumer Choices. BMC Public Health, 12(1), 2012, 1072.
77. Vega Zamora, Manuela, José Torres Ruiz, Francisco, Murgado Armenteros, Eva M., Rosa, Manuel Parras, Organic as a Heuristic Cue: What Spanish Consumers Mean by Organic Foods. Psychology & Marketing 31:5 (2014), 349–359.
78. Verhoef, Peter C., van Doorn, Jenny, Segmenting Consumers According to Their Purchase of Products with Organic, Fair-Trade, and Health Labels. Journal of Marketing Behavior 2:1 (2016), 19–37.
79. Vermeir, Iris, Van Kenhove, Patrick, The Influence of Need for Closure and Perceived Time Pressure on Search Effort for Price and Promotional Information in a Grocery Shopping Context. Psychology & Marketing 22:1 (2005), 71–95.
80. Wansink, Brian, Slim by Design—Mindless Eating Solutions for Everyday Life. 2014, William Morrow, New York, NY.
81. Wansink, Brian, Change their Choice! Changing Behavior Using the CAN Approach and Activism Research. Psychology & Marketing 32:5 (2015), 486–500.
82. Wansink, Brian, Just, David R., Payne, Collin R., Klinger, Matthew Z., Attractive Names Sustain Increased Vegetable Intake in Schools. Preventive Medicine 55:4 (2012), 330–332.
83. Wansink, Brian, Tran, Huy Quoc, MyPlate, Half-Plate, or the Whole Plate: How Dietary Guidance Systems Influence Eating Behavior. 2017, Cornell Food and Brand Lab working paper.
84. Wansink, Brian, Payne, Collin R., Herbst, Kenneth C., “Half-Cart Approach to Increasing Fruit and Vegetable Purchases in Grocery Stores,” working paper. 2017, Cornell Food and Brand Lab.
85. Wansink, Brian, Soman, Dilip, Herbst, Kenneth C., Larger Partitions Lead to Larger Sales: Divided Grocery Carts Alter Purchase Norms and Increase Sales. Journal of Business Research, 2017 (forthcoming).
86. Wansink, Brian, Tran, Huy Quoc, Karevold, Knut Ivar, “Healthy Eating Interventions Work Best on Mondays and Tuesdays, Food and Brand Lab,” working paper. 2017, Cornell University.
87. Werle, C.O.C., Ardito, G., Trendal, O., Mallard, A., Nat, P., Unhealthy Food is Not Tastier for Everybody: The Healthy = Tasty French Intuition. Actes du Congrès de l'AFM, 2011.
88. Wilson, Norbert L.W., Just, David R., Swiger, Jeffery, Wansink, Brian, Food Pantry Selection Solutions. A Randomized Controlled Trial in Client-Choice Food Pantries to Nudge Clients to Targeted Foods. Journal of Public Health, 2016.
89. Winkler, Lise L., Christensen, Ulla, Glümer, Charlotte, Bloch, Paul, Mikkelsen, Bent E., Wansink, Brian, Toft, Ulla, Substituting Candy for Fruit and Healthy Snacks at the Checkout: A Win–Win Solution for Consumers and Food Stores. BMC Public Health, 2017 (forthcoming).