Retail trade incentives: how tobacco industry practices compare with those of other industries.
OBJECTIVE
This study compared the incentive payments for premium shelf space and discounts on volume purchases paid to retailers by 5 types of companies.


METHODS
Merchants were interviewed at 108 randomly selected small retail outlets that sell tobacco in Santa Clara County, California.


RESULTS
Significantly more retailers reported receiving slotting/display allowances for tobacco (62.4%) than for any other product type. An average store participating in a retailer incentive program received approximately $3157 annually from all sampled product types, of which approximately $2462 (78%) came from tobacco companies.


CONCLUSIONS
Future research should assess the impact of tobacco industry incentive programs on the in-store marketing and sales practices of retailers.
Feighery
E C
EC
Stanford Center for Research in Disease Prevention, Stanford University School of Medicine, Palo Alto, CA 94304, USA. feighery@scrdp.stanford.edu
Ribisl
K M
KM
Achabal
D D
DD
Tyebjee
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D000329:Advertising; D002140:California; D003132:Commerce; D003430:Cross-Sectional Studies; D006801:Humans; D007373:Interinstitutional Relations; D009042:Motivation; D000074606:Smoking Prevention; D018709:Statistics, Nonparametric; D019460:Tobacco Industry