title: Shopper marketing nutrition interventions.
abstract: Grocery stores represent a context in which a majority of people's food purchases occur. Considering the nutrition quality of the population's food intake has dramatically decreased, understanding how to improve food choice in the grocery store is paramount to healthier living. In this work, we detail the type of financial resources from which shoppers could draw (i.e., personal income and benefits from government food assistance programs to low income populations) and explain how these financial resources are allocated in the grocery store (i.e., planned, unplanned, error). Subsequently, we identify a conceptual framework for shopper marketing nutrition interventions that targets unplanned fruit and vegetable purchases (i.e., slack, or willingness to spend minus list items). Targeting slack for fresh fruit and vegetable purchases allows retailers to benefit economically (i.e., fruit and vegetables are higher margin) and allows shoppers to improve their nutrition without increasing their budgets (i.e., budget neutrality). We also provide preliminary evidence of what in-store marketing of fresh fruits and vegetables could entail by modifying grocery carts and grocery floors to provide information of what is common, normal, or appropriate fruit and vegetable purchases. In each example, fresh fruit and vegetable purchases increased and evidence suggested shopper budget neutrality. To provide context for these results, we detail measurement tools that can be used to measure shopper behaviors, purchases, and consumption patterns. Finally, we address theoretical, practical, and policy implications of shopper marketing nutrition interventions.
authors.affiliation: New Mexico State University, United States. Electronic address: crp@nmsu.edu.
authors.forename: Collin R
authors.initials: CR
authors.lastname: Payne
authors.affiliation: New Mexico State University, United States.
authors.forename: Mihai
authors.initials: M
authors.lastname: Niculescu
authors.affiliation: Cornell University, United States.
authors.forename: David R
authors.initials: DR
authors.lastname: Just
authors.affiliation: Paso del Norte Health Foundation, United States.
authors.forename: Michael P
authors.initials: MP
authors.lastname: Kelly
mesh_terms: D002755:Choice Behavior; D005502:Food; D005522:Food Services / Q000191:economics*; D006801:Humans; D040541:Marketing; D009042:Motivation
keywords: Behavioral economics; Fruit and vegetable purchases; Grocery store; Nutrition interventions; Shopper marketing; Social norms