IDEAS home Printed from https://ideas.repec.org/a/eee/joreco/v49y2019icp231-241.html
   My bibliography  Save this article

How country of origins of food products compete and grow

Author

Listed:
  • Trinh, Giang
  • Corsi, Armando
  • Lockshin, Larry

Abstract

This study proposes an alternative approach to the usual cognitive investigation of the purchasing behaviour for food products by country-of-origin (COO). The new approach is based on two well-known behavioural models: the Negative Binomial Distribution and the Dirichlet model. Using two large datasets of actual purchasing of COOs of wine and butter in the UK, the study finds that both models are capable of describing and predicting COO purchasing behaviour in a probabilistic and polygamous manner (not loyal to one origin). The study also identifies several important patterns of COO purchases that are associated with these models, including the double jeopardy pattern and the duplication of purchase pattern. These patterns can be used to develop strategy to grow product sales based on COO. They can also be used to evaluate the effects of marketing interventions, such as origin-based promotions and communications based on COO.

Suggested Citation

  • Trinh, Giang & Corsi, Armando & Lockshin, Larry, 2019. "How country of origins of food products compete and grow," Journal of Retailing and Consumer Services, Elsevier, vol. 49(C), pages 231-241.
    • Handle: RePEc:eee:joreco:v:49:y:2019:i:c:p:231-241
    DOI: 10.1016/j.jretconser.2019.03.027
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969698918309251
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jretconser.2019.03.027?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. David C. Schmittlein & Albert C. Bemmaor & Donald G. Morrison, 1985. "Technical Note—Why Does the NBD Model Work? Robustness in Representing Product Purchases, Brand Purchases and Imperfectly Recorded Purchases," Marketing Science, INFORMS, vol. 4(3), pages 255-266.
    2. Romaniuk, Jenni, 2013. "Modeling mental market share," Journal of Business Research, Elsevier, vol. 66(2), pages 188-195.
    3. A. S. C. Ehrenberg, 1995. "Empirical Generalisations, Theory, and Method," Marketing Science, INFORMS, vol. 14(3_supplem), pages 20-28.
    4. Trinh, Giang & Lam, Desmond, 2016. "Understanding the attendance at cultural venues and events with stochastic preference models," Journal of Business Research, Elsevier, vol. 69(9), pages 3538-3544.
    5. Habel, Cullen & Lockshin, Larry, 2013. "Realizing the value of extensive replication: A theoretically robust portrayal of double jeopardy," Journal of Business Research, Elsevier, vol. 66(9), pages 1448-1456.
    6. Giang Trinh & Cam Rungie & Malcolm Wright & Carl Driesener & John Dawes, 2014. "Predicting future purchases with the Poisson log-normal model," Marketing Letters, Springer, vol. 25(2), pages 219-234, June.
    7. Carneiro, Jorge & Faria, Flávio, 2016. "Quest for purposefully designed conceptualization of the country-of-origin image construct," Journal of Business Research, Elsevier, vol. 69(10), pages 4411-4420.
    8. Marc Vanhuele & Malcolm Wright & Robert East, 2008. "Consumer Behaviour: Applications in Marketing," Post-Print hal-02454375, HAL.
    9. Mark Uncles & Andrew Ehrenberg & Kathy Hammond, 1995. "Patterns of Buyer Behavior: Regularities, Models, and Extensions," Marketing Science, INFORMS, vol. 14(3_supplem), pages 71-78.
    10. A. S. C. Ehrenberg, 1959. "The Pattern of Consumer Purchases," Journal of the Royal Statistical Society Series C, Royal Statistical Society, vol. 8(1), pages 26-41, March.
    11. Roth, Katharina P. & Diamantopoulos, Adamantios, 2009. "Advancing the country image construct," Journal of Business Research, Elsevier, vol. 62(7), pages 726-740, July.
    12. Tanusondjaja, Arry & Nenycz-Thiel, Magda & Dawes, John & Kennedy, Rachel, 2018. "Portfolios: Patterns in brand penetration, market share, and hero product variants," Journal of Retailing and Consumer Services, Elsevier, vol. 41(C), pages 211-217.
    13. Uncles, Mark D. & Ehrenberg, Andrew S. C. & Goodhardt, Gerald J., 2004. "Reply to commentary on "Understanding brand performance measures: using Dirichlet benchmarks"," Journal of Business Research, Elsevier, vol. 57(12), pages 1329-1330, December.
    14. Sorensen, Herb & Bogomolova, Svetlana & Anderson, Katherine & Trinh, Giang & Sharp, Anne & Kennedy, Rachel & Page, Bill & Wright, Malcolm, 2017. "Fundamental patterns of in-store shopper behavior," Journal of Retailing and Consumer Services, Elsevier, vol. 37(C), pages 182-194.
    15. Trinh, Giang, 2014. "Predicting variation in repertoire size with the NBD model," Australasian marketing journal, Elsevier, vol. 22(2), pages 111-116.
    16. Morrison, Donald G & Schmittlein, David C, 1988. "Generalizing the NBD Model for Customer Purchases: What Are the Implications and Is It Worth the Effort?," Journal of Business & Economic Statistics, American Statistical Association, vol. 6(2), pages 145-159, April.
    17. Desmond Lam & Richard Mizerski, 2009. "An investigation into gambling purchases using the NBD and NBD–Dirichlet models," Marketing Letters, Springer, vol. 20(3), pages 263-276, September.
    18. Ehrenberg, Andrew S. C. & Uncles, Mark D. & Goodhardt, Gerald J., 2004. "Understanding brand performance measures: using Dirichlet benchmarks," Journal of Business Research, Elsevier, vol. 57(12), pages 1307-1325, December.
    19. K. Roth & A. Diamantopoulos, 2009. "Advancing the country image construct," Post-Print hal-00787417, HAL.
    20. Riebe, Erica & Wright, Malcolm & Stern, Philip & Sharp, Byron, 2014. "How to grow a brand: Retain or acquire customers?," Journal of Business Research, Elsevier, vol. 67(5), pages 990-997.
    21. Morrison, Donald G & Schmittlein, David C, 1988. "Generalizing the NBD Model for Customer Purchases: What Are the Implications and Is It Worth the Effort? Reply," Journal of Business & Economic Statistics, American Statistical Association, vol. 6(2), pages 165-166, April.
    22. Cam Rungie & Gilles Laurent, 2012. "Brand Loyalty vs. Loyalty to Product Attributes," Springer Books, in: Adamantios Diamantopoulos & Wolfgang Fritz & Lutz Hildebrandt (ed.), Quantitative Marketing and Marketing Management, edition 127, chapter 9, pages 423-444, Springer.
    23. Page, Bill & Trinh, Giang & Bogomolova, Svetlana, 2019. "Comparing two supermarket layouts: The effect of a middle aisle on basket size, spend, trip duration and endcap use," Journal of Retailing and Consumer Services, Elsevier, vol. 47(C), pages 49-56.
    24. John Dawes & Bryon Sharp & Malcom Wrigth & Carl Driesener & Lars Meyer-Waarden & Lara Stocchi & Philip Stern, 2012. "It's a Dirichlet World: Modeling Individuals' Loyalties Reveals How Brands Compete, Grow, and Decline," Post-Print halshs-00862211, HAL.
    25. Goodman, Steve & Remaud, Hervé, 2015. "Store choice: How understanding consumer choice of ‘where’ to shop may assist the small retailer," Journal of Retailing and Consumer Services, Elsevier, vol. 23(C), pages 118-124.
    26. Gilles Laurent & C. Rungie, 2012. "Brand Loyalty vs. Loyalty to Product Attributes," Post-Print hal-00712061, HAL.
    27. Frank M. Bass, 1995. "Empirical Generalizations and Marketing Science: A Personal View," Marketing Science, INFORMS, vol. 14(3_supplem), pages 6-19.
    28. Romaniuk, Jenni & Dawes, John & Nenycz-Thiel, Magda, 2014. "Generalizations regarding the growth and decline of manufacturer and store brands," Journal of Retailing and Consumer Services, Elsevier, vol. 21(5), pages 725-734.
    Full references (including those not matched with items on IDEAS)

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Trinh, Giang & Wright, Malcolm J., 2022. "Predicting future consumer purchases in grocery retailing with the condensed Poisson lognormal model," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    2. Dominika Jakubowska & Tomáš Sadílek, 2023. "Sustainably produced butter: The effect of product knowledge, interest in sustainability, and consumer characteristics on purchase frequency," Agricultural Economics, Czech Academy of Agricultural Sciences, vol. 69(1), pages 25-34.
    3. Alvaro Cuervo-Cazurra & C. Annique Un, 2023. "Beauty in the Eyes of the Beholders: How Government- and Consumer-Based Country-of-Origin Advantages and Disadvantages Drive Host Country Investment Dynamics," Management International Review, Springer, vol. 63(2), pages 285-312, April.
    4. Gyula Kasza & Judit Oláh & József Popp & Zoltán Lakner & László Fekete & Enikő Pósa & Widya Satya Nugraha & Dávid Szakos, 2024. "Food miles on the shelves: the share of local food products in the Hungarian retail sector," Agricultural and Food Economics, Springer;Italian Society of Agricultural Economics (SIDEA), vol. 12(1), pages 1-24, December.
    5. Taghikhah, Firouzeh & Voinov, Alexey & Shukla, Nagesh & Filatova, Tatiana, 2021. "Shifts in consumer behavior towards organic products: Theory-driven data analytics," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Trinh, Giang & Lam, Desmond, 2016. "Understanding the attendance at cultural venues and events with stochastic preference models," Journal of Business Research, Elsevier, vol. 69(9), pages 3538-3544.
    2. Trinh, Giang & Wright, Malcolm J., 2022. "Predicting future consumer purchases in grocery retailing with the condensed Poisson lognormal model," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
    3. Trinh, Giang & Khan, Huda & Lockshin, Larry, 2020. "Purchasing behaviour of ethnicities: Are they different?," International Business Review, Elsevier, vol. 29(4).
    4. Anesbury, Zachary William & Talbot, Danielle & Day, Chanel Andrea & Bogomolov, Tim & Bogomolova, Svetlana, 2020. "The fallacy of the heavy buyer: Exploring purchasing frequencies of fresh fruit and vegetable categories," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    5. Bogomolova, Svetlana & Anesbury, Zachary & Lockshin, Larry & Kapulski, Natasha & Bogomolov, Tim, 2019. "Exploring the incidence and antecedents of buying an FMCG brand and UPC for the first time," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 121-129.
    6. Dawes, John, 2020. "The Natural Monopoly effect in brand purchasing: Do big brands really appeal to lighter category buyers?," Australasian marketing journal, Elsevier, vol. 28(2), pages 90-99.
    7. Trinh, Giang & Dawes, John, 2020. "A comparison of brand loyalty between on the go and take-home consumption purchases," Journal of Retailing and Consumer Services, Elsevier, vol. 53(C).
    8. Desmond Lam & Richard Mizerski, 2009. "An investigation into gambling purchases using the NBD and NBD–Dirichlet models," Marketing Letters, Springer, vol. 20(3), pages 263-276, September.
    9. Zhiqiang (Eric) Zheng & Peter Fader & Balaji Padmanabhan, 2012. "From Business Intelligence to Competitive Intelligence: Inferring Competitive Measures Using Augmented Site-Centric Data," Information Systems Research, INFORMS, vol. 23(3-part-1), pages 698-720, September.
    10. Graham, Charles & Khan, Kamran & Ilyas, Muhammad, 2019. "Estimating the value of passing trade from pedestrian density," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 103-111.
    11. Mizerski, Richard & Mizerski, Katherine & Lam, Desmond & Lee, Alvin, 2013. "Gamblers' habit," Journal of Business Research, Elsevier, vol. 66(9), pages 1605-1611.
    12. Nenycz-Thiel, Magda & Beal, Virginia & Ludwichowska, Gosia & Romaniuk, Jenni, 2013. "Investigating the accuracy of self-reports of brand usage behavior," Journal of Business Research, Elsevier, vol. 66(2), pages 224-232.
    13. Giang Trinh & Cam Rungie & Malcolm Wright & Carl Driesener & John Dawes, 2014. "Predicting future purchases with the Poisson log-normal model," Marketing Letters, Springer, vol. 25(2), pages 219-234, June.
    14. Martin, James & Nenycz-Thiel, Magda & Dawes, John & Tanusondjaja, Arry & Cohen, Justin & McColl, Bruce & Trinh, Giang, 2020. "Fundamental basket size patterns and their relation to retailer performance," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    15. Ehrenberg, Andrew S. C. & Uncles, Mark D. & Goodhardt, Gerald J., 2004. "Understanding brand performance measures: using Dirichlet benchmarks," Journal of Business Research, Elsevier, vol. 57(12), pages 1307-1325, December.
    16. Zachary Anesbury & Maxwell Winchester & Rachel Kennedy, 2017. "Brand user profiles seldom change and seldom differ," Marketing Letters, Springer, vol. 28(4), pages 523-535, December.
    17. Gauthier Casteran & Polymeros Chrysochou & Lars Meyer-Waarden, 2019. "Brand loyalty evolution and the impact of category characteristics," Marketing Letters, Springer, vol. 30(1), pages 57-73, March.
    18. Dawes, John, 2022. "Factors that influence manufacturer and store brand behavioral loyalty," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
    19. Koll, Oliver & Plank, Andreas, 2022. "Do shoppers choose the same brand on the next trip when facing the same context? An empirical investigation in FMCG retailing," Journal of Retailing, Elsevier, vol. 98(4), pages 576-592.
    20. Mecredy, Philip & Wright, Malcolm J. & Feetham, Pamela, 2018. "Are promoters valuable customers? An application of the net promoter scale to predict future customer spend," Australasian marketing journal, Elsevier, vol. 26(1), pages 3-9.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joreco:v:49:y:2019:i:c:p:231-241. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.