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The relationship between in-store marketing and observed sales for organic versus fair trade products

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  • Erica Herpen
  • Erjen Nierop
  • Laurens Sloot

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  • Erica Herpen & Erjen Nierop & Laurens Sloot, 2012. "The relationship between in-store marketing and observed sales for organic versus fair trade products," Marketing Letters, Springer, vol. 23(1), pages 293-308, March.
    • Handle: RePEc:kap:mktlet:v:23:y:2012:i:1:p:293-308
    DOI: 10.1007/s11002-011-9154-1
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    1. Peter C. Verhoef, 2005. "Explaining purchases of organic meat by Dutch consumers," European Review of Agricultural Economics, Oxford University Press and the European Agricultural and Applied Economics Publications Foundation, vol. 32(2), pages 245-267, June.
    2. CAMPO, Katia & GIJSBRECHTS, Els & GOOSSENS, T. & VERHETSEL, Ann, "undated". "The impact of location-specific factors on attractiveness and performance of product categories," Working Papers 1999012, University of Antwerp, Faculty of Business and Economics.
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    4. Katia Campo & Els Gijsbrechts, 2005. "Retail assortment, shelf and stockout management: issues, interplay and future challenges," Applied Stochastic Models in Business and Industry, John Wiley & Sons, vol. 21(4‐5), pages 383-392, July.
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    6. Chris Arnot & Peter C. Boxall & Sean B. Cash, 2006. "Do Ethical Consumers Care About Price? A Revealed Preference Analysis of Fair Trade Coffee Purchases," Canadian Journal of Agricultural Economics/Revue canadienne d'agroeconomie, Canadian Agricultural Economics Society/Societe canadienne d'agroeconomie, vol. 54(4), pages 555-565, December.
    7. Patrick Pelsmacker & Wim Janssens, 2007. "A Model for Fair Trade Buying Behaviour: The Role of Perceived Quantity and Quality of Information and of Product-specific Attitudes," Journal of Business Ethics, Springer, vol. 75(4), pages 361-380, November.
    8. Albert van Dijk & Harald J. van Heerde & Peter S.H. Leeflang & Dick R. Wittink, 2004. "Similarity-Based Spatial Methods to Estimate Shelf Space Elasticities," Quantitative Marketing and Economics (QME), Springer, vol. 2(3), pages 257-277, September.
    9. Gary D. Thompson, 1998. "Consumer Demand for Organic Foods: What We Know and What We Need to Know," American Journal of Agricultural Economics, Agricultural and Applied Economics Association, vol. 80(5), pages 1113-1118.
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    11. Roberts, James A., 1996. "Green Consumers in the 1990s: Profile and Implications for Advertising," Journal of Business Research, Elsevier, vol. 36(3), pages 217-231, July.
    12. Loureiro, Maria L. & Lotade, Justus, 2005. "Do fair trade and eco-labels in coffee wake up the consumer conscience?," Ecological Economics, Elsevier, vol. 53(1), pages 129-138, April.
    13. Caroline Doran, 2009. "The Role of Personal Values in Fair Trade Consumption," Journal of Business Ethics, Springer, vol. 84(4), pages 549-563, February.
    14. I. Vermeir & W. Verbeke, 2004. "Sustainable Food Consumption: Exploring The Consumer Attitude – Behaviour Gap," Working Papers of Faculty of Economics and Business Administration, Ghent University, Belgium 04/268, Ghent University, Faculty of Economics and Business Administration.
    15. Pierre Desmet & Valérie Renaudin, 1998. "Estimation of Product Category Sales Responsiveness to Allocated Shelf Space," Post-Print halshs-00143451, HAL.
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    17. Auger, Pat & Devinney, Timothy M. & Louviere, Jordan J. & Burke, Paul F., 2008. "Do social product features have value to consumers?," International Journal of Research in Marketing, Elsevier, vol. 25(3), pages 183-191.
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    21. Ngobo, Paul Valentin, 2011. "What Drives Household Choice of Organic Products in Grocery Stores?," Journal of Retailing, Elsevier, vol. 87(1), pages 90-100.
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    2. Eunjung Lim & Shin Arita & Soonhee Joung, 2019. "Advancing Sustainable Consumption in Korea and Japan—From Re-Orientation of Consumer Behavior to Civic Actions," Sustainability, MDPI, vol. 11(23), pages 1-22, November.
    3. Roose, Gudrun & Vermeir, Iris, 2023. "Putting spatial product presentation cues on the map: Review and research directions," Journal of Business Research, Elsevier, vol. 155(PA).
    4. Balderjahn, Ingo & Peyer, Mathias & Seegebarth, Barbara & Wiedmann, Klaus-Peter & Weber, Anja, 2018. "The many faces of sustainability-conscious consumers: A category-independent typology," Journal of Business Research, Elsevier, vol. 91(C), pages 83-93.
    5. Klink, Jeanette & Langen, Nina & Hecht, Stefanie & Hartmann, Monika, 2014. "Sustainability as Sales Argument in the Fruit Juice Industry? An Analysis of On-Product Communication," International Journal on Food System Dynamics, International Center for Management, Communication, and Research, vol. 5(3), pages 1-15, December.
    6. Hwang, Jiyoung, 2016. "Organic food as self-presentation: The role of psychological motivation in older consumers' purchase intention of organic food," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 281-287.
    7. Krittinee Nuttavuthisit & John Thøgersen, 2017. "The Importance of Consumer Trust for the Emergence of a Market for Green Products: The Case of Organic Food," Journal of Business Ethics, Springer, vol. 140(2), pages 323-337, January.
    8. Isabela Kopperschmidt de Oliveira & Leise Kelli de Oliveira & Maria Rosa Amorim Faria Lisboa & Ellen Caroline Nunes Madalon & Luiza Fleury de Freitas & Augusto Cezar Peres Filho, 2021. "The Geographical Distance between Producers and Consumers of the Organic Street Markets: The Case of Belo Horizonte, Brazil," Logistics, MDPI, vol. 5(2), pages 1-15, May.
    9. Monica-Maria Tomșa & Andreea-Ioana Romonți-Maniu & Mircea-Andrei Scridon, 2021. "Is Sustainable Consumption Translated into Ethical Consumer Behavior?," Sustainability, MDPI, vol. 13(6), pages 1-14, March.
    10. Ma, Junzhao & Seenivasan, Satheesh & Yan, Bingyu, 2020. "Media influences on consumption trends: Effects of the film Food, Inc. on organic food sales in the U.S," International Journal of Research in Marketing, Elsevier, vol. 37(2), pages 320-335.
    11. David Bürgin & Robert Wilken, 2022. "Increasing Consumers’ Purchase Intentions Toward Fair-Trade Products Through Partitioned Pricing," Journal of Business Ethics, Springer, vol. 181(4), pages 1015-1040, December.
    12. Natália Munari Pagan & Karina Munari Pagan & Adriano Alves Teixeira & Janaina Moura Engracia Giraldi & Nelson Oliveira Stefanelli & Jorge Henrique Caldeira Oliveira, 2020. "Application of Neuroscience in the Area of Sustainability: Mapping the Territory," Global Journal of Flexible Systems Management, Springer;Global Institute of Flexible Systems Management, vol. 21(1), pages 61-77, June.
    13. Wu, Xiang & Xiong, Jie & Li, Haitao & Wu, Han, 2019. "The myth of retail pricing policy for developing organic vegetable markets," Journal of Retailing and Consumer Services, Elsevier, vol. 51(C), pages 8-13.
    14. Jessica Aschemann-Witzel & Stephan Zielke, 2017. "Can't Buy Me Green? A Review of Consumer Perceptions of and Behavior Toward the Price of Organic Food," Journal of Consumer Affairs, Wiley Blackwell, vol. 51(1), pages 211-251, March.
    15. Meadowcroft, Devon & Bernard, John C., 2016. "Understanding the Effect of Product Displays on Consumer Choice and Food Waste: A Field Experiment," 2016 Annual Meeting, July 31-August 2, Boston, Massachusetts 235543, Agricultural and Applied Economics Association.
    16. Jyrki Isojärvi & Jaakko Aspara & Reza Movarrei, 2022. "Revisiting the paradox of whether retail buyers behave more like consumers or industrial purchasers: the case of price discounts," Marketing Letters, Springer, vol. 33(3), pages 499-521, September.
    17. Phani Kumar Chintakayala & William Young & Ralf Barkemeyer & Michelle A. Morris, 2018. "Breaking niche sustainable products into the mainstream: Organic milk and free‐range eggs," Business Strategy and the Environment, Wiley Blackwell, vol. 27(7), pages 1039-1051, November.
    18. Torik Holmes & Josi Fernandes & Teea Palo, 2021. "‘Spatio-market practices’: conceptualising the always spatial dimensions of market making practices," AMS Review, Springer;Academy of Marketing Science, vol. 11(3), pages 316-335, December.
    19. Rebecca Visser & Siphiwe Dlamini, 2021. "Green Purchasing Behaviour towards Compostable Coffee Pods," Sustainability, MDPI, vol. 13(12), pages 1-16, June.
    20. Vladimir Melnyk & Erica Herpen & Arnout Fischer & Hans Trijp, 2013. "Regulatory fit effects for injunctive versus descriptive social norms: Evidence from the promotion of sustainable products," Marketing Letters, Springer, vol. 24(2), pages 191-203, June.

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