sh.sePublications
Change search
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • harvard-anglia-ruskin-university
  • apa-old-doi-prefix.csl
  • sodertorns-hogskola-harvard.csl
  • sodertorns-hogskola-oxford.csl
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf
Ketchup with your fries?: Utilizing complementary product displays to transfer attention to a focal product
Södertörn University, School of Social Sciences, Business Studies.
Monfort College of Business, University of Northern Colorado, Greeley, CO, USA.
Monfort College of Business, University of Northern Colorado, Greeley, CO, USA.
2021 (English)In: Journal of Retailing and Consumer Services, ISSN 0969-6989, E-ISSN 1873-1384, Vol. 58, article id 102339Article in journal (Refereed) Published
Abstract [en]

Does placing a display of complementary condiments (e.g., ketchup, mustard, buns,etc.) next to a display of hamburgers make shoppers more likely to attend to the hamburgers? Prior work has established that in-store marketing strategies play an important role in drawing attention to products in a retail setting. Building on this research, the present study develops a framework to better understand how shoppers in a natural retail environment attend to displays of complementary products, and how this attention transfers to a focal product. The results suggest that assortment complexity of a display positively affects initial attention capture. Further, initial attention capture leads shoppers to spend longer evaluating the complementary products in the display, which, in turn, increases evaluation and choice of the focal product. As such, our framework indicates that complementary product displays can be effective at increasing attention to and choice of an associated focal product.

Place, publisher, year, edition, pages
Elsevier, 2021. Vol. 58, article id 102339
Keywords [en]
Attention transfer, Complementary products, Eye-tracking, Retail displays, Visual attention capture
National Category
Business Administration
Identifiers
URN: urn:nbn:se:sh:diva-42127DOI: 10.1016/j.jretconser.2020.102339ISI: 000601377000006Scopus ID: 2-s2.0-85092653462OAI: oai:DiVA.org:sh-42127DiVA, id: diva2:1484240
Available from: 2020-10-28 Created: 2020-10-28 Last updated: 2025-10-07Bibliographically approved

Open Access in DiVA

No full text in DiVA

Other links

Publisher's full textScopus

Authority records

Radon, Anita

Search in DiVA

By author/editor
Radon, Anita
By organisation
Business Studies
In the same journal
Journal of Retailing and Consumer Services
Business Administration

Search outside of DiVA

GoogleGoogle Scholar

doi
urn-nbn

Altmetric score

doi
urn-nbn
Total: 180 hits
CiteExportLink to record
Permanent link

Direct link
Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • harvard-anglia-ruskin-university
  • apa-old-doi-prefix.csl
  • sodertorns-hogskola-harvard.csl
  • sodertorns-hogskola-oxford.csl
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf