Review article
https://doi.org/10.32676/n.11.1.2
The relationship between product exposure and sales results
Ružica Brečić
; University of Zagreb, Faculty of Economics and Business
Abstract
Product display in stores affects consumer behavior and sales results. The aim of this paper
was to investigate the impact of two different display methods for sweets on their sales. The
study applied an experimental method in real retail conditions and provided insight into the
direct effects of different display methods on sales: products displayed on freestanding shelves
versus products displayed on wall-mounted shelves. The results offer an understanding of the
relationship between product display methods and consumer behavior, emphasizing the need
to adapt retail strategies to store conditions. A field experiment conducted in three retail
locations showed that wall-mounted shelves increase product sales in high-traffic stores, while
freestanding shelves encourage purchases in smaller stores. The study demonstrates the
necessity of adjusting product display methods to store conditions, including store size and
expected customer traffic. The paper provides specific recommendations for experts in
optimizing sales space, including selecting display racks according to store type and product
category, which can enhance sales results and improve the shopping experience.
Keywords
product display, freestanding, anchodid position, sales performance, experiment, biscuits
Hrčak ID:
341051
URI
Publication date:
12.12.2025.
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