SlideShare a Scribd company logo
me mySHELF and I choice at home vs choice on shelf
PARADOX of CHOICE Preoccupied by decisions maximize WELFARE    maximize FREEDOM    maximize CHOICE B. Schwartz, prof. Social theory and social action – studies link economy/psychology MAKE IT EASIER – NARROW DOWN CHOICE Effects of this choice Paralysis – no liberation Less satisfaction – more regret
THE SAUCE SHELF CONFUSION – FEELING UNCOMFORTABLE
DECISION POINT ??  ,[object Object],[object Object],WHERE DO THEY DECIDE? WHAT DO THEY DECIDE WHERE?
CASE STUDY ,[object Object],[object Object],[object Object]
OFF SHELF
OFF SHELF 4 subsegments non-tomato sauces tomato sauces with additions pure tomato sauces meat sauces X People think in  recipe Brand Producer Price People think in  sub types
ON SHELF: brand prevails
Recipe and brand have different roles
Consumer mind HOME recipe SHOPPING LIST reminder generically written recall of choice recipe SHELF brand recipe price
What Barilla did ,[object Object],[object Object],[object Object],[object Object],[object Object]
Examples of shelves Before  After
Results ,[object Object],[object Object],[object Object],[object Object],[object Object],> 10% +10% Volume PL  > 8% +8% Value stable Volume Result Target
What to remember ,[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object]

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Christophe Pirotte: Me mySHELF and I

  • 1. me mySHELF and I choice at home vs choice on shelf
  • 2. PARADOX of CHOICE Preoccupied by decisions maximize WELFARE  maximize FREEDOM  maximize CHOICE B. Schwartz, prof. Social theory and social action – studies link economy/psychology MAKE IT EASIER – NARROW DOWN CHOICE Effects of this choice Paralysis – no liberation Less satisfaction – more regret
  • 3. THE SAUCE SHELF CONFUSION – FEELING UNCOMFORTABLE
  • 4.
  • 5.
  • 7. OFF SHELF 4 subsegments non-tomato sauces tomato sauces with additions pure tomato sauces meat sauces X People think in recipe Brand Producer Price People think in sub types
  • 8. ON SHELF: brand prevails
  • 9. Recipe and brand have different roles
  • 10. Consumer mind HOME recipe SHOPPING LIST reminder generically written recall of choice recipe SHELF brand recipe price
  • 11.
  • 12. Examples of shelves Before After
  • 13.
  • 14.
  • 15.