Document Detail

How tobacco companies ensure prime placement of their advertising and products in stores: interviews with retailers about tobacco company incentive programmes.
MedLine Citation:
PMID:  12773729     Owner:  NLM     Status:  MEDLINE    
BACKGROUND: About 81% of cigarette manufacturers' marketing expenditures in the USA is spent to promote cigarette sales in stores. Relatively little is known about how these expenditures help the manufacturers achieve their marketing goals in stores. A better understanding of how tobacco companies influence the retail environment would help researchers and tobacco control activists to monitor industry presence in stores. OBJECTIVE: To describe the types of tobacco company incentive programmes offered to retailers, how these programmes impact the store environments, and possible visual indicators of retailer participation in incentive programmes. STUDY DESIGN: In-depth qualitative interviews with a convenience sample of 29 tobacco retailers were conducted in 2001. SETTING: USA. MAIN OUTCOME MEASURES: The types and requirements of retailer incentive programmes provided by tobacco companies, and how participation in a programme alters their stores. RESULTS: The retailers provided insights into how tobacco companies convey promotional allowances and special offers to them and how these incentives shape the retail environment. Retailers noted that tobacco companies exert substantial control over their stores by requiring placement of products in the most visible locations, and of specific amounts and types of advertising in prime locations in the store. Retailers also described how tobacco companies reduce prices by offering them volume based discounts, "buy two, get one free" specials, and "buying down" the price of existing product. CONCLUSIONS: Tobacco companies are concentrating their marketing dollars at the point-of-sale to the extent that the store is their primary communication channel with customers. As a result, all shoppers regardless of age or smoking status are exposed to pro-smoking messages. Given the financial resources spent by tobacco companies in stores, this venue warrants closer scrutiny by researchers and tobacco control advocates.
E C Feighery; K M Ribisl; P I Clark; H H Haladjian
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Publication Detail:
Type:  Journal Article; Research Support, U.S. Gov't, P.H.S.    
Journal Detail:
Title:  Tobacco control     Volume:  12     ISSN:  1468-3318     ISO Abbreviation:  Tob Control     Publication Date:  2003 Jun 
Date Detail:
Created Date:  2003-05-29     Completed Date:  2004-03-19     Revised Date:  2009-11-18    
Medline Journal Info:
Nlm Unique ID:  9209612     Medline TA:  Tob Control     Country:  England    
Other Details:
Languages:  eng     Pagination:  184-8     Citation Subset:  IM    
Public Health Institute, Berkeley, California, USA.
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MeSH Terms
Advertising as Topic / economics,  methods*
Contract Services
Economic Competition
Interprofessional Relations
Smoking / economics
Tobacco Industry* / economics
United States
Grant Support
5 R01 CA86232/CA/NCI NIH HHS

From MEDLINE®/PubMed®, a database of the U.S. National Library of Medicine

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