A Study on Strategic Ways to Increase Eco-friendly Food Sales Using IPA

Purpose: This study measured the consumer-perceived importance and satisfaction of eco-friendly food selection factors and performed the IPA to derive the factors that need to be maintained, reinforced, improved and selectively improved or where investment need to be minimized, and thus provide some clues for eco-friendly food companies' sales growth. Research design, data and methodology: To this end, efficient questionnaires of a total of 312 respondents who answered the questions about the importance of and the satisfaction with 20 selection attribute factors of eco-friendly foods were returned, and then, paired-samples t-test and IPA by all respondents, gender, age and incomes were conducted. Results: The analysis showed that a maintenance/reinforcement strategies planned by companies are required for some factors including 'safety' and 'product quality' at the first quadrant, while active improvement strategies are required for others including 'price' and 'flavor' at the second quadrant. Conclusions: The findings show that different marketing strategies should be established for each consumer who often purchase eco-friendly foods, and that more effective and efficient performance of eco-friendly food companies may be acquired by establishing and operating active improvement strategies.