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1
Kalwani, Manohar U., and Chi Kin Yim. "Consumer Price and Promotion Expectations: An Experimental Study." Journal of Marketing Research 29, no. 1 (February 1992): 90–100. http://dx.doi.org/10.1177/002224379202900108.
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The authors report results from a controlled experiment designed to investigate the impact of a brand's price promotion frequency and the depth of promotional price discounts on the price consumers expect to pay for that brand. A key feature of the work is that expected prices elicited directly from respondents in the experiment are used in the analysis, as opposed to the latent or surrogate measures of expected prices used in previous studies. As hypothesized, both the promotion frequency and the depth of price discounts are found to have a significant impact on price expectations. Evidence also supports a region of relative price insensitivity around the expected price, such that only price changes outside that region have a significant impact on consumer brand choice. Further, the authors find that consumer expectations of both price and promotional activities should be considered in explaining consumer brand choice behavior. Specifically, the presence of a promotional deal when one is not expected or the absence of a promotional deal when one is expected may have a significant impact on consumer brand choice. Finally, as in the case of price expectations, consumer response to promotion expectations is found to be asymmetric in that losses loom larger than gains.
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Berezvai, Zombor. "The pricing strategies of Hungarian food retail chains during the last recession." Acta Oeconomica 65, no. 3 (September 2015): 393–411. http://dx.doi.org/10.1556/032.65.2015.3.3.
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The paper seeks to explore the pricing strategies used by Hungarian food retail chains and how these strategies are related to the market and financial performance of the chains. A two-phase empirical research was carried out in 2011/2012. The research is based on 44 in-store observations, the analysis of price promotion leaflets and interviews with retail professionals. In-store observations focused on collecting data on baseline prices. The price promotion leaflets enabled the assessment of the promotional activity of the observed retailers. The interviews were used to check the validity of the research results. By grouping the analysed 11 retail chains along baseline price levels and price promotion activities, three different types of pricing strategies were identified. A relationship was found between the three pricing strategies and the performance indicators of the included chains. An important finding is that retail chains with a medium price level and low promotional activity were the least successful, while retailers with a low price level and high promotional activity achieved the best performance.
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Empen, Janine, Jens-Peter Loy, and Christoph Weiss. "Price promotions and brand loyalty." European Journal of Marketing 49, no. 5/6 (May 11, 2015): 736–59. http://dx.doi.org/10.1108/ejm-08-2013-0433.
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Purpose – This article aims to estimate the relationship between brand loyalty and price promotions on the German yoghurt market. It considers consumer loyalty to various corporate brands and their respective sub-brands to analyze promotional strategies between and within certain corporate brands with a larger loyal consumer segment and a moderate strength of consumer loyalty are well suited for effective price promotions following the idea of loss leader by Lal and Matutes (1994). Design/methodology/approach – The paper’s approach follows Allender and Richards’ (2012) and extends to explicitly considering the product line management of every manufacturer in the market. In the first step, a random coefficient logit specification is estimated to compute measures of brand loyalty for each brand. In the second step, the relationship between brand loyalty measures and the frequency and depth of price promotions is analysed. Findings – The results suggest that weaker corporate brands are promoted more aggressively supporting the model hypotheses by Koças and Bohlmann (2008). Within the manufacturer’s product line, sub-brands with a larger loyal consumer segment and a moderate strength of consumer loyalty are more often used for effective price promotions which reflects the idea of loss leading first introduced by Lal and Matutes (1994). Research limitations/implications – The results are limited to a static relationship between brand loyalty and price promotions. Analyzing the dynamics of the relationship between brand loyalty and price promotions should prove fruitful in enhancing the understanding of retailer strategies and provides additional implications for managerial decisions in retailing. Practical implications – Managers need to be more aware of the linkages between product line management and promotional strategies. Changes in the product line management may require a redirection of the promotional measures and strategies. Social implications – Consumer behavior with respect to brand loyalty to some extent determines price promotional strategies of retailers. The promotional strategies provide opportunities to save expenditures, especially for non-loyal and low income households. Originality/value – Matching and analyzing two detailed (consumer, retail) scanner data sets to investigate the relationship between the measures of brand loyalty and the retailers’ price promotional strategies. Novel is the modeling of two different dimensions of brand loyalty (size and strength) and the consideration of sub-brands. The results clearly show that promotional strategies vary not only between corporate brands but also between sub-brands of the same corporate brand.
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Lowe, Ben, Fanny Chan Fong Yee, and Pamela Yeow. "Price promotions and their effect upon reference prices." Journal of Product & Brand Management 23, no. 4/5 (August 18, 2014): 349–61. http://dx.doi.org/10.1108/jpbm-01-2014-0485.
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Purpose – The purpose of this study is to resolve inconsistencies in the literature about how one-time price promotions affect reference prices. Specifically, this study suggests that the measure of reference price used within a study (e.g. expected price or fair price) can affect the outcomes of that study. Design/methodology/approach – This research uses three separate experiments, replicating and extending existing work, to simulate purchasing decisions for products in the context of a price promotion. Experiments allow careful control of the confounds presumed to cause the inconsistencies between studies. Findings – Study 1 shows that measurement of different reference prices within the same experiment leads to carryover effects, which inflate the correlation between measures. Expected price and fair price appear to be conceptually and empirically distinct and should be measured separately to reduce design artifacts. Study 2 shows that one-time price promotions affect fair price, but not expected price, and Study 3 shows expected price and fair price converge after multiple promotions. Research limitations/implications – Independent measurement of reference price concepts allows robust claims about their distinctiveness. These findings have implications for how reference price should be measured in survey research and for pricing and promotional strategy. Originality/value – This research contributes by showing how the measure of reference price used affects the outcomes of price promotion studies. It does this through the replication and extension of past research. Replication allows greater confidence in the findings of past research, and testing the same findings under different conditions allows for the boundaries of existing research to be delimited and generalizations to be made.
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Keller, Wiebke I. Y., Barbara Deleersnyder, and Karen Gedenk. "Price Promotions and Popular Events." Journal of Marketing 83, no. 1 (November 19, 2018): 73–88. http://dx.doi.org/10.1177/0022242918812055.
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Managers often use popular events, such as the Olympics, to advertise their brands more heavily. Can manufacturers and retailers capitalize on these events to enhance the response to their price promotions? This study empirically examines whether the sales response to price promotions is stronger or weaker around events than at nonevent times, and what factors drive this relative promotion response. Studying 242 brands from 30 consumer packaged goods categories in the Netherlands over more than four years, the authors find that a price promotion offered around a popular event often generates a stronger sales response than the same promotion at nonevent times, with a price promotion elasticity that is 9.3% larger, on average, during events. Still, the variance in relative promotion response across brands and events is high, and the authors identify several drivers that managers should consider before shifting promotions toward event times. Currently, managers often do not take these drivers into account. This study provides guidelines to improve promotional timing decisions in relation to popular events.
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Peattie, Sue. "The Use of Sales Promotion Competitions in Social Marketing." Social Marketing Quarterly 5, no. 1 (March 1999): 22–33. http://dx.doi.org/10.1080/15245004.1999.9961034.
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It has been suggested that many social marketing campaigns fail because they assign advertising the primary role and fail to develop and use all of the available marketing mix tools. In addition, social advertising has to compete for the public's attention with increasingly costly and sophisticated commercial marketing campaigns. This has led to a growing interest in sates promotion techniques for social marketing. Despite the increasing use of sales promotion techniques in the commercial sector, they have never received the academic scrutiny given to advertising. These techniques have traditionally been “bundled” together, with the research conducted being dominated by value-increasing promotions (those which alter the product/price “deal”) involving money-off, coupons or “x % extra for free.” These promotional techniques are the least appropriate for social marketing campaigns, which rarely involve either a tangible product or an economic price. Value adding campaigns (those which introduce benefits not directly connected to the core product or its price) such as promotional competitions (also known as contests and sweepstakes) or give-aways, are the most suitable for social campaigns but the least well understood in terms of research. This paper discusses alternative “below-the-line” promotional tools and demonstrates how promotional competitions - in particular - can help with the distinctive communication challenges faring social marketers. Experience and research from the commercial sector is used to suggest guidelines for planning competitions.
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Yan, Ke, Guowei Hua, and T. C. E. Cheng. "Green Supply Chain Management with Cooperative Promotion." Sustainability 13, no. 6 (March 15, 2021): 3204. http://dx.doi.org/10.3390/su13063204.
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Green supply chain management has received increasing attention as consumers have become more environmentally conscious. Manufacturers are making green investments to meet consumers’ demands, while retailers in different markets often engage in cooperative promotion to attract more consumers. This study develops game theoretic models for investigating cooperative promotion for two cross-market firms with different channel structures, i.e., decentralized and centralized. The manufacturer determines the wholesale price for the retailers and the green investment of a product, and the retailers determine the promotional effort and retail price. This study finds that whether the firms join in cooperative promotion mainly depends on the wholesale price, as well as the impacts of the price, green investment, and cooperative promotional activities on the demand. When the wholesale price is relatively low, the retail price of the decentralized green supply chain must be lower than that of the centralized green supply chain. On the contrary, the difference in the retail price between the two green supply chains varies with the impacts of green investment and cooperative promotional activities on demand. In addition, due to the influence of channel structure, the contribution to cooperative promotion of the centralized supply chain is more than that of the decentralized supply chain with the most given conditions. Moreover, as the impact of cooperative promotional activities on demand increases, the centralized green supply chain does not necessarily result in higher profits than the decentralized green supply chain.
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Udegbe, Scholastica Ebarefimia, and Azeez Adekunle Aliu. "Social Medial Promotional Activities Influence on Purchase Choice Decision and Price of Perishable Food Items during COVID-19 in Lagos, Nigeria." European Journal of Business and Management Research 6, no. 4 (August 9, 2021): 245–51. http://dx.doi.org/10.24018/ejbmr.2021.6.4.981.
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This study aimed to research if promotional activities on social media influence purchase choice decisions, consumers impulse buying, the price for perishable food items, like vegetables, fruits, beef, fish, and others during the COVID-19 pandemics. Likewise, if there are differences between the original market price of goods before the COVID-19 pandemic and the promotional online prices during the pandemic, to investigate if the online price of delivering goods to consumer homes influence consumer quantity purchase decision, and if there is any relationship between consumer location and price of goods delivery during the COVID-19 pandemics. The results suggest that promotional activities on social media for perishable food items during the pandemic does not necessarily influence consumers purchase choice decision, but rather, influence consumer quantity purchase, and there is a difference between the original market price of goods before the COVID-19 – pandemic and the promotional online price during the pandemic. Likewise, there is a relationship between consumer location and price of goods delivery during the COVID-19 pandemics. The findings of the study showcase a typical situation of things during a crisis in a developing country, where people take advantage of situations to exploit the helpless. Prices of goods increased, and people had no choice but had to buy because man cannot do without food.
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Pauwels, Koen, Dominique M. Hanssens, and S. Siddarth. "The Long-Term Effects of Price Promotions on Category Incidence, Brand Choice, and Purchase Quantity." Journal of Marketing Research 39, no. 4 (November 2002): 421–39. http://dx.doi.org/10.1509/jmkr.39.4.421.19114.
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To what extent do price promotions have a long-term effect on the components of brand sales, namely, category incidence, brand choice, and purchase quantity? The authors answer this question by using persistence modeling on weekly sales data of a perishable and a storable product derived from a scanner panel. Their analysis reveals, first, that permanent promotion effects are virtually absent for each sales component. Next, the authors develop and apply an impulse response approach to estimate the promotional adjustment period and the total dynamic effects of a price promotion. Specifically, they calculate the long-term equivalent of Gupta's (1988) 14/84/2 breakdown of promotional effects. Because of positive adjustment effects for incidence but negative adjustment effects for choice, the authors find a reversal of the importance of category incidence and brand choice: 66/11/23 for the storable product and 58/39/3 for the perishable product. The authors discuss the implications of the findings and suggest some areas for further research.
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Chung, Jaekwon. "Effect of Quality Uncertainty, Regulatory Focus, and Promotional Strategies on Perceived Savings for Sustainable Marketing." Sustainability 12, no. 14 (July 14, 2020): 5653. http://dx.doi.org/10.3390/su12145653.
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Quality uncertainty is one of the major challenges for new products entering a market. Companies launching new products may consider price-related promotions to stimulate consumer purchases. Prior studies have investigated the impacts of quality uncertainty and price-related promotions on consumer behavior. However, studies that consider quality uncertainty and price-related promotions on consumers’ perceived savings based on regulatory focus are rare. Therefore, this study aims at investigating the impacts of price-related promotions (price discount and value-added promotion), quality uncertainty (high vs. low), and regulatory focus (promotion vs. prevention) on perceived savings. Survey studies were conducted, and results were analyzed. The results indicate that when quality uncertainty level is high, perceived savings for price discount and value-added promotions are higher for promotion-focused consumers compared with prevention-focused consumers. By contrast, when quality uncertainty level is low, perceived savings for price discount and value-added promotions are higher for prevention-focused consumers compared with promotion-focused consumers. The results of this study are expected to assist companies in introducing new products to develop sustainable price-related promotions.
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Khare, Arpita, Subhro Sarkar, and Shivan Sanjay Patel. "Influence of culture, price perception and mall promotions on Indian consumers’ commitment towards malls." International Journal of Retail & Distribution Management 47, no. 10 (October 14, 2019): 1093–124. http://dx.doi.org/10.1108/ijrdm-06-2017-0134.
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Purpose The exponential growth of organised retail has led to competition among mall retailers with the use of promotions to increase traffic to the stores. The footfall in the malls is dependent on the sales generated by various retail stores located in the malls. The current research analyses the role of promotions used by the retailers located in Indian malls in improving consumers’ commitment towards the mall. The purpose of this paper is to examine the influence of culture, personality traits like value consciousness, price consciousness and coupon proneness, and promotions used by retailers in malls on consumers’ commitment towards the malls. Design/methodology/approach Eight malls from six cities were selected by popularity and footfall. Mall-intercept technique along with systematic sampling was used to collect data from 453 mall shoppers using a self-administered questionnaire. Structural equation modelling was used to analyse the data. Findings Retailer promotions were categorised under discounts, promotional offers and loyalty cards. The findings suggest that cultural values of long-term orientation and masculinity have an impact on consumers’ perceptions towards discounts, promotional offers and loyalty programmes. Different promotional strategies had varied responses from consumers. Practical implications Mall retailers can use the findings to design promotions according to the cultural values of masculinity and long-term orientation. Loyalty programmes can symbolise status and long-term relationship with retailer. Commitment towards retailers and consequently malls could be enhanced through discounts and promotional offers. Different promotional strategies can be used to target price-conscious consumers and increase footfall in the stores. The linkages between cultural dimensions and promotional techniques would be helpful in targeting different consumer groups by designing promotions which are in line with cultural values. Originality/value The research extends the existing literature on mall retailing by analysing the importance of cultural dimensions on sales promotions strategies used by retailers in malls. The study establishes that perceptions towards retailer promotions differ across cultures. Different promotions offered by retailers generate varied response from consumers across different cultures which would influence their commitment towards malls.
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Lemon, Katherine N., and Stephen M. Nowlis. "Developing Synergies between Promotions and Brands in Different Price-Quality Tiers." Journal of Marketing Research 39, no. 2 (May 2002): 171–85. http://dx.doi.org/10.1509/jmkr.39.2.171.19089.
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Brands are promoted in many different ways. In this research, the authors examine synergies between different types of promotions and characteristics of the brands that offer the promotions. Specifically, the authors examine interactions among feature advertising, display, price promotions, and the price-quality tier of the brand offering them. Using both scanner data and experiments, the authors find that high-tier brands benefit more than low-tier brands from price promotions, displays, or feature advertising when these promotional tools are used by themselves. This advantage disappears, however, when certain promotional tools are used in combination with one another. In particular, the authors find that price promotions have a more equal effect on low-tier and high-tier brands when these promotions are offered in settings where comparisons are difficult (end-of-aisle displays or feature advertising). Furthermore, the combined effects of displays and price promotions, or feature advertising and price promotions, are greater on the low-tier brands than on the high-tier brands. The results provide insights into the conditions under which specific marketing tools are most effective for which brands. The authors discuss theoretical implications of the results as they relate to promotions and consumer decision making and outline strategic implications for retailers and manufacturers.
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Lee Weisstein, Fei, Mohammadreza Asgari, and Shir-Way Siew. "Price presentation effects on green purchase intentions." Journal of Product & Brand Management 23, no. 3 (May 13, 2014): 230–39. http://dx.doi.org/10.1108/jpbm-06-2013-0324.
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Purpose – This paper aims to examine the effect of price promotion presentation formats on consumers’ green purchase intentions across various levels of greenness. Despite the increasing awareness of environmental issues and green products among consumers, there is a gap between their green attitude and purchase intentions. Previous studies show that consumers’ degree of greenness varies and that price plays an important role in their green consumption decision-making. Design/methodology/approach – Two between-subject experiments with 236 participants were used to examine our hypotheses and conceptual model. Findings – The results show that different formats of price promotion presentations influence consumers’ purchase perceptions differently. Consumers with a high degree of greenness are attracted to promotions emphasizing gain, while those with a low degree of greenness prefer promotions underlining reduced loss. In addition, medium-greenness consumers show similar reactions to both formats. Our studies further demonstrate that consumers’ perceived value mediates the moderated effects of perceived quality and perceived savings on green purchase intentions. Practical implications – This research helps marketers better design price promotions, taking into account the various levels of consumers’ greenness. The focus of reduced loss or gain of the promotional programs should be targeted at consumers with different levels of greenness. Originality/value – This is the first paper to examine the role of price promotion presentation formats in consumer decision-making regarding green consumption. The study provides new insights concerning how to design price promotions to enhance the green purchase intentions of consumers.
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Lattin, James M., and Randolph E. Bucklin. "Reference Effects of Price and Promotion on Brand Choice Behavior." Journal of Marketing Research 26, no. 3 (August 1989): 299–310. http://dx.doi.org/10.1177/002224378902600304.
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When consumers are exposed to pricing and promotional activity by frequently purchased packaged goods, they may develop expectations that are used as points of reference in evaluating future activity. The authors build a model to test for the presence of these reference effects on brand choice behavior. The approach differs from previous research in two ways: (1) the model includes reference effects of promotion in addition to reference effects of price and (2) a threshold model is introduced to capture the formation of the consumer's promotional reference point. The authors calibrate a model of brand choice using IRI scanner panel data on ground coffee. The findings suggest that promotional activity has significant reference effects on consumer response.
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Marpaung, Budiman, and Ani Mekaniwati. "Pengaruh Kualitas Produk, Harga, Promosi Dan Pelayanan Terhadap Kepuasan Konsumen Serta Dampaknya Pada Keputusan Pembelian." Jurnal Ilmiah Manajemen Kesatuan 8, no. 1 (April 29, 2020): 29–38. http://dx.doi.org/10.37641/jimkes.v8i1.309.
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This research aims to : a) determine the direct and simultaneous influence of production quality, price, promotion and service quality on customer satisfaction, b). kow the direct and simultaneous influence of production quality, price, promotion, service quality and customer satisfaction on purchasing decicions, c). determine the indirect and total impact on purchasing decicions through interventing variable customer satisfaction. The study was conducted on consumers of coffee processing machines. Respondents were determined by purposive sampling and accidental sampling. The numbers of respondents 79 people. The analysis method used is multiple linier regression with path analysis. The results showed : a) production quality and promotional activities have a direct and significant effect on positive direction on consumer satisfaction and purchasing decicions, while the quality of service the direct is not significant, but with a positive direction on customer satisfaction and buying decicions. b) price have a direct and significant effect with a negative direction on contumer satisfaction and consumer purchasing decicions, c) consumer satisfaction has a direct and significant effect on the positive direction of purchasing decicions, d) production quality, price, promotional activities and service quality simultaneously have a significant effect on contumer satisfaction, e) production quality, price, promotional activities, service quality and customer satisfaction simultaneously have a significant effect on purchasing decicions, f). consumer satisfaction as an interventing variable has an impact on increasing the total coefficient through increasing the indirect coefficient
Keywords: production quality, price, promotion service, satisfaction, decicions
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Abdollahi, Hooman, and Mohammad Talooni. "Coordinating Contracts for Two-Echelon Supply Chain with Price and Promotional Sensitive Demand." Modern Applied Science 10, no. 7 (May 9, 2016): 132. http://dx.doi.org/10.5539/mas.v10n7p132.
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<p class="zhengwen"><span lang="EN-GB">In this paper three coordinating contracts in supply chain namely (i) revenue-sharing contract (ii) cost-sharing contract (iii) profit-sharing contract are proposed for two echelon supply chain coordination perspective under promotion and price sensitive demand. In our model buyer makes the promotional decision and undertakes the promotional sales effort cost. It is shown that in decentralized channel the results are sub-optimal. It is found analytically that the revenue-sharing contract coordinates pricing decision but not promotional decision for all values of the promotional effort cost. It is also found that the cost-sharing contract fails to coordinate channel. The profit-sharing contract is demonstrated to coordinate both the pricing and the promotional decisions in the channel.</span></p>
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Khare, Arpita, Dhiren Achtani, and Manish Khattar. "Influence of price perception and shopping motives on Indian consumers' attitude towards retailer promotions in malls." Asia Pacific Journal of Marketing and Logistics 26, no. 2 (April 8, 2014): 272–95. http://dx.doi.org/10.1108/apjml-09-2013-0097.
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Purpose – The current research aims to explore influence of shopping motives and price perceptions on Indian consumers' attitude towards mall retailer promotions. Effect of price discounts, gifts, coupons, and rebates offered by mall retailers to attract store traffic were examined. Design/methodology/approach – Data were collected through mall intercept technique in six cities across India. Convenience sampling method was used to target metropolitan and non-metropolitan cities for data collection. Findings – Results suggest that consumers' attitude towards mall retailers' promotional strategies is influenced by shopping values and price consciousness, deal proneness, and coupon proneness. Age, education, and income influence consumers' attitude towards promotions. Research limitations/implications – Only three constructs of price perception scale were used for the research. Future research can include all the items of price perception scale to understand its applicability on Indian sample. Promotions offered by branded and non-branded retailers in malls were not examined. Practical implications – The findings can be useful to mall retailers for designing promotions to increase footfalls and sales. Promotions can be used by retailers to convey value and attract price conscious consumers. Retailers need to match their promotional offers according to price sensitivity and shopping motives of consumers. Originality/value – There is limited research to examine role of promotions used by mall retailers in attracting footfalls in Indian malls. The influence of price perceptions and shopping motives on promotions offered by retailers in Indian malls has not been examined.
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Rennhoff, Adam D., and Konstantinos Serfes. "Retailer price distributions and promotional activities." Economics Letters 103, no. 2 (May 2009): 91–95. http://dx.doi.org/10.1016/j.econlet.2009.02.003.
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Curry, David J., and Peter C. Riesz. "Prices and Price/Quality Relationships: A Longitudinal Analysis." Journal of Marketing 52, no. 1 (January 1988): 36–51. http://dx.doi.org/10.1177/002224298805200104.
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Though price and quality are recognized as important tactical and strategic variables for a marketing manager, few empirical data are available on the behavior of price or the correspondence between price and quality over time. The authors report results for three hypotheses derived from product life cycle theory, dynamic pricing policy, and economic information theory about price trends, price convergence, and the correspondence between price and quality among brands in 62 durable product forms. Results strongly confirm the hypotheses that prices converge as well as decrease in real terms. The decline in price variation apparently results from a narrowing of prices by all relevant competitors. Brands entering or exiting a category counterbalance one another and are nearly as likely to be priced below as above a category mean. Reduced correspondence between price and quality levels over time suggests that as pricing flexibility declines, competition may occur in the form of promotional expenditures rather than relative quality improvements. Implications of these findings for marketing strategy and consumer welfare are discussed.
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JIANG, YUANCHUN, and YEZHENG LIU. "OPTIMIZATION OF ONLINE PROMOTION: A PROFIT-MAXIMIZING MODEL INTEGRATING PRICE DISCOUNT AND PRODUCT RECOMMENDATION." International Journal of Information Technology & Decision Making 11, no. 05 (September 2012): 961–82. http://dx.doi.org/10.1142/s0219622012500289.
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Price promotion and product recommendation are important tactics to gain market share in the e-commerce context. To increase sales and enhance promotion profits, practitioners often recommend non-discounted products in the promotional campaign for a product. However, no analytical model is hitherto available to jointly optimize the price discount for the promoted product and the product portfolio to recommend. This paper provides a probability model to complete the task. The proposed model motivates customers through an attractive price discount for the promoted product, while simultaneously encouraging customers to purchase the non-discounted products through the recommendation system. The numerical studies show that the proposed method attains higher profits than do conventional methods. Finally, we offer managerial insights and provide useful guidelines to help e-tailers to make the most profitable online promotional decisions.
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Ramadhanni, Asrul, and Arasy Alimudin. "ANALYSIS OF THE RELATIONSHIP BETWEEN PRICES, PROMOTIONS, VARIANTS OF PRODUCTS AND SALES VOLUME IN LEGO BRAND TOY PRODUCTS IN GRAND CITY SURABAYA." Jurnal Ekonomi 19, no. 1 (December 31, 2018): 24–30. http://dx.doi.org/10.29138/je.v19i1.57.
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This study aims to analyze the relationship between price, promotion, product variants, and sales volume of Lego branded toy products at Grand City Surabaya. This research is quantitative. Population and sample based on distributing questionnaires to consumers or customers of Lego brand products in Grand City Surabaya and a sample of 100 respondents was taken. Data collection techniques using observation, interviews, and documentation. The data analysis used was a validity test, reliability test, and chi-square test. The results showed that price, promotion, and product variants had a significant relationship with sales volume which had a significant value <0.05. The indicator of interest in the implementation of a promotional event from the promotional variable is the most very significant and has a significant value of 0.000. So the variable price, promotion, and product variants have a good relationship with sales volume so that sales levels are stable and increasin
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Lumban Gaol, Jonner. "The influence of marketing mix strategy on sales volume at PT.Jaya Anugrah Sukses Abadi Medan." JURNAL GLOBAL MANAJEMEN 10, no. 1 (August 12, 2021): 110. http://dx.doi.org/10.46930/global.v10i1.1120.
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The purpose of this research is to analyze the influence of marketing mix strategies covering products, prices, promotions, and distribution channels on increasing sales volume at PT. Jaya Anugrah Success Abadi and to analyze the variables of the most dominant marketing mix strategy affects the increase in sales volume. The results of data analysis with multiple linear regression analysis methods show that products (X1), price (X2), promotion (X3) and Distribution Channel (X4) are jointly influential and significant to sales volume in PT.Jaya Anugrah Sukses Abadi Medan with regression coefficient X1 (b1) = 0.270, regression coefficient X2 (b2) = -0.220, regression coefficient X3 (b3) = 0.491 and coefficient of regression X4 (b4) = 0.273. F counting tests were obtained at 35,348 greater than Ftabel's 2,584. T test results showed for product = 2,564, price = -2,807, promotion = 4,683 and distribution channels = 2,430, the most dominant variables affected were the perception of promotional variables and the determination test results showed that 70.57% of variations of the marketing mix were influenced by all four independent variables, while 29.41% were other factors not studied in this study.
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Choi, Choongbeom, and Anna S. Mattila. "The Effects of Internal and External Reference Prices on Travelers’ Price Evaluations." Journal of Travel Research 57, no. 8 (October 30, 2017): 1068–77. http://dx.doi.org/10.1177/0047287517735910.
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The relative use of an internal reference price (IRP) versus an external reference price (ERP) becomes an important issue in the travel and lodging contexts as the increased promotional activity by destinations and hotels is likely to be based on price-comparison advertisements. However, there is little guidance on how tourism and hospitality organizations can use pricing structure to influence reference price, which is cardinal to travelers’ evaluation of price acceptability. Thus, the current research examines how pricing characteristics of the lodging services shift travelers’ sensitivity to two different types of reference prices, and therefore, influence their price evaluations. Compared with IRP, our findings indicate that individuals are more sensitive to and affected by ERP. The results also demonstrate that information accessibility and perceived diagnosticity are key mechanisms that lead to the differential effect of IRP versus ERP on travelers’ price evaluations. Relevant managerial implications are drawn regarding price and promotion strategies.
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Apollonio, Dorie E., and Stanton A. Glantz. "Tobacco Industry Promotions and Pricing After Tax Increases: An Analysis of Internal Industry Documents." Nicotine & Tobacco Research 22, no. 6 (May 6, 2019): 967–74. http://dx.doi.org/10.1093/ntr/ntz068.
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Abstract Background Increasing tobacco taxes, and through them, prices, is an effective public health strategy to decrease tobacco use. The tobacco industry has developed multiple promotional strategies to undercut these effects; this study assessed promotions directed to wholesalers and retailers and manufacturer price changes that blunt the effects of tax and price increases. Methods We reviewed tobacco industry documents and contemporaneous research literature dated 1987 to 2016 to identify the nature, extent, and effectiveness of tobacco industry promotions and price changes used after state-level tobacco tax increases. Results Tobacco companies have created promotions to reduce the effectiveness of tobacco tax increases by encouraging established users to purchase tobacco in lower-tax jurisdictions and sometimes lowering manufacturer pricing to “undershift” smaller tax increases, so that tobacco prices increased by less than the amount of the tax. Conclusions Policymakers should address industry efforts to undercut an effective public health intervention through regulating minimum prices, limiting tobacco industry promotions, and by enacting tax increases that are large, immediate, and result in price increases. Implications Tobacco companies view excise tax increases on tobacco products as a critical business threat. To keep users from quitting or reducing tobacco use in response to tax increases, they have shifted manufacturer pricing and developed specific promotions that encourage customers to shop for lower-taxed products. Health authorities should address tobacco industry efforts to undercut the effects of taxes by regulating prices and promotions and passing large and immediate tax increases.
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Alshurideh, Muhammad, Barween Al Kurdi, AlaAbdullah Abumari, and Said A. Salloum. "Pharmaceutical Promotion Tools Effect on Physician's Adoption of Medicine Prescribing: Evidence from Jordan." Modern Applied Science 12, no. 11 (October 29, 2018): 210. http://dx.doi.org/10.5539/mas.v12n11p210.
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The study aims to investigate the effect of pharmaceutical promotion tools on physician's adoption of medicine prescribing in Jordan. Medical representative detailing visit, promotional medicine price, external medical conference sponsorship, and free sampling were the main promotional tools investigated in this study. Researcher collected primary data using a questionnaire from a judgment sample of 150 practicing physicians in the private sector (non-probability sampling), who responded to the study questionnaire. Multiple regression analysis was used to analyze the data. The results indicated that there were a high level of acceptance and effect for the previously mentioned promotional tools on physicians’ adoption; the most influential independent variable was promotional medicine price followed by free sampling, while external medical conference sponsors and medical representative detailing visit were the lowest influential medical promotional tools. Managers and decision makers who are working in pharmaceutical companies in Jordan were recommended to focus on scientific detailing and free sampling and to decrease budget allocated for External medical conferences sponsorship.
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Mela, Carl F., Sunil Gupta, and Donald R. Lehmann. "The Long-Term Impact of Promotion and Advertising on Consumer Brand Choice." Journal of Marketing Research 34, no. 2 (May 1997): 248–61. http://dx.doi.org/10.1177/002224379703400205.
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The authors examine the long-term effects of promotion and advertising on consumers’ brand choice behavior. They use 8 1/4 years of panel data for a frequently purchased packaged good to address two questions: (1) Do consumers’ responses to marketing mix variables, such as price, change over a long period of time? (2) If yes, are these changes associated with changes in manufacturers’ advertising and retailers’ promotional policies? Using these results, the authors draw implications for manufacturers’ pricing, advertising, and promotion policies. The authors use a two-stage approach, which permits them to assess the medium-term (quarterly) effects of advertising and promotion as well as their long-term (i.e., over an infinite horizon) effects. Their results are consistent with the hypotheses that consumers become more price and promotion sensitive over time because of reduced advertising and increased promotions.
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Asdinur, Arlan, J. Pandey ., A. Makalew ,, and E. S. Tangkere. "PERANAN PROMOSI TERHADAP VOLUME PENJUALAN TELUR AYAM RAS PADA PASAR SWALAYAN DI KOTA MANADO." ZOOTEC 37, no. 2 (July 19, 2017): 436. http://dx.doi.org/10.35792/zot.37.2.2017.16661.
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THE ROLE OF PROMOTION ON THE SALE OF CHICKEN RACE EGGS IN THE SUPERMARKETS OF MANADO CITY.This research has been conducted in the supermarkets of Manado City. The res of this research is to what extent promotion plays a role in the sales volume of chicken race eggs in the Supermarkets of Manado. The purposes of this research are to know which promotional tools are used in Supermarkets of Manado and to know the role of promotion to the sales volume of chicken race eggs in Supermarkets of Manado. Sample determination is done by Purposive Sampling. The sampling criteria of this research are : The supermarkets that sell chicken race eggs and the Supermarkets that have sold chicken race eggs for one year. The random sampling to 21 Supermarkets as the respondent from 121 supermarket total in Manado City. The data of research will be tabulated and analyzed. Data analysis model using descriptive analysis approach to study the role of promotions to the sales volume of chicken race eggs.From the research result obtained that the tools of promotions that used on sales proccess of chicken race eggs in Supermarkets of Manado spesifically is packaging with the price and discount. From the data of research shows that the Supermarkets which not used sales promotion precisely the price is higher and the sales volume is very low. While the supermarkets that used the promotions, the price is lower and the sales volume is extremelly high. The sale of Chicken race eggs in Supermarkets of Manado, promotion tools become one of marketing strategy that increasing the sales volume. From the researh result conducted shows that more eggs sold when using the promotional tools. This is because the suppliers and supermarkets want to maintain their name, so that the quality must be maintained and the supermarkets already using the brand or mark, such as Telur Segar and Cap Manguni.Keywords : Promotion, Supermarket, Sales volume, Chicken egg race
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Cheng, Andong, and Cynthia Cryder. "Double Mental Discounting: When a Single Price Promotion Feels Twice as Nice." Journal of Marketing Research 55, no. 2 (April 2018): 226–38. http://dx.doi.org/10.1509/jmr.15.0559.
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This research finds that when a single gain has strong associations with multiple costs, consumers often mentally deduct that gain from perceived costs multiple times. For example, with some price promotions (e.g., spend $200 now and receive a $50 gift card to spend in the future), consumers mentally deduct the value of the price promotion from the cost of the first purchase when they receive the promotion, as well as from the cost of the second purchase when they use the promotion. Multiple mental deductions based on a single gain result in consumers' perceptions that their costs are lower than they actually are, which can trigger higher expenditures. This mental accounting phenomenon, referred to as “double mental discounting,” is driven by the extent to which gains feel associated, or coupled, with multiple purchases. This article also documents methods to decouple promotional gains from purchases, thus mitigating double mental discounting.
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Yusuf, Ade, and Denok Sunarsi. "The Effect of Promotion and Price on Purchase Decisions." Almana : Jurnal Manajemen dan Bisnis 4, no. 2 (August 10, 2020): 272–79. http://dx.doi.org/10.36555/almana.v4i2.1410.
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The progress of a business is closely related to business management, while the rate of growth of a company is influenced by many things such as product development, sales concepts, and marketing concepts, therefore the sales concept and marketing concept are inseparable from promotional activities. Promotional activities are activities to promote goods directly to attract prospective buyers to the products being promoted Along with the advancing development of the era of the need for fashion has become a separate requirement for the community at large. And for products sold by PT. This study aims to determine the effect of promotion and price on purchasing decisions at PT. Total Creation. The method used was explanatory research with a sample of 96 consumers. The analysis technique uses statistical analysis with regression testing, correlation, determination, and hypothesis testing. The results of this study have a significant effect on the promotion of purchasing decisions by 41.1%, hypothesis testing obtained significance 0,000 <0.05. Price significantly influence the purchase decision of 42.4%, the hypothesis test obtained significance of 0,000 <0.05. Promotion and price simultaneously have a significant effect on purchasing decisions of 51.9%, hypothesis testing obtained significance of 0,000 <0.05.
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Sinha, Indrajit, and Michael F. Smith. "Consumers' perceptions of promotional framing of price." Psychology and Marketing 17, no. 3 (March 2000): 257–75. http://dx.doi.org/10.1002/(sici)1520-6793(200003)17:3<257::aid-mar4>3.0.co;2-p.
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Leksono, Rafael Billy, and Herwin Herwin. "PENGARUH HARGA DAN PROMOSI GRAB TERHADAP BRAND IMAGE YANG MEMPENGARUHI KEPUTUSAN PEMBELIAN KONSUMEN PENGGUNA TRANSPORTASI BERBASIS ONLINE." Jurnal Riset Manajemen dan Bisnis (JRMB) Fakultas Ekonomi UNIAT 2, no. 3 (October 31, 2017): 381–90. http://dx.doi.org/10.36226/jrmb.v2i3.72.
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This research aims to understand the influence of the price set and promotional activities of Grab towards consumer purchase decision of through brand image as intervening variables. This research is a quantitative research. A number of samples taken are 205 people using people purposive sampling technique. the measurement used was the questionnaire that was disseminated through Google Form and analysis using SPSS 20. The results of hypothesis analysis show that price influence significantly to brand image; promotion influence significantly to brand image; price influence significantly to purchase decision; promotion influence significantly to purchase decision, and brand image influence significantly to purchase decision.
Keywords: price, promotion, consumer purchase decision, brand image
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E, Erjiang, Geng Peng, Xin Tian, and Qinghong Chen. "Online Cooperative Promotion and Cost Sharing Policy under Supply Chain Competition." Mathematical Problems in Engineering 2016 (2016): 1–11. http://dx.doi.org/10.1155/2016/3619597.
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This paper studies online cooperative promotion and cost sharing decisions in competing supply chains. We consider a model of one B2C e-commerce platform and two supply chains each consisting of a supplier and an online retailer. The problem is studied using a multistage game. Firstly, the e-commerce platform carries out the cooperative promotion and sets the magnitude of markdown (the value of e-coupon). Secondly, each retailer and his supplier determine the fraction of promotional cost sharing when they have different bargaining power. Lastly, the retailers decide whether to participate in the cooperative promotion campaign. We show that the retailers are likely to participate in the promotion if consumers become more price-sensitive. However, it does not imply that the retailers can benefit from the price promotion; the promotion decision game resembles the classical prisoner’s dilemma game. The retailers and suppliers can benefit from the cooperative promotion by designing an appropriate cost sharing contract. For a supply chain, the bargaining power between supplier and retailer, consumer price sensitivity, and competition intensity affect the fraction of the promotional cost sharing. We also find that equilibrium value of e-coupon set by the e-commerce platform is not optimal for all the parties.
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Albar, Arif Hidayat, and Agus Baktiono. "PRICE RELATIONSHIP ANALYSIS, PROMOTION AND SERVICE QUALITY TO IMPROVE CUSTOMER LOYALTY IN CLOTING HARDWARE AT TUNJUNGAN PLAZA SURABAYA." Jurnal Ekonomi 19, no. 1 (December 31, 2018): 15–23. http://dx.doi.org/10.29138/je.v19i1.56.
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The existence of this research is in the background of the instability of the sales volume of the Hardware clothing company in Tunjungan Plaza Surabaya, from the data generated in the last year of 2015 the Hardware clothing company experienced ups and downs in its sales, this has a direct impact on company revenue, with the company's instability. it is feared that it will make the company's performance decline and sustainable unstable. This study aims to determine the level of the relationship between promotional variables, price, service to increase customer loyalty, researchers need to distribute a questionnaire as many as 123 respondents according to the number of members on Hardware clothing. To determine the level of validity of the results of the respondents' answers, the researcher conducted a validity and reliability test. while the data used interval data. The data analysis used Person Product Moment / Pearson Correlation. From the test results and analysis regarding the relationship between promotion, price, and service in increasing customer loyalty, it can be concluded that the three variables have a significant relationship. Of the three variables, the price variable which has a moderate relationship value (0.405) is compared to the promotion (0.256) and service (311) variables which have a low value. From the promotional variables, prices, and services in this study, it can be used as a reference for what variables that are considered low can be increased.
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Aggarwal, Praveen, and Rajiv Vaidyanathan. "Is font size a big deal? A transaction – acquisition utility perspective on comparative price promotions." Journal of Consumer Marketing 33, no. 6 (September 12, 2016): 408–16. http://dx.doi.org/10.1108/jcm-10-2015-1587.
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Purpose In promotional ads that contain both the Regular Price and Sale Price information, this paper aims to investigate whether changing the font sizes of these two prices has an effect on how consumers process the ad message. The authors use acquisition-transaction utility perspective to identify key differences in mechanisms invoked by the larger font size of the Regular Price vs that of the Sale Price. Design/methodology/approach Study 1 uses eye-tracking apparatus to study subjects’ responses to a full-color, realistic-looking ad for a digital camera. Study 2 uses a survey questionnaire to gauge subjects’ responses to a similar print ad. The font sizes of Regular Price and Sale price were manipulated while keeping all the other elements of the ad the same. Subjects were undergraduate students who participated in the study for a small incentive. Findings The authors find that making the relative font size of Regular Price bigger invokes a transaction-utility mechanism where customers’ attention is focused on the savings that can be had using the promotion. A bigger font size of Sale Price invokes an acquisition-utility mechanism that draws on the customers’ value consciousness. Research limitations/implications The use of student subjects and only one product category in the experiments may limit the generalizability of the study’s findings. Practical implications In print ads, managers predominantly use a bigger font size for the Sale Price. This study suggests that the choice of a bigger font size should really be driven by the objective of the promotion: a bigger font size for Sale Price is advised if the objective is to take an acquisition utility approach, whereas a bigger font size for Regular Price is advised for using a transaction utility approach. Originality/value This study is the first attempt at using an acquisition-transaction utility perspective for understanding the use of relative font sizes in the context of price promotions.
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Grigsby-Duffy, Lily, Sally Schultz, Liliana Orellana, Ella Robinson, Adrian J. Cameron, Josephine Marshall, Kathryn Backholer, and Gary Sacks. "The Healthiness of Food and Beverages on Price Promotion at Promotional Displays: A Cross-Sectional Audit of Australian Supermarkets." International Journal of Environmental Research and Public Health 17, no. 23 (December 3, 2020): 9026. http://dx.doi.org/10.3390/ijerph17239026.
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Supermarket environments can strongly influence purchasing decisions. Price promotions are recognised as a particularly persuasive tactic, but the healthiness of price promotions in prominent in-store locations is understudied. This study compared the prevalence and magnitude of price promotions on healthy and unhealthy food and beverages (foods) displayed at prominent in-store locations within Australian supermarkets, including analyses by supermarket group and area-level socio-economic position. A cross-sectional in-store audit of price promotions on foods at key display areas was undertaken in 104 randomly selected stores from major Australian supermarket groups (Woolworths, Coles, Aldi and independents) in Victoria, Australia. Of the display space dedicated to foods with price promotions, three of the four supermarket groups had a greater proportion of display space devoted to unhealthy (compared to healthy) foods at each promotional location measured (end of aisles: 66%; island bins: 53%; checkouts: 88%). Aldi offered very few price promotions. Few measures varied by area-level socio-economic position. This study demonstrated that price promotions at prominent in-store locations in Australian supermarkets favoured unhealthy foods. Marketing of this nature is likely to encourage the purchase of unhealthy foods, highlighting the need for retailers and policy-makers to consider addressing in-store pricing and placement strategies to encourage healthier food environments.
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Niri Antari, Putu Evi Henda, Ketut Budi Susrusa, and Ketut Suamba. "PENGARUH BIAYA BAURAN PROMOSI TERHADAP OMZET PENJUALAN USAHA AGRIBISNIS DI DENPASAR." JURNAL MANAJEMEN AGRIBISNIS (Journal Of Agribusiness Management) 7, no. 1 (May 3, 2019): 50. http://dx.doi.org/10.24843/jma.2019.v07.i01.p6.
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ABSTRACT
Marketing requires more than just developing a good product, set an attractive price, offering an affordable prices, but also need to promote the product itself. The success of a marketing program also determined by promotion mix. This research aimed to analyzed the influence of promotion mix cost simultaneously, partially and the most dominantly variable toward the sales turnover of agribusiness company in Denpasar. The research method was used descriptive statistics. Through descriptive statistical analysis will be described and described characteristic table of respondents, while the influence of promotion mix cost to sales turnover using multiple linear regression analysed using the help of SPSS program version 22.0. Based on multiple linear analysis, the results of research showed promotion mix variables give simultaneous positive and significant effect toward the sales turnover p ? 0.05 with determination coefficient 0.575 or 57.5 %. Partially, all of five variables promotional mix showed that the cost of advertising, cost of personal selling, cost of sales promotion and cost of direct marketing give significant affect, while the variable cost of public relations showed insignificant results. The most dominant variable affecting the sales turnover is the cost of sales promotion with standardized beta coefficient point to 0.463. Suggestions that can be given by the author to agribusiness entrepreneurs in Denpasar in order to implement promotional mix cost policies that are appropriate in the future to be in accordance with the capabilities and budget owned by the company. The combination of the five components of the promotional mix costs is still carried out, but must pay attention and consider allocating funds efficiently into the promotional mix costs so that the company does not experience losses.
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Zhu, Ling, and Jie Lin. "Optimal Merchandise Selection Strategy in E-Store Promotional Webpage." Journal of Electronic Commerce in Organizations 14, no. 2 (April 2016): 1–15. http://dx.doi.org/10.4018/jeco.2016040101.
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In many e-commerce cases, the number of the goods which can be displayed in the promotional webpage is very limited. The sellers cannot put all the goods displayed in the front webpage of the promotion, and they won't waste the valuable opportunity to randomly place some ones. It is an urgent problem for the sellers that how to pick out the most appropriate goods to be laid out in the front promotional webpage among the number of merchandise. In order to provide the optimal strategy to the sellers, we firstly analyze their major concerns in promotional activities: to pursue the maximum profit, to dominate the extensive market, and to win the best reputation. We also make a study of the promotional characteristics, including the effect of earning power and cross selling, the influence of price discount and the reputation based on customer sentiment analysis. Then, an EPR (Earning power-Price discount - Reputation) model based TOPSIS is built, and the extended genetic algorithm is used to solve the problem. At last, an experiment is carried out in this paper to show the effectiveness of the solution.
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Meo, Adeel, Muhammad Daniyal Abbas, Muhammad Nadeem Sajjad, Muhammad Rizwan, Sayed shahbaz hussain Bukhari, and Muhammad Saad Hameed. "The Impact of Promotional Tools on Sales Promotion." Journal of Public Administration and Governance 4, no. 2 (July 2, 2014): 202. http://dx.doi.org/10.5296/jpag.v4i2.5845.
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The main reason of conducting this research was to explore the influence of social surrounding, discount level and buying behavior on sales promotion. The research results found that there was no significant relationship of social surrounding, discount level with sales promotion. But on the other hand buying behavior, free sample, price reduction has a significant relationship with sales promotion. The results of this research paper will help the marketers to understand best promotional techniques to increase significantly in their sales as well as revenues. This research paper also plays a vital role in helping businessmen to develop their business planes more effectively so that they can get the competitive advantage over their competitors and make them able to maximize their profits.In total 180 Questionnaires were distributed by hand in different department of Islamia University of Bahawalpur. Data was feed in SPSS. This research was done on different sales promotional techniques.Findings shows that different sales promotional techniques have impact on consumer buying behavior and purchase intention for all type of products on the other hand there is no significant effect of discount level and social surrounding on sales promotion.
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Khoiriyah, Nasehatul, Joko Widodo, and Hety Mustika Ani. "STRATEGI BAURAN PEMASARAN KERAJINAN TENUN IKAT PADA CV. SILVI MN PARADILA DI DESA PARENGAN KECAMATAN MADURAN KABUPATEN LAMONGAN." JURNAL PENDIDIKAN EKONOMI: Jurnal Ilmiah Ilmu Pendidikan, Ilmu Ekonomi dan Ilmu Sosial 11, no. 1 (July 18, 2017): 91. http://dx.doi.org/10.19184/jpe.v11i1.5007.
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The marketing mix strategy is one of the efforts undertaken by the company to increase product sales and earn profits for the company consisting of four groups, namely: product, price, promotion, and place or distribution channel. This study aims to describe the marketing mix strategy related to product, price, promotion, and place conducted by the owner of tenun ikat handicraft business of CV. Silvi MN Paradila in Parengan village, Maduran district, Lamongan regency. This research is a descriptive qualitative research. Determination of research location uses purposive area method, while the determination of subject and informant research using purposive method. Data collection uses observation methods, interviews, and documents. Data analysis used in this research is data reduction, data presentation, and drawing conclusion. The result of the research shows that marketing mix strategy related to product, price, promotion, and place conducted by the owner of tenun ikat handicraft business, namely: product strategy by maintaining product quality, and providing various motives. Pricing strategies are by setting the selling price of the cost of goods and profit margins and setting prices based on 3 levels: low, medium, and high. Promotional strategies are with advertising, publicity, personal selling, and direct marketing. As for the distribution is using direct and indirect distribution.
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Choi, Choongbeom, Sung Jun Joe, and Anna S. Mattila. "Reference Price and Its Asymmetric Effects on Price Evaluations: The Moderating Role of Gender." Cornell Hospitality Quarterly 59, no. 2 (July 5, 2017): 189–94. http://dx.doi.org/10.1177/1938965517719266.
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Empirical research shows that customers form price evaluations by comparing the actual price with a reference price. The relative use of an internal reference price (IRP) versus an external reference price (ERP) is an important issue in the lodging industry due to the popularity of price-comparison–based advertising. Although prior literature shows that demographic factors influence the relative use of IRP and ERP, the impact of gender on the relationship between reference prices and price evaluations has received scant attention in both hospitality and marketing contexts. Drawing on the agency-communal theory, the current research examines the effect of gender on the use of IRP and ERP in price evaluations. The findings indicate that males are more susceptible to IRP than to ERP, whereas females are only influenced by ERP. Relevant managerial implications are drawn in terms of pricing and promotional strategies.
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Sadewo, Anarki Bayu, and R. Agus Baktiono. "Comparison Analysis of Online Shop between Lazada and Shopee on Students of The Faculty of Economics and Business (FEB) Narotama University Surabaya, Indonesia." Quantitative Economics and Management Studies 1, no. 5 (November 18, 2020): 346–55. http://dx.doi.org/10.35877/454ri.qems183.
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This study aims to analyze differences in consumer satisfaction in buying products through the Online Shop between SHOPEE and LAZADA among FEB students of Narotama University Surabaya seen from the perception of how to use applications, promotions, prices, and satisfaction. This type of research is comparative research with a quantitative approach. The population in this study were students of the Faculty of Economics and Business at Narotama University who had used both Lazada and Shoppe online shop applications using purposive sampling in the research sample. The research data was obtained by distributing research questionnaires on How to Use, Promotion, Price, and Customer Satisfaction, to 85 respondents. The results showed that: (1) There are differences in the variable of how to use the application between the Lazada online shop and Shopee, (2) There is no difference in the variable promotional activities carried out between the Lazada online shop and Shopee, (3) There are differences in the product price variables offered between the Lazada online shop and Shopee, (4 There is no difference in the consumer satisfaction variable in shopping through the Lazada online shop with Shopee.
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Gómez, Miguel I., Vithala R. Rao, and Edward W. Mclaughlin. "Empirical Analysis of Budget and Allocation of Trade Promotions in the U.S. Supermarket Industry." Journal of Marketing Research 44, no. 3 (August 2007): 410–24. http://dx.doi.org/10.1509/jmkr.44.3.410.
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Using a unique data set, the authors examine the role of manufacturer and retailer characteristics in the joint determination of trade promotion budgets for supermarket brands and their allocation across trade promotion types. They find that manufacturer variables, such as brand position in retailer product category and brand price premium, and annual retailer sales determine trade promotion budgets. Furthermore, retail companies with larger shares of private labels in product category sales, larger annual sales, and stronger brand positioning are able to increase the allocation of promotional funds to off-invoices and decrease allocation to performance-based trade promotions, such as scanbacks/ accruals and billbacks. Manufacturers with formal trade promotion policies tend to decrease allocation to off-invoices. The authors discuss marketing policy implications of this study and provide research directions.
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Sivakumar, K., and S. P. Raj. "Quality Tier Competition: How Price Change Influences Brand Choice and Category Choice." Journal of Marketing 61, no. 3 (July 1997): 71–84. http://dx.doi.org/10.1177/002224299706100305.
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The authors demonstrate that competition among brands in different quality tiers can be asymmetric both in brand choice (“what”) and in category choice (“whether”). They also investigate how competition among quality tiers is affected by the direction of price changes (increase or decrease). Empirical findings from four scanner panel data sets consistently show that with price reduction, high-quality brands gain more than do low-quality brands both in “what” and “whether” decisions. Furthermore, high-quality brands are less vulnerable to losses when prices are increased. The authors conclude with implications for understanding quality tier competition and developing price promotional strategies.
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Gagnon, Etienne, and David López-Salido. "Small Price Responses to Large Demand Shocks." Journal of the European Economic Association 18, no. 2 (February 22, 2019): 792–828. http://dx.doi.org/10.1093/jeea/jvz002.
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Abstract We study the pricing response of U.S. supermarkets to large demand shocks triggered by labor conflicts, mass population displacement, and shopping sprees around major snowstorms and hurricanes. We find that these large swings in demand have, at best, modest effects on the level of retail prices, consistent with flat short- to medium-term supply curves. This finding holds even when shocks are highly persistent and despite the fact that stores adjust prices frequently. We also provide evidence that retailers maintain frequent promotional sales even as their demand varies and that they seek to match movements in their local competitors’ recourse to promotional sales.
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Thanh, Ho Trung, and Tran Duy Thanh. "Integrating scan mobile with electronic signage solution in supermarket and retail store." Science & Technology Development Journal - Economics - Law and Management 2, no. 1 (December 28, 2018): 98–110. http://dx.doi.org/10.32508/stdjelm.v2i1.506.
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Nowadays, supermarkets or retail chains are increasingly interested in how to increase productivity at their stores. The problem here is that prices, promotions and product information updates need to be immediate. Building an electronic signage solution that uses interactive mobile Internet of Things (IoT) technology including technology for Electronic Commerce to Opticon Electronic signage solutions (ESL) devices allows stores, supermarkets to change product prices in real time and launch promotional campaigns at Any time or place as desired. The system has been widely deployed in Vietnam market. ESL helps eliminate traditional labeling, labor saving, and other costs associated with price changes and product information, especially through mobile devices, users can easily change electronic prices quickly and conveniently. The solution of this article has been posted on http://opticon.vn.
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Dyah Astuti, Widya Ayu, and Sanaji Sanaji. "Identifikasi Faktor Pemilihan Penyedia Jasa Foto Katalog Produk (Studi pada Pengusaha Online Shop)." Jurnal Ilmu Manajemen 9, no. 1 (March 31, 2021): 425. http://dx.doi.org/10.26740/jim.v9n1.p425-436.
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This study aims to identify the factors considered by online shop owners in choosing photo catalogue services. This research is quantitative type. This study's data sources are primary data conducted by distributing questionnaires to research respondents. This research sample is 54 online shop owners who use product catalogue photo services. This research's variables are product attributes consisting of the brand, quality, features, design, price, and guarantee. The data collection technique uses questionnaires to 54 samples of product catalogue service users. In this case, the weighting questionnaire was filled in, done with Osgood's semantic differential measurement scale. This study's data analysis techniques were factor analysis, factor feasibility test, and correlation analysis. Are six factors to consider online businesspeople using product catalogue photo services. Product quality factors include high photo resolution, proper photo brightness; the resulting photo focuses on the product and colour match. The Feature Factor includes distinctive features, exceptional light-dark levels, and distinctive themes. Design factors include photo clarity, photo editing, and ready-to-upload photos. Factors include price according to quality, affordable prices, discounted prices, and price variations. The warranty factor includes product warranty items, a money-back guarantee, and a photo re-guarantee. Promotional factors that are informative, attractive promotions, promotions that are easy to remember, service readiness, problem-solving, services that are as promised and responsive to complaints
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Felgate, Melanie, Andrew Fearne, Salvatore DiFalco, and Marian Garcia Martinez. "Using Supermarket Loyalty Card Data to Analyse the Impact of Promotions." International Journal of Market Research 54, no. 2 (March 2012): 221–40. http://dx.doi.org/10.2501/ijmr-54-2-221-240.
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The aim of this paper is to show how supermarket loyalty card data from a panel of over 1.4 million shoppers can be used to analyse the effect of price promotions in a way which can bring significant advantages to retailers and manufacturers when making promotional decisions. The paper demonstrates the significant advantages that loyalty card data can bring to enhance our understanding of promotions, compared to traditional scanner and panel datasets. Regression analysis is used to compare the effects of different promotional mechanics upon different tiers of product across the fresh beef category in Tesco, using both scanner data and loyalty card data. The results show that using loyalty card data, which enables us to moderate for specific shopper characteristics, produces more statistically significant results and provides a more detailed picture of how promotions influence sales.
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Stiawan, Evan, and Tantri Yanuar Rahmat Syah. "The Effectiviness of Promotional Benefit Towards Buying Intention Moderated By The Brain’s Tendency of Consumers." Journal of Economics, Business & Accountancy Ventura 20, no. 1 (July 27, 2017): 89. http://dx.doi.org/10.14414/jebav.v20i1.439.
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This research’s goal is to measure the influence of promotional benefit towards buying intention moderated the brain’s tendency of consumers. The object of this research is the consumers whom ever bought a mobile phone. The purpose of this research is to find out the consumer’s buying intention when price discount is higher than premium, the influence of price discount and premium toward buying intention which is moderated by the tendency of consumer’s left and right brain. The data analysis method used is ANOVA One Way and General Linear model (GLM). The result of the research shows that premium is more positively evaluated than price discount which is means the consumer tends to re-buy when premium promotion offered is higher that price discount. The group of consumers that get price discount and right brain tendency tend to have a higher buying intention than the group of consumers that get price discount and left brain tendency, also for the group of consumers that get price discount and right brain tendency tend to have a higher buying intention than the group of consumers that get premium and right brain tendency.
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Bolton, Ruth N. "The Relationship Between Market Characteristics and Promotional Price Elasticities." Marketing Science 8, no. 2 (May 1989): 153–69. http://dx.doi.org/10.1287/mksc.8.2.153.
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Glauben, T., K. Hansen, J. P. Loy, and C. R. Weiss. "Breadth and depth of promotional sales in food retailing." Agricultural Economics (Zemědělská ekonomika) 57, No. 3 (March 29, 2011): 145–49. http://dx.doi.org/10.17221/158/2010-agricecon.
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Temporary price reductions (sales) as a means of promotion have become an increasingly important tool in the marketing mix of food retailers around the world. This paper investigates the retailers' pricing strategy by explicitly accounting for the multi-product nature of retailing. We find that retailers systematically adjust the breadth and depth of sales over time and they respond aggressively to their rivals' promotional activities. Finally, the breadth and depth of sales are found to be substitutes in the set of the available strategies to increase the store traffic.