Academic literature on the topic 'Retail sales promotions'

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.

The aim of this study are determining the impact of the most used tools of sales promotion in retail sector such as coupons, sample, price discount and buy one get one free on consumer buying behavior from two aspects are brand switching and customer loyalty. Consumer promotions should stimulate purchases, sustain brand-name recognition, and gain audience participation. Themes are underlying messages. Media should be selected. In this way include direct mail, newspapers, magazines, television, the personal sales force, and group meetings. The duration of a sales promotion is set. The feasibility of shared sales promotions is weighed.

In this study we examine how different variables impact sales promotions that ultimately influence purchase intentions of customer. The main purpose of this study is to examine how attitude towards discount affects sales promotional activities to influence customers’ purchase intention along with the impact of customer loyalty and in store displays on them. To collect information, the survey method was conducted through questionnaires to take response from the customers of Stylo shoes in Bahawalpur. For this purpose, a sample of 164 customers was selected through the simple random sampling technique and then the data was entered in SPSS software for descriptive and inferential statistical analysis. The results of the study indicate that there is no relationship between customer loyalty and sales promotion whereas attitude towards discount has a positive relation with sales promotion. Likewise, sales promotion, customer loyalty and in-store display has a significant relationship with purchase intention. The results of this study will assist retailers to select the best promotional tool that will influence purchase intentions of customer. These plans help businessmen and marketers to gain competitive advantage over their competitors and enable the businesses to earn maximum profit.

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.

We introduce a new method for stock keeping unit (SKU)-store level sales prediction in the presence of promotions to support order quantity and promotion planning decisions for retail managers. The method leverages the marketing literature to generate features, and data mining techniques to train a model that provides accurate sales predictions for existing and new SKUs, as well as consistent, actionable insights into category, store and promotion dynamics. The proposed "Driver Moderator" method uses basic SKU-store information and historical sales and promotion data to generate many features. It simultaneously selects few relevant features and estimates their parameters by using an L1-norm regularized epsilon insensitive regression that is formulated to pool information across SKUs and stores. Evaluations on two grocery store databases from Turkey and the USA show that out-of-sample predictions for existing and new SKUs are as good as, or more accurate than benchmark methods. Using the method's predictions for inventory decisions doubles the inventory turn ratio versus using individual regressions by lowering lost sales and inventory levels at the same time.

How do consumers behave when they are confronted with price promotions at the retail level? Do they buy as much as they can and stock for future? Do they postpone their purchases in anticipation of further price cuts? Do they decide not to buy at all? What do these responses mean to the retailer? Does he maximize his sales? Does he maximize his profits? Does he lose? In this article, Banerjee and Divakar examine the behaviour of the consumers in a promotion intensive retail environment. Based on their findings, they draw implications for promotion management in the retailing context.

The occurrence of the gap phenomenon between Indonesia's economic growth and population has increased but the retail market has declined. Therefore, the purpose of research is to find out how much the relationship between sales promotions and customer satisfaction in Matahari stores. The research method uses a quantitative approach with accidental sampling method through the distribution of questionnaires to 100 retail customers. The result of this research is the relationship between sales promotion and increasing customer satisfaction. The management should focus on midnight sale and member membership because it has a significant impact on customer satisfaction. The voucher discount variable and buy two get one free have not significant on customer satisfaction. In the next future, the research focuses on the increase of online shore sales promotion.

This study is to determine: partial influence of Hedonic Shopping Motives on Impulse Buying; Partial influence of Sales Promotion on Impulse Buying; simultaneous influence of Hedonic Shopping Motives and Sales Promotions on Impulse Buying. Type of Research is quantitative research. The sample that used in this research were 100 respondents who were consumers in Matahari Department Store Manado Town Square. The sampling technique using is probability sampling and the method that using is purposive sampling. Methods of data collection by questionnaire. Data analysis using is multiple linear regression. The results showed that: There is significant partial effect of Hedonic Shopping Motives on Impulse Buying. There is no partial effect of Sales Promotions on Impulse Buying. There is simultaneous effect between Hedonic Shopping Motives and Sales Promotions on Impulse Buying. Based on the result, it shows that Matahari Department Store Manado Town Square management can use the hedon motivation from their consumer to increase their sales. The company should increase their sales promotion to get consumer attention and to make compete ability in Indonesia retail business

Thesis (MBA)--Stellenbosch University, 2000.
ENGLISH ABSTRACT: Retail sales promotions are one of the most fundamental and high profile concepts of retail marketing. Everyday consumers are bombarded with various forms of information regarding sales promotions. Manufacturers and retailers go to great expense, up to 75% of the United States' marketing expenditures are spent on promotions (Lewison, 1994), but very little is done to measure the effectiveness of these promotional activities (Walters, 1991). Price promotions form an integral part of the marketing strategies of both manufacturers and retailers, yet they are often neglected in terms of assessing their impact on the marketing strategies of individual products. Lewison (1994) supports this statement by saying, "the precise positioning of sales promotion in terms of marketing strategy is often vague". "The increase in sales promotion spending in consumer goods field is greater than that of advertising promotion. However, it is important to know that a substantial part of this money is being misspent, some of it through poor planning" (Shapiro 1977). This statement is dated and probably aimed at the American retail market in particular, but it evokes some relevant questions about the South African domestic market. Are our manufacturers and retailers misspending valuable promotional budget on poorly planned and illogical sales promotions? An article in Sales and Marketing Management (1979) made a good, and relevant, point that "sales promotion is an orphan child of marketing. Both sales promotion budgets and sales promotion objectives are virtually ignored by senior management". More than twenty years later one would expect that the effectiveness of promotions would be monitored more closely and the promotional budgets of both manufacturers and retailers would be subject to close scrutiny by marketing directors. This appears, however, not to be the case, and little study has been done, particularly in South Africa, on the profitability and marketing effectiveness of price promotions within the retail grocery market. The use of trade promotions has risen considerably during the late 20th century. Within companies intense competition and increasing sophistication in sales promotion techniques together with a greater pressure to increase sales has resulted in an increased frequency of promotions. .Market factors have also fostered an increase in promotions. These factors include a rise in the number of brands (especially generic brands) and a decrease in the efficiency of traditional advertising due to increasingly fragmented consumer markets and advertising 'clutter'. A review of the marketing literature on grocery retail price promotions appears to be indicating a move toward a new approach to retailing which sees more focus being given to cutting costs out of the system, usually through improvements to the supply chain. Retail giant Wal-Mart introduced a policy of Every Day Low Pricing (EDLP) and moved heavily toward certain supply chain methodologies like Quick Response and Efficient Consumer Response which focus on reducing inventories and increasing supply chain efficiencies. These policies shun the retail sales promotion in favour of more constant sales trends and supply of goods. It appears that this policy is working, and not just in America, but in Canada and Germany as well (Kalish, 2000). This paper will focus on the inefficiencies of the traditional South African retail price promotion, particularly prevalent in the grocery chains, versus the current American and European retail promotion techniques that focus less on temporary price reductions and more on eliminating costs out of the value chain. A current South African price promotion model is given and a price promotion model for the future is proposed. Without a more complete study it would be immature to think that this paper could be a definitive study of the reasons, cause, and effects of retail price promotions, rather it is intended as a stimulus for further research in this area. This mini-thesis looks at pricing policies in the South African grocery retail market relative to international trends. Particular detail is paid to the grocery value chain and the effects of retail price reduction promotions on the supply chains within the value chain. Inefficiencies in the current South African pricing system are highlighted from both a marketing and a supply chain management perspective. A future value chain is proposed and the migration to this new value chain discussed. International trends like EDLP are discussed with relevance to the South African grocery retail market.
AFRIKAANSE OPSOMMING: Kleinhandel reklame promosies is een van die mees fundamentele and hoë profiel begrippe van kleinhandel bemarking. Daaglikse verbruikers word gebombardeer met verskeie vorms van inligting betreffende reklame promosies. Vervaardigers en kleinhandelaars gaan groot kostes aan, tot 75% van die Verenigde State se bemarkingsuitgawes is gemik op promosies (Lewison, 1994), maar daar word baie min gedoen om die doeltreffendheid van hierdie promosionele aktiwiteite te meet (Walters, 1991). Prys promosies vorm 'n integrale deel van die bemarkingstrategie van beide vervaardigers en kleinhandelaars, nogtans word hulle dikwels afgeskeep in terme van die beraming van hulle impak op die bemarkingstrategieë van individuele produkte. Lewison (1994) steun hierdie bewering deur op te merk dat, "the precise positioning of sales promotion in terms of marketing strategy is often vague". "The increase in sales promotion spending in consumer goods field is greater than that of advertising promotion. However, it is important to know that a substantial part of this money is being misspent, some of it through poor planning" (Shapiro, 1977). Hierdie opmerking is verouderd en waarskynlik spesifiek gerig op die Amerikaanse kleinhandel mark, maar lok sekere relevante vrae uit in verband met die Suid Afrikaanse plaaslike mark. Is ons vervaardigers en kleinhandelaars besig om waardevolle promosie begrotings op ondeurdagte en onlogiese reklame promosies te verkwis? 'n Artikel in "Sales en Marketing Management" (1979) maak die goeie en relevante punt dat "sales promotion is an orphan child of marketing. Both sales promotion budgets and sales promotion objectives are virtually ignored by senior management". Meer as twintig jaar later sou mens verwag dat die effektiwiteit van promosies in detail gemonitor word en die promosie begrotings van beide vervaardigers en kleinhandelaars noukeurig bestudeer word deur bemarkingsdirekteure. Dit blyk nie die geval te wees nie en, veral in Suid Afrika, is daar min navorsing gedoen oor die winsgewendheid en bemarkings effektiwiteit van reklame promosies binne die kleinhandel kruideniersmark. Die gebruik van handelspromosies het merkbaar gestyg in the laat twintigste eeu. Binne ondernemings het intensiewe kompetisie en toenemend gesofistikeerde handelspromosietegnieke tesame met groter druk om reklame syfers te laat styg gelei tot 'n toename in die frekwensie van promosies. Hierdie faktore sluit in 'n styging in die aantal handelsmerke (veral generiese handelsmerke) en 'n afname in die doeltreffendheid van tradisionele advertering weens toenemend gefragmenteerde verbruikersmarkte en advertensie "romme!". 'n Hersiening van die bemarkingsliteratuur op kruideniershandel reklamepromosies blyk daarop te dui dat 'n verskuiwing plaasvind na 'n nuwe benadering waarin meer fokus daarop geplaas word om kostes in die sisteem te sny, gewoonlik deur middel van verbeteringe aan die verskaffingsketting. Kleinhandel reus Wal-Mart het 'n beleid van "Every Day Low Pricing (EDLP)" ingestel en sterk beweeg na sekere verskaffingsketting metodologie soos "Quick Response" en "Efficient Consumer Response" wat fokus op die verminderde inventarisse en verhoogde doeltreffendheid in die verskaffingsketting. Hierdie beleide vermy die kleinhandel reklame promosie ten gunste van meer konstante reklame tendense en verskaffing van goedere. Dit blyk dat hierdie beleid besig is om te werk, nie net in die Verenigde State nie, maar ook in Kanada en Duitsland (Kalish, 2000). Hierdie werkstuk sal fokus op die ondoeltreffendheid van die tradisionele Suid Afrikaanse reklame prys promosie, veral heersend in die kruidenierskettingwinkels, teenoor die huidige Amerikaanse en Europese reklame promosie tegnieke wat minder toegespits is op tydelike prys verlagings en meer op die eliminasie van koste in die waardeketting. 'n Huidige Suid Afrikaanse prys promosie model word daargestel en 'n prys promosie model vir die toekoms voorgestel. Sonder 'n meer deeglike studie sal dit naief wees om te dink dat hierdie werkstuk 'n beslissende studie kan wees vir die redes vir, oorsaak en gevolge van kleinhandel prys promosies. Die bedoeling is eerder dat dit dien as 'n stimulus vir verdere narvorsing op die gebied. Hierdie mini-thesis ondersoek die prys beleid in die Suid Afrikaanse kruidenierskleinhandelmark relatief tot internasionale tendense. Veral word daar aandag gegee aan die kruidenierswaardeketting en die invloed van kleinhandel prysvermindering promosies op die verskaffingskettings binne die waardeketting. Tekortkominge in die huidige Suid Afrikaanse sisteem van prysbepaling word uitgelig uit beide 'n bemarkings en verskaffingskettings bestuur oogpunt. 'n Toekomstige waardeketting word voorgestel en die migrasie na hierdie nuwe waardeketting bespreek. Internasionale tendense soos EDLP work bespreek met betrekking tot die Suid Afrikaanse kruideniers reklamemark.

Title: A quantitative study extending the understanding regarding the influence of sales promotion on brand knowledge   Background: Sales promotion is a marketing communication activity that aims to promote a purchase, usage or trial of a particular brand. Sales promotion activities can provide significant benefits and incentives that could help the brand to differentiate from competitors and can contribute to the consumer’s brand knowledge. Prior to this thesis, there has been little attempt to integrate research to determine the relationship between the use of sales promotions and brand knowledge, which is why this study intends to extend the existent understanding. Purpose: The aim of this study is to extend the understanding regarding the relationship between sales promotion and brand knowledge and its drivers. Research questions: R1: What influence does monetary promotions have on brand awareness? R2: What influence does monetary promotions have on brand image? R3: What influence does non-monetary promotions have on brand awareness? R4: What influence does non-monetary promotions have on brand image? Hypotheses: H1: Monetary promotions of a brand influence brand awareness H2: Non-monetary promotions of a brand influence brand awareness H3: Monetary promotions of a brand influence brand image H4: Non-monetary promotions of a brand influence brand image   Methodology: In order to test the hypotheses a quantitative research approach was conducted and a questionnaire was used to collect data from Swedish consumers, the data was analyzed in the IBM SPSS program to find out if the hypotheses was supported or rejected.   Conclusions: H1,H3 and H4: May from this study be supported. H2: May from this study be rejected.

Syfte: Uppsatsens syfte är att klargöra skillnaden mellan olika sorters rabatterade erbjudanden som kampanj och rea i Ur&Penns butiker. Syftet är även att se hur konsumenter ser på rabatterade erbjudanden och hur deras lojalitet kan påverkas av detta. Metod: En kombination av kvalitativa och kvantitativa metoder har använts med en abduktiv ansats. Insamling av data har skett via enkäter, intervju och observation. Uppsatsen riktar sig in på att undersöka Ur&Penns marknad. Teori: Teorier som använts i uppsatsen beskriver prisstrategier, rabatterade erbjudanden, lojalitet ur konsumentperspektiv samt tar upp utsnitt ur marknadsföringslagen. Empiri: Empirin består av tre delar: webbenkät, intervju och en observation. Webbenkäten är skapad ur ett konsumentperspektiv medan intervjun är ur ett företagsperspektiv. En direkt observation har utförts av författarna. Slutsats: Det finns både negativa och positiva aspekter för både konsumenter och företag när det gäller rabatterade erbjudanden. Skillnaden mellan kampanj och rea är uppenbart i fakta men inte lika tydlig när det kommer till att se skillnaden i butik. Rabattaktiviteter används i butiker för att locka kunder till att handla. En stor del av våra respondenter uppfattar nedsatta priser som någonting positivt.

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. (authors' abstract)

Marketing executives of traditional retail firms who lack strategies to expand e-commerce business, can experience inhibited growth, higher transaction costs, and a loss of competitive advantage. The purpose of this qualitative single case study was to explore marketing strategies that marketing executives of a traditional retail firm used to improve online sales. Eight purposefully selected marketing executives in the head offices of a large traditional retail business in South Africa who had implemented effective marketing strategies to improve online sales participated in the study. Social exchange theory was the conceptual framework for the study. The data collection process entailed face-to-face semistructured interviews and review of company and industry-specific documentation. Data were coded and analyzed to identify emergent themes: the use of customer relationship management to drive marketing strategies; positive exchange relationships that are primarily measured in economic and benefit-orientated terms; trust that relies on safety, security, and privacy of transactions; and reciprocity in the relationship that is facilitated through electronic word of mouth and social media. The implications for positive social change from increased profitability include increased employment opportunities in the local community, improved working conditions and benefits for employees, and increased charitable contributions locally, thereby improving the quality of life for employees and the community.

Retailers need accurate forecasts for inventory planning. Poor forecasts lead to either out-of-stock or over-stock conditions. If products are regularly out of stock, customers may get frustrated and eventually switch their loyalty to other supermarkets. Retailers also do not want to overstock items because it is costly. To promote the various products in their stores, retailers employ marketing mix activities such as price reductions and promotions. There is an established marketing literature that focuses on identifying and estimating the effects of the marketing mix activities. However, little research effort has been devoted to incorporating the information of the marketing mix activities in forecasting retailer sales at the Universal Product Code (UPC) level. The forecasting models in previous studies only take into account the effects of the marketing mix activities for the focal product. This thesis proposes econometric forecasting methods that also take into account the effects of competitive marketing mix activities. The selection of competitive marketing mix variables becomes important because it is not obvious which UCPs compete against each other. The relationship between the marketing mix activities and the product sales can change permanently. For example, consumer taste towards a particular product may change or we can consider the availability of a new close substitute product. However, traditional econometric models with fixed parameters assume that the relationship is time invariant. As a result, the model may be subject to structural breaks and thus produce biased forecasts. This thesis implements various recently developed techniques to adjust the fixed parameter model with respect to the forecast bias caused by structural breaks, which may potentially improve the forecasting accuracy. The empirical analysis suggests that the inclusion of competitive marketing mix variables offers worthwhile benefits and the adjusted econometric models which take into account structural changes can produce more accurate forecasts than traditional econometric models.

What role do celebrity endorsements play in determining the success of a sports apparel company brand, such as Nike, Inc. (Nike) and Under Armour? Each year, Nike and Under Armour spend hundreds of millions of dollars marketing their athletic apparel, footwear, accessories and gear using paid celebrities and professional athletes. Can marketing videos prominently featuring inspirational athletes increase a company’s profitability and stock price value, and lead to stronger brand recognition that could not only convince its current customers to buy products, but also reach new consumers and expand its revenue? By collecting data on Nike and Under Armour’s YouTube videos from July 2010 to November 2017, this study uses characteristics of the companies’ videos, such as professional athletic presence, gender, purpose, intended audience and number of views, to determine whether a celebrity is consistently positively correlated with stock price changes. Two tests produced conflicting results: Celebrity presence was only statistically significant in positively affecting Under Armour’s daily stock price immediately, but not in either company’s weekly or monthly stock prices. Additionally, lack of celebrity presence was statistically significant in negatively impacting Under Armour’s change in monthly stock price. These mixed results demonstrate the debatable impact a celebrity endorsement has on a company’s stock market valuation. The conclusion discusses potential factors that may have contributed to Under Armour’s stock price fall.

Due to intense competition, retail stores are today forced to come up with exciting new sales promotional ideas to remain a relevant choice for customers. Gift giving is a sales promotional tool which has previously demonstrated to increase customer satisfaction and spending - an ideal situation for any retailer. However, gift giving has only been researched and confirmed for retailers that offer consumable goods. It has yet to be measured in a context where it is of greater difficulty for the customer to spend more than planned. This research fills that void by conducting a field experiment at a retail store offering durable shopping products.The purpose of the study is to investigate the effect gift giving has on gratitude, obligation, satisfaction, impulsive buying, and spending at a retail store offering durable shopping products. Through a field experiment, the study tests the effect on these variables of both small and large gifts and explore whether customer spending increases alongside the gift’s monetary worth.To complete the purpose of the study, a case company representing a durable shopping products retailer was selected. A field experiment was setup with two experimental groups and one control group. The results from the manipulation were collected through questionnaires which included questions pertaining to the study’s five variables. The collected data was then analysed through the statistics program SPSS.The only emotion that is affected from providing gifts in this retail environment is obligation, a negative emotion, which in turn decreases customer satisfaction. Since giving a gift only evokes negative emotions, it is concluded that a durable goods retailer should not use gift giving as a sales promotional tool. Additionally, when given a large gift, customer spending decreases considerably. This could imply that gift giving does not work in this retail environment, or that an extraneous variable affected the experiment’s outcome.

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O objetivo deste trabalho é avaliar a eficiência de anúncios no Instagram para aumentar as vendas do e-commerce da rede de lojas de moda íntima Depósito da Lingerie. Para isto, a estratégia de comunicação utilizada foi a promoção de vendas de produtos selecionados de acordo com a sua aceitação perante seu público consumidor que foram anunciados na mídia social: Instagram. O método de pesquisa inicial foi o desk research a fim de se levantar exemplos de como grandes marcas anunciam moda íntima e interagem com suas consumidoras no Instagram. O Depósito da Lingerie fez posts pagos baseados nos benchmarks estudados. Os resultados indicaram que houve aumento de vendas das peças anunciadas tanto na loja virtual quanto nas lojas físicas que sentiram ainda mais os efeitos da comunicação.
The objective of this study was to verify the Instagram’s efficiency to improve the sales performance of Depósito da Lingerie’s online store. The communications strategy utilized was the sales promotion of products selected in accordance with their acceptance by the consumer public as advertised in the Instagram social media. In order to gather examples of how great brands advertise lingerie and interact with their customers on Instagram, the initial research method selected was desk research. Depósito da Lingerie used paid ads based on the studied benchmarks. The results indicated that there was an increase in sales of the pieces announced both in the virtual store and in the physical stores that felt even more the effects of the communication.

The diploma thesis deals to design and develop mobile application for sales promotion in retail chains. Mobile application is created on base of designed service for sales support, that subject and design is written in thesis too. Mobile application uses the most modern technologies, which are now available in mobile devices. This technologies ensuring identification of customer in store, share marketing information to customer and other possibilities gaining detailed information about shopping behavior of customer. Thanks to those data is possible analyze customer by different methods which are in thesis described too. Based on this analyses it can be streamlined sales, shopping and other retail processes. Main aim of thesis is make usable mobile application which promote sales in retail chain. Theoretical part of thesis deals to describe general marketing on which is based analytical marketing resp. Data-Driven Marketing. Next part of this chapters is defining of retail, explaining its specifics and showing interleave to modern technologies. Concrete possibilities of modern technologies is presented in last chapter of theoretical part which is primary focused on mobile application developing in IBM Worklight environment. Practical part of thesis is divided to two chapters where first chapter deals to description designing service for sales promotion. Description is built by architecture, data flows and design of communication interfaces. In second chapter is described design of mobile application based on the service, from user interface to technological architecture. In this part of thesis the mobile application is developed, provided as a OpenSource with all source codes and available online as a demo version. The main output of thesis is mentioned mobile application, which is detailed described in end of practical part. There is specified link to online available version of this application. Mobile application contains diverse functionality for customer and its aims to test usability of modern possibilities in real-life.

Sales promotion is an integral part of sales and marketing today. They are of two types – consumer promotion and trade promotion. Consumer promotion is run to entice consumers to the retail outlets and purchase the product. It also helps in building awareness and is normally run for a short period of time. Trade promotions are run to motivate the trade and the intermediaries to sell more of the product. It is a push strategy where the intermediaries try to sell more to the consumers. The downside of sales promotion is that when run repeatedly, or for a very long period of time, the brand image of the product is harmed. Sales promotions has to be run in synchronization with the integrated marketing communications plan of the brand or the product. These are normally high-profile events with lot of consumer attention through the media. More often than not, sales promotion is supported by media exposure and other communication methods, and hence, they have to be in sync with each other. The processes of buying and selling runs parallel and hence the integrated marketing communications along with sales promotion plans must take cognizance of the stage at which the product and the market is operating. While doing all these, the marketer as well as the sales team must keep in mind that there is a lot of difference between FMCG and consumer durable sales. The depth and width of distribution are completely different. The nature of intermediaries is completely different and hence the selling process also has to be quite different. International sales management is also a different cup of tea and this expertise comes over years of experience. One thing that has gained in importance in sales management and operations is ethics. This needs to be inculcated in the DNA of the sales team – right from the top to the bottom of the hierarchy.

Consumers experience retail environments through the encounters they have. Out of these, the oft-repeated ones become part of the way they experience the world, which lay down and solidify neural connections and firing patterns leading to sight, hearing, feeling, and doing. This ‘doing' shapes consumer experiences. The foundation for such experiences is the fact that human brains are geared towards recognizing patterns and interruptions in patterns. To their benefit, retailers use information about the brain identifying patterns of experience and anomalies in those patterns. This knowledge makes sales promotions so fundamental for engaging buyers. Their visit to their favorite store is interrupted by a sudden discount or an alluring offer, which retailers are forever carrying out to seduce buyers. This chapter explores the neuroscience theories that equip the retailers to send out signals to entice buyers and covers applications of such theories in real retail encounters, including the role of dopamine and the brain, impulse buying, and the thrill of hunting deals.

This chapter examines the effect of sales promotion activities for PLs on consumers attitudes toward PLs and how these attitudes influence their purchase intentions. Regarding this objective, three hard-discount retail stores that have the highest number of branches around Turkey were included in the study. In addition to this, the PLs of dairy product category from each of the retail stores were examined, since is frequently consumed and dairy PLs have high market shares in most of the countries. In the scope of the study, 756 surveys were gathered and analyzed. Regarding the results, it was seen that the effect of sales promotion activities on consumers' attitudes toward PLs is 0.30. Moreover, the effect of consumers' attitudes toward PLs on their purchase intentions is 0.48, which means that if consumers' attitudes toward PLs can be developed in a positive way, it will increase their intention to purchase these products or brands by 48%. The findings of the study provide important implications to the practitioners and scholars in marketing and retailing fields.

In retail industries every ordered lot carry some fraction of imperfect quality items which can vary depending upon production and handling conditions. The situation is even more subtle when the items are prone to deterioration. However, an inspection process can spare us from such a criticality by bifurcating the defectives from the good quality lot. Thus, a screening process is mandatory. In the hyper-competitive market, trade-credit is well-known gimmick in order to boost the sales. Keeping in view, an inventory scenario of a retailer is investigated who has to deal with imperfect and “deteriorating items” under “permissible delay in payments”. The demand is assumed to be increasing exponentially. Shortages are permitted to occur and supposed to be “partially backlogged.” Rate of backlogging is assumed to have inverse relation with the waiting time for the subsequent replenishment. In this chapter, shortage point and length of cycle are jointly optimized. Numerical analysis and sensitivity analysis is performed to provide important insights for managerial persistence.

This chapter assesses the role of employers as Culture of Health mediators. With their significant influence over the lives of their workforce, employers have the authority to make choices that either promote or inhibit a Culture of Health within their organizations. They also may play important roles in building a Culture of Health in the communities in which they are located and where their employees live. The chapter then considers the approaches taken by three types of employers—Fortune 500 companies, a large retail chain, and the military. Two studies of Fortune 500 companies examine corporate transparency in reporting health-promotion policies and efforts to create healthy work environments and strengthen communities. Another study illustrates the feasibility of stabilizing work schedules of low-wage retail workers to benefit workers as well as store sales.

Customer's aim is to obtain good quality products with less effort. Nowadays, the preference of online selling is very high compare to offline selling. A dual channel supply chain model is introduced to control the quality of products with more profit using buyback contract by reducing lost sale costs. Manufacturer sells product through retail and e-tail channel, i.e., by dual channel. Demand of products depends on e-tail price, retail price, demand sensitivity, advertisement of retail channel, service level of e-tail channel, and delivery cost e-tail channel. This delivery cost has inverse impact on demand of e-tail chain. This study finds the maximum profit for each case and compares results when advertisement and service level are not present in supply chain. The model is solved for centralized and decentralized ways for RC (retail channel) using Stackelberg game policy, EC (e-tail channel), and DC (dual channel). Numerical results give that the model obtains maximum profit at optimum point. Sensitivity analysis is conducted to test the effects of key parameters of the model.

This paper considers a supply chain model for imperfect quality items in which retail price of the buyer influences the demand of the product. The seller offers fix credit period for the buyer to stimulate his sales. Each delivered lot, goes through an inspection process at the buyer's end. After the inspection, items are separated into two parts, one is perfect quality items and another is imperfect quality items. The perfect quality items are sold at selling price and the imperfect items are sold at a discounted price immediately after the inspection process. The credit period offered by the seller and the selling price of the seller, both are considered as a decision variable. Relationship between seller and buyer is derived from the non-cooperative Seller- Stackelberg game approach. Optimal selling price, credit period and order quantity are determined by maximizing expected total profit of the supply chain. At the end, numerical examples with sensitivity analysis are given to explain the theory of the paper.

To boost the sale is the prime objective for promoters. For this purpose, they generally allow credit period. In this article, we have considered an inventory model in which supplier gives credit period to retailer and to increase the sale, retailer passes it to end customers. This phenomenon is known as two level trade credits. By allowing credit period we may encounter with the issue of default risk which has been taken care of while calculating profit function for the system. Also, each and every inventory product gets deteriorated over the time as per its nature and such deteriorating products have its maximum life time as well. The present inventory model deals with such products. Quadratic demand is discussed here which is suitable for the products for which demand increases initially and after sometimes it shows decreasing pattern. Finally, retailer's total profit is maximized with respect to credit period and cycle time. Numerical examples are given to validate the model. Sensitivity analyses are done to filter significant inventory parameters.

With the rapid development of global economy and great improvement on life quality of consumers, the consumer shopping behaviors have been changed significantly. Modern retailers have put intensive effort on merchandise arrangement in order to satisfy the consumer demands on merchandise shopping. However, most retailers do not provide satisfactory shopping services to customers. For instance, without a customized shopping recommendation for each individual customer, consumers have to spend a lot of time for merchandise selection. Furthermore, most large-spaced retailers merely utilize signs in front the aisles of specific merchandise areas to direct consumers, which cannot provide an accurate guidance for merchandise search. Therefore, regarding the shopping services of a modern retailer, this research develops a customized merchandise recommendation algorithm (CMRA) and a shopping route determination and guidance algorithm (SRDGA). Based on the proposed algorithms, a Shopping Service System (3S-System) is established by integrating the RFID technology. Considering the consumer demands, consumer shopping preferences and market promotion plans, this research proposes an integrated, heuristic methodology to provide a customized shopping list, route recommendation and real-time direction guidance for consumer shopping. Moreover, based on the proposed methodology, a Shopping Service System (3S-System) is established, and a simulated market is created in order to verify the feasibility of the proposed model. The verification results show that the system can offer customers appropriate shopping route recommendation in a short time and could achieve real-time guidance. As a whole, this research provides a methodology and system to provide effective shopping services for consumers and as a result the shopping service quality of modern retailers can be enhanced and the sales volume of merchandises can be increased.