Relevant bibliographies by topics / Sales promotion management

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers

Academic literature on the topic 'Sales promotion management'

Author: Grafiati
Published: 4 June 2021
Last updated: 18 February 2022

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Journal articles on the topic "Sales promotion management"

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Aminiroshan, Zahra, Esmaiel Sharifian, and Seyed Mostafa Siyadat. "Sport promotion and sales management." Management Science Letters 4, no. 6 (2014): 1177–80. http://dx.doi.org/10.5267/j.msl.2014.5.011.

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Sinha, Somesh Kumar, and Priyanka Verma. "Impact of Sales Promotion’s Benefits on Brand Equity: An Empirical Investigation." Global Business Review 19, no. 6 (September 20, 2018): 1663–80. http://dx.doi.org/10.1177/0972150918794977.

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Sales promotion is known for providing additional benefits to the consumers and these benefits may have an impact on the development of consumer-based brand equity. Although previous studies have reported a positive influence of sales promotion on brand equity, but the impact of sales promotion’s benefits (i.e., hedonic and utilitarian benefits) on brand equity is less understood. This study examined the possible influence of sales promotion’s hedonic and utilitarian benefits on four components of brand equity (i.e., brand awareness, brand association, perceived quality and brand loyalty). A model is proposed to show the relations between sales promotion’s benefits and component of brand equity. This study includes a sample of 265 consumers of fast-moving consumer goods from Madhya Pradesh state in India. A covariance based structure equation modelling technique was used for data analysis and interpretation. Research findings revealed that the utilitarian benefit of sales promotion has maximum impact on brand loyalty, while the hedonic benefit of sales promotion has maximum impact on brand association. It provides a way of utilizing the benefits of sales promotion to create and support brand equity. Hedonic benefits of sales promotion can be utilized to make consumers associated with the brand, while utilitarian benefits of sales promotion can be utilized to enhance a repeat purchase of the brand.
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Mukherjee, Jaydeep. "Sales Promotion Planning @ TML." Vision: The Journal of Business Perspective 24, no. 2 (June 2020): 228–32. http://dx.doi.org/10.1177/0972262920927529.

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Widyasari, Nyoman Putri, and I. Gde Ketut Warmika. "PENGARUH PROMOTION MIX TERHADAP CUSTOMER LOYALTY MELALUI BRAND EQUITY SEBAGAI VARIABEL MEDIASI." E-Jurnal Manajemen Universitas Udayana 8, no. 12 (December 3, 2019): 6910. http://dx.doi.org/10.24843/ejmunud.2019.v08.i12.p01.

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This study explains the role of brand equity mediates the effect of promotion mix on customer loyalty. This research was conducted in the city of Denpasar involving 100 respondents. The study used questionnaires, observation and interviews. Path analysis and sobel test were used. The results of the study are that Promotion mix has a positive and significant effect on brand equity, Promotion mix has a positive and significant effect on customer loyalty, Brand equity has a significant positive effect on customer loyalty, and Brand equity mediates the effect of promotion mix on customer loyalty. Acer management to pay more attention to individual sales and sales promotions on promotion mix. Increase sales promotion by giving discounts, presenting repeat prizes such as geratis laptop accessories in certain types, distributing promotional catalogs, and increasing individual sales by concentrating on training salespeople in various fields. Keywords: promotion mix, customer loyalty, brand equity.
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Sivaramakrishnan, Sreeram, and Mandar Bhide. "Aileron lighting: the sales promotion question." Emerald Emerging Markets Case Studies 7, no. 2 (June 22, 2017): 1–18. http://dx.doi.org/10.1108/eemcs-06-2016-0146.

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Subject area Marketing. Study level/applicability MBA/Postgraduate. Case overview The case describes the situation faced by a sales manager of a commoditized product in a tough and competitive market. Aileron Consumer and Lighting Group (ACLG) was among the top ten fast moving consumer goods (FMCG) companies in the country while also being among the fastest growing companies in India and had a diverse portfolio ranging from trade lighting to commercial and institutional lighting. Sunil, the sales manager, after his training found himself in the Budhwar Peth market in Pune, Western India where he was expected to find a way to increase sales of compact fluorescent lamps (CFLs). The product was undifferentiated and the competition was extremely strong with large allocations to advertising and dealer support. Sunil realized that his only hope for achieving his sales targets was to organize a sales promotion. His team and he came up with three options for sales promotions – two trade promotions and one consumer promotion. Sunil had to make the right choice of sales promotion for his market and the situation he found himself in. Expected learning outcomes This case is well-suited for courses in sales and distribution management, marketing channels, sales promotions or promotion management. It can also be used in courses dealing with marketing strategy or integrated marketing communications. This case allows the instructor to discuss sales channel and sales promotion issues faced by sales managers in an Indian context. Supplementary materials Teaching notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes. Subject code CSS 8: Marketing.
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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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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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Kimball, Robert. "An Exploratory Report of Sales Promotion Management." Journal of Consumer Marketing 6, no. 3 (March 1989): 65–75. http://dx.doi.org/10.1108/eum0000000002556.

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Peattie, Ken, and Sue Peattie. "Sales promotion—playing to win?" Journal of Marketing Management 9, no. 3 (July 1993): 255–69. http://dx.doi.org/10.1080/0267257x.1993.9964237.

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Peattie, Sue, and Ken Peattie. "Sales promotion competitions—a survey." Journal of Marketing Management 9, no. 3 (July 1993): 271–86. http://dx.doi.org/10.1080/0267257x.1993.9964238.

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Dissertations / Theses on the topic "Sales promotion management"

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Šebesta, Miroslav. "Sales promotion strategies in Procter&Gamble." Master's thesis, Vysoká škola ekonomická v Praze, 2017. http://www.nusl.cz/ntk/nusl-359294.

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The thesis gives comprehensive overview on the topic of sales promotions. The special focus is devoted to activities of Procter & Gamble on the Czech market. With increasing importance of sales promotions on the Czech market, the thesis aims to introduce main academic findings concerning sales promotions and test them on brands of Procter & Gamble. The next goal is to find out whether sales promotion strategies of Procter & Gamble provide a competitive advantage for the company on the Czech market. Using statistical and comparative methods, the thesis brings valuable conclusions for both marketers and academics. It was found out effects of Procter & Gamble sales promotions are in line with academic theories and its sales promotion strategies provide competitive advantage for the company.
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Peattie, Sue. "The suitability of sales promotion competitions as a social marketing tool." Thesis, University of South Wales, 2002. https://pure.southwales.ac.uk/en/studentthesis/the-suitability-of-sales-promotion-competitions-as-a-social-marketing-tool(e8fd3432-32b9-46a2-bdbe-c650ccf18d50).html.

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Marques, Kenneth. "The development of a generic integrated model of promotional management for purposes of optimising organisational turnover growth and increased profits from sales promotional activities." Thesis, Port Elizabeth Technikon, 2003. http://hdl.handle.net/10948/119.

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This paper concerns itself with the devising of a model which organisations can consult when considering hosting any sales promotional activities. The success regarding profits derived from these sales promotions activities vary. These anomalies prompted a further investigation into the need for a single promotional model which could be utilized in varied business environments to optimize profits derived from sales promotions. The uniqueness of the South African environment was also taken into account when considering the various criteria in the development of the model. Sensitivity with regards to the types of barriers peculiar to South Africa is vital. The following excerpt from East Cape Weekend (An Eastern Cape newspaper) reinforces the belief that there are factors to which global environments are not exposed, and thus, the model should and will be designed to cater for these South African peculiarities by virtue of the fact that it will be based on the critical success factors of successful South African retail organisations. Resistance to technological progress due to the threat of possible job redundancy is one of the South African peculiarities that is referred to in the East Cape Weekend 09/06/2001 Michelle Pugh-Parry, “Controversial telephone technology will make paying bills safer”. Besides safety and convenience, the system can alleviate the R600m PE municipal areas debt, yet the union has outwardly rejected the plan and stormed the municipal buildings, protesting that it may cause job loss. It is precisely this type of peculiar barrier to progress that the author intends to accommodate for in the devising of his model. South African organizations will be considered when performing the empirical and primary studies in order to formulate a model that has been adapted to and caters for local needs due to its fundamental aspects being based on the South African circumstance. The information in this study contains the analysis of promotions in a broad context in terms of the following six facets of retail management, namely, operations, human resources, marketing, organizational behaviour, economics and strategies. The results of an analysis of promotional activities used by organizations in the Port Elizabeth municipal area was gained via the application of a questionnaire. An empirical study was performed and provided information that could be used in the development of a promotional model. The application of the model, benefits to whom and importance of the model was debated in the summary, conclusions and recommendations. The table of contents follows.
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Adjagbodjou, Paulin. "Aligning Sales Promotion Strategies With Buying Attitudes in a Recession." Thesis, Walden University, 2015. http://pqdtopen.proquest.com/#viewpdf?dispub=3688485.

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Some managers lack an effective strategy for aligning sales promotion strategies with consumers' buying attitudes in a recession. The intent of this comparative design was to determine the most effective sales promotion strategy for sales improvement and business sustainability during a recession. The theories of (a) sales promotions, (b) consumer behavioral metrics, (c) price reductions, and (d) strategy in a competitive environment represented the theoretical framework that grounded and complemented this research. Using a confidential paper-based survey and random sampling method, preference data were obtained from 287 consumers in retail stores located in a city in the southern United States. This analysis comprised examining the effects of types of sales promotions and gender of customers. Statistical tests for the data analysis encompassed a 4X2 ANOVA and Bonferroni post hoc tests for mean pairs. The principal findings from the analysis were that there is a significant difference in buying attitudes means among the 4 types of sales promotion in a recession [F(3, 279) = 101.360; p = .000 < .001; Partial &eegr;² = .522]. However, there is no significant difference in buying attitudes means in a recession [ F(1, 279) = .000; p = .999 > .05; Partial &eegr;² = .000] between genders. Price discount strategy had a higher buying attitudes mean than did any other type of sales promotion under study for both genders. The most effective strategy for aligning sales promotions with buying attitudes in a recession is price discount. Implications for business practice and positive social change include the sales increase in a recession, improvement of lifestyle of individuals, and reduction of negative tendencies such as crime and poverty associated with unemployment.

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Targett, Paul Barrie. "Marketing Strategies to Improve Online Sales." ScholarWorks, 2018. https://scholarworks.waldenu.edu/dissertations/6134.

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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.
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Van, Zyl Jaco. "A deliverable sales strategy for Mercedes-Benz Claremont." Thesis, Stellenbosch : University of Stellenbosch, 2009. http://hdl.handle.net/10019.1/937.

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Thesis (MBA (Business Management))--University of Stellenbosch, 2009.
ENGLISH ABSTRACT: The economic downturn in South Africa since mid 2008 has transformed the motor vehicle industry into a seriously competitive marketplace. Both large and small dealerships are finding their volumes and margins under increasing pressure. Sandown Motor Holdings (Pty) Ltd has a new vision to become the finest motor group in the world. An openness to ideas and to the external environment in the learning organisation means that it can excel by exceeding customer expectations and benchmarking against the best in the class (Clarke & Clegg, 2000:5). In this light, Sandown Motor Holdings needs to adopt certain strategies, policies and practices that allows for the implementation of new ideas and quick reactions to changes in the external environment. They need to know what customer expectations are and then exceed them to enable Sandown Motors to make this vision a reality. This research report analyses the external and internal environment of Sandown Motor Holdings (Pty) Ltd in the Western Cape in an attempt to gain insight into the realities facing the company. The report becomes more focused on Mercedes-Benz Claremont as a dealership and its pre-owned vehicle sales department as the key department which serves as an outlet for trade-in pressures, but also as a profit centre which needs to be developed. Much work is done around market segmentation, product profiling and trading policies that would positively influence both pre-owned and new vehicle sales. The pre-owned strategy that emerges also highlights the necessity for an e-commerce strategy to serve as another platform from which to trade even more pre-owned vehicles. This strategy specifically aims to establish an online auction system open to traders only. The report concludes by taking a look at the new vehicle sales department. The approach taken is customer centric and relies heavily on the customer experience as a source of competitive advantage over competitors. Processes and performance indicators are reviewed and an action plan is compiled and put in place. A detailed twelve-month marketing plan is also developed and is included as an appendix. The author believes these strategies are crucial for short-term profitability, long-term survival and the satisfaction of all stakeholders. AFRIKAANSE OPSOMMING: Die ekonomiese afplatting in Suid-Afrika sedert die middel van 2008 het die motor-industrie in ‘n streng kompeterende arena omskep. Beide groot- en kleinhandelaars ondervind toenemende druk op hulle volumes en winsmarges. Sandown Motor Holdings (Pty) Ltd het ‘n nuwe visie om die beste motorgroep ter wêreld te word. ‘n Openheid teenoor idees oor die eksterne omgewing in die leergierige organisasie, beteken dat dit kan presteer deur kliënteverwagtinge te oortref en hulself te kan meet teen die beste in die klas (Clarke & Clegg, 2000:5). In die lig hiervan moet Sandown Motor Holdings sekere strategieë, beleidsrigtings en praktyke aanvaar wat die implementering van nuwe idees en vinnige reaksie op veranderinge in die eksterne omgewing moontlik maak. Hulle moet weet wat die kliënte se verwagtinge is en dit dan oortref ten einde Sandown Motors se visie ‘n realiteit te maak. Hierdie navorsingsverslag analiseer die eksterne en interne omgewing van Sandown Motor Holdings (Pty) Ltd in die Wes-Kaap in ‘n poging om insig te verkry in die realiteite wat die maatskappy in die gesig staar. Die verslag fokus op Mercedes-Benz Claremont as ‘n alleenstaande handelaarskap en sy Gebruikte-Voertuie Verkoopsafdeling as die sleuteldepartement wat dien as ‘n uitlaat vir inruil druk, maar ook as ‘n winssentrum wat verder ontwikkel moet word. Baie werk is gedoen rondom marksegmentasie, produkprofiele en handelsbeleid wat positiewe impak op beide nuwe en gebruikte verkope sal hê. Die gebruikte-voertuig strategie wat hieruit spruit beklemtoon verder die behoefte aan ‘n webgebaseerde strategie wat as ‘n verdere afsetpunt kan dien vir nog meer gebruikte-voertuie verkope. Hierdie strategie is spesifiek gemik op die daarstel van ‘n op-tyd aanlyn veilingstelsel, uitsluitlik vir die gebruik van motorhandelaars. Die verslag sluit af deur te kyk na die Nuwe-Voertuig Verkoopsafdeling. Die benadering wat gevolg word is kliëntgesentreerd en berus op die kliënt se ervaring as ‘n bron van kompeterende voordeel bo die kompetisie. Prosesse en indikators om prestasie te meet word hersien en die nodige aksieplan word opgestel en toegepas. ‘n Gedetaileerde twaalf-maande bemarkingsplan is ook ontwikkel en word ingesluit in die aanhangsels. Die skrywer glo hierdie strategieë is krities vir korttermyn winsgewendheid, langtermyn oorlewing en die bevrediging van alle belanghebbendes.
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Hawkins, Nicole Lea. "Leader Strategies to Reduce Sales Personnel Attrition." ScholarWorks, 2016. https://scholarworks.waldenu.edu/dissertations/2153.

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Because sales are the primary revenue generators for insurance companies, reducing attrition of sales agents is essential to organizational success. The purpose of this single descriptive case study was to explore strategies that 6 Nebraskan sales leaders within the insurance industry used to reduce attrition. Participants had experience in sales leadership and the attrition of sales personnel and were able to provide insight into the unique perspectives on attrition in the insurance industry. Participants met the following criteria: (a) manage an insurance sales office or organization or (b) held an insurance sales leadership position for at least 1 year and (c) are actively employed in the insurance industry. Data were collected from interviews with sales leaders, focus groups with sales representatives, and documentation from organizational websites for data triangulation. The expectancy theory framework guided the data analysis process. The data analysis process involved using thematic analysis which allowed coding data that related to the expectancy theory and research question. Data analysis also included the uncovering of repetitive themes and patterns and synthesizing results. Five themes emerged from data analysis: (a) leadership's responsibility for motivating sales personnel, (b) organizational commitment to creating a culture of engagement, (c) the use of compensation and rewards as sales motivators, (d) the necessity for training and development, and (e) a need to improve the selection process for new candidates. Organizational leaders may apply findings in other, similar settings to strategize community growth initiatives encouraging young people entering the workforce to stimulate local economies. Other possible benefits include reduced customer issues and claims.
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Zahner, Wolfgang. "Sales-Promotion-Controlling theoriegeleitete und empirisch gestützte Entwicklung eines integrativen Konzeptrahmens für ein Controlling der herstellerinduzierten Verkaufsförderung in der deutschen Nahrungsmittelbranche." München Mering Hampp, 2005. http://deposit.ddb.de/cgi-bin/dokserv?id=2653581&prov=M&dok_var=1&dok_ext=htm.

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Luk, Siu Lun. "Department store image advertising in Hong Kong : management and customer responses." HKBU Institutional Repository, 1995. https://repository.hkbu.edu.hk/etd_ra/50.

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Lucas, Tammira. "Marketing Strategies to Increase Sales in Small Family-Style Restaurant Businesses." ScholarWorks, 2018. https://scholarworks.waldenu.edu/dissertations/5020.

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Small business owners understand the advantages of using social media as a marketing tool; however, some of these owners do not leverage social media marketing strategies to increase sales. Small business owners who fail to implement social media marketing strategies minimizes the potential to gain new customers; thus, negatively impacting sales. The purpose of this qualitative multiple case study was to explore social media marketing strategies used by five small family-style restaurants in Maryland. Berry's relationship marketing theory was the conceptual framework for this study. Data collection included semistructured interviews, documents pertaining to social media marketing strategies, and social media pages and websites from the participating restaurants. These data were analyzed following Yin's 5-step analysis plan. Key themes that emerged were (a) social media platforms small family-style restaurant owners use to increase sales and were most effective, (b) employees' response to social media marketing strategies small family-style restaurant owners use to increase sales, and (c) relationship marketing. The implications for positive social change include the potential to increase the knowledge of future entrepreneurs and show them how technology can help them launch and grow their businesses faster creating an atmosphere of better customer services. Increasing the demand for employment can have a direct impact on decreasing the unemployment rate within the United States, particularly in the state of Maryland.
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Books on the topic "Sales promotion management"

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Quelch, John A. Sales promotion management. London: Prentice Hall International, 1989.

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A, Robinson William, ed. Sales promotion management. Lincolnwood, Ill: NTC Business Books, 1988.

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Sales promotion management. Englewood Cliffs, N.J: Prentice Hall, 1989.

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1951-, Sutton William Anthony, and McCarthy Larry M. 1954-, eds. Sport promotion and sales management. 2nd ed. Champaign, IL: Human Kinetics, 2008.

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Irwin, Richard L. Sport promotion and sales management. 2nd ed. Champaign, IL: Human Kinetics, 2008.

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Larry, Percy, ed. Advertising and promotion management. New York: McGraw-Hill, 1987.

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Rossiter, John R. Advertising and promotion management. New York: McGraw-Hill, 1987.

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Promotion management. Boston: Houghton Mifflin, 1993.

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Rogers, Beth. Rethinking Sales Management. New York: John Wiley & Sons, Ltd., 2008.

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Robert, Eng, and Galper Morton, eds. Promotional management. London: Prentice-Hall International, 1986.

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Book chapters on the topic "Sales promotion management"

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Jolibert, Alain, Hans Mühlbacher, Laurent Florès, and Pierre-Louis Dubois. "Sales Promotion." In Marketing Management, 391–404. London: Macmillan Education UK, 2012. http://dx.doi.org/10.1007/978-0-230-36367-0_17.

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Collin-Lachaud, Isabelle, and Philippe Odou. "Sales promotion." In Marketing Management, 374–87. Second edition. | Abingdon, Oxon ; New York, NY : Routledge, 2020.: Routledge, 2020. http://dx.doi.org/10.4324/9780203710807-28.

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van Heerde, Harald J., and Scott A. Neslin. "Sales Promotion Models." In International Series in Operations Research & Management Science, 13–77. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-56941-3_2.

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van Heerde, Harald J., and Scott A. Neslin. "Sales Promotion Models." In International Series in Operations Research & Management Science, 107–62. Boston, MA: Springer US, 2008. http://dx.doi.org/10.1007/978-0-387-78213-3_5.

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Zimmerman, Alan, and Jim Blythe. "Sales promotion, exhibitions, and trade fairs." In Business to Business Marketing Management, 312–28. Abingdon, Oxon ; New York, NY : Routledge, 2017.: Routledge, 2017. http://dx.doi.org/10.4324/9781315564098-16.

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Bernstein, Joanne Scheff. "Delivering the Message: Advertising, Personal Selling, Sales Promotion, Public Relations, and Crisis Management." In Standing Room Only, 261–87. New York: Palgrave Macmillan US, 2014. http://dx.doi.org/10.1007/978-1-137-37569-8_14.

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Frey, Ulrich Dirk. "Das Management von Sales Promotions." In Handbuch Marketing-Kommunikation, 577–92. Wiesbaden: Gabler Verlag, 1993. http://dx.doi.org/10.1007/978-3-322-82539-1_29.

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"Sales promotion." In Sales Management, 330–61. Routledge, 2010. http://dx.doi.org/10.4324/9780080938646-29.

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NOONAN, C. "Sales promotion." In Sales Management, 320–51. Elsevier, 1998. http://dx.doi.org/10.1016/b978-0-7506-3361-1.50021-0.

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Blattberg, Robert C., and Scott A. Neslin. "Chapter 12 Sales promotion models." In Handbooks in Operations Research and Management Science, 553–609. Elsevier, 1993. http://dx.doi.org/10.1016/s0927-0507(05)80035-0.

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Conference papers on the topic "Sales promotion management"

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Lu Yali and Li Zhanguo. "Coordination of price discount and sales promotion in a two-level supply chain system." In 2010 IEEE International Conference on Emergency Management and Management Sciences (ICEMMS). IEEE, 2010. http://dx.doi.org/10.1109/icemms.2010.5563514.

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Wang, Sujuan. "Analysis of channel of sales promotion under consignment contract with revenue sharing." In 2010 International Conference on Logistics Systems and Intelligent Management (ICLSIM). IEEE, 2010. http://dx.doi.org/10.1109/iclsim.2010.5461481.

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Fatmawati, Indah, and Latifah Dinar. "How Store Environment and Sales Promotion Influence Positive Emotions and Unplanned Purchases." In 4th International Conference on Sustainable Innovation 2020-Accounting and Management (ICoSIAMS 2020). Paris, France: Atlantis Press, 2021. http://dx.doi.org/10.2991/aer.k.210121.020.

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Zhang, Li-xin, and Shou-lian Tang. "An Empirical Study on Impact of Sales Promotion on Brand Loyalty of Service Enterprise." In 2010 International Conference on Management and Service Science (MASS 2010). IEEE, 2010. http://dx.doi.org/10.1109/icmss.2010.5577472.

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Wang, Lei, and Jia-peng Liu. "Study on different strategies of sales promotion considering negative spillover effect in dual-channel." In 2013 10th International Conference on Service Systems and Service Management (ICSSSM). IEEE, 2013. http://dx.doi.org/10.1109/icsssm.2013.6602618.

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Dai, Hongyan, Haoyang Yu, Qing Xiao, and Weihua Zhou. "A Clustering-based Sales Forecast Method for Big Promotion Days in O2O On-Demand Retailing." In 2019 IEEE International Conference on Industrial Engineering and Engineering Management (IEEM). IEEE, 2019. http://dx.doi.org/10.1109/ieem44572.2019.8978778.

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Radavičienė, Indrė, Vytautas Dikčius, and Veranika Slavuta. "Impact of different price discount frames and levels on customer perception and behavioural intention." In Contemporary Issues in Business, Management and Economics Engineering. Vilnius Gediminas Technical University, 2019. http://dx.doi.org/10.3846/cibmee.2019.002.

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Abstract:
Purpose – this paper aims to examine the effect of framing price promotion on consumers’ purchase intentions. The main purpose of this paper is to analyse the impact of percentage and monetary price discount frames, discount levels of 20%, 40%, 60% and 80% on customer behavioural intention and perception within a high-end hospitality industry context. Research methodology – this study considers 8 manipulated sample scenarios that have been developed. In summary, the experiment consisted of 2×4 designs of the high-end hospitality industry. Two independent variables were included in the experiment: two discount formats (€-off, %-off) and four discount levels to instigate the impact it has on the behavioural intentions and perceptions. Findings – research has proved that in the high-end hospitality industry, different price discount frames and levels have a significant impact on customer behavioural intentions and perceptions. Research limitations – the results of this study show that the threshold for the discount rate may depend on the type of hotel. Therefore, in the future, the impact of a discount on several hotels of different levels should be assessed in one study. Practical implications – the practical implication for service firms that want to use price discount promotions to encourage sales and increase revenue is that they should carefully consider the price range and the value or quality of image they intend to signal when using these different price discount frames and the service they are selling to determine the discount level to use. Originality/Value – this paper is valuable to high-end service marketers that seek to use price discount promotions to encourage sales and increase revenue.
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Yong, Wang, and Wang Hengshan. "Research and application of small and medium-sized manufacturing enterprises sales promotion model based on data mining." In 2011 8th International Conference on Service Systems and Service Management (ICSSSM 2011). IEEE, 2011. http://dx.doi.org/10.1109/icsssm.2011.5959433.

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Lee, Wen-Hsuan. "THE EFFECTS OF CONDITIONAL SALES PROMOTION TACTIC ON CUSTOMERS’CONSUMPTION INTENTION AND SATISFACTION: FROM THE PERSPECTIVE OF ATTITUDE THEORY." In Bridging Asia and the World: Globalization of Marketing & Management Theory and Practice. Korean academy of marketing science, 2014. http://dx.doi.org/10.15444/gmc2014.01.03.01.

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Erwin, Erwin, and Sri Permata. "Analysis of the Effect of Sales Promotion and Advertising on Consumer Decisions at PT. Bank Negara Indonesia (Persero) Tbk Majene Branch." In Proceedings of the 5th International Conference on Accounting, Management and Economics. EAI, 2021. http://dx.doi.org/10.4108/eai.14-10-2020.2304258.

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