Journal articles: '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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Moon, Sangkil, Wagner A. Kamakura, and Johannes Ledolter. "Estimating Promotion Response When Competitive Promotions Are Unobservable." Journal of Marketing Research 44, no. 3 (August 2007): 503–15. http://dx.doi.org/10.1509/jmkr.44.3.503.

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This study addresses a problem commonly encountered by marketers who attempt to assess the impact of their sales promotions—namely, the lack of data on competitive marketing activity. In most industries, competing firms may have competitive sales data from syndicated services or trade organizations, but they seldom have access to data on competitive promotions at the customer level. Promotion response models in the literature either have ignored competitive promotions, focusing instead on the focal firm's promotions and sales response, or have considered the ideal situation in which the analyst has access to full information about each firm's sales and promotion activity. The authors propose a random coefficients hidden Markov promotion response model, which takes the competitor's unobserved promotion level as a latent variable driven by a Markov process to be estimated simultaneously with the promotion response model. This enables the authors to estimate cross-promotion effects by imputing the level of competitive promotions. The authors test the proposed model on synthetic data through a Monte Carlo experiment. Then, they apply and test the model to actual prescription and sampling data from two main competing pharmaceutical firms in the same therapeutic category. The two tests show that compared with several benchmark models, the proposed random coefficients hidden Markov model successfully imputes unobserved competitive promotions and, accordingly, reduces biases in the own- and cross-promotion parameters. Furthermore, the proposed model provides better predictive validity than the benchmark models.

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Kashani, Kamran, and John A. Quelch. "Can sales promotion go global?" Business Horizons 33, no. 3 (May 1990): 37–43. http://dx.doi.org/10.1016/0007-6813(90)90039-e.

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Apriliandini, Venny, and Annaria Magdalena M. "Analisa Efisiensi Biaya promosi Dalam Meningkatkan Volume Penjualan Pada PT . PDAM Tirta Pakuan Bogor." Jurnal Ilmiah Akuntansi Kesatuan 4, no. 2 (July 27, 2018): 106–11. http://dx.doi.org/10.37641/jiakes.v4i2.94.

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Promotion is an activity conducted by the company with the aim to inform, persuade, and affect consumers in choosing or buying a product offered by the company. With cost efficiency promotion budgeted by several companies proved in significant sales volume reduced or in other words, sales volumes remained stable. Thus, the expected income will be optimal. Therefore, it is important to support the cost of promotional sales, and at the same time keep the efficiency of budgetary expenditures or budget these costs to keep sales and income increased. The purpose of this study was to analyze the cost efficiency of the campaign carried out by the PDAM to improve or stabilize sales volume. So that management can have a view of realization and evaluation costs promotion sales volume. The research results showed that PDAM Tirta Pakuan are to improve efficiency in its promotional activities. This is indicated in the year 2013, PDAM realization promotional costs lower than its promotional budget. But volume sales in 2013 PDAM did not experience a significant decrease in sales volume, thus can be said sales volume in 2013 remained stable as in previous years. Evaluation results from these studies show that the efficiency of the cost of promotion does not significantly affect the sales volume into decreasing. By applying the cost efficiency of volume sales promotion, we can conclude that PDAM remain stable, and PDAM is spending lower costs for promotional activities. Therefor, profits or advantages from the company will increase compared to the previous year.

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Adefulu, Adesoga, and Louise Van Scheers. "Re-examination of sales promotion effectiveness: A descriptive approach." Corporate Ownership and Control 12, no. 4 (2015): 337–43. http://dx.doi.org/10.22495/cocv12i4c3p1.

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The research focuses on sales promotion effectiveness in Coca- Cola and 7UP Soft Drink Companies in Lagos, Nigeria. The study is important because of the observable huge budget on sales promotion in the industry. The study adopted survey research design using structured questionnaire. The mean and percentage value of the respondents were used to analyze data. Findings showed sales promotion enhanced sales growth, differentiates products from competitors and advertising efficiency decline did not increase sales promotion useage. The study concluded that sales promotion is a veritable tool to achieve marketing promotion objectives.The study contributed to the wholesomeness of sales promotion theory with right track assurance to marketing practitioners.To have competitive edge, managers by implication must appreciate sales promotion potency.

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Fornell, Claes, William T. Robinson, and Birger Wernerfelt. "Consumption Experience and Sales Promotion Expenditure." Management Science 31, no. 9 (September 1985): 1084–105. http://dx.doi.org/10.1287/mnsc.31.9.1084.

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Low, George S., and Jakki J. Mohr. "Advertising vs sales promotion: a brand management perspective." Journal of Product & Brand Management 9, no. 6 (November 2000): 389–414. http://dx.doi.org/10.1108/10610420010356984.

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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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Arakal, Jeevan J. "Case Analysis III: Sales Promotion Planning @TML." Vision: The Journal of Business Perspective 24, no. 2 (June 2020): 242–45. http://dx.doi.org/10.1177/0972262920927520.

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Dhall, Punyaslok. "Case Analysis II: Sales Promotion Planning @ TML." Vision: The Journal of Business Perspective 24, no. 2 (June 2020): 238–41. http://dx.doi.org/10.1177/0972262920928171.

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Basu, Anirban. "Case Analysis I: Sales Promotion Planning @TML." Vision: The Journal of Business Perspective 24, no. 2 (June 2020): 233–37. http://dx.doi.org/10.1177/0972262920931279.

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Adeniran, James A., Thomas K. Egwuonwu, and Clara O. K. Egwuonwu. "The Impact of Sales Promotions on Sales Turnover in Airlines Industry in Nigeria." International Journal of Marketing Studies 8, no. 3 (May 25, 2016): 99. http://dx.doi.org/10.5539/ijms.v8n3p99.

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<p>This study seeks to determine the impact of sales promotions on sales turnover in the airlines industry in Nigeria. Ex post facto and survey research design were adopted. Secondary data on average monthly passenger turnover covering a period of 25 years (1991-2015) were collected from the records of airport authority. A questionnaire was also administered to 450 air travellers to ascertain the extent to which sales promotions incentives stimulate them to travel by air within Nigeria. Frequency analysis, regression and t-Test methods of analysis were applied. The results show that sales promotions incentives significantly impacted sales turnover in the airlines industry; and air travellers prefer non-monetary sales promotional offers and off-line incentives to monetary and online offers. The study, therefore, recommends that the management of the airlines need to be more innovative in making promotion offers to air travellers so as to optimize the opportunity. Non-monetary and offline incentives offerings should be emphasized to meet the preference of air travellers. For future research, the study suggests that the focus can be on identifying other salient factors that motivate passengers to travel by air so as to boost industry sales.</p>

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Bono, James W. "Sales contests, promotion decisions and heterogeneous risk." Managerial and Decision Economics 29, no. 4 (2008): 371–82. http://dx.doi.org/10.1002/mde.1412.

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Selly, Selly, Darwin Lie, Efendi Efendi, and Nana Triapnita Nainggolan. "PENGARUH IKLAN DAN PROMOSI PENJUALAN TERHADAP KEPUTUSAN PEMBELIAN KONSUMEN PADA SITUS BELANJA ONLINE LAZADA (STUDI KASUS PADA MAHASISWA SEMESTER VI PROGRAM STUDI SARJANA MANAJEMEN STIE SULTAN AGUNG)." SULTANIST: Jurnal Manajemen dan Keuangan 7, no. 1 (September 22, 2019): 46–55. http://dx.doi.org/10.37403/sultanist.v7i1.136.

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The purpose of this research is: 1. To determine the description of advertising, sales promotion of purchasing consumer decisions online shopping Lazada (study case on the college student for management program bachelor semester 6th). 2. To determine the influence of advertising and sales promotion of the purchasing costumer decision online shopping Lazada (study case on the college student for management program bachelor semester 6th at STIE Sultan Agung).The result of this study can be summarized a follows: 1. Ads are good, sales promotion are high and the decision is good. 2. The result of multiple linear regression analysis show that there is a positive influence between advertising and sales promotion on purchasing consumer decision. 3. The result of the analysis of the correlation coefficients obtain are high and positive relationship between advertising and sales promotion to consumer purchasing decision. Then viewed from the coefficient of determination shows whether or not a consumer purchase decision can be explained by advertising and sales promotion while the rest is influenced by other variables.4. Hypothesis test result stated Ho rejected means advertising and sales promotion have a positive and significant impact on purchasing consumer decisions both simultaneously and partially. Keyword: Advertisement, Sales Promotion and Purchasing Consumer Decision

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Poluan, Florensia Jovita, Johny R. E. Tampi, and Danny D. S. Mukuan. "Pengaruh Hedonic Shopping Motives dan Promosi Penjualan Terhadap Impulse Buying Konsumen di Matahari Department Store Manado Town Square." JURNAL ADMINISTRASI BISNIS 8, no. 2 (April 8, 2019): 113. http://dx.doi.org/10.35797/jab.8.2.2019.23627.113-120.

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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

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Suryani, Indri, and Afriapollo Syafarudin. "The Effect of Sales Promotion on Purchasing Decisions." Ilomata International Journal of Tax and Accounting 2, no. 2 (April 29, 2021): 122–33. http://dx.doi.org/10.52728/ijtc.v2i2.216.

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To trigger consumer transactions in order to buy a certain product and encourage aggressive purchasing decisions. One trick is that promotion is able to stimulate demand for a product. With the promotion, it is expected that consumers will want to try these products and encourage existing consumers to buy products more often so that re-purchases will occur and the sales volume of a company's products will increase. Promotion is an important factor in realizing the sales goals of a company. In order for consumers to be willing to subscribe, they must first be able to try or research the goods produced by the company, so that buyers can be sure of these goods. Targeted promotion is expected to have a positive effect on increasing sales. Promotion is an important aspect of marketing management and is often said to be a continuous process. With promotion, people who are not interested in buying a product will be interested and try the product so that consumers make a purchase. The type of promotional mix is the combination of the best strategies from the variables of advertising, personal selling, and other promotional tools, all of which are planned to achieve the goals of the sales program. This study aims to examine the effect of promotion on glove purchasing decisions. Respondents of this study used 150 research samples at various hospitals, namely doctors and health workers, the tools used in this study used the PLS (Partial Least Square) analysis method. The results of this research are the effect of promotion on purchasing decisions accepted. Keywords: Sales Promotion, Purchasing Decision

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Bawa, Kapil, and Robert W. Shoemaker. "Analyzing Incremental Sales from a Direct Mail Coupon Promotion." Journal of Marketing 53, no. 3 (July 1989): 66–78. http://dx.doi.org/10.1177/002224298905300308.

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Several authors have noted that the profitability of a coupon promotion depends on the incremental sales generated by the coupon. However, most prior research on coupon promotions has focused on redemption rates and little is known about the characteristics of households that make incremental purchases. The authors develop and test several hypotheses about the characteristics of households that make incremental purchases in response to a direct mail coupon promotion. For the product tested, coupons produced greater incremental sales among households that were larger, more educated, and were homeowners. The findings suggest that directing coupons to the most responsive market segments can increase profits significantly.

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Spais, George S. "An Integrated Bargaining Solution Analysis For Vertical Cooperative Sales Promotion Campaigns Based On The Win-Win-Win Papakonstantinidis Model." Journal of Applied Business Research (JABR) 28, no. 3 (April 30, 2012): 359. http://dx.doi.org/10.19030/jabr.v28i3.6955.

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Authors intention was to examine the possibility to investigate win-win-win papakonstantinidis model in order to develop an integrated bargaining solution analysis for vertical cooperative sales promotion campaigns. Based on previous theoretical extensions (Spais and Papakonstantinidis, 2011; Spais, Papakonstantinidis and Papakonstantinidis, 2009), this study presented an integrated bargaining solution analysis for cases of optimal allocation of a promotion budget in a cooperative sales promotion campaign in vertical marketing channels. This integrated bargaining solution analysis included: a) three (3) adjusted utility functions, considering the parameters of sales response budgeting method, the break-even sales analysis and the marketing channel members trade promotion goals; b) the referee solution, the optimal solution for the three players and the constraints; c) the definition of the third win in terms of a continuous sensitization process and perfect information; and d) the presentation of the potential outputs from a bargaining process regarding to the sharing of the cooperative sales promotion cost among A, B and C parties/players for different sales promotion offerings. Encouragingly, the review of the modern literature and the four (4) critical case studies of cooperative marketing programs confirmed the need for a win-win-win approach in cooperative sales promotion planning in vertical marketing channels.

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Gaidis, William, and James Cross. "BEHAVIOR MODIFICATION AS A FRAMEWORK FOR SALES PROMOTION MANAGEMENT." Journal of Consumer Marketing 4, no. 2 (January 2, 1987): 65–74. http://dx.doi.org/10.1108/eb008198.

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E. Schultz, Don, and Martin P. Block. "Sales promotion influencing consumer brand preferences/purchases." Journal of Consumer Marketing 31, no. 3 (May 6, 2014): 212–17. http://dx.doi.org/10.1108/jcm-01-2014-0822.

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Purpose – This paper aims to investigate whether or not ongoing sales promotion contributed to the declines in “no brand preference” (NBP). Part of an ongoing series investigating the growth of US consumer’s responses of NBP for more than 1,500 frequently purchased consumer product brands. Data were drawn from responses to a very large (1.1 million) online longitudinal consumer questionnaire during 2002-2012. Design/methodology/approach – Additional research, combining this data set with two other major US longitudinal studies, confirmed results. This study focused on determining reasons for NBP increase. Initial data set included use of and influence of 23 in-store promotional tools. These were investigated to determine impact and effect. Findings – Four leading sales promotional tools, based on consumer influence, were coupons, home samples, in-store samples and retail shopper cards. Shopper cards had most influence on purchase of secondary, not primary brands in categories. Shopper cards are a clearly underused promotional tool in building brand preference and sales. Research limitations/implications – Limited to US consumer products only. No attempt made to connect media advertising and in-store media impact or effect. Practical implications – Future investigation should focus on other geographies, synergy between media advertising and promotional techniques. Also, the study is all aggregated data; individual brand investigations should be made. Shopper cards appear to be a major opportunity for secondary brands. More focus on cooperative activities between brands and retailers would benefit both. Originality/value – Paucity of longitudinal customer-view research on shopper cards identifies both manufacturer and retailer opportunities, particularly secondary brands.

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Kim, Min-Seong, and Jihye Kim. "Linking marketing mix elements to passion-driven behavior toward a brand." International Journal of Contemporary Hospitality Management 30, no. 10 (October 8, 2018): 3040–58. http://dx.doi.org/10.1108/ijchm-10-2017-0630.

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PurposeThis study aims to investigate the relationships among perceptions of advertising, sales promotions, brand prestige and brand love, as well as the development of passion-driven behavior among family restaurant customers. Based on the well-established framework of marketing mix elements and brand, this study proposes and tests a research model that attempts to understand the inter-relationships between the two dimensions of advertising (i.e. advertising spending and attitudes toward advertisement), two dimensions of sales promotions (i.e. monetary promotion and non-monetary promotion), brand prestige, brand love and passion-driven behavior, as well as compares local and global family restaurant brands.Design/methodology/approachThe research model of this study was tested based on responses from 265 family restaurant customers in Korea (i.e. 105 from Outback Steak House, 78 from T.G.I. Fridays, 45 from VIPS and 37 from Ashley). Data were analyzed using frequency, reliability, confirmatory factor and correlation analyses, the structural equation modeling and multi-sample methods.FindingsThe verified model confirmed that brand prestige was significantly influenced by attitudes toward advertisement, monetary promotion and non-monetary promotion. Also, brand love was significantly affected by the amount spent on advertising, attitudes toward the advertisement and monetary promotion. Passion-driven behavior was significantly impacted by brand prestige and brand love. Lastly, the results identified that the brand origin (i.e. local and global family restaurant brands) moderated one of the hypothesized relationships (i.e. the impact of brand prestige on brand love).Practical implicationsThe study suggests that a family restaurant brand manager may want to emphasize planning and developing marketing mix elements focusing on advertising and sales promotions.Originality/valueThis research illustrates the influences of the two dimensions of advertising and two types of sales promotions on brand prestige and brand love, which in turn led to passion-driven behavior from family restaurant customers.

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Richards, Timothy J., and Paul M. Patterson. "Sales Promotion and Cooperative Retail Pricing Strategies." Review of Industrial Organization 26, no. 4 (June 2005): 391–413. http://dx.doi.org/10.1007/s11151-005-0182-y.

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Renwarin, Joseph M. J. "The Evaluation Of Sales Promotion In Jakarta Retail Business." Jurnal Manajemen 23, no. 2 (June 8, 2019): 191. http://dx.doi.org/10.24912/jm.v23i2.471.

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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.

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Varadarajan, P. “Rajan.” "Horizontal Cooperative Sales Promotion: A Framework for Classification and Additional Perspectives." Journal of Marketing 50, no. 2 (April 1986): 61–73. http://dx.doi.org/10.1177/002224298605000205.

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This article focuses on horizontal cooperative sales promotion, an area that has remained largely unexplored. First, a framework for its classification is proposed. Next, a number of issues pertaining to joint sales promotion, one of the most extensively used forms of horizontal cooperative sales promotion, are explored. The article concludes with a brief discussion on directions for future research.

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Varadarajan, P. Rajan. "Joint sales promotion: An emerging marketing tool." Business Horizons 28, no. 5 (September 1985): 43–49. http://dx.doi.org/10.1016/0007-6813(85)90067-9.

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Gorji, Mohammadbagher, and Sahar Siami. "How sales promotion display affects customer shopping intentions in retails." International Journal of Retail & Distribution Management 48, no. 12 (August 11, 2020): 1337–55. http://dx.doi.org/10.1108/ijrdm-12-2019-0407.

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PurposeThe purpose of this paper is to examine the impact of sales promotion display on customer intentions to purchase and repurchase, focusing on the moderating roles of perceived product quality and price fairness.Design/methodology/approachThis study employs a descriptive, quantitative, non-experimental research method using a cross-sectional design with a self-administered questionnaire. In total, 415 department store customers responded to the survey through an online research panel provider in Australia.FindingsThe results indicated that sales promotion display significantly affects the purchase and repurchase intentions. The findings also highlight the moderating role of perceived product quality and price fairness on customer shopping intentions. Lastly, it is confirmed that the joint moderating effects of perceived product quality and price fairness in the relationship between sales promotion display, purchase and repurchase intentions are significant.Practical implicationsBased on the study findings, managers could drive customer purchase and repurchase intentions using suitable visual objects in sales promotion and their appropriate in-store placement.Originality/valueThe present study introduced sales promotion display as a new dimension of store physical environment. This is the first study to investigate the relationship between sales promotion display and customer shopping intentions and incorporates customers' cognitive perceptions of price and quality in the conditioned effect of sales promotion display on shopping intentions. Moreover, this study brings up new insight into retailing literature by applying the classical conditioning theory in examining the links between sales promotion display and customer shopping intentions.

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Sanny, Lim, Tita Dwi Julianto, Serafim Savionus, and Beni Widarman bin Yus Kelena. "Purchase Intention in the Fashion Industry on Local and International E-Commerce in Indonesia." International Journal of Asian Business and Information Management 13, no. 2 (July 2022): 1–12. http://dx.doi.org/10.4018/ijabim.20220701.oa4.

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The purpose of this research is to examine the impact of the two categories of sales promotional tools (monetary and non-monetary) on purchase intention with the consideration of consumers’ perceived quality for fashion products in local and international e-commerce. As the competition between local and international e-commerce is increasingly fierce, it requires an appropriate sales promotion strategy that is in accordance with customers perceptions in Indonesia to capture customers’ purchase intention. This research is purely quantitative by using primary data through distributing online questionnaires to customers who have shopped fashion products in local or international e-commerce. Path analysis was used to verify the conceptual model and hypotheses in this research. This research confirms that sales promotions (both monetary and non-monetary) affect customers’ perceived quality of a product in both e-commerce.

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BENCHEKROUN, HASSAN. "A UNIFYING DIFFERENTIAL GAME OF ADVERTISING AND PROMOTIONS." International Game Theory Review 09, no. 02 (June 2007): 183–97. http://dx.doi.org/10.1142/s0219198907001357.

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The literature on advertising and promotions can be divided in two categories. A first group of models assume that promotion contributes (positively) to the goodwill towards the product, and a second group assumes that promotions reduce that goodwill. In this paper we build a differential game model where the impact of promotion on goodwill is endogenously determined. We conduct a comparative dynamics exercise. An unexpected result is that an increase in the sensitivity of sales to goodwill can lead to a decrease of the equilibrium level of sales.

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Setia, Ulfah. "Macro Coffee Roastery Promotions using Social Media." Journal of Business and Management Review 2, no. 4 (April 14, 2021): 245–51. http://dx.doi.org/10.47153/jbmr24.1082021.

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The company's sales target can be achieved through ongoing promotional activities. Sales promotion can be done through various media, one of which is social media. Social media is currently a profitable means of promotion because many people in this era use social media. Social media is a necessity along with the development of information technology. This study aims to determine the sales promotion of coffee companies using social media (Facebook, Instagram, and Twitter). Makro Coffee Roastery is a coffee company located in Sumbersari District, Jember Regency. Makro Coffee Roastery processes raw coffee beans into coffee grounds. The types of coffee sold include arabica, liberica, and robusta. Products sold are coffee in the form of coffee beans and powder. Information on research data was collected through observation of social media accounts and interviews with company management. The results showed that the social media (Facebook, Instagram, and Twitter) of the Macro Coffee Roastery account as a media for company promotion and drive the achievement of planned sales. Company sales through social media have increased quite significantly and are considered effective as a way of introducing products to consumers. Other social media need to be used as an effort to increase sales of Macro Coffee Roastery.

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Esteban-Bravo, Mercedes, José M. Múgica, and Jose M. Vidal-Sanz. "Magazine Sales Promotion: A Dynamic Response Analysis." Journal of Advertising 38, no. 1 (April 2009): 137–46. http://dx.doi.org/10.2753/joa0091-3367380109.

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Yang, Bi, and Anna S. Mattila. "How rational thinking style affects sales promotion effectiveness." International Journal of Hospitality Management 84 (January 2020): 102335. http://dx.doi.org/10.1016/j.ijhm.2019.102335.

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Sinha, Somesh Kumar, and Priyanka Verma. "The Link Between Sales Promotion’s Benefits and Consumers Perception: A Comparative Study Between Rural and Urban Consumers." Global Business Review 20, no. 2 (April 2019): 498–514. http://dx.doi.org/10.1177/0972150918825398.

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The purpose behind the development of this research article is to assess the difference in consumers’ perception for sales promotion’s hedonic and utilitarian benefits in rural and urban areas. To achieve the objective of this research a comparative study is conducted based on the data collected from the rural and urban areas of central India. Research utilized the variance-based structure equation modelling and multi-group analysis techniques to assess the difference. The findings suggest that urban consumers give more importance to sales promotion’s hedonic benefits while rural consumers are more attracted by sales promotion’s utilitarian benefits. The findings of this research provide important insight for development of an effective sales promotion plan considering the difference in consumers’ psychology between rural and urban consumers. The significance of this study lies in developing insight regarding the different impacts of sales promotion’s hedonic and utilitarian benefits on rural and urban consumers’ perception.

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Luxton, Sandra. "Sales Promotion in the Australian Food Industry." Journal of Food Products Marketing 7, no. 4 (September 2001): 37–55. http://dx.doi.org/10.1300/j038v07n04_04.

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Peattie, Sue. "Applying sales promotion competitions to nonprofit contexts." International Journal of Nonprofit and Voluntary Sector Marketing 8, no. 4 (November 2003): 349–62. http://dx.doi.org/10.1002/nvsm.225.

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Ashraf, M. Ghafran, Muhammad Rizwan, Aamir Iqbal, and M. Arslan Khan. "The promotional tools and situational factors’ impact on consumer buying behaviour and sales promotion." Journal of Public Administration and Governance 4, no. 2 (July 2, 2014): 179. http://dx.doi.org/10.5296/jpag.v4i2.5844.

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We can see that companies spend a large portion of their budgets for sale promotion. The goal is to offer the merchandise more attractive and valuable. These ideas allow us to conclude that the institutions seek to manipulate the buying activities of consumers, and so begin a strong promotional campaigns or changes in pricing policies, with other measures. The purpose of this research is to study closely the taste of the customers in the various promotional tools. But in this study, we will discuss the impact of a free sample, price reduction, social surroundings and physical surroundings on consumer purchasing behaviour and sales promotion. The research, which we were using in this study, was descriptive in its nature. In this study, we asked 200 respondents to participate in the investigation of self-government to collect data. In this current research questionnaire used as a tool for research. The main objective of the empirical research to measure the reliability of the questionnaires that were used in this research. After collecting the questionnaires, forms we recoded and then entered in to SPSS for regression analysis. With regard to the tendency of customers for sales promotion, research has revealed that a free sample, the discount rate, the physical environment and the social environment played a more significant role in the development of consumer buying behaviour and sales promotion during consumer sales promotion. The practical implications of this research are in recognition of sales promotion tactics that are relevant to the management of clients in the first place in Pakistan. Marketers can get the data from this study will help to identify the buying behaviour of customers and they can also help traders to use promotional techniques and situational factors most effective in attracting customers.

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Hardy, Kenneth G. "Key Success Factors for Manufacturers’ Sales Promotions in Package Goods." Journal of Marketing 50, no. 3 (July 1986): 13–23. http://dx.doi.org/10.1177/002224298605000302.

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This exploratory study examines the differences beween sales promotions that achieved their objectives and those that did not. For both consumer and trade promotions, the key success factors differ according to the objectives set and achieved. However, for a given objective, such as moving short-term volume, the key success factors for consumer promotions are different from the key success factors for trade promotions. Fortunately for managers, most of the key success factors are within their control. However, future management of sales promotions will demand much better feedback systems and a much higher level of planning. This article directs promotion managers to the key variables to be monitored and managed.

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Margret N., Dr Kabuoh, Smith Olufolake M., Dr Okwu Andy T., and Erigbe Patience A. "Sales Promotion and Customer’s Retention in Selected Foods and Beverages Companies in Lagos State Nigeria." Journal of Social Sciences Research, no. 63 (March 15, 2020): 276–85. http://dx.doi.org/10.32861/jssr.63.276.285.

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Organisations’ customers are the greatest asset they have to remain sustained and to retain these customers, effective sales promotion is required to push company’s products and services to various customers at satisfaction with view of making profit. However, some organisations especially those in consumable goods pay little attention to customers’ satisfaction by not imbibing effective sales promotion leading to poor sales performance and customers’ turnover. This study examines the effect of sales promotion on customer retention of selected food and beverages companies in Lagos, Nigeria. Survey research design was adopted for this study. The population of the study comprised of customers of Foods and Beverages (FandB) Companies estimated at 4,209,483 from the selected five local governments in Lagos State, Nigeria. Sample size of 1019 was derived via Krejcie and Morgan method and through simple random sampling technique. Data were elucidated from the respondents via research instrument. The Cronbach’s Alpha reliability co-efficient as well as the Kaiser-Meyer-Oklin (KMO) was established for both reliability and validity of the research instrument. Both descriptive and inferential statistics were adopted for analysis and the hypothesis was tested with simple linear regression. Result indicated that sales promotion had positive effect on customer retention of selected Foods and Beverages Companies in Lagos State Nigeria (R2=.367; t = 22.595; P<0.05). The study concludes that sales promotion has significant effect on customer retention and recommended that adequate promotional budget incentives should be considered by the F&B companies’ management to encourage effective sales promotion especially at special periods to boost sales and enhance customer retention. Quality food processing and safety measures should be enforced by the government through regulating agencies like National Foods and Drug Administration Council (NAFDAC), the Standards Organization of Nigeria (SON), and the Ministry of Health.

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Fassnacht, Martin, and Jerome A. Königsfeld. "Sales Promotion Management in Retailing: Tasks, Benchmarks, and Future Trends." Marketing Review St. Gallen 32, no. 3 (June 2015): 67–77. http://dx.doi.org/10.1007/s11621-015-0534-4.

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Keel, Astrid Lei, and Daniel Padgett. "The effects of adjacent competitors and promotion on brand sales." Journal of Consumer Marketing 32, no. 1 (January 12, 2015): 43–50. http://dx.doi.org/10.1108/jcm-02-2014-0860.

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Purpose – This paper aims to examine the potential for adjacent brands to influence sales of a focal brand. Specifically, this paper examines whether the type of adjacent brand (market leader or non-market leader competitor) and its promotion (featuring or discounting) have an effect on sales of a focal product. Design/methodology/approach – Store-level scanner data supplemented with in-store audits are used. Findings – It is demonstrated that adjacent brands and their specific marketing activities influence focal brand sales in specific ways, and that market leaders have a disproportionate and different effect than other competitors on the sales of adjacent brands. Originality/value – Recent marketing research has suggested that brand activities such as featuring and discounting and in-store environmental stimuli such as shelf allocation and displays can have an important effect on category and individual brand sales. Prior work in this area, however, has not explicitly considered the potential influence of relative shelf positions (i.e. adjacencies) on brand and category sales.

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Bogomolova, I. P., O. A. Urazova, R. I. Ibragimov, and I. N. Vasilenko. "Features of the organization of management of effective sales activities at the enterprise." Proceedings of the Voronezh State University of Engineering Technologies 82, no. 4 (January 20, 2021): 432–44. http://dx.doi.org/10.20914/2310-1202-2020-4-432-444.

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Sales activity is an essential element of the unified management system of any modern business entity. At present, sales of products are no less important than the production component. It is worth noting that in certain industry segments, as well as industrial and manufacturing sectors, an effectively organized and implemented sales system forms about 70% of the success of all business activities. These circumstances are predetermined by the fact that such industrial enterprises are forced to operate in a highly competitive market environment. At present, thanks to the research of modern theoretical scientists and various specialists, the management of product sales has reached a completely different qualitative level of development of theoretical and methodological justification, as well as scientific and applied solutions. All this justifies and actualizes the high degree of significance and prospects of the selected subject area of scientific research. In the context of the latter, the content essence and conceptual tasks of the marketing activity of an economic entity were studied; the system of organization and promotion of sales of products in conditions of risk, instability and uncertainty at the endo - and Exo-levels is investigated; the features of the process of selling industrial products of the object of research are identified and analyzed. The scientific achievement was a carefully developed scientific and theoretical basis for the system of organization, functioning and promotion of sales activities of the object under study in conditions of risk, instability and uncertainty of the market environment. Author's scientific achievements (directions of realization of sales activity at the enterprise; principles of organization of the sales management system in modern market conditions; elements of sales planning; means of sales promotion; forms of sales in the organization of sales activities at the enterprise; methods for improving the efficiency of the sales network at the enterprise), presented in the content part of the study, have a high theoretical and utilitarian significance, the latter determines the possibility of applying developments in research, educational and applied fields of activity.

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Chandon, Pierre, Brian Wansink, and Gilles Laurent. "A Benefit Congruency Framework of Sales Promotion Effectiveness." Journal of Marketing 64, no. 4 (October 2000): 65–81. http://dx.doi.org/10.1509/jmkg.64.4.65.18071.

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Journal articles on the topic 'Sales promotion management'

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