Sales Promotional Strategies and Buying Behavior in an Emerging Market at the Post Recession Period

2016 ◽  
pp. 239-262
Author(s):  
Süphan Nasır ◽  
Esra Bal
Keyword(s):  
Emerging Market ◽  
Switching Behavior ◽  
Buying Behavior ◽  
Price Discount ◽  
Sales Promotions ◽  
Price Discounts ◽  
Product Trial ◽  
Brand Switching ◽  
Promotional Strategies ◽  
Recession Period

The aim of this study is to investigate the influence of sales promotional tools on consumer buying behavior in an emerging market at the post-recession period. This study assesses consumers' proneness to sales promotions and examines the effectiveness of four promotional tools that are premium offers, coupons, buy and get promotions, and price discounts on buying behavior in terms of brand switching, stockpiling, purchase acceleration, and product trial. The findings reveal that consumers are more prone to price discount and buy and get promotions, respectively. Among the four promotional tools, price discount is the most effective to influence product acceleration, brand switching, stockpiling, and product trial behavior respectively. However, there is no statistically significance difference between the effectiveness of premium offer and buy and get deals with regard to brand switching behavior, product acceleration, and product trail responses. In contrast, coupons are the least ineffective promotional tool in terms of generating all types of consumer response.

Sales Promotional Strategies and Buying Behavior in an Emerging Market at the Post Recession Period

2020 ◽  
pp. 404-427
Author(s):  
Süphan Nasır ◽  
Esra Bal
Keyword(s):  
Emerging Market ◽  
Switching Behavior ◽  
Buying Behavior ◽  
Price Discount ◽  
Sales Promotions ◽  
Price Discounts ◽  
Product Trial ◽  
Brand Switching ◽  
Promotional Strategies ◽  
Recession Period

The aim of this study is to investigate the influence of sales promotional tools on consumer buying behavior in an emerging market at the post-recession period. This study assesses consumers' proneness to sales promotions and examines the effectiveness of four promotional tools that are premium offers, coupons, buy and get promotions, and price discounts on buying behavior in terms of brand switching, stockpiling, purchase acceleration, and product trial. The findings reveal that consumers are more prone to price discount and buy and get promotions, respectively. Among the four promotional tools, price discount is the most effective to influence product acceleration, brand switching, stockpiling, and product trial behavior respectively. However, there is no statistically significance difference between the effectiveness of premium offer and buy and get deals with regard to brand switching behavior, product acceleration, and product trail responses. In contrast, coupons are the least ineffective promotional tool in terms of generating all types of consumer response.

scholarly journals PENGARUH PRICE DISCOUNT, BONUS PACK, DAN VARIETY SEEKING TERHADAP BRAND SWITCHING SUSU ANLENE KE MEREK LAIN DI FOODMART BASKO GRAND MALL PADANG

Jurnal Ecogen ◽  
2018 ◽  
Vol 1 (2) ◽  
pp. 416
Author(s):  
Desi Wahyuni ◽  
Tri Kurniawati
Keyword(s):  
Quantitative Research ◽  
Secondary Data ◽  
Sampling Technique ◽  
The Other ◽  
Switching Behavior ◽  
Price Discount ◽  
Variety Seeking ◽  
Brand Switching ◽  
Analysis Technique ◽  
Research Show

The research aims to understand of the influence of price discount, bonus pack and variety seeking toward Brand Switching Anlene Milk to the other product in Foodmart Basko Grand Mall Padang. The purpose of this research are: 1) the effect of price discount toward brand switching milk anlene to the other product in Foodmart Basko Grand Mall Padang, 2) the effect of bonus pack toward brand switching milk anlene to the other product in Foodmart Basko Grand Mall Padang, 3) the effect of variety seeking toward brand switching milk anlene to the other product in Foodmart Basko Grand Mall Padang. The type of research used in this study is a causal quantitative research. The population in consumer of Basko Grand Mall Padang. The sampling technique is purposive sampling method with the total samples of 100 people. The type of data used is primary and secondary data. The data analysis technique used is multiple regression by using t test and F test. The result of the research show that there are a positive and insignificant influence between price discount (X1) variable on brand switching behavior of milk anlene to the other product in Foodmart Basko Grand Mall Padang, bonus pack (X2) significantly influence the brand switching behavior of milk anlene to the other product in Foodmart Basko Grand Mall Padang, and variety seeking (X3) significantly influence the brand switching behavior of milk anlene to the other product in Foodmart Basko Grand Mall Padang.Keywords: price discount, bonus pack, variety seeking, and brand switching

Implications for Asymmetry, Nonproportionality, and Heterogeneity in Brand Switching from Piece-wise Exponential Mixture Hazard Models

1995 ◽  
Vol 32 (4) ◽  
pp. 457-462 ◽  
Author(s):  
Michel Wedel ◽  
Wagner A. Kamakura ◽  
Wayne S. Desarbo ◽  
Frenkel Ter Hofstede
Keyword(s):  
Switching Behavior ◽  
Hazard Models ◽  
Buying Behavior ◽  
Brand Switching ◽  
Exponential Mixture ◽  
Scanner Panel Data ◽  
Marketing Variables ◽  
Scanner Panel ◽  
Over Time ◽  
Better Than

The authors develop a class of mixtures of piece-wise exponential hazard models for the analysis of brand switching behavior. The models enable the effects of marketing variables to change nonproportionally over time and can, simultaneously, be used to identify segments among which switching and repeat buying behavior differ. Several forms of asymmetry in brand switching are accommodated. The authors provide an application to the analysis of scanner panel data on ketchup, which illustrates the implications for asymmetry, nonproportionality, and heterogeneity. The results show that the model predicts purchases and purchase timing in holdout data better than the models proposed by Kamakura and Russell (1989) and Vilcassim and Jain (1991).

scholarly journals Pengaruh Potongan Harga, Bonus Kemasan, Tampilan dalam Toko terhadap Keputusan Pembelian Impulsif.

2018 ◽  
Vol 6 (1) ◽  
pp. 30-44
Author(s):  
Allen Kristiawan ◽  
Ika Gunawan ◽  
Vinsensius Vinsensius
Keyword(s):  
Statistical Method ◽  
Multiple Regression ◽  
Price Discount ◽  
Sales Promotions ◽  
Price Discounts ◽  
The City

The competition among retail owners cannot be avoided, with various promotions offered, retailers are competing to win the hearts of consumers. The more new companies appear, the more offered products on the market. Of course this situation makes it easier for producers to market their products and for retailers themselves they will always compete to do more creative things in an effort to attract potential consumers. Price discounts and bonus packs are the most widely used sales promotions, both online and offline sales (Chen, Marmorstein, Tsiro, & Rao, 2012; Dawson & Kim 2009). In-store Display (display in store) is the layout of goods by taking into account the elements of grouping of types and uses of goods, neatness and beauty so that it seems attractive and directs consumers to see, encourage, and decide to buy (Ngadiman 2008: 329). The population of this research is consumers of hypermarkets and supermarkets in the city of Bandung. The sample in this study are consumers who shop at Carrefour hypermarkets and Yogya supermarkets. The statistical method used in this study is multiple regression. Based on the results of the statistics carried out, the results obtained for Carrefour hypermarkets for bonus packaging have no effect and in Yogya supermarkets the price discount has no effect on impulsive purchases.   Keywords: Discounted prices, Bonus packaging, In-store display, Impulsive purchases.

scholarly journals Price Discount Framing: How it Can Increase the Purchase Intention?

2021 ◽  
Vol 5 (1) ◽  
Author(s):  
Gede Widiadnyana Pasek ◽  
Ni Luh Sri Kasih
Keyword(s):  
Experimental Study ◽  
Purchase Intention ◽  
Market Competition ◽  
Price Discount ◽  
Sales Promotions ◽  
Price Discounts ◽  
Online Purchase ◽  
Males And Females ◽  
High Level ◽  
Percentage Saving

The high level of competition makes companies compete to retain and win the market competition, one of the strategies are granting price discounts. This was an experimental study that aims to analyze the differences between males and females' intention for online purchase by given the price discount framing conditions, namely percentage saving and absolute saving. The participants in this study were 80 participants. This study was an experimental study since it involved the symptoms had to be investigated. The design of the study was a 2X2 factorial design. A case questionnaire was used for the data collection. The data were analyzed by using 2-ways ANOVA statistical analysis. The study reveals that (1) there is a difference in online purchase intention between those given the percentage saving condition and those given the absolute saving condition, (2) there is a difference in purchase intention between males and females. The consumers have different assumptions about the two types of discount framing even though they both have the same meaning. This should be a concern for retailers in providing sales promotions, especially for discounts because based on the results of this study it is found that discount framing with absolute savings had a slightly stronger effect on purchase intention than percentage saving.

scholarly journals THE ROLE OF POSITIVE EMOTION IN MEDIATING THE EFFECT OF PRICE DISCOUNT ON IMPULSE BUYING INDOMARET CUSTOMERS IN DENPASAR CITY, INDONESIA

2021 ◽  
Vol 6 (2) ◽  
Author(s):  
Kadek Lindi Dewani Larasati ◽  
Ni Nyoman Kerti Yasa
Keyword(s):  
Positive Emotion ◽  
Positive Emotions ◽  
Sampling Method ◽  
Impulse Buying ◽  
Price Discount ◽  
Purposive Sampling ◽  
Price Discounts ◽  
Promotional Strategies

The purpose of this study is to explain the role of positive emotion in mediating the effect of price discounts on impulse buying. This research was conducted in Denpasar City with 110 respondents as a sample through purposive sampling method with adjusted criteria. Price discount has a positive and significant effect on impulse buying. Price discount has a positive and significant effect on positive emotion. Positive emotion has a positive and significant effect on impulse buying. Positive emotion can act as a significant mediating variable between the effect of price discounts on impulse buying. The results of this study indicate that in increasing impulse buying. Indomaret minimarket management is expected to always provide promotional strategies in the form of discount prices to touch consumers' hearts and create positive emotions when shopping. <p> </p><p><strong> Article visualizations:</strong></p><p><img src="/-counters-/edu_01/0727/a.php" alt="Hit counter" /></p>

Influence of price perception and shopping motives on Indian consumers' attitude towards retailer promotions in malls

2014 ◽  
Vol 26 (2) ◽  
pp. 272-295 ◽  
Author(s):  
Arpita Khare ◽  
Dhiren Achtani ◽  
Manish Khattar
Keyword(s):  
Future Research ◽  
Sales Promotions ◽  
Content Type ◽  
Price Perception ◽  
Price Consciousness ◽  
Price Discounts ◽  
Metropolitan Cities ◽  
Indian Consumers ◽  
Promotional Strategies ◽  
Price Perceptions

Purpose – The current research aims to explore influence of shopping motives and price perceptions on Indian consumers' attitude towards mall retailer promotions. Effect of price discounts, gifts, coupons, and rebates offered by mall retailers to attract store traffic were examined. Design/methodology/approach – Data were collected through mall intercept technique in six cities across India. Convenience sampling method was used to target metropolitan and non-metropolitan cities for data collection. Findings – Results suggest that consumers' attitude towards mall retailers' promotional strategies is influenced by shopping values and price consciousness, deal proneness, and coupon proneness. Age, education, and income influence consumers' attitude towards promotions. Research limitations/implications – Only three constructs of price perception scale were used for the research. Future research can include all the items of price perception scale to understand its applicability on Indian sample. Promotions offered by branded and non-branded retailers in malls were not examined. Practical implications – The findings can be useful to mall retailers for designing promotions to increase footfalls and sales. Promotions can be used by retailers to convey value and attract price conscious consumers. Retailers need to match their promotional offers according to price sensitivity and shopping motives of consumers. Originality/value – There is limited research to examine role of promotions used by mall retailers in attracting footfalls in Indian malls. The influence of price perceptions and shopping motives on promotions offered by retailers in Indian malls has not been examined.

RATIONALE FOR ESTABLISHING A FLOATING PRICE DISCOUNT ON ENTERPRISE PRODUCTS

2017 ◽  
Author(s):  
Andriy Kolomiyets ◽  
Keyword(s):  
Cost Savings ◽  
Sales Managers ◽  
Price Discount ◽  
Advertising Appeals ◽  
Price List ◽  
Price Discounts ◽  
Additional Costs ◽  
Product Sales ◽  
And Storage ◽  
Form Effect

The article presents an overview of methods for determining the effectiveness of advertising appeals of the enterprise in conditions of competition. It is shown that the sale of goods in large batches leads to a reduction in sales costs associated with the organization of sales, transportation and storage. Therefore, when providing a quantitative discount, their value should not exceed the amount of cost savings of the seller, which is caused by the sale of goods in large batches. Similar to the effects of real responses to advertising appeals, the effects of the price of the enterprise's products are distinguished: the current effect, the form effect, the competition effect and the transition effect. The process of modeling the effects of the promotion price and the control price is considered, and of interest is the temporary price for the buyer with a discount, which is actually provided by sales managers at the enterprise. Then there will be an effect of discounts on temporary base prices. The price discount is considered as a part of the price of the goods which can be introduced by the enterprises-manufacturers for the purpose of stimulation and interest of the enterprises-sellers to sell production. In the study of product sales, a problem was found related to sales of products in the area of the price discount offered by the price list, which represents the constant prices of the company for a certain period of time. The promotion price is defined as the discount on the products of the enterprise price according to the price list. It is determined that buyers, focusing on the system of discounts, avoid buying hardware in the approach to the transition of prices and increase the volume of purchases after the transition discount. A comparison of retail and base prices, and base and wholesale prices for hardware. It is proved that the company when approaching the price discount loses the profit that could be obtained, and this problem causes losses to both parties and the seller and buyer. It is shown that the policy of promoting price discounts of Metal-Holding encourages consumers to buy more hardware, which is not beneficial to the buyer, because it causes additional costs for storage of the balance. It is concluded that the problem at some weight interval when approaching the existing price discount on the left and right requires the establishment of a floating price discount on the company's products.

scholarly journals The Behavior of Dairy Consumers in Short Food Supply Chains during COVID-19 Pandemic in Suceava Area, Romania

2021 ◽  
Vol 13 (6) ◽  
pp. 3072 ◽  
Author(s):  
Ioan Sebastian Brumă ◽  
Codrin Dinu Vasiliu ◽  
Steliana Rodino ◽  
Marian Butu ◽  
Lucian Tanasă ◽  
...  
Keyword(s):  
Supply Chains ◽  
Food Supply ◽  
Distribution System ◽  
Dairy Products ◽  
Virus Disease ◽  
Emerging Market ◽  
Buying Behavior ◽  
Food Supply Chains ◽  
Short Food Supply Chains ◽  
Quantitative And Qualitative Methods

In Romania, there is an emerging market of dairy products delivered through short food supply chains. Although this distribution system has existed since the communist period, and even though more than three decades have passed since then, the market fails to be mature, subject to taxation, or achieve a high diversity in terms of dairy categories, with a consolidated marketing culture that has significant effects on the regional socio-economic environment. The aim of this study was to observe whether the Corona Virus Disease of 2019 (COVID-19) crisis has influenced consumer behavior regarding dairy products delivered directly from producers in Suceava County, Romania. The research is based on a survey conducted between April and May, 2020, and the analysis relies on both quantitative and qualitative methods (namely, anthropological and ethnographic). From the provided responses, it a change was observed in the future buying behavior on short food supply chains, in a positive sense. One of the key findings was that family represents the main environment for passing on the values that influence the buying behavior. Another key finding was that the behavioral changes on the short food supply chains exert pressure on their digital transformations.

Network analyses of brand switching behavior

1996 ◽  
Vol 13 (5) ◽  
pp. 415-429 ◽  
Author(s):  
Dawn Iacobucci ◽  
Geraldine Henderson ◽  
Alberto Marcati ◽  
Jennifer Chang
Keyword(s):  
Switching Behavior ◽  
Network Analyses ◽  
Brand Switching
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