Small Probabilistic Discounts Stimulate Spending: Pain of Paying in Price Promotions

2019 ◽  
Vol 4 (2) ◽  
pp. 160-171 ◽  
Author(s):  
Chang-Yuan Lee ◽  
Carey K. Morewedge ◽  
Guy Hochman ◽  
Dan Ariely
Keyword(s):  
Price Promotions ◽  
Pain Of Paying

Hidden price promotions: Could retailer price promotions backfire?

2022 ◽  
Vol 64 ◽  
pp. 102797
Author(s):  
Wenjing Li ◽  
David M. Hardesty ◽  
Adam W. Craig ◽  
Lei Song
Keyword(s):  
Price Promotions

scholarly journals Price Promotions and Popular Events

2018 ◽  
Vol 83 (1) ◽  
pp. 73-88 ◽  
Author(s):  
Wiebke I.Y. Keller ◽  
Barbara Deleersnyder ◽  
Karen Gedenk
Keyword(s):  
The Netherlands ◽  
Price Promotion ◽  
Price Promotions ◽  
Packaged Goods ◽  
Consumer Packaged Goods ◽  
Timing Decisions ◽  
Sales Response ◽  
Event Times

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.

Price Promotions and Trade Deals with Multiproduct Retailers

1998 ◽  
Vol 44 (7) ◽  
pp. 935-949 ◽  
Author(s):  
Rajiv Lal ◽  
J. Miguel Villas-Boas
Keyword(s):  
Price Promotions ◽  
Trade Deals

Price Promotions in Vertically-Related Market: Instant Discount vs. Gift Card

Omega ◽  
2021 ◽  
pp. 102588
Author(s):  
Pingping Chen ◽  
Huiru Chen ◽  
Ruiqing Zhao
Keyword(s):  
Price Promotions ◽  
Gift Card
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