Effects of prior brand usage and promotion on consumer promotional response

Journal of Retailing

Volumn 82, Issue 4, 2006, Pages 295-307

  Bridges, Eileen ^a   Briesch, Richard A ^b  

^a KENT STATE UNIVERSITY   (United States)

^b SOUTHERN METHODIST UNIVERSITY   (United States)

^c Bennett)   (Hong Kong)

Author keywords

Brand usage; Consumer response; Price; Promotion

Indexed keywords

EID: 33750932726     PISSN: 00224359     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretai.2006.08.003     Document Type: Article

References (51)

1. Alba J.W., Hutchinson J.W., and Lynch J.G. Memory and Decision Making. In: Kassarjian H., and Robertson T. (Eds). Handbook of Consumer Behavior (1991), Prentice-Hall, Englewood Cliffs, NJ 1-49
2. Anderson N.H. Integration Theory and Attitude Change. Psychological Review 78 3 (1971) 171-206
3. Banker R.D., and Datar S.M. Sensitivity, Precision, and Linear Aggregation of Signals for Performance Evaluation. Journal of Accounting Research 27 1 (1989) 21-39
4. Basuroy S., Mantrala M.K., and Walters R.G. The Impact of Category Management on Retailer Prices and Performance: Theory and Evidence. Journal of Marketing. 65 4 (2001) 16-32
5. Bell D.R., Bonfrer A., and Chintagunta P.K. Recovering Stockkeeping-Unit-Level Preferences and Response Sensitivities from Market Share Models Estimated on Item Aggregates. Journal of Marketing Research 42 3 (2005) 368-379
6. Bettman J.R., and Park C.W. Effects of Prior Knowledge on Experience and Phase of the Choice Process on Consumers' Decision Processes: A Protocol Analysis. Journal of Consumer Research 7 3 (1980) 234-248
7. Blattberg R.C., Briesch R.A., and Fox E.C. How Consumer Sales Promotions Work. Marketing Science 14 3/2 (1995) G122-G132
8. Boulding W., Lee E., and Staelin R. Mastering the Mix: Do Advertising, Promotion, and Sales Force Activities Lead to Differentiation?. Journal of Marketing Research 31 2 (1994) 159-172
9. Briesch R.A., Chintagunta P.K., and Matzkin R.L. Semiparametric Estimation of Brand Choice Behavior. Journal of the American Statistical Society 97 (2002, December) 973-982
10. Bucklin R.E., and Gupta S. Brand Choice, Purchase Incidence and Segmentation: An Integrated Modeling Approach. Journal of Marketing Research 29 2 (1992) 201-215
11. Cacioppo J.T., and Petty R.E. Central and Peripheral Routes to Persuasion: The Role of Message Repetition. In: Alwitt L.F., and Mitchell A.A. (Eds). Psychological Processes and Advertising Effects: Theory, Research, and Applications (1985), Lawrence Erlbaum Associates, Hillsdale, NJ 91-111
12. Chintagunta P.K. Variety Seeking, Purchase Timing, and the 'Lightning Bolt' Brand Choice Model. Management Science 45 4 (1999) 486-498
13. Chintagunta P.K., and Dubé J.-P. Estimating a Stockkeeping Unit-Level Brand Choice Model That Combines Household Panel Data and Store Data. Journal of Marketing Research 42 3 (2005) 368-379
14. Dhar S.K., and Hoch S.J. Why Store Brand Penetration Varies by Retailer. Marketing Science 16 3 (1997) 208-227
15. Dodson J.A., Tybout A.M., and Sternthal B. Impact of Deals and Deal Retraction on Brand Switching. Journal of Marketing Research 15 1 (1978) 72-81
16. Erdem T., and Sun B. Testing for Choice Dynamics in Panel Data. Journal of Business and Economic Statistics 19 2 (2001) 142-152
17. Fader P.S., and Lodish L.##M. A Cross-Category Analysis of Category Structure and Promotional Activity for Grocery Products. Journal of Marketing 54 4 (1990) 52-65
18. Fader P.S., and McAlister L. An Elimination by Aspects Model of Consumer Response to Promotion Calibrated on UPC Scanner Data. Journal of Marketing Research 27 3 (1990) 322-332
19. Fazio R.H., Chen J.-M., McDonel E.C., and Sherman S.J. Attitude Accessibility, Attitude Behavior Consistency, and the Strength of the Object Evaluation Association. Journal of Experimental Social Psychology 18 (1982, July) 339-357
20. Fazio R.H., Powell M.C., and Williams C.J. The Role of Attitude Accessibility in the Attitude-to-Behavior Process. Journal of Consumer Research 16 3 (1989) 280-288
21. Fazio R.H., and Zanna M.P. Attitudinal Qualities Relating to the Strength of the Attitude-Behavior Relationship. Journal of Experimental Social Psychology 14 (1978) 398-408
22. Gedenk K., and Neslin S.A. The Role of Retail Promotion in Determining Future Brand Loyalty: Its Effect on Purchase Event Feedback. Journal of Retailing 75 4 (1999) 433-459
23. Grover R., and Srinivasan V. Evaluating the Multiple Effects of Retail Promotions on Brand Loyal and Brand Switching Segments. Journal of Marketing Research 29 1 (1992) 76-89
24. Guadagni P.M., and Little J.D.C. A Logit Model of Brand Choice Calibrated on Scanner Data. Marketing Science 2 3 (1983) 203-238
25. Hajivassilios V.A., and Rudd P.A. Classical Estimation Methods for LDV Models Using Simulation. In: Engle R.F., and McFadden D.L. (Eds). Handbook of Econometrics (1994), Elsevier, Holland 2384-2441
26. Heilman C.M., Bowman D., and Wright G.P. The Evolution of Brand Preferences and Choice Behaviors of Consumers New to a Market. Journal of Marketing Research 37 2 (2000) 139-155
27. Inman J.J., and McAlister L. A Retailer Promotion Policy Model Considering Promotion Sensitivity. Marketing Science 12 4 (1993) 339-356
28. Jedidi K., Mela C.F., and Gupta S. Managing Advertising and Promotion for Long-Run Profitability. Marketing Science 18 1 (1999) 1-22
29. Johnson E.J., and Russo J.E. Product Familiarity and Learning New Information. Journal of Consumer Research 11 1 (1984) 542-550
30. Johnson T. The Myth of Declining Brand Loyalty. Journal of Advertising Research 24 1 (1984) 9-17
31. Kamakura W.A., and Russell G.J. A Probabilistic Choice Model for Market Segmentation and Elasticity Structure. Journal of Marketing Research 26 4 (1989) 379-390
32. Kopalle P.K., and Lehmann D.R. The Effects of Advertised and Observed Quality on Expectations about New Product Quality. Journal of Marketing Research 32 3 (1995) 280-290
33. Kopalle P.K., and Lehmann D.R. Setting Quality Expectations When Entering a Market: What Should the Promise Be?. Marketing Science 25 1 (2006) 8-24
34. Kopalle P.K., Mela C.F., and Marsh L. The Dynamic Effect of Discounting on Sales: Empirical Analysis and Normative Pricing Implications. Marketing Science 18 3 (1999) 317-332
35. Mela C.F., Gupta S., and Lehmann D.R. The Long-Term Impact of Promotion and Advertising on Consumer Brand Choice. Journal of Marketing Research 34 2 (1997) 248-261
36. Moorthy S., Ratchford B.T., and Talukdar D. Consumer Information Search Revisited: Theory and Empirical Analysis. Journal of Consumer Research 23 4 (1997) 263-277
37. Narasimhan C., Neslin S.A., and Sen S.K. Promotional Elasticities and Category Characteristics. Journal of Marketing. 60 2 (1996) 17-30
38. Neslin S.A. Sales Promotion (2002), Marketing Science Institute, Cambridge, MA
39. Neslin S.A., and Shoemaker R.W. An Alternative Explanation for Lower Repeat Rates after Promotion Purchases. Journal of Marketing Research 26 2 (1989) 205-213
40. Papatla P., and Krishnamurthi L. Measuring the Dynamic Effects of Promotions on Brand Choice. Journal of Marketing Research 33 1 (1996) 20-35
41. Petty R.E., and Cacioppo J.T. Communication and Persuasion: Central and Peripheral Routes to Attitude Change (1986), Springer-Verlag, NY
42. Raju J.S., Sethuraman R., and Dhar S.K. The Introduction and Performance of Store Brands. Management Science 41 6 (1995) 957-978
43. Seetharaman P.B., Ainslie A., and Chintagunta P.K. Investigating Household State Dependence Effects Across Categories. Journal of Marketing Research 36 4 (1999) 488-500
44. Shankar V., and Krisnamurthi L. Relating Price Sensitivity to Retailer Promotional Variables and Pricing Policy: An Empirical Analysis. Journal of Retailing 72 3 (1996) 249-272
45. Smith R.E., and Swinyard W.R. Information Response Models: An Integrated Approach. Journal of Marketing 46 1 (1982) 81-93
46. Smith R.E., and Swinyard W.R. Attitude-Behavior Consistency: The Impact of Product Trial versus Advertising. Journal of Marketing Research 20 3 (1983) 257-267
47. Strang R.A. The Relationship between Advertising and Promotion in Brand Strategy (1975), Marketing Science Institute, Cambridge, MA
48. Totten J., and Block M. Analyzing Sales Promotion: Test and Cases (1987), Commerce Communications, Chicago, IL
49. Van Heerde H.J., Leeflang P.S.H., and Wittink D.R. The Estimation of Pre- and Postpromotion Dips with Store-Level Scanner Data. Journal of Marketing Research 37 3 (2000) 383-395
50. Van Heerde H.J., Leeflang P.S.H., and Wittink D.R. Semiparametric Analysis to Estimate the Deal Effect Curve. Journal of Marketing Research 38 2 (2001) 197-216
51. Van Heerde H.J., Gupta S., and Wittink D.R. Is 3/4 of the Sales Promotion Bump Due to Brand Switching? No, it is 1/3. Journal of Marketing Research 40 4 (2003) 481-491