메뉴 건너뛰기




Volumn 41, Issue 3, 2004, Pages 339-350

The determinants of pre- and postpromotion dips in sales of frequently purchased goods

Author keywords

[No Author keywords available]

Indexed keywords


EID: 4344694989     PISSN: 00222437     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkr.41.3.339.35992     Document Type: Review
Times cited : (111)

References (53)
  • 1
    • 21144480566 scopus 로고
    • An implemented system for improving promotion productivity using store scanner data
    • Abraham, Magid M. and Leonard M. Lodish (1993), "An Implemented System for Improving Promotion Productivity Using Store Scanner Data," Marketing Science, 12 (3), 248-69.
    • (1993) Marketing Science , vol.12 , Issue.3 , pp. 248-269
    • Abraham, M.M.1    Lodish, L.M.2
  • 2
    • 0035624897 scopus 로고    scopus 로고
    • Pursuing the value conscious consumer: Store brands versus national brand promotions
    • Ailawadi, Kusum L., Scott A. Neslin, and Karen Gedenk (2001), "Pursuing the Value Conscious Consumer: Store Brands Versus National Brand Promotions," Journal of Marketing, 65 (January), 71-87.
    • (2001) Journal of Marketing , vol.65 , Issue.JANUARY , pp. 71-87
    • Ailawadi, K.L.1    Neslin, S.A.2    Gedenk, K.3
  • 3
    • 0001490437 scopus 로고
    • The rational effect of price promotions on sales and consumption
    • Assunção, João and Robert J. Meyer (1993), "The Rational Effect of Price Promotions on Sales and Consumption," Management Science, 39 (5), 517-35.
    • (1993) Management Science , vol.39 , Issue.5 , pp. 517-535
    • Assunção, J.1    Meyer, R.J.2
  • 4
    • 0033233924 scopus 로고    scopus 로고
    • The decomposition of promotional response: An empirical generalization
    • Bell, David R., Jeongwen Chiang, and V. Padmanabhan (1999), "The Decomposition of Promotional Response: An Empirical Generalization," Marketing Science, 18 (4), 504-526.
    • (1999) Marketing Science , vol.18 , Issue.4 , pp. 504-526
    • Bell, D.R.1    Chiang, J.2    Padmanabhan, V.3
  • 6
    • 0001598406 scopus 로고
    • A theoretical and empirical evaluation of price deals for consumer nondurables
    • _, Gary D. Eppen, and Joshua Lieberman (1981), "A Theoretical and Empirical Evaluation of Price Deals for Consumer Nondurables," Journal of Marketing, 45 (Winter), 116-29.
    • (1981) Journal of Marketing , vol.45 , Issue.WINTER , pp. 116-129
    • Eppen, G.D.1    Lieberman, J.2
  • 8
    • 0042302860 scopus 로고
    • Sales Promotion models
    • J. Eliashberg and G.L. Lilien, eds. Amsterdam: North-Holland
    • _ and _ (1993), "Sales Promotion Models," in Handbooks in Operations Research and Management Science: Marketing, J. Eliashberg and G.L. Lilien, eds. Amsterdam: North-Holland, 553-609.
    • (1993) Handbooks in Operations Research and Management Science: Marketing , pp. 553-609
  • 9
    • 0000012491 scopus 로고
    • The relationship between market characteristics and promotional price elasticities
    • Bolton, Ruth N. (1989), "The Relationship Between Market Characteristics and Promotional Price Elasticities," Marketing Science, 8 (2), 153-69.
    • (1989) Marketing Science , vol.8 , Issue.2 , pp. 153-169
    • Bolton, R.N.1
  • 10
    • 0000045364 scopus 로고
    • Brand choice, purchase incidence, and segmentation: An integrated approach
    • Bucklin, Randolph E. and Sunil Gupta (1992), "Brand Choice, Purchase Incidence, and Segmentation: An Integrated Approach," Journal of Marketing Research, 29 (May), 201-215.
    • (1992) Journal of Marketing Research , vol.29 , Issue.MAY , pp. 201-215
    • Bucklin, R.E.1    Gupta, S.2
  • 11
    • 0032385948 scopus 로고    scopus 로고
    • Determining segmentation in sales response across consumer purchase behaviors
    • _, _, and S. Siddarth (1998), "Determining Segmentation in Sales Response Across Consumer Purchase Behaviors," Journal of Marketing Research, 35 (May), 189-97.
    • (1998) Journal of Marketing Research , vol.35 , Issue.MAY , pp. 189-197
    • Siddarth, S.1
  • 12
    • 0032340285 scopus 로고    scopus 로고
    • Investigating purchase timing behavior in two related product categories
    • Chintagunta, Pradeep K. and Sudeep Haldar (1998), "Investigating Purchase Timing Behavior in Two Related Product Categories," Journal of Marketing Research, 35 (February), 43-53.
    • (1998) Journal of Marketing Research , vol.35 , Issue.FEBRUARY , pp. 43-53
    • Chintagunta, P.K.1    Haldar, S.2
  • 13
    • 0033235399 scopus 로고    scopus 로고
    • PromoCast_: A new forecasting method for promotion planning
    • Cooper, Lee G., Penny Baron, Wayne Levy, Michael Swisher, and Paris Gogos (1999), "PromoCast_: A New Forecasting Method for Promotion Planning," Marketing Science, 18 (3), 301-316.
    • (1999) Marketing Science , vol.18 , Issue.3 , pp. 301-316
    • Cooper, L.G.1    Baron, P.2    Levy, W.3    Swisher, M.4    Gogos, P.5
  • 14
    • 0034337149 scopus 로고    scopus 로고
    • Building store loyalty through store brands
    • Corstjens, Marcel and Rajiv Lal (2000), "Building Store Loyalty Through Store Brands," Journal of Marketing Research, 37 (August), 281-91.
    • (2000) Journal of Marketing Research , vol.37 , Issue.AUGUST , pp. 281-291
    • Corstjens, M.1    Lal, R.2
  • 15
    • 0002729691 scopus 로고
    • The lead effect of marketing decisions
    • Doyle, Peter and John Saunders (1985), "The Lead Effect of Marketing Decisions," Journal of Marketing Research, 22 (February), 54-65.
    • (1985) Journal of Marketing Research , vol.22 , Issue.FEBRUARY , pp. 54-65
    • Doyle, P.1    Saunders, J.2
  • 16
    • 0030305348 scopus 로고    scopus 로고
    • Decision-making under uncertainty: Capturing dynamic brand choice processes in turbulent consumer goods markets
    • Erdem, Tülin and Michael P. Keane (1996), "Decision-Making Under Uncertainty: Capturing Dynamic Brand Choice Processes in Turbulent Consumer Goods Markets," Marketing Science, 15 (1), 1-20.
    • (1996) Marketing Science , vol.15 , Issue.1 , pp. 1-20
    • Erdem, T.1    Keane, M.P.2
  • 17
    • 0002627989 scopus 로고
    • A cross-category analysis of category structure and promotional activity for grocery products
    • Fader, Peter and Leonard M. Lodish (1990), "A Cross-Category Analysis of Category Structure and Promotional Activity for Grocery Products," Journal of Marketing, 54 (October), 52-65.
    • (1990) Journal of Marketing , vol.54 , Issue.OCTOBER , pp. 52-65
    • Fader, P.1    Lodish, L.M.2
  • 18
    • 21344492913 scopus 로고
    • Excess behavioral loyalty for high-share brands: Deviations from the dirichlet model for repeat purchasing
    • _ and David C. Schmittlein (1993), "Excess Behavioral Loyalty for High-Share Brands: Deviations from the Dirichlet Model for Repeat Purchasing," Journal of Marketing Research, 30 (November), 478-93.
    • (1993) Journal of Marketing Research , vol.30 , Issue.NOVEMBER , pp. 478-493
    • Schmittlein, D.C.1
  • 19
    • 0000198451 scopus 로고    scopus 로고
    • Varying parameter models to accommodate dynamic promotion effects
    • Foekens, Eijte W., Peter S.H. Leeflang, and Dick R. Wittink (1999), "Varying Parameter Models to Accommodate Dynamic Promotion Effects," Journal of Econometrics, 89 (1-2), 249-68.
    • (1999) Journal of Econometrics , vol.89 , Issue.1-2 , pp. 249-268
    • Foekens, E.W.1    Leeflang, P.S.H.2    Wittink, D.R.3
  • 20
    • 0001253193 scopus 로고    scopus 로고
    • The role of retail promotions in determining future brand loyalty: Its effect on purchase event feedback
    • Gedenk, Karen and Scott A. Neslin (1999), "The Role of Retail Promotions in Determining Future Brand Loyalty: Its Effect on Purchase Event Feedback," Journal of Retailing, 75 (4), 433-59.
    • (1999) Journal of Retailing , vol.75 , Issue.4 , pp. 433-459
    • Gedenk, K.1    Neslin, S.A.2
  • 21
    • 0030524938 scopus 로고    scopus 로고
    • Estimating the impact of consumer expectations of coupons on purchase behavior: A dynamic structural model
    • Gönül, Füsun and Kannan Srinivasan (1996), "Estimating the Impact of Consumer Expectations of Coupons on Purchase Behavior: A Dynamic Structural Model," Marketing Science, 15 (3), 262-79.
    • (1996) Marketing Science , vol.15 , Issue.3 , pp. 262-279
    • Gönül, F.1    Srinivasan, K.2
  • 22
    • 0000912199 scopus 로고
    • Impact of sales promotions on when, what, and how much to buy
    • Gupta, Sunil (1988), "Impact of Sales Promotions on When, What, and How Much to Buy," Journal of Marketing Research, 25 (May), 342-55.
    • (1988) Journal of Marketing Research , vol.25 , Issue.MAY , pp. 342-355
    • Gupta, S.1
  • 23
    • 21144481927 scopus 로고
    • The discounting of discounts and promotion thresholds
    • _ and Lee G. Cooper (1992), "The Discounting of Discounts and Promotion Thresholds," Journal of Consumer Research, 19 (December), 401-411.
    • (1992) Journal of Consumer Research , vol.19 , Issue.DECEMBER , pp. 401-411
    • Cooper, L.G.1
  • 25
    • 0012035832 scopus 로고    scopus 로고
    • Chicago: Information Resources Inc.
    • Information Resources Inc. (1998), Marketing Fact Book. Chicago: Information Resources Inc.
    • (1998) Marketing Fact Book
  • 26
    • 0033235419 scopus 로고    scopus 로고
    • The dynamic effect of discounting on sales: Empirical analysis and normative pricing implications
    • Kopalle, Praveen K., Carl F. Mela, and Lawrence Marsh (1999), "The Dynamic Effect of Discounting on Sales: Empirical Analysis and Normative Pricing Implications," Marketing Science, 18 (3), 317-32.
    • (1999) Marketing Science , vol.18 , Issue.3 , pp. 317-332
    • Kopalle, P.K.1    Mela, C.F.2    Marsh, L.3
  • 27
    • 0001673110 scopus 로고
    • The normative impact of consumer price expectations for multiple brands on consumer purchase behavior
    • Krishna, Aradhna (1992), "The Normative Impact of Consumer Price Expectations for Multiple Brands on Consumer Purchase Behavior," Marketing Science, 11 (3), 266-86.
    • (1992) Marketing Science , vol.11 , Issue.3 , pp. 266-286
    • Krishna, A.1
  • 28
    • 21344496914 scopus 로고
    • The effect of deal knowledge on consumer purchase behavior
    • _ (1994a), "The Effect of Deal Knowledge on Consumer Purchase Behavior," Journal of Marketing Research, 31 (February), 76-91.
    • (1994) Journal of Marketing Research , vol.31 , Issue.FEBRUARY , pp. 76-91
  • 29
    • 0346682258 scopus 로고
    • The impact of dealing patterns on purchase behavior
    • _ (1994b), "The Impact of Dealing Patterns on Purchase Behavior," Marketing Science, 13 (4), 351-73.
    • (1994) Marketing Science , vol.13 , Issue.4 , pp. 351-373
  • 32
    • 0041179238 scopus 로고    scopus 로고
    • The long-term impact of promotions on consumer stockpiling behavior
    • Mela, Carl F., Kamel Jedidi, and Douglas Bowman (1998), "The Long-Term Impact of Promotions on Consumer Stockpiling Behavior," Journal of Marketing Research, 35 (May), 250-62.
    • (1998) Journal of Marketing Research , vol.35 , Issue.MAY , pp. 250-262
    • Mela, C.F.1    Jedidi, K.2    Bowman, D.3
  • 34
    • 0002993011 scopus 로고
    • The optimality of consumer stockpiling strategies
    • Meyer, Robert J. and João Assunção (1990), "The Optimality of Consumer Stockpiling Strategies," Marketing Science, 9 (1), 18-41.
    • (1990) Marketing Science , vol.9 , Issue.1 , pp. 18-41
    • Meyer, R.J.A.1    Assunção, J.2
  • 35
    • 0030560178 scopus 로고    scopus 로고
    • Promotion elasticities and category characteristics
    • Narasimhan, Chakravarti, Scott A. Neslin, and Subrata K. Sen (1996), "Promotion Elasticities and Category Characteristics," Journal of Marketing, 60 (April), 17-30.
    • (1996) Journal of Marketing , vol.60 , Issue.APRIL , pp. 17-30
    • Narasimhan, C.1    Neslin, S.A.2    Sen, S.K.3
  • 36
    • 3843095101 scopus 로고    scopus 로고
    • Cambridge, MA: Marketing Science Institute
    • Neslin, Scott A. (2002), Sales Promotion. Cambridge, MA: Marketing Science Institute.
    • (2002) Sales Promotion
    • Neslin, S.A.1
  • 37
    • 0002642722 scopus 로고
    • Consumer promotions and the acceleration of product purchases
    • _, Caroline Henderson, and John Quelch (1985), "Consumer Promotions and the Acceleration of Product Purchases," Marketing Science, 4 (2), 147-65.
    • (1985) Marketing Science , vol.4 , Issue.2 , pp. 147-165
    • Henderson, C.1    Quelch, J.2
  • 38
    • 0002670928 scopus 로고    scopus 로고
    • Consumer inventory sensitivity and the post-promotion dip
    • _ and Linda Schneider Stone (1996), "Consumer Inventory Sensitivity and the Post-Promotion Dip," Marketing Letters, 1 (1), 77-94.
    • (1996) Marketing Letters , vol.1 , Issue.1 , pp. 77-94
    • Stone, L.S.1
  • 40
    • 0036853218 scopus 로고    scopus 로고
    • The long-term effects of price promotions on category incidence, brand choice, and purchase quantity
    • Pauwels, Koen, Dominique M. Hanssens, and S. Siddarth (2002), "The Long-Term Effects of Price Promotions on Category Incidence, Brand Choice, and Purchase Quantity," Journal of Marketing Research, 39 (November), 421-39.
    • (2002) Journal of Marketing Research , vol.39 , Issue.NOVEMBER , pp. 421-439
    • Pauwels, K.1    Hanssens, D.M.2    Siddarth, S.3
  • 41
    • 0002434504 scopus 로고
    • The effect of price promotions on variability in product category sales
    • Raju, Jagmohan S. (1992), "The Effect of Price Promotions on Variability in Product Category Sales," Marketing Science, 11 (3), 207-220.
    • (1992) Marketing Science , vol.11 , Issue.3 , pp. 207-220
    • Raju, J.S.1
  • 42
    • 0003130844 scopus 로고
    • Behavioral learning theory: Its relevance to marketing and promotions
    • Rothschild, Michael L. and William C. Gaidis (1981), "Behavioral Learning Theory: Its Relevance to Marketing and Promotions," Journal of Marketing, 45 (Spring), 70-78.
    • (1981) Journal of Marketing , vol.45 , Issue.SPRING , pp. 70-78
    • Rothschild, M.L.1    Gaidis, W.C.2
  • 43
    • 0004309916 scopus 로고    scopus 로고
    • Cary, NC: SAS Publishing
    • SAS Institute (2002), SAS/ETS User's Guide. Cary, NC: SAS Publishing.
    • (2002) SAS/ETS User's Guide
  • 44
    • 0346271661 scopus 로고
    • An analysis of consumer reactions to product promotions
    • Chicago: American Marketing Association
    • Shoemaker, Robert W. (1979), "An Analysis of Consumer Reactions to Product Promotions," in Proceedings of the American Marketing Association. Chicago: American Marketing Association, 244-48.
    • (1979) Proceedings of the American Marketing Association , pp. 244-248
    • Shoemaker, R.W.1
  • 45
    • 0000688628 scopus 로고    scopus 로고
    • The increasing power of store brands: Building loyalty and market share
    • Steenkamp, Jan-Benedict E.M. and Marnik G. Dekimpe (1997), "The Increasing Power of Store Brands: Building Loyalty and Market Share," Long Range Planning, 30 (6), 917-30.
    • (1997) Long Range Planning , vol.30 , Issue.6 , pp. 917-930
    • Steenkamp, J.-B.E.M.1    Dekimpe, M.G.2
  • 46
    • 84911665654 scopus 로고
    • Correlates of consumer susceptibility to coupons in new grocery product introductions
    • Teel, Jesse E., Robert H. Williams, and William O. Bearden (1980), "Correlates of Consumer Susceptibility to Coupons in New Grocery Product Introductions," Journal of Advertising, 9 (Summer), 31-36.
    • (1980) Journal of Advertising , vol.9 , Issue.SUMMER , pp. 31-36
    • Teel, J.E.1    Williams, R.H.2    Bearden, W.O.3
  • 48
    • 0345604441 scopus 로고    scopus 로고
    • Is 75% of the sales promotion bump due to brand switching? No, only 33% is
    • Van Heerde, Harald J., Sachin Gupta, and Dick R. Wittink (2003), "Is 75% of the Sales Promotion Bump Due to Brand Switching? No, Only 33% Is," Journal of Marketing Research, 40 (November), 481-91.
    • (2003) Journal of Marketing Research , vol.40 , Issue.NOVEMBER , pp. 481-491
    • Van Heerde, H.J.1    Gupta, S.2    Wittink, D.R.3
  • 49
    • 0034337205 scopus 로고    scopus 로고
    • The estimation of pre- And postpromotion dips with store-level scanner data
    • _, Peter S.H. Leeflang, and Dick R. Wittink (2000), "The Estimation of Pre- and Postpromotion Dips with Store-Level Scanner Data," Journal of Marketing Research, 37 (August), 383-95.
    • (2000) Journal of Marketing Research , vol.37 , Issue.AUGUST , pp. 383-395
    • Leeflang, P.S.H.1    Wittink, D.R.2
  • 50
    • 0035534146 scopus 로고    scopus 로고
    • Semiparametric analysis to estimate the deal effect curve
    • _, _, and _ (2001), "Semiparametric Analysis to Estimate the Deal Effect Curve," Journal of Marketing Research, 38 (May), 197-215.
    • (2001) Journal of Marketing Research , vol.38 , Issue.MAY , pp. 197-215
  • 51
    • 4944223952 scopus 로고    scopus 로고
    • Decomposing the sales promotion bump with store data
    • forthcoming
    • _, _, and _ (2004), "Decomposing the Sales Promotion Bump with Store Data," Marketing Science, forthcoming.
    • (2004) Marketing Science
  • 52
    • 0032330671 scopus 로고    scopus 로고
    • An anchoring and adjustment model of purchase quantity decisions
    • Wansink, Brian, Robert J. Kent, and Stephen J. Hoch (1998), "An Anchoring and Adjustment Model of Purchase Quantity Decisions," Journal of Marketing Research, 35 (February), 71-81.
    • (1998) Journal of Marketing Research , vol.35 , Issue.FEBRUARY , pp. 71-81
    • Wansink, B.1    Kent, R.J.2    Hoch, S.J.3
  • 53
    • 0001269303 scopus 로고
    • The 'Deal-Prone' consumer
    • Webster, Frederick E. (1965), "The 'Deal-Prone' Consumer," Journal of Marketing Research, 2 (May), 186-89.
    • (1965) Journal of Marketing Research , vol.2 , Issue.MAY , pp. 186-189
    • Webster, F.E.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.