Sales promotion

Retailing in the 21st Century (Second Edition): Current and Future Trends

Volumn , Issue , 2010, Pages 393-407

  Gedenk, Karen ^a   Neslin, Scott A ^b   Ailawadi, Kusum L ^b  

^a UNIVERSITY OF COLOGNE   (Germany)

^b DARTMOUTH COLLEGE   (United States)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84883463228     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.1007/978-3-540-72003-4_24     Document Type: Chapter

References (20)

1. Ailawadi, Kusum L., Neslin, Scott A. (1998): The Effect of Promotion on Consumption: Buying More and Consuming it Faster, Journal of Marketing Research, Vol. 35(August), 390-398.
2. Ailawadi, Kusum L., Lehmann, Donald R., Scott A. Neslin (2001): Market Response to a Major Policy Change in the marketing Mix: Learning from Procter & Gamble's Value Pricing Strategy, Journal of Marketing, Vol. 65(January), 44-62.
3. Bell, David R., Lattin, James M. (1998): Shopping Behavior and Consumer Preference for Store Price Format: Why "Large Basket" Shoppers Prefer EDLP, Marketing Science, Vol. 17(1), 66-88.
4. Bucklin, Randolph E., Lattin, James M. (1992): A Model of Product Category Competition Among Grocery Retailers, Journal of Retailing, Vol. 68(Fall), 24-39.
5. Dhar, Sanjay K., Raju, Jagmohan S. (1998): The Effects of Cross-Ruff Coupons on Sales and Profits, Management Science, Vol. 44(November), 1501-1516.
6. Feinberg, Fred M., Krishna, Aradhna, Zhang, Z. John (2002): Do We Care What Others Get? A Behaviorist Approach to Targeted Promotions, Journal of Marketing Research, Vol. 39(August), 277-291.
7. Gedenk, Karen (2002): Verkaufsförderung, München.
8. Gedenk, Karen, Neslin, Scott A. (1999): The Role of Retail Promotion in Determining Future Brand Loyalty: Its Effect on Purchase Event Feedback, Journal of Retailing, Vol. 75(4), 433-459.
9. Lam, Shun Yin et al. (2001): Evaluating Promotions in Shopping Environments: Decomposing Sales Response into Attraction, Conversion, and Spending Effects, Marketing Science, Vol. 20(Spring), 194-215.
10. Mulhern, Francis J., Leone, Robert P. (1991): Implicit Price Bundling of Retail Products: A Multiproduct Approach to Maximizing Store Profitability, Journal of Marketing, Vol. 55(October), 63-76.
11. Mulhern, Francis J., Padgett, Daniel T. (1995): The Relationship Between Retail Price Promotions and Regular Price Purchases, Journal of Marketing, Vol. 59(October), 83-90.
12. Narasimhan, Chakravarthi, Neslin, Scott A., Sen, Subrata K. (1996): Promotional Elasticities and Category Characteristics, Journal of Marketing, Vol. 60(April), 17-30.
13. Neslin, Scott A. (2002): Sales Promotion, MSI Monograph.
14. Point of Purchase Advertising Institute (POPAI) (ed.) (1999): European Consumer Buying Habits Study, Frankfurt.
15. Shaffer, Greg, Zhang, Z. John (1995): Competitive Coupon Targeting, Marketing Science, Vol. 14(4), 395-416.
16. Sirohi, Niren, McLaughlin, Edward W., Wittink, Dick R. (1998): A Model of Consumer Perceptions and Store Loyalty Intentions for a Supermarket Retailer, Journal of Retailing, Vol. 74(2), 223-245.
17. Taylor, Gail A., Neslin, Scott A. (2005): The Current and Future Sales Impact of a Retail Frequency Reward Program, Journal of Retailing, Vol. 81(4), 293-305.
18. Van Heerde, Harald J., Gupta, Sachin, Wittink, Dick R. (2003): Is 75% of the Sales Promotion Bump Due to Brand Switching? No, Only 33% Is, Journal of Marketing Research, Vol. 40(November), 481-491.
19. Van Heerde, Harald J., Leeflang, Peter S. H., Wittink, Dick R. (2004): Decomposing the Sales Bump with Store Data, Marketing Science, Vol. 23(Summer), 317-334.
20. Wansink, Brian, Kent, Robert J., Hoch, Stephen J. (1998): An Anchoring and Adjustment Model of Purchase Quantity Decisions, Journal of Marketing Research, Vol. 35(February), 71-81.