Sales promotion in Asia: successful strategies for Singapore and Malaysia

Asia Pacific Journal of Marketing and Logistics

Volumn 25, Issue 1, 2013, Pages 48-69

  McNeill, Lisa ^a  

^a UNIVERSITY OF OTAGO   (New Zealand)

Author keywords

Channel relationships; Consumer behaviour; Malaysia; Singapore; Supermarkets

Indexed keywords

EID: 84977638912     PISSN: 13555855     EISSN: 17584248     Source Type: Journal    
DOI: 10.1108/13555851311290939     Document Type: Article

References (48)

1. Coe, N.M. and Hess, M. (2005), “The internationalization of retailing: implications for supply network restructuring in East Asia and Eastern Europe”, Journal of Economic Geography, Vol. 5, April, pp. 449-573.
2. Culter, B.D., Thomas, E.G. and Rao, S.R. (2000), “Informational/transformational advertising: differences in usage across media types, product categories, and national cultures”, Journal of International Consumer Marketing, Vol. 12 No. 3, p. 69.
3. Fam, K.S. and Merrilees, B. (1998), “Cultural values and personal selling: a comparison of Australian and Hong Kong retailers' promotion preferences”, International Marketing Review, Vol. 15 No. 4, pp. 246-56.
4. Fam, K.-S., Yang, L. and Tanakinjal, G. (2008), “Innovative sales promotion techniques among Hong Kong advertisiers – a content analysis”, Innovative Marketing, Vol. 4 No. 1, pp. 8-15.
5. Fitch, E. (1986), “Group's pride cuts into coupon use”, Advertising Age, 27 February, p. 28.
6. Foxman, E.R., Tansuhaj, P.S. and Wong, J.K. (1988), “Evaluating cross-national sales promotion strategy: an audit approach”, International Marketing Review, Vol. 5 No. 4, pp. 7-15.
7. Gong, W. (2003), “Chinese consumer behavior: a cultural framework and implications”, Journal of American Academy of Business, Vol. 3 Nos 1/2, pp. 373-82.
8. Hofstede, G. (2001), “Culture's consequences: Comparing values, behaviors, institutions, and organizations across nations”, Journal of Economic Psychology, 2nd ed.Sage, Thousand Oaks, CA.
9. Hofstede, G. (1980), Culture's Consequences: International Differences in Work-related Values, Sage, Beverly Hills, CA.
10. Hofstede, G. (2003), Culture's Consequences, Comparing Values, Behaviors, Institutions, and Organizations Across Nations, Sage, Newbury Park, CA.
11. Hui, C.H. and Triandis, H.C. (1986), “Individualism-collectivism: a study of cross-cultural researchers”, Journal of Cross-Cultural Psychology, Vol. 17 No. 2, pp. 225-48.
12. Iyengar, S.S. and Lepper, M.R. (1999), “Rethinking the value of choice: a cultural perspective on intrinsic motivation”, Journal of Personality and Social Psychology, Vol. 76 No. 3, pp. 349-66.
13. Jeon, J.O. and Beatty, S.E. (2002), “Comparative advertising effectiveness in different national cultures”, Journal of Business Research, Vol. 55 No. 11, p. 907.
14. Johns, N., Chan, A. and Yeung, H. (2003), “The impact of Chinese culture in service predisposition”, The Service Industries Journal, Vol. 23 No. 5, pp. 107-18.
15. Kahn, B.E. and McAlister, L. (1997), Grocery Revolution: The New Focus on the Consumer, Addison-Wesley, Reading, MA.
16. Kaufman, C. (1991), “Coupon use in ethnic markets: implications from a retail perspective”, The Journal of Consumer Marketing, Vol. 8 No. 1, pp. 41-51.
17. Kim, J., Forsythe, S., Gu, Q. and Moon, S. (2002), “Cross-cultural consumer values, needs and purchase behavior”, The Journal of Consumer Marketing, Vol. 19 No. 6, pp. 481-502.
18. Kim, U. (1995), “Psychology, science, and culture: cross-cultural analysis of national psychologies”, International Journal of Psychology, Vol. 30 No. 6, pp. 663-79.
19. Kosaka, H. (1992), “A global marketing strategy responding to national cultures”, Marketing and Research Today, Vol. 20 No. 4, pp. 245-55.
20. Krippendorff, K. (1980), Content Analysis: An Introduction to Its Methodology, Sage, Beverly Hills, CA.
21. Kwok, S. and Uncles, M. (2005), “Sales promotion effectiveness: the impact of consumer differences at an ethnic-group level”, Journal of Product and Brand Management, Vol. 14 No. 3, pp. 170-86.
22. Lee, C.W. (2002), “Sales promotions as strategic communication: the case of Singapore”, Journal of Product and Brand Management, Vol. 11 No. 2, pp. 103-14.
23. Lindridge, A. and Dibb, S. (2003), “Is ‘culture’ a justifiable variable for market segmentation? A cross-cultural example”, Journal of Consumer Behaviour, Vol. 2 No. 3, pp. 269-87.
24. Low, G.S. and Mohr, J.J. (2000), “Advertising vs sales promotion: a brand management perspective”, Journal of Product & Brand Management, Vol. 9, No. 6, pp. 389-414.
25. Lowe, A.C.-T. and Corkindale, D.R. (1998), “Differences in ‘cultural values’ and their effects on responses to marketing stimuli – a cross-cultural study between Australians and Chinese from the People's Republic of China”, European Journal of Marketing, Vol. 32 Nos 9/10, pp. 843-67.
26. McNeill, L. (2006), “The influence of culture on retail sales promotion in Chinese supermarkets”, Australasian Marketing Journal, Vol. 14 No. 2, pp. 34-46.
27. Meffert, H. and Bloch, B. (1991), “Globalisation strategies: their implementation”, Industrial Management & Data Systems, Vol. 91 No. 5, pp. 3-10.
28. Mooij, M.D. (2000), “The future is predictable for international marketers: converging incomes lead to diverging consumer behaviour”, International Marketing Review, Vol. 17 No. 2, pp. 103-10.
29. Munson, C.L., Rosenblatt, M.J. and Rosenblatt, Z. (1999), “The use and abuse of power in supply chains”, Business Horizons, Vol. 42 No. 1, pp. 55-65.
30. Nickerson, C. and Hoeken, H. (2003), “Remarkable or modest? The role played by culture in advertising”, Business Communication Quarterly, Vol. 66 No. 1, pp. 61-9.
31. O'Malley, L. (2000), “Can loyalty schemes really build loyalty?”, Marketing Intelligence & Planning, Vol. 16, No. 1, pp. 47-55.
32. Prendergast, G. and Wong, C. (2003), “Parental influence on the purchase of luxury brands of infant apparel: an exploratory study in Hong Kong”, Journal of Consumer Marketing, Vol. 20, No. 2, pp. 157-169.
33. Reardon, T., Timmer, C.P. and Berdegue, J.A. (2005), “Supermarket expansion in Latin America and Asia”, New Directions in Global Food Markets, Chapter 4, Economic Research Service, Washington, DC, pp. 47-61.
34. Ricks, D.A. (1983), Big Business Blunders: Mistakes in Multinational Marketing, Dow Jones-Irwin, Homewood, IL.
35. Simpson, L. (2006), “Enhancing food promotion in the supermarket industry: a framework for sales promotion success”, International Journal of Advertising, Vol. 25 No. 2, pp. 223-44.
36. Smith, M.F. and Sinha, I. (2000), “The impact of price and extra product promotions on store preference”, International Journal of Retail and Distribution Management, Vol. 28 No. 2, pp. 83-92.
37. Song, X.M., Xile, J. and Dyer, B. (2000), “Antecedents and consequences of marketing managers' conflict handling behaviors”, Journal of Marketing, Vol. 64 No. 1, pp. 50-67.
38. Steenkamp, J.-B.E.M. (2001), “The role of national culture in international marketing research”, International Marketing Review, Vol. 18 No. 1, pp. 30-44.
39. Tan, B.L.B. (2002), “Researching managerial values: a cross-cultural comparison”, Journal of Business Research, Vol. 55, pp. 815-21.
40. Terpstra, V. and Sarathy, R. (2000), International Marketing, 8th ed., The Dryden Press, Orlando, FL.
41. Trompenaars, F. and Hampden-Turner, C. (1998), Riding the Waves of Culture: Understanding Cultural Diversity in Global Business, 2nd ed., McGraw-Hill, New York, NY.
42. Tse, D.K. (1996), “Understanding Chinese people as consumers: past findings and future propositions”, in Bond, M.H. (Ed.), The Handbook of Chinese Psychology, Oxford University Press, New York, NY.
43. Tse, D.K., Lee, K.-H., Vertinsky, I. and Wehrung, D.A. (1988), “Does culture matter? A cross-cultural study of executives choices, decisiveness and risk adjustment in international marketing”, Journal of Marketing, Vol. 52 No. 4, pp. 81-95.
44. Van Raaij and Fred, W. (1997), “Globalization of marketing communication?”, Journal of Economic Psychology, Vol. 18, pp. 259-70.
45. Vignali, C. (2001), “Kellog's – internationalisation versus globalisation of the marketing mix”, British Food Journal, Vol. 103 No. 2, pp. 112-23.
46. Waller, D.S. and Fam, K.S. (2000), “Cultural values and advertising in Malaysia: views from the industry”, Asia Pacific Journal of Marketing and Logistics, Vol. 12 No. 1, pp. 3-16.
47. Wrigley, N. and Lowe, M.S. (2002), Reading Retail: A Geographical Perspective on Retailing and Consumption Spaces, Arnold, London, p. 280.
48. Yang, L., Cheung, W.-L., Henry, J., Guthrie, J. and Fam, K.S. (2010), “An examination of sales promotion programs in Hong Kong: what the retailers offer and what the consumers prefer”, Journal of Promotion Management, Vol. 16 No. 4, pp. 467-79.