The expected benefit as determinant of deal-prone consumers' response to sales promotions

Palazón, Mariola; Delgado‐Ballester, Elena

doi:10.1016/j.jretconser.2011.07.004

Cited by 32 publications

(15 citation statements)

References 30 publications

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“…Proposition 6. Suppose that 1 + 1 < 0 and the period-2 solution (23) is stable for max{ 0 ,0} < < 2 , where 0 , 0 , and 2 are shown in (15), (27), and (29), respectively. Then the sales level ( ) will eventually be no less than and ( ) ∈ [ 04 , 04 + ( − 04 ) 04 ).…”

Section: Sales Promotion Strategymentioning

confidence: 99%

“…Sales promotion [15] (this study proposes that the responses of more and less deal-prone consumers to price discounts and premiums depend on the promotional benefit level; low deal-prone consumers are concerned with obtaining price discounts), including things like contests and games, sweepstakes, product giveaways, samples coupons, loyalty programs, and discounts, is another way to advertise. The ultimate goal of sales promotions is to stimulate potential customers to action and create an immediate boost in sales volume.…”

Section: Introductionmentioning

confidence: 99%

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Effects of Internet Sales Promotion on a Differential Advertising Model

Jiang

2018

Discrete Dynamics in Nature and Society

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Advertising and sales promotion are two important specific marketing communications tools. In this paper, Internet sales promotion is introduced into a differential advertising model and investigated quantitatively. The conditions for the existence and stability of periodic solutions are obtained. Flip bifurcation of periodic solution is investigated analytically. The results show that the sales promotion parameter can modify the stability of the differential advertising model and lead to chaos through flip bifurcation, the sales level will eventually be no less than a given value by adjusting the value of the sales promotion parameter, and the optimal sales promotion strategy can lead to maximum profit. Numerical results for periodic solutions, bifurcation diagrams, and the effects of sales promotion strategies, which are illustrated with an example, are in good agreement with the theoretical analysis. These results have certain significant theoretical and practical value in related markets.

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Section: Sales Promotion Strategymentioning

confidence: 99%

Section: Introductionmentioning

confidence: 99%

Effects of Internet Sales Promotion on a Differential Advertising Model

Jiang

2018

Discrete Dynamics in Nature and Society

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“…As the regression model proved to predict the effects in the context of consumers' RP adaptation well, future research could use this model as a starting point to analyze additional factors that are retailer-controlled as well as consumer characteristics, such as deal proneness (Briesch et al, 1997;DelVecchio, 2005;Lichtenstein et al, 1997;Palazon and Delgado-Ballester, 2011), price confidence (Yadav and Seiders, 1998), need for cognition (Burman and Biswas, 2004) or math anxiety (Suri et al, 2013), within the context of price-related advertising.…”

Section: Limitations Of the Study And Suggestions For Future Researchmentioning

confidence: 99%

Interaction effects of different price claims and contextual factors on consumers' reference price adaptation after exposure to a price promotion

Bambauer-Sachse

Massera

2015

Journal of Retailing and Consumer Services

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“…Based on the stated above and surveys of previous studies [18], our questionnaire for online consumers is properly designed. The main purpose of questionnaire in this paper is to obtain the consumer profile and the consumer preference.…”

Section: Figure 2 Research Framework Based On Agentmentioning

confidence: 99%

Agent-based Analysis and Simulation of Online Shopping Behavior in the Context of Online Promotion

Deng¹

2019

RCES

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With the rapid development of E-commerce, a growing number of consumers have been attracted by online shopping. With the purpose of attracting more consumers, E-commerce sites usually apply various promotion strategies. Based on this, researches on consumer behaviors under online promotions gradually becomes a hot issue in the field of E-commerce. In the process of online shopping, the consuming decisions of consumers tend to be influenced by multiple factors, including consumers' experience of using online shopping website, the service reliability of online shopping and so on [1]. At present, the mathematical and statistical methods are most applied to construct consumer decision-making models in most researches. For the studies of consumers' online behaviors, the most popular methods are empirical research (such as sample-based analysis) [2], behavior-theory-based qualitative analysis and quantitative analysis methods based on data mining [3]. Regarding those methods, researches on consumer behaviors based on mathematical and statistical methods are based on static equilibrium.

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The expected benefit as determinant of deal-prone consumers' response to sales promotions

Cited by 32 publications

References 30 publications

Effects of Internet Sales Promotion on a Differential Advertising Model

Effects of Internet Sales Promotion on a Differential Advertising Model

Interaction effects of different price claims and contextual factors on consumers' reference price adaptation after exposure to a price promotion

Agent-based Analysis and Simulation of Online Shopping Behavior in the Context of Online Promotion

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