Analysis of Sales Promotion Effects on Household Purchase Behavior

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REFERENCES Abe, M. (1995), "A nonparametric Density Estimation Method for Brand Choice using Scanner Data," Marketing Science, 4, 3, 300-325. Abraham, M.M. and L.M. Lodish (1993), "An implemented System for Improving <strong>Promotion</strong> Productivity using Store Scanner Data," Marketing Science, 12, 3, 248-269. Ailawadi, K.L. and S.A. Neslin (1998), “The effect <strong>of</strong> promotion on consumption: buying more and consuming it faster,” Journal <strong>of</strong> Marketing research, 35, 3, 390-398. Ailawadi, K.L., Neslin, S.A. and K. Gedenk (2001), “Pursuing the Value-Conscious Consumer: Store Brands Versus National Brand <strong>Promotion</strong>s,” Journal <strong>of</strong> Marketing, 65, 1, 71-89. Ailawadi, K.L., Lehmann, D.R. and S.A. Neslin (2001), “Market Response to a Major Policy Change in the Marketing Mix: Learning from Procter & Gamble’s Value Pricing Strategy,” Journal <strong>of</strong> Marketing, 65, 1, 44-61. Ainslie, A. and P.E. Rossi (1998), “Similarities in Choice Behavior Across Product Categories,” Marketing Science, 17, 2, 91-106. Ajzen, I. and Fishbein, M. (1980), Understanding Attitudes and Predicting Social Behavior, Englewood Cliffs, NJ, Prentice-Hall. Allen, R.G.D. and A.L. Bowley (1935), Family Expenditure, A Study <strong>of</strong> its Variation, London:P.S. King & Son, LTD. Anderson, E.T. and D.I. Simester (1998), “The Role <strong>of</strong> Sale Signs,” Marketing Science, 17, 2, 139-155. 207
Andrews, K.Z. (1997), “Do Marketing Policies Change Consumer Behavior in the Long Run,” insights from Marketing Science Institute, Winter/Spring. Anonymous (1994), “Two Decades On, Scanners Are Still Under-Used,” Progressive Grocer, 73, 7, S4-S5. Assael, H. (1987), Consumer Behavior and Marketing Action, 3d edition, Boston, Kent Publishing Company. Assunçao, J.L. and R.J. Meyer (1993), “The Rational Effect <strong>of</strong> Price <strong>Promotion</strong>s on sales and Consumption,” Management Science, 39, 5, 517-535. Bagozzi, R.P. (1986), Principles <strong>of</strong> Marketing Management, Chicago: Science Research Associates Inc. Baron, S. and A. Lock (1995), “The Challenges <strong>of</strong> Scanner Data,” The Journal <strong>of</strong> the Operational Research Society, 46, 1, 50-61. Bass, F.M. and D.R. Wittink (1978), "Pooling Issues and Methods in Regression <strong>Analysis</strong> with Examples in Marketing Research," Krannert Graduate School <strong>of</strong> Industrial Administration, paper No. 453 (April), 108 A 62. Bates, J. (1988), “Econometric Issues in Stated Preference <strong>Analysis</strong>,” Journal <strong>of</strong> Transport Economics and Policy, 22, 1, 59-69. Bawa, K. and R.W. Shoemaker (1987), “The Coupon-Prone Consumer: Some Findings Based on Purchase Behavior Across Product Classes,” Journal <strong>of</strong> Marketing, 51, 4, 99-110. Bawa, K., Landwehr, J.T. and A. Krishna (1989), “Consumer Response to Retailers’ Marketing Environments: An <strong>Analysis</strong> <strong>of</strong> C<strong>of</strong>fee Purchase Data,” Journal <strong>of</strong> Retailing, 65, 4, 471-495. 208
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LINDA H. TEUNTER Analysis</
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Analysis o
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Voorwoord Soms valt de appel echt n
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Contents 1 INTRODUCTION AND OVERVIE
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5.4.2.3.1 Inter Purchase Time .....
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1 INTRODUCTION AND OVERVIEW 1.1 Int
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generally generated from a smaller
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switching, purchase acceleration, c
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strategy change (decrease in promot
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of promotions, or
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characteristics are important in ex
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Chapter 5 are applied to study the
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2 THEORIES OF CONSUMER BUYING BEHAV
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systematically explored the decisio
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the part of the co
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As mentioned before, Figure 2.3 is
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product use coupled with the import
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2.3.2 Stimulus-Response Model Appli
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2.3.2.2 Operant Conditioning In ope
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X is very popular that it will brin
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But, in contrast, economic theory c
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compared to a perceived benchmark -
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High need-for-cognition (NFC) indiv
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2.3.4.2 Literature Overview Our rev
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The previously described research h
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has its deficiencies. Any purchase
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Chandon et al. 2000). But deal pron
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2.4 Concluding Remarks Regarding th
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stimulus-organism-response model) c
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Shoemaker 1987). Several factors ha
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such as display promotions. Althoug
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3.2.3 Type of resi
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3.2.5 Education Education links to
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these advantages therefore could be
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less likely to seek variety. More e
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3.3.1 Store Loyalty Store loyalty s
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more often (probab
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Table 3.12 continued Hypothesis H9a
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4.2.1 Brand Switching Brand switchi
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involvement purchases for most cons
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Neslin (1998), there is a great nee
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are called “attributions.” Attr
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and less than 2 percent by stockpil
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into a unit sales decomposition and
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4.3.4 Storability/Perishability Sto
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Economic theory ignores mental deci
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seeking (cf. Assael 1987, Desphande
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there another factor that is relate
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Pr(event) 90 = 1+ 1 z e − Here Z
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5.4.2 Sales <stron
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It represents the fraction
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96 We measure possible time acceler
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promotional post-promotional purcha
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( 12) CategoryExpansion effect : 10
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PART II EMPIRICAL ANALYSIS 103
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more persons living together and di
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6.4 Linking Household and Store Dat
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Table 6.1 contains the results <str
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The age of the sho
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Table 6.4: Frequency distribution <
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7 EMPIRICAL ANALYSIS ONE: DRIVERS O
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Table 7.1: Operationalization <stro
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during 435 shopping trips more than
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The variables size, age, and cycle
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7.5 Results Drivers of</str
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esponsive the households within tha
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Table 7.3: Relationship promotion r
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indication that decreasing marginal
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Table 7.10: Relationship promotion
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7.5.2.8 Variety Seeking Two intrins
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anymore. Therefore it is concluded
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Thus, store loyalty and promotion r
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dummies add up to one. This implies
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Table 7.22: Overview empirical test
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enacting-on-impulse hypothesis and
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Table 7.23: Summary of</str
Page 168: Table 7.24: Correlation error coeff
Page 171 and 172: another category? Or do households
Page 173 and 174: and unweighted. With respect to the
Page 175 and 176: 164 In general, the average quantit
Page 177 and 178: Purchase frequency is defined as th
Page 179 and 180: Table 8.3: Product category rating
Page 181 and 182: Table 8.4: Pearson correlation betw
Page 183 and 184: We hypothesized that within impulse
Page 185 and 186: measure (PU). Referring to Figure A
Page 187 and 188: Table 8.6: Significant within categ
Page 189 and 190: looked at this promotional bump dec
Page 191 and 192: Table 8.8: Differences in promotion
Page 193 and 194: approach (about one third) are much
Page 195 and 196: promotions lead to large purchase t
Page 197 and 198: studies. Promotion
Page 199 and 200: Promotional extra
Page 201 and 202: categories revealed that the strong
Page 203 and 204: degree. When households switch bran
Page 205 and 206: specific sales promotion reaction m
Page 207 and 208: increasing (Inman and Winer 1998),
Page 209 and 210: indirectly from promotional purchas
Page 211 and 212: quantity downward for potato chips.
Page 213 and 214: 9.2.2.3 Deal Proneness With respect
Page 215 and 216: 204 related to promotion response.
Page 217: influenced by out-of</stron
Page 221 and 222: Blattberg, R.C., Eppen, G.D. and J.
Page 223 and 224: Chintagunta, P. (1993), “Investig
Page 225 and 226: East, R. and K. Hammond (1996), “
Page 227 and 228: Gupta, Sachin and P.K. Chintagunta
Page 229 and 230: Kahn, B.E., Morrison, D.G.and G.P.
Page 231 and 232: Lattin, J.M. and R.E. Bucklin (1989
Page 233 and 234: McAlister, L. and E. Pessemier (198
Page 235 and 236: Petty, R.E. and J.T. Cacioppo (1981
Page 237 and 238: Shimp, T.A. (1990). Promoti
Page 239 and 240: Van Trijp, H.C.M. and J.B.E.M. Stee
Page 241 and 242: Winer, R.S., Bucklin, R.E., Deighto
Page 244 and 245: APPENDIX A4: Research Overview Tabl
Page 246: Table A4.1 continued Article Promot
Page 249 and 250: � Size of munici
Page 251 and 252: Table A7.1 continued Symbol Descrip
Page 253 and 254: Table A7.2: Data legitimacy check (
Page 255 and 256: Table A7.3: Results binary logistic
Page 257 and 258: Table A7.4: Results interacting wit
Page 259 and 260: Table A7.5: Results age and size no
Page 261 and 262: Table A7.5 continued Variable B S.E
Page 263 and 264: Table A8.1 continued Impulse BS TA
Page 265 and 266: Table A8.2 continued Number <strong
Page 267 and 268: Table A8.3: Relative occurrence and
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Figure A8.2: Decomposing total prom
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interessante aanbieding is. Combina
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aantalmerken in een categorie en im
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ERASMUS RESEARCH INSTITUTE OF MANAG
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Title: Beyond Generics;A closer loo
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Title: Planning and Control Concept
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