Analysis of Sales Promotion Effects on Household Purchase Behavior

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Table A8.2: Product category ratings on category characteristics at the reaction mechanism level Storability Impulse BS TA TR TN QB QP QA QN CE Number <strong>of</strong> Brands Promotio nal Purchase Frequenc Average Price Level (ranking) Product Category Frequenc y y Purchase Modal Storabili Unit- ty size (2) (2) (1) (3) (5) (4) (1) (4) (1) (4) (1) (6) (5) (5) (4) (4) Unit- size Pasta (1) Potato- (3) (3) (5) (6) (4) (2) (1) (5) (3) (4) (1) (2) (5) (3) (6) (1) (5) Chips S<strong>of</strong>t- (4) (1) (6) (4) (6) (3) (6) (4) (1) (5) (3) (4) (1) (2) (4) (3) (1) drinks Fruit (2) (4) (3) (2) (5) (4) (5) (3) (2) (6) (2) (3) (2) (4) (2) (5) (6) Juice Candy- (5) (5) (1) (5) (2) (1) (2) (6) (5) (2) (6) (6) (3) (1) (3) (2) (2) Bars C<strong>of</strong>fee (6) (6) (4) (3) (1) (6) (3) (2) (6) (3) (5) (5) (4) (6) (1) (6) (3) continued 253
Table A8.2 continued Number <strong>of</strong> Brands Impulse Average Price Level (ranking) Purchase Frequency <strong>Promotion</strong>al Frequency Storability 254 Product Category Unit-size Purchase Modal Unit-size Storability Corr. BS 0.49 (0.33) 0.77 (0.07) -0.54 (0.27) -0.03 (0.96) -1.00 (0.00) -0.21 (0.69) -0.60 (0.21) 0.09 (0.86) TA -0.06 (0.91) -0.09 (0.87) 0.58 (0.23) 0.20 (0.70) 0.67 (0.15) 0.11 (0.84) 0.29 (0.58) 0.24 (0.65) TR 0.54 (0.27) 0.49 (0.33) -0.60 (0.21) -0.14 (0.79) -0.71 (0.11) 0.00 (1.00) -0.09 (0.87) -0.06 (0.91) TN 0.87 (0.02) 0.60 (0.21) -0.14 (0.79) 0.37 (0.47) -0.37 (0.47) -0.21 (0.69) -0.09 (0.87) 0.46 (0.36) QB 0.35 (0.50) -0.06 (0.91) 0.41 (0.43) 0.09 (0.87) 0.52 (0.29) 0.32 (0.54) 0.64 (0.17) 0.08 (0.88) QP -0.14 (0.79) 0.26 (0.62) 0.03 (0.96) -0.66 (0.16) -0.37 (0.47) 0.62 (0.19) 0.09 (0.87) -0.65 (0.16) QA 0.54 (0.27) 0.71 (0.11) -0.20 (0.70) -0.31 (0.54) -0.37 (0.47) 0.41 (0.41) 0.26 (0.62) -0.12 (0.82) QN 0.06 (0.91) 0.32 (0.54) -0.12 (0.83) -0.81 (0.05) -0.32 (0.54) 0.84 (0.04) 0.46 (0.35) -0.75 (0.09) CE -0.60 (0.21) 0.14 (0.79) -0.14 (0.79) -0.26 (0.62) 0.09 (0.87) 0.00 (1.00) -0.20 (0.70) -0.06 (0.91)
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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
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Table 7.24: Correlation error coeff
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another category? Or do households
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and unweighted. With respect to the
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164 In general, the average quantit
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Purchase frequency is defined as th
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Table 8.3: Product category rating
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Table 8.4: Pearson correlation betw
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We hypothesized that within impulse
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measure (PU). Referring to Figure A
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Table 8.6: Significant within categ
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looked at this promotional bump dec
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Table 8.8: Differences in promotion
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approach (about one third) are much
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promotions lead to large purchase t
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studies. Promotion
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Promotional extra
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categories revealed that the strong
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degree. When households switch bran
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specific sales promotion reaction m
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increasing (Inman and Winer 1998),
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indirectly from promotional purchas
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quantity downward for potato chips.
Page 213 and 214: 9.2.2.3 Deal Proneness With respect
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Page 217 and 218: influenced by out-of</stron
Page 219 and 220: Andrews, K.Z. (1997), “Do Marketi
Page 221 and 222: Blattberg, R.C., Eppen, G.D. and J.
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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
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Page 241 and 242: Winer, R.S., Bucklin, R.E., Deighto
Page 244 and 245: APPENDIX A4: Research Overview Tabl
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Page 255 and 256: Table A7.3: Results binary logistic
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Page 261 and 262: Table A7.5 continued Variable B S.E
Page 263: Table A8.1 continued Impulse BS TA
Page 267 and 268: Table A8.3: Relative occurrence and
Page 269 and 270: Figure A8.2: Decomposing total prom
Page 271 and 272: interessante aanbieding is. Combina
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Page 276 and 277: ERASMUS RESEARCH INSTITUTE OF MANAG
Page 278 and 279: Title: Beyond Generics;A closer loo
Page 280 and 281: Title: Planning and Control Concept
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