Advanced Search
MyIDEAS: Login

Bonus pack promotions:Perceptions of Controllers and CommercialManagers

Contents:

Author Info

  • Reinaldo Guerreiro

    (University of São Paulo)

  • Beng Soo Ong

    (California State University)

  • Ariovaldo dos Santos

    (University of São Paulo)

Registered author(s):

    Abstract

    This paper compares the perceptions of controllers with those ofcommercial managers in industrial companies with respect to various aspects ofbonus packs promotions. The study is conducted on the premise that the economicresult of a price discount decision and that of a product quantity bonus decision areequal (when considering the same product quantity delivered to the client). Thisstudy uses data from two independent studies. In the first, 600 questionnaires weresent to commercial managers in companies selected from different sectors andregistered in the database of FIPECAFI-FEA-USP. In the second study, the same600 questionnaires were sent to the controllers of the companies. The resultsdemonstrate that the controllers and the commercial managers hold similar viewswith respect to the majority of the research questions. The points on which opinionsdiffer refer to the calculation of the product cost and the cost of product bonus unitsfor the company. Classification-JEL:

    Download Info

    If you experience problems downloading a file, check if you have the proper application to view it first. In case of further problems read the IDEAS help page. Note that these files are not on the IDEAS site. Please be patient as the files may be large.
    File URL: http://www.bbronline.com.br/public/edicoes/1_2/artigos/hdtzdyhbaa21102013114731.pdf
    File Function: Full text
    Download Restriction: no

    Bibliographic Info

    Article provided by Fucape Business School in its journal Brazilian Business Review.

    Volume (Year): 1 (2004)
    Issue (Month): 2 (June)
    Pages: 103-117

    as in new window
    Handle: RePEc:bbz:fcpbbr:v:1:y:2004:i:2:p:103-117

    Contact details of provider:
    Postal: Fucape Business School Brazilian Business Review Av. Fernando Ferrari, 1358, Boa Vista CEP 29075-505 Vitória-ES
    Phone: +55 27 4009-4423
    Fax: +55 27 4009-4422
    Web page: http://www.bbronline.com.br/
    More information through EDIRC

    Related research

    Keywords: price discount; bonus packs; sales promotions.;

    References

    References listed on IDEAS
    Please report citation or reference errors to , or , if you are the registered author of the cited work, log in to your RePEc Author Service profile, click on "citations" and make appropriate adjustments.:
    as in new window
    1. Gurnani, Haresh, 2001. "A study of quantity discount pricing models with different ordering structures: Order coordination, order consolidation, and multi-tier ordering hierarchy," International Journal of Production Economics, Elsevier, vol. 72(3), pages 203-225, August.
    2. Praveen K. Kopalle & Carl F. Mela & Lawrence Marsh, 1999. "The Dynamic Effect of Discounting on Sales: Empirical Analysis and Normative Pricing Implications," Marketing Science, INFORMS, vol. 18(3), pages 317-332.
    3. Arcelus, F. J. & Shah, Nita H. & Srinivasan, G., 2001. "Retailer's response to special sales: price discount vs. trade credit," Omega, Elsevier, vol. 29(5), pages 417-428, October.
    Full references (including those not matched with items on IDEAS)

    Citations

    Lists

    This item is not listed on Wikipedia, on a reading list or among the top items on IDEAS.

    Statistics

    Access and download statistics

    Corrections

    When requesting a correction, please mention this item's handle: RePEc:bbz:fcpbbr:v:1:y:2004:i:2:p:103-117. See general information about how to correct material in RePEc.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: (Sarah Lasso).

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If references are entirely missing, you can add them using this form.

    If the full references list an item that is present in RePEc, but the system did not link to it, you can help with this form.

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your profile, as there may be some citations waiting for confirmation.

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.