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Retail promotional advertising : Do the number of deal items and size of deal discounts affect store performance?

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  • Mulhern, Francis J.
  • Leone, Robert P.

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  • Mulhern, Francis J. & Leone, Robert P., 1990. "Retail promotional advertising : Do the number of deal items and size of deal discounts affect store performance?," Journal of Business Research, Elsevier, vol. 21(3), pages 179-194, November.
    • Handle: RePEc:eee:jbrese:v:21:y:1990:i:3:p:179-194
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    Cited by:

    1. Juan C. Gázquez-Abad & Manuel Sánchez-Pérez, 2009. "Factors influencing olive oil brand choice in Spain: an empirical analysis using scanner data," Agribusiness, John Wiley & Sons, Ltd., vol. 25(1), pages 36-55.
    2. Ashutosh Prasad & Brian T. Ratchford & Sonika Singh, 2021. "Consumer Choice and Multi-Store Shopping: an Empirical Investigation," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 7(3), pages 74-89, October.
    3. Orth, Ulrich R. & Crouch, Roberta C., 2014. "Is Beauty in the Aisles of the Retailer? Package Processing in Visually Complex Contexts," Journal of Retailing, Elsevier, vol. 90(4), pages 524-537.
    4. Shun Yin Lam & Mark Vandenbosch & John Hulland & Michael Pearce, 2001. "Evaluating Promotions in Shopping Environments: Decomposing Sales Response into Attraction, Conversion, and Spending Effects," Marketing Science, INFORMS, vol. 20(2), pages 194-215, March.
    5. Jones, Eugene, 2003. "An Application Of Game Theory To Supermarket Pricing," Journal of Food Distribution Research, Food Distribution Research Society, vol. 34(1), pages 1-7, March.
    6. Li, Zhen & Yada, Katsutoshi & Zennyo, Yusuke, 2019. "Duration of Price Promotion and Retail Profit: An In-depth Study Based on Point-of-Sale Data," MPRA Paper 93047, University Library of Munich, Germany.
    7. Feng, Cong & Fay, Scott, 2022. "An empirical investigation of forward-looking retailer performance using parking lot traffic data derived from satellite imagery," Journal of Retailing, Elsevier, vol. 98(4), pages 633-646.
    8. Rik Pieters & Michel Wedel & Jie Zhang, 2007. "Optimal Feature Advertising Design Under Competitive Clutter," Management Science, INFORMS, vol. 53(11), pages 1815-1828, November.
    9. Volle, Pierre, 2001. "The short-term effect of store-level promotions on store choice, and the moderating role of individual variables," Journal of Business Research, Elsevier, vol. 53(2), pages 63-73, August.
    10. Ge, Houtian & Gomez, Miguel I. & Richards, Timothy J., 2018. "Retailer Marketing Strategy and Consumer Purchase Decision for Local Food – An Agent-Based Model," 2018 Annual Meeting, August 5-7, Washington, D.C. 273819, Agricultural and Applied Economics Association.
    11. Scheidegger, Gianluca & Linzmajer, Marc & Rudolph, Thomas, 2020. "Price discount strategies in times of increasing price transparency: How price consciousness and price comparison moderate the effect of discount strategy on store price image," Die Unternehmung - Swiss Journal of Business Research and Practice, Nomos Verlagsgesellschaft mbH & Co. KG, vol. 74(4), pages 384-402.
    12. Goddard, E.W., 1994. "Nec-63 Conference On Promotion In The Marketing Mix: What Works Where And Why," Promotion in the Marketing Mix: What Works, Where and Why, April 28-29, 1994, Toronto, Canada 279588, Regional Research Projects > NECC-63: Research Committee on Commodity Promotion.
    13. David R. Bell & James M. Lattin, 1998. "Shopping Behavior and Consumer Preference for Store Price Format: Why “Large Basket” Shoppers Prefer EDLP," Marketing Science, INFORMS, vol. 17(1), pages 66-88.
    14. Woo, Hongjoo & Chung, Angie & Richey, Robert Glenn & Hopkins, Christopher & Lee, Kangbok, 2022. "Product-flyer location and type of product categories in retailing," Journal of Business Research, Elsevier, vol. 138(C), pages 146-160.
    15. Ashutosh Prasad & Brian T. Ratchford & Sonika Singh, 2020. "Consumer Choice and Multi-Store Shopping: an Empirical Investigation," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 7(3), pages 74-89, October.
    16. Bailey, Ainsworth Anthony, 2008. "Evaluating consumer response to EDLPs," Journal of Retailing and Consumer Services, Elsevier, vol. 15(3), pages 211-223.
    17. Teck-Hua Ho & Christopher S. Tang & David R. Bell, 1998. "Rational Shopping Behavior and the Option Value of Variable Pricing," Management Science, INFORMS, vol. 44(12-Part-2), pages 145-160, December.
    18. Jones, Eugene, 2004. "Supermarket Pricing And Game Theory: The Presence Of Wal-Mart," 2004 Annual meeting, August 1-4, Denver, CO 20108, American Agricultural Economics Association (New Name 2008: Agricultural and Applied Economics Association).
    19. Damir Dobrinić, 2020. "Advertising Value and Attitude to Catalogs and Store Flyer Ads Among Croatian Consumers – SEM Approach," Tržište/Market, Faculty of Economics and Business, University of Zagreb, vol. 32(2), pages 129-146.
    20. Larson, Ronald B., 1997. "Key Developments In The Food Distribution System," Working Papers 14350, University of Minnesota, The Food Industry Center.
    21. Gázquez-Abad, Juan Carlos & Martínez-López, Francisco J., 2016. "Understanding the impact of store flyers on purchase behaviour: An empirical analysis in the context of Spanish households," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 263-273.
    22. Gauri, Dinesh K. & Ratchford, Brian & Pancras, Joseph & Talukdar, Debabrata, 2017. "An Empirical Analysis of the Impact of Promotional Discounts on Store Performance," Journal of Retailing, Elsevier, vol. 93(3), pages 283-303.

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