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Coupon, Bogof, Linksave oder Rabatt? Akzeptanz neuer Verkaufsförderungsaktionen des Lebensmitteleinzelhandels

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  • Moeser, Anke
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    Abstract

    Im deutschen Lebensmitteleinzelhandel finden sich neben dem bekannten Sonderangebot vermehrt neue Aktionsformen wie „BOGOF“, „Rabatt“, „Linksave“ oder „Coupons“. Der vorliegende Beitrag diskutiert die Akzeptanz dieser unterschiedlichen Verkaufsförderungs-aktionen. Dabei ist davon auszugehen, dass Verbraucher zwischen dem Nutzen einer Aktion und dem Aufwand bei der Wahrnehmung der Aktion abwägen. Im Rahmen einer Verbraucherbefragung zeigt sich eine deutliche Verbraucherpräferenz für das bekannte Sonderangebot, während aufwändigere Aktionsformen wie der Coupon eher abgelehnt werden. Daneben sind Opportunitätskosten der Zeit und Einkaufsfähigkeiten der Verbraucher wichtige Einflussfaktoren auf die Nutzung einer Aktion. Sales promotions like price actions, but also new forms as “BOGOF”, “rebates”, “linksaves” or “coupons” are widely used in the German retailing sector. This study discusses the consumer acceptance of these diverse promotion offers. It can be argued that consumers evaluate a promotion in dependence of the perceived utility and the costs using the promotion. Based on results of a consumer survey, consumers still favour the traditional price action, whereas promotions which involve more effort (e.g., coupons) are not accepted. Opportunity costs of time and consumer knowledge regarding buying decisions are identified as determinants of consumers’ choices.

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    Bibliographic Info

    Paper provided by German Association of Agricultural Economists (GEWISOLA) in its series 51st Annual Conference, Halle, Germany, September 28-30, 2011 with number 114499.

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    Date of creation: 2011
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    Handle: RePEc:ags:gewi11:114499

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    Related research

    Keywords: Verkaufsförderungsaktionen; Lebensmitteleinzelhandel; multinomiale Logitanalyse; Cluster-analyse; Sales promotions; retailing sector; multinomial logit analysis; cluster analysis; Marketing;

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    1. Chakravarthi Narasimhan, 1984. "A Price Discrimination Theory of Coupons," Marketing Science, INFORMS, vol. 3(2), pages 128-147.
    2. Herrmann Roland & Moeser Anke & Weber Sascha Alexander, 2005. "Price Rigidity in the German Grocery-Retailing Sector: Scanner-Data Evidence on Magnitude and Causes," Journal of Agricultural & Food Industrial Organization, De Gruyter, vol. 3(1), pages 1-37, February.
    3. Daniel Hosken & David Reiffen, 2001. "Multiproduct retailers and the sale phenomenon," Agribusiness, John Wiley & Sons, Ltd., vol. 17(1), pages 115-137.
    4. LAURENT, Gilles & CHANDON, Pierre & WANSINK, Brian, 2000. "A benefit congruency framework of sales promotion effectiveness," Les Cahiers de Recherche 698, HEC Paris.
    5. Raghubir, Priya, 2006. "An information processing review of the subjective value of money and prices," Journal of Business Research, Elsevier, vol. 59(10-11), pages 1053-1062, October.
    6. Hoffmann, Angela & Loy, Jens-Peter, 2010. "Sonderangebote und Preissynchronisation im deutschen Lebensmitteleinzelhandel," Journal of International Agricultural Trade and Development, Journal of International Agricultural Trade and Development, vol. 59(4).
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