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A benefit congruency framework of sales promotion effectiveness

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Cited by:

  1. Mussol, Sarah & Aurier, Philippe & de Lanauze, Gilles Séré, 2019. "Developing in-store brand strategies and relational expression through sales promotions," Journal of Retailing and Consumer Services, Elsevier, vol. 47(C), pages 241-250.
  2. Morimura, Fumikazu & Sakagawa, Yuji, 2018. "Information technology use in retail chains: Impact on the standardisation of pricing and promotion strategies and performance," Journal of Retailing and Consumer Services, Elsevier, vol. 45(C), pages 81-91.
  3. Lo, Louis Yi-Shih & Lin, Sheng-Wei & Hsu, Li-Yi, 2016. "Motivation for online impulse buying: A two-factor theory perspective," International Journal of Information Management, Elsevier, vol. 36(5), pages 759-772.
  4. repec:dau:papers:123456789/2418 is not listed on IDEAS
  5. Jeffrey Meyer & Venkatesh Shankar & Leonard L. Berry, 2018. "Pricing hybrid bundles by understanding the drivers of willingness to pay," Journal of the Academy of Marketing Science, Springer, vol. 46(3), pages 497-515, May.
  6. Palazon, Mariola & Delgado-Ballester, Elena, 2011. "The expected benefit as determinant of deal-prone consumers' response to sales promotions," Journal of Retailing and Consumer Services, Elsevier, vol. 18(6), pages 542-547.
  7. Barat, Somjit & Amos, Clinton & Paswan, Audhesh & Holmes, Gary, 2013. "An exploratory investigation into how socioeconomic attributes influence coupons redeeming intentions," Journal of Retailing and Consumer Services, Elsevier, vol. 20(2), pages 240-247.
  8. Chai, Joe Choon Yean & Malhotra, Naresh K. & Alpert, Frank, 2015. "A two-dimensional model of trust–value–loyalty in service relationships," Journal of Retailing and Consumer Services, Elsevier, vol. 26(C), pages 23-31.
  9. Veronica Digiorgio, 2016. "Impact of promotional tools on reservation channels management: a descriptive model of Italian accommodation facilities," Information Technology & Tourism, Springer, vol. 16(4), pages 347-373, December.
  10. Somesh Kumar Sinha & Priyanka Verma, 2018. "Impact of Sales Promotion’s Benefits on Brand Equity: An Empirical Investigation," Global Business Review, International Management Institute, vol. 19(6), pages 1663-1680, December.
  11. Heitz-Spahn, Sandrine, 2013. "Cross-channel free-riding consumer behavior in a multichannel environment: An investigation of shopping motives, sociodemographics and product categories," Journal of Retailing and Consumer Services, Elsevier, vol. 20(6), pages 570-578.
  12. Raghubir, Priya & Celly, Kirti Sawhney, 2011. "Promoting promotions: Does showcasing free gifts backfire?," Journal of Business Research, Elsevier, vol. 64(1), pages 55-58, January.
  13. Rafael Currás‐Pérez & Consuelo Dolz‐Dolz & María J. Miquel‐Romero & Isabel Sánchez‐García, 2018. "How social, environmental, and economic CSR affects consumer‐perceived value: Does perceived consumer effectiveness make a difference?," Corporate Social Responsibility and Environmental Management, John Wiley & Sons, vol. 25(5), pages 733-747, September.
  14. Bazi, Saleh & Filieri, Raffaele & Gorton, Matthew, 2023. "Social media content aesthetic quality and customer engagement: The mediating role of entertainment and impacts on brand love and loyalty," Journal of Business Research, Elsevier, vol. 160(C).
  15. Marine Le Gall-Ely & Caroline Urbain & Dominique Bourgeon & Anne Gombault & Christine Petr, 2008. "Free Admission To Museums And Monuments: An Exploration Of Some Perceptions Of The Audiences," Post-Print hal-00522838, HAL.
  16. Dreisbach, Jan & Woisetschläger, David M. & Backhaus, Christof & Cornwell, T. Bettina, 2021. "The role of fan benefits in shaping responses to sponsorship activation," Journal of Business Research, Elsevier, vol. 124(C), pages 780-789.
  17. Featherman, Mauricio & Jia, Shizhen (Jasper) & Califf, Christopher B. & Hajli, Nick, 2021. "The impact of new technologies on consumers beliefs: Reducing the perceived risks of electric vehicle adoption," Technological Forecasting and Social Change, Elsevier, vol. 169(C).
  18. Ayushi Sharma & O. P. Wali & Rakesh Mohan Joshi, 2020. "A Critical Investigation of Consumer Response for Monetary and Non-monetary Promotions Across E-services," Paradigm, , vol. 24(2), pages 195-207, December.
  19. Bee-Lia Chua & Shahrim Karim & Sanghyeop Lee & Heesup Han, 2020. "Customer Restaurant Choice: An Empirical Analysis of Restaurant Types and Eating-Out Occasions," IJERPH, MDPI, vol. 17(17), pages 1-23, August.
  20. Newman, Christopher L. & Howlett, Elizabeth & Burton, Scot, 2014. "Implications of fast food restaurant concentration for preschool-aged childhood obesity," Journal of Business Research, Elsevier, vol. 67(8), pages 1573-1580.
  21. Park, Chang Hee & Park, Young-Hoon & Schweidel, David A., 2018. "The effects of mobile promotions on customer purchase dynamics," International Journal of Research in Marketing, Elsevier, vol. 35(3), pages 453-470.
  22. Valette-Florence, Pierre & Guizani, Haythem & Merunka, Dwight, 2011. "The impact of brand personality and sales promotions on brand equity," Journal of Business Research, Elsevier, vol. 64(1), pages 24-28, January.
  23. Pauline de Pechpeyrou & Béatrice Parguel & Aîda Mimouni & Pierre Desmet, 2006. "Perceived value and trustworthiness of a multi- promotion offer," Post-Print halshs-00146652, HAL.
  24. Doucé, Lieve & Willems, Kim & Chaudhuri, Arjun, 2022. "Bargain effectiveness in differentiated store environments: The role of store affect, processing fluency, and store familiarity," Journal of Retailing and Consumer Services, Elsevier, vol. 69(C).
  25. Jee, Teck Weng, 2021. "The perception of discount sales promotions – A utilitarian and hedonic perspective," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
  26. Jérôme Lacoeuilhe & Selima Ben & Hager Turki & Samy Belaïd, 2017. "Are consumers leaning towards hedonic, symbolic or functional attributes ? Brand benefits scale development and validation in emerging markets: case of Tunisia [Des consommateurs hédonistes, symbol," Post-Print hal-01768093, HAL.
  27. Leenheer, J. & van Heerde, H.J. & Bijmolt, T.H.A. & Smidts, A., 2006. "Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members," ERIM Report Series Research in Management ERS-2006-076-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
  28. Warat Winit & Sooksan Kantabutra, 2022. "Enhancing the Prospect of Corporate Sustainability via Brand Equity: A Stakeholder Model," Sustainability, MDPI, vol. 14(9), pages 1-18, April.
  29. Atulkar, Sunil & Kesari, Bikrant, 2017. "Satisfaction, loyalty and repatronage intentions: Role of hedonic shopping values," Journal of Retailing and Consumer Services, Elsevier, vol. 39(C), pages 23-34.
  30. Sooyeon Lee-Wingate & Kim Corfman, 2010. "A Little Something for Me and Maybe for You, Too: Promotions that Relieve Guilt," Marketing Letters, Springer, vol. 21(4), pages 385-395, December.
  31. Béatrice Parguel & Ouidade Sabri-Zaaraoui & Pierre Desmet & Pauline de Pechpeyrou, 2006. "Perceptions et évaluations du lot virtuel par le consommateur," Post-Print halshs-00146700, HAL.
  32. Changhee Kim & Soo Wook Kim & Hee Jay Kang, 2016. "Driving Sustainable Competitive Advantage in the Mobile Industry: Evidence from U.S. Wireless Carriers," Sustainability, MDPI, vol. 8(7), pages 1-13, July.
  33. Nicole Koschate-Fischer & Katharina Wüllner, 2017. "New developments in behavioral pricing research," Journal of Business Economics, Springer, vol. 87(6), pages 809-875, August.
  34. Koen Pauwels & Shuba Srinivasan & Philip Hans Franses, 2007. "When Do Price Thresholds Matter in Retail Categories?," Marketing Science, INFORMS, vol. 26(1), pages 83-100, 01-02.
  35. Aaron M. Garvey & Simon J. Blanchard & Karen Page Winterich, 2017. "Turning unplanned overpayment into a status signal: how mentioning the price paid repairs satisfaction," Marketing Letters, Springer, vol. 28(1), pages 71-83, March.
  36. Pescher, Christian & Reichhart, Philipp & Spann, Martin, 2014. "Consumer Decision-making Processes in Mobile Viral Marketing Campaigns," Journal of Interactive Marketing, Elsevier, vol. 28(1), pages 43-54.
  37. Benson R. OKE & PhD, Prof Walter C. IHEJIRIKA & PhD, Godwin A. BENSON & Aniebo C. SAMSON, PhD, 2023. "Sales Promotion Strategies and Retention of Customer Brand Loyalty in Airtel and Globacom in Akwa Ibom State," International Journal of Research and Innovation in Social Science, International Journal of Research and Innovation in Social Science (IJRISS), vol. 7(4), pages 1416-1430, April.
  38. Laure Ambroise & Jean-Marie Brignier & Clarinda Mathews, 2010. "Les motivations cachées des consommateurs de marques d'enseigne : et si on parlait d'autre chose que du rapport qualité-prix ?," Post-Print halshs-00649521, HAL.
  39. Hsiao-Ching Lee & Chung-Yu Wang & Ruei-Sia Hong, 2013. "The factors influencing adolescents’ purchase intentions of state-of-the-art cell phones in Taiwan," Service Business, Springer;Pan-Pacific Business Association, vol. 7(4), pages 713-734, December.
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  41. Wei Quan & Jichul Jang & Aleksandar Radic & Antonio Ariza-Montes & Heesup Han, 2023. "Safe Destination Choice Among Tourism-Product Consumers in the New Era of Tourism," SAGE Open, , vol. 13(4), pages 21582440231, October.
  42. Chiu, Hung-Chang & Hsieh, Yi-Ching & Li, Yu-Chuan & Lee, Monle, 2005. "Relationship marketing and consumer switching behavior," Journal of Business Research, Elsevier, vol. 58(12), pages 1681-1689, December.
  43. Han Yu & Rong Zhang & Bin Liu, 2018. "Analysis on Consumers’ Purchase and Shopping Well-Being in Online Shopping Carnivals with Two Motivational Dimensions," Sustainability, MDPI, vol. 10(12), pages 1-18, December.
  44. Rabbanee, Fazlul K. & Roy, Rajat & Sharma, Piyush, 2022. "Contextual differences in the moderating effects of price consciousness and social desirability in pay-what-you-want (PWYW) pricing," Journal of Business Research, Elsevier, vol. 141(C), pages 13-25.
  45. Jinsoo Hwang & Seongseop (Sam) Kim & Insin Kim & Seulgi Park, 2023. "Factors Affecting the Memorable Experiences of Chinese Customers in Duty-Free Shopping," SAGE Open, , vol. 13(4), pages 21582440231, October.
  46. Yoon, Sungjoon & Oh, Jongchul, 2022. "A theory-based approach to the usability of augmented reality technology: A cost-benefit perspective," Technology in Society, Elsevier, vol. 68(C).
  47. Kwangyong Kim & Hyun-jun Choi & Sunghyup Sean Hyun, 2020. "Coffee House Consumers’ Value Perception and Its Consequences: Multi-Dimensional Approach," Sustainability, MDPI, vol. 12(4), pages 1-9, February.
  48. Kondo, Fumiyo N. & Okubo, Taishi, 2022. "Understanding multi-channel consumer behavior: A comparison between segmentations of multi-channel purchases by product category and overall products," Journal of Retailing and Consumer Services, Elsevier, vol. 64(C).
  49. 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.
  50. Bombaij, Nick J.F. & Gelper, Sarah & Dekimpe, Marnik G., 2022. "Designing successful temporary loyalty programs: An exploratory study on retailer and country differences," International Journal of Research in Marketing, Elsevier, vol. 39(4), pages 1275-1295.
  51. Le Borgne, G. & Sirieix, L. & Costa, S., 2014. "Food waste and promotions," Working Papers MoISA 201405, UMR MoISA : Montpellier Interdisciplinary center on Sustainable Agri-food systems (social and nutritional sciences): CIHEAM-IAMM, CIRAD, INRAE, L'Institut Agro, Montpellier SupAgro, IRD - Montpellier, France.
  52. İpek, İlayda & Aşkın, Nilay & İlter, Burcu, 2016. "Private label usage and store loyalty: The moderating impact of shopping value," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 72-79.
  53. Mukherjee, Amaradri & Jha, Subhash & Smith, Ronn J., 2017. "Regular Price $299; Pre-order Price $199: Price Promotion for a Pre-ordered Product and the Moderating Role of Temporal Orientation," Journal of Retailing, Elsevier, vol. 93(2), pages 201-211.
  54. Bombaij, Nick, 2021. "Effectiveness of loyalty programs," Other publications TiSEM 095c506d-5b5c-4ea3-9b41-a, Tilburg University, School of Economics and Management.
  55. Balakrishnan, Janarthanan & Foroudi, Pantea & Dwivedi, Yogesh K., 2020. "Does online retail coupons and memberships create favourable psychological disposition?," Journal of Business Research, Elsevier, vol. 116(C), pages 229-244.
  56. Bandyopadhyay, Nirmalya & Sivakumaran, Bharadhwaj & Patro, Sanjay & Kumar, Ravi Shekhar, 2021. "Immediate or delayed! Whether various types of consumer sales promotions drive impulse buying?: An empirical investigation," Journal of Retailing and Consumer Services, Elsevier, vol. 61(C).
  57. Rizzi, Francesco & Gigliotti, Marina & Runfola, Andrea & Ferrucci, Luca, 2022. "Don't miss the boat when consumers are in-store! Exploring the use of point-of-purchase displays to promote green and non-green products," Journal of Retailing and Consumer Services, Elsevier, vol. 68(C).
  58. Surajit Ghosh Dastidar & Prasenjit Chakravarty, 2018. "Effect of Encumbrances on Response to Sales Promotions," FIIB Business Review, , vol. 7(2), pages 135-145, June.
  59. Park, Yookyung & Yi, Youjae, 2022. "Is a gift on sale “heart-discounted†? Givers’ misprediction on the value of discounted gifts and the influence of service robots," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
  60. Li, Zhen & Yada, Katsutoshi & Zennyo, Yusuke, 2021. "Duration of price promotion and product profit: An in-depth study based on point-of-sale data," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
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  62. Wei, Zhiyong & Dou, Wenyu & Jiang, Qingyun & Gu, Chenyan, 2021. "Influence of incentive frames on offline-to-online interaction of outdoor advertising," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
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