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Breadth and depth of promotional sales in food retailing

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  • Glauben, Thomas
  • Hansen, Kristin
  • Loy, Jens-Peter
  • Weiss, Christoph R.

Abstract

Temporary price reductions (sales) as a means of promotion have become an increasingly important tool in the marketing mix of food retailers around the world. This paper investigates the retailers' pricing strategy by explicitly accounting for the multi-product nature of retailing. We find that retailers systematically adjust the breadth and depth of sales over time and they respond aggressively to their rivals' promotional activities. Finally, the breadth and depth of sales are found to be substitutes in the set of the available strategies to increase the store traffic.

Suggested Citation

  • Glauben, Thomas & Hansen, Kristin & Loy, Jens-Peter & Weiss, Christoph R., 2011. "Breadth and depth of promotional sales in food retailing," EconStor Open Access Articles and Book Chapters, ZBW - Leibniz Information Centre for Economics, vol. 57(3), pages 145-149.
    • Handle: RePEc:zbw:espost:268657
    DOI: 10.17221/158/2010-AGRICECON
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    References listed on IDEAS

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    4. Berck, Peter & Brown, Jennifer & Perloff, Jeffrey M. & Villas-Boas, Sofia Berto, 2008. "Sales: Tests of theories on causality and timing," International Journal of Industrial Organization, Elsevier, vol. 26(6), pages 1257-1273, November.
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    Cited by:

    1. Jia Niu & Shanshan Jin & Ge Chen & Xianhui Geng, 2024. "How Can Price Promotions Make Consumers More Interested? An Empirical Study from a Chinese Supermarket," Sustainability, MDPI, vol. 16(6), pages 1-21, March.

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