IDEAS home Printed from https://ideas.repec.org/r/inm/ormksc/v23y2004i3p345-363.html

The Effects of Free Sample Promotions on Incremental Brand Sales

Citations

Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
as


Cited by:

  1. Komal Nagar, 2009. "Evaluating the Effect of Consumer Sales Promotions on Brand Loyal and Brand Switching Segments," Vision, , vol. 13(4), pages 35-48, October.
  2. Marius F. Niculescu & D. J. Wu, 2014. "Economics of Free Under Perpetual Licensing: Implications for the Software Industry," Information Systems Research, INFORMS, vol. 25(1), pages 173-199, March.
  3. Wang, Yan & Xing, Wei & Zhao, Xuan & Zhou, Yongsheng, 2026. "Targeted vs. universal: Optimal strategies for multi-unit purchase coupons," Journal of Retailing and Consumer Services, Elsevier, vol. 88(C).
  4. Kazuki Koyama & Mariko I. Ito & Takaaki Ohnishi, 2022. "Fluctuation in Grocery Sales by Brand: An Analysis Using Taylor’s Law," The Review of Socionetwork Strategies, Springer, vol. 16(2), pages 417-430, October.
  5. Giwoong Bae & Hye-jin Kim, 2022. "The impact of online video highlights on TV audience ratings," Electronic Commerce Research, Springer, vol. 22(2), pages 405-425, June.
  6. 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.
  7. Lu, Yingjie & Quan, Ke, 2025. "Effects of doctors’ participation in internet live streaming free medical consultations on their benefits: empirical evidence from a quasi-natural experiment," Journal of Business Research, Elsevier, vol. 199(C).
  8. Inyoung Chae & Jihyeon Ha & David A. Schweidel, 2023. "Paywall Suspensions and Digital News Subscriptions," Marketing Science, INFORMS, vol. 42(4), pages 729-745, July.
  9. Zibo Liu & Zhijie Lin & Ying Zhang & Yong Tan, 2022. "The Signaling Effect of Sampling Size in Physical Goods Sampling Via Online Channels," Production and Operations Management, Production and Operations Management Society, vol. 31(2), pages 529-546, February.
  10. Alexander E. Saak, 2012. "Dynamic Informative Advertising of New Experience Goods," Journal of Industrial Economics, Wiley Blackwell, vol. 60(1), pages 104-135, March.
  11. K. Sudhir & Nathan Yang, 2014. "Exploiting the Choice-Consumption Mismatch: A New Approach to Disentangle State Dependence and Heterogeneity," Cowles Foundation Discussion Papers 1941, Cowles Foundation for Research in Economics, Yale University.
  12. Bart J. Bronnenberg & Jean-Pierre Dubé & Robert E. Sanders, 2020. "Consumer Misinformation and the Brand Premium: A Private Label Blind Taste Test," Marketing Science, INFORMS, vol. 39(2), pages 382-406, March.
  13. Niu, Baozhuang & Yue, Haoran & Luo, Huajiang & Shang, Weixin, 2019. "Pricing for newly-launched experience products: Free trial or not?," Transportation Research Part E: Logistics and Transportation Review, Elsevier, vol. 126(C), pages 149-176.
  14. Viergutz, Tim & Schulze-Ehlers, Birgit, 2018. "The use of hybrid scientometric clustering for systematic literature reviews in business and economics," DARE Discussion Papers 1804, Georg-August University of Göttingen, Department of Agricultural Economics and Rural Development (DARE).
  15. Teck-Hua Ho & Shan Li & So-Eun Park & Zuo-Jun Max Shen, 2012. "Customer Influence Value and Purchase Acceleration in New Product Diffusion," Marketing Science, INFORMS, vol. 31(2), pages 236-256, March.
  16. Hsing Kenneth Cheng & Yipeng Liu, 2012. "Optimal Software Free Trial Strategy: The Impact of Network Externalities and Consumer Uncertainty," Information Systems Research, INFORMS, vol. 23(2), pages 488-504, June.
  17. Guangxin Yang & Yingjie Zhang & Hongju Liu, 2024. "Frontiers: Pirating Foes or Creative Friends? Effects of User-Generated Condensed Clips on Demand for Streaming Services," Marketing Science, INFORMS, vol. 43(3), pages 469-478, May.
  18. Kretschmer, Tobias & Peukert, Christian, 2014. "Video killed the radio star? Online music videos and digital music sales," LSE Research Online Documents on Economics 60276, London School of Economics and Political Science, LSE Library.
  19. Yifan Dou & Marius Florin Niculescu & Dongjun Wu, 2011. "Optimal Consumer Network Structure Formation under Network Effects: Seeds Controllability and Visibility," Working Papers 11-07, NET Institute, revised Oct 2011.
  20. Zegners, Dainis, 2017. "Building an Online Reputation with Free Content: Evidence from the E-book Market," VfS Annual Conference 2017 (Vienna): Alternative Structures for Money and Banking 168293, Verein für Socialpolitik / German Economic Association.
  21. Abhishek & Koshy, Abraham, 2008. "Quality Perceptions of Private Label Brands: Conceptual Framework and Agenda for Research," IIMA Working Papers WP2008-02-04, Indian Institute of Management Ahmedabad, Research and Publication Department.
  22. Fischer, Greg & Karlan, Dean & McConnell, Margaret & Raffler, Pia, 2019. "Short-term subsidies and seller type: A health products experiment in Uganda," Journal of Development Economics, Elsevier, vol. 137(C), pages 110-124.
  23. Kissan Joseph & Murali Mantrala, 2009. "A model of the role of free drug samples in physicians’ prescription decisions," Marketing Letters, Springer, vol. 20(1), pages 15-29, March.
  24. Anuj Kumar & Yinliang (Ricky) Tan, 2015. "The Demand Effects of Joint Product Advertising in Online Videos," Management Science, INFORMS, vol. 61(8), pages 1921-1937, August.
  25. Michel André Maréchal & Christian Thöni, 2019. "Hidden Persuaders: Do Small Gifts Lubricate Business Negotiations?," Management Science, INFORMS, vol. 65(8), pages 3877-3888, August.
  26. Monic Jiayin Sun, 2006. "When Should Firms Offer Free Trials?," Boston University - Department of Economics - Working Papers Series WP2006-062, Boston University - Department of Economics.
  27. Lee, Michael S.W. & Motion, Judith & Conroy, Denise, 2009. "Anti-consumption and brand avoidance," Journal of Business Research, Elsevier, vol. 62(2), pages 169-180, February.
  28. Guofang Nan & Xingtao Li & Zan Zhang & Minqiang Li, 0. "Optimal pricing for new product entry under free strategy," Information Technology and Management, Springer, vol. 0, pages 1-19.
  29. Bronnenberg, Bart & Dube, Jean-Pierre & Sanders, Robert, 2018. "Consumer Misinformation and the Brand Premium: A Private Label Blind Taste Test," CEPR Discussion Papers 13283, Centre for Economic Policy Research.
  30. Gold, Natalie & Cornel, Pieter & Zhuo, Shi & Thornton, Katie & Riddle, Rupert & McPhedran, Robert, 2024. "Exploring the impact of giving free food samples and loyalty cards on sustainable food choices: a stepped wedge trial in workplace food outlets," LSE Research Online Documents on Economics 124459, London School of Economics and Political Science, LSE Library.
  31. Zhijie Lin & Ying Zhang & Yong Tan, 2019. "An Empirical Study of Free Product Sampling and Rating Bias," Service Science, INFORMS, vol. 30(1), pages 260-275, March.
  32. Li, Jin & Zhang, Yulan & Mou, Jian, 2023. "Understanding information disclosures and privacy sensitivity on short-form video platforms: An empirical investigation," Journal of Retailing and Consumer Services, Elsevier, vol. 72(C).
  33. Sadat Reza & Hillbun Ho & Rich Ling & Hongyan Shi, 2021. "Experience Effect in the Impact of Free Trial Promotions," Management Science, INFORMS, vol. 67(3), pages 1648-1669, March.
  34. Meiseberg, Brinja, 2016. "The Effectiveness of E-tailers’ Communication Practices in Stimulating Sales of Niche versus Popular Products," Journal of Retailing, Elsevier, vol. 92(3), pages 319-332.
  35. Moonkyoung Jang & Rumi Lee & Byungjoon Yoo, 2021. "Does fun or freebie increase in-app purchase?," Information Systems and e-Business Management, Springer, vol. 19(2), pages 439-457, June.
  36. Teck-Hua Ho & Young-Hoon Park & Yong-Pin Zhou, 2006. "Incorporating Satisfaction into Customer Value Analysis: Optimal Investment in Lifetime Value," Marketing Science, INFORMS, vol. 25(3), pages 260-277, 05-06.
  37. Chrysanthos Dellarocas & Juliana Sutanto & Mihai Calin & Elia Palme, 2016. "Attention Allocation in Information-Rich Environments: The Case of News Aggregators," Management Science, INFORMS, vol. 62(9), pages 2543-2562, September.
  38. Abraham Koshy & . Abhishek, 2010. "Quality Perceptions of Private Label Brands Conceptual Framework and Agenda for Research," Working Papers id:2756, eSocialSciences.
  39. Hongshuang (Alice) Li, 2022. "Converting free users to paid subscribers in the SaaS context: The impact of marketing touchpoints, message content, and usage," Production and Operations Management, Production and Operations Management Society, vol. 31(5), pages 2185-2203, May.
  40. Ting Liu & Monic Jiayin Sun, 2007. "Informal Payments in Developing Countries' Public Health Sectors¤," Boston University - Department of Economics - Working Papers Series WP2007-032, Boston University - Department of Economics.
  41. Kim, Ju-Young & Natter, Martin & Spann, Martin, 2014. "Sampling, discounts or pay-what-you-want: Two field experiments," International Journal of Research in Marketing, Elsevier, vol. 31(3), pages 327-334.
  42. Ert, Eyal & Raz, Ornit & Heiman, Amir, 2016. "(Poor) seeing is believing: When direct experience impairs product promotion," International Journal of Research in Marketing, Elsevier, vol. 33(4), pages 881-895.
  43. Luís Cabral, 2012. "Lock in and switch: Asymmetric information and new product diffusion," Quantitative Marketing and Economics (QME), Springer, vol. 10(3), pages 375-392, September.
  44. Yiting Deng & Anja Lambrecht & Yongdong Liu, 2023. "Spillover Effects and Freemium Strategy in the Mobile App Market," Management Science, INFORMS, vol. 69(9), pages 5018-5041, September.
  45. Saboo, Alok R. & Kumar, V. & Ramani, Girish, 2016. "Evaluating the impact of social media activities on human brand sales," International Journal of Research in Marketing, Elsevier, vol. 33(3), pages 524-541.
  46. Daniel Halbheer & Florian Stahl & Oded Koenigsberg & Donald R. Lehmann, 2013. "Digital Content Strategies," Working Papers 329, University of Zurich, Department of Business Administration (IBW).
  47. Bart Bronnenberg & Jean-Pierre H. Dubé & Robert E. Sanders, 2018. "Consumer Misinformation and the Brand Premium: A Private Label Blind Taste Test," NBER Working Papers 25214, National Bureau of Economic Research, Inc.
  48. Christine Ringler & Nancy J. Sirianni & Joann Peck & Anders Gustafsson, 2024. "Does your demonstration tell the whole story? How a process mindset and social presence impact the effectiveness of product demonstrations," Journal of the Academy of Marketing Science, Springer, vol. 52(2), pages 512-530, March.
  49. Alireza Yazdani & Eren B. Çil & Michael Pangburn, 2023. "Retail Sample Boxes: Counteracting the Adverse Effect of Accelerated Learning via Future Credit," Manufacturing & Service Operations Management, INFORMS, vol. 25(5), pages 1643-1659, September.
  50. Rożynek, Satia & Hardy, Wojciech, 2023. "Incentivising ‘pirates’ to pay – An experiment with comic book readers," Information Economics and Policy, Elsevier, vol. 64(C).
  51. Anja Lambrecht & Avi Goldfarb & Alessandro Bonatti & Anindya Ghose & Daniel Goldstein & Randall Lewis & Anita Rao & Navdeep Sahni & Song Yao, 2014. "How do firms make money selling digital goods online?," Marketing Letters, Springer, vol. 25(3), pages 331-341, September.
  52. Jingchuan Pu & Young Kwark & Sang Pil Han & Qiang Ye & Bin Gu, 2024. "Uncertainty Reduction vs. Reciprocity: Understanding the Effect of a Platform-Initiated Reviewer Incentive Program on Regular Ratings," Information Systems Research, INFORMS, vol. 35(3), pages 1363-1381, September.
  53. Harald J. van Heerde & Peter S. H. Leeflang & Dick R. Wittink, 2004. "Decomposing the Sales Promotion Bump with Store Data," Marketing Science, INFORMS, vol. 23(3), pages 317-334, December.
  54. Mehrafshan, Nima & Goerke, Björn & Clement, Michel, 2016. "The Effect of Unexpected Chart Positions on the Firm Value of Music Labels. An Event Study of Album Success," EconStor Preprints 142161, ZBW - Leibniz Information Centre for Economics.
  55. Guofang Nan & Xingtao Li & Zan Zhang & Minqiang Li, 2018. "Optimal pricing for new product entry under free strategy," Information Technology and Management, Springer, vol. 19(1), pages 1-19, March.
  56. Lee, Seung Hwan (Mark) & Sergueeva, Ksenia, 2017. "Chewing increases consumers' thought-engagement during retail shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 35(C), pages 127-132.
  57. Landry, Peter, 2022. "Pricing, advertising, and endogenous consideration of an “insistent” product," International Journal of Industrial Organization, Elsevier, vol. 80(C).
  58. Sai Chand Chintala & Jūra Liaukonytė & Nathan Yang, 2024. "Browsing the Aisles or Browsing the App? How Online Grocery Shopping is Changing What We Buy," Marketing Science, INFORMS, vol. 43(3), pages 506-522, May.
  59. Stephanie Schwipper & Severine Peche & Gertrud Schmitz, 2020. "Mobile Location-Based Services’ Value-in-Use in Inner Cities: Do a Customer’s Shopping Patterns, Prior User Experience, and Sales Promotions Matter?," Schmalenbach Business Review, Springer;Schmalenbach-Gesellschaft, vol. 72(4), pages 511-564, October.
  60. Ina Garnefeld & Tabea Krah & Eva Böhm & Dwayne D. Gremler, 2021. "Online reviews generated through product testing: can more favorable reviews be enticed with free products?," Journal of the Academy of Marketing Science, Springer, vol. 49(4), pages 703-722, July.
  61. Bram Foubert & Els Gijsbrechts, 2016. "Try It, You’ll Like It—Or Will You? The Perils of Early Free-Trial Promotions for High-Tech Service Adoption," Marketing Science, INFORMS, vol. 35(5), pages 810-826, September.
  62. Steven M. Shugan, 2005. "Brand Loyalty Programs: Are They Shams?," Marketing Science, INFORMS, vol. 24(2), pages 185-193.
  63. Angela Aerry Choi & Daegon Cho & Dobin Yim & Jae Yun Moon & Wonseok Oh, 2019. "When Seeing Helps Believing: The Interactive Effects of Previews and Reviews on E-Book Purchases," Information Systems Research, INFORMS, vol. 30(4), pages 1164-1183, December.
  64. V. Kumar & JeeWon Brianna Choi & Mallik Greene, 2017. "Synergistic effects of social media and traditional marketing on brand sales: capturing the time-varying effects," Journal of the Academy of Marketing Science, Springer, vol. 45(2), pages 268-288, March.
  65. Brianna JeeWon Paulich & Anita Pansari & V. Kumar, 2026. "Where did you receive the free sample? Sustained impact of new product sample distribution on customer purchase journey," Journal of the Academy of Marketing Science, Springer, vol. 54(1), pages 322-347, February.
  66. Hsiu-Li Liao & Su-Houn Liu, 2023. "Integrating Information Technology and Marketing to increase e-Book consumption," Electronic Commerce Research, Springer, vol. 23(1), pages 137-153, March.
  67. Jyotishka Ray & Syam Menon & Vijay Mookerjee, 2020. "Bargaining over Data: When Does Making the Buyer More Informed Help?," Information Systems Research, INFORMS, vol. 31(1), pages 1-15, March.
  68. Chandukala, Sandeep R. & Dotson, Jeffrey P. & Liu, Qing, 2017. "An Assessment of When, Where and Under What Conditions In-Store Sampling is Most Effective," Journal of Retailing, Elsevier, vol. 93(4), pages 493-506.
  69. Lawley, Meredith & Birch, Dawn & Johnson, Lucy, 2016. "Changing purchasing habits through non-monetary point of sale strategies: The case of Australian oysters," Journal of Retailing and Consumer Services, Elsevier, vol. 33(C), pages 194-201.
  70. Haiping Wang & Jun Lin & Lun Ran, 2023. "Time-locked free trial strategy in duopoly markets with switching costs," 4OR, Springer, vol. 21(4), pages 639-681, December.
  71. Chen Liang & Zhan (Michael) Shi & T. S. Raghu, 2019. "The Spillover of Spotlight: Platform Recommendation in the Mobile App Market," Information Systems Research, INFORMS, vol. 30(4), pages 1296-1318, December.
  72. Hamari, Juho & Hanner, Nicolai & Koivisto, Jonna, 2017. "Service quality explains why people use freemium services but not if they go premium: An empirical study in free-to-play games," International Journal of Information Management, Elsevier, vol. 37(1), pages 1449-1459.
  73. Halbheer, Daniel & Stahl, Florian & Koenigsberg, Oded & Lehmann, Donald R., 2014. "Choosing a digital content strategy: How much should be free?," International Journal of Research in Marketing, Elsevier, vol. 31(2), pages 192-206.
  74. Jan Klostermann & Tobias K. Hinze & Franziska Völckner & Ann-Kristin Kupfer & Rouven Schwerdtfeger, 2024. "Avengers, assemble! A network-based contingency analysis of spillover effects in multi-brand alliances," Journal of the Academy of Marketing Science, Springer, vol. 52(2), pages 449-469, March.
  75. Bogomolova, Svetlana & Anesbury, Zachary & Lockshin, Larry & Kapulski, Natasha & Bogomolov, Tim, 2019. "Exploring the incidence and antecedents of buying an FMCG brand and UPC for the first time," Journal of Retailing and Consumer Services, Elsevier, vol. 46(C), pages 121-129.
  76. Mihal Stoyanov, 2010. "Modern concept on the consumer choice as a rational behavior, encouraged by means of sales promotion techniques," Economic Thought journal, Bulgarian Academy of Sciences - Economic Research Institute, issue 1, pages 101-116.
  77. Lin Feng & Konstantina Skouri & Ya-Lan Chan, 2025. "Optimal selling price and replenishment time with a limited-time free trial," Annals of Operations Research, Springer, vol. 349(3), pages 1639-1661, June.
  78. Jiahe Chen & Yu-Wei Chang, 2025. "How retailers launch IT-based strategies to win new and loyal customers in O2O commerce," Electronic Markets, Springer;IIM University of St. Gallen, vol. 35(1), pages 1-27, December.
  79. Yanqing Han & Zongming Zhang, 2018. "Impact of free sampling on product diffusion based on Bass model," Electronic Commerce Research, Springer, vol. 18(1), pages 125-141, March.
  80. Wu, Lingli & Deng, Shiming & Jiang, Xuan, 2018. "Sampling and pricing strategy under competition," Omega, Elsevier, vol. 80(C), pages 192-208.
  81. Norvell, Tim & Horky, Alisha, 2017. "Gift card program incrementality and cannibalization: The effect on revenue and profit," Journal of Retailing and Consumer Services, Elsevier, vol. 39(C), pages 250-257.
  82. Quan Wang & Beibei Li & Param Vir Singh, 2018. "Copycats vs. Original Mobile Apps: A Machine Learning Copycat-Detection Method and Empirical Analysis," Information Systems Research, INFORMS, vol. 29(2), pages 273-291, June.
  83. Jalili, Monire & Çil, Eren B. & Pangburn, Michael S., 2024. "Pricing and structuring product trials: Separate versus mixed wine tastings," European Journal of Operational Research, Elsevier, vol. 312(2), pages 668-683.
IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.