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Consumer Promotions and the Acceleration of Product Purchases

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  1. Seo, Seong-Cheon & Capps, Oral, Jr., 1997. "Testing For Store-Level Differences In Factors Affecting Item Movement Of Prego And Ragu Spaghetti Sauces Using Point-Of-Sale Data," Journal of Food Distribution Research, Food Distribution Research Society, vol. 28(3), pages 1-12, October.
  2. David R. Bell & Jeongwen Chiang & V. Padmanabhan, 1999. "The Decomposition of Promotional Response: An Empirical Generalization," Marketing Science, INFORMS, vol. 18(4), pages 504-526.
  3. Rakesh Niraj & V. Padmanabhan & P. B. Seetharaman, 2008. "Research Note—A Cross-Category Model of Households' Incidence and Quantity Decisions," Marketing Science, INFORMS, vol. 27(2), pages 225-235, 03-04.
  4. David A. Schweidel & George Knox, 2013. "Incorporating Direct Marketing Activity into Latent Attrition Models," Marketing Science, INFORMS, vol. 32(3), pages 471-487, May.
  5. Talukdar, Debabrata & Gauri, Dinesh K. & Grewal, Dhruv, 2010. "An Empirical Analysis of the Extreme Cherry Picking Behavior of Consumers in the Frequently Purchased Goods Market," Journal of Retailing, Elsevier, vol. 86(4), pages 336-354.
  6. Pozzi, Andrea, 2013. "E-commerce as a stockpiling technology: Implications for consumer savings," International Journal of Industrial Organization, Elsevier, vol. 31(6), pages 677-689.
  7. Gould, Brian W., 1996. "Consumer Promotion And Purchase Timing: The Case Of Cheese," Staff Papers 12664, University of Wisconsin-Madison, Department of Agricultural and Applied Economics.
  8. 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.
  9. Aulona Ulqinaku & Gülen Sarial-Abi, 2025. "When sales promotions make consumers experiencing financial restrictions purchase more or less: the role of decisional conflict," Italian Journal of Marketing, Springer, vol. 2025(2), pages 155-179, June.
  10. Fok, Dennis & Paap, Richard & Franses, Philip Hans, 2012. "Modeling dynamic effects of promotion on interpurchase times," Computational Statistics & Data Analysis, Elsevier, vol. 56(11), pages 3055-3069.
  11. Jeongwen Chiang & Ching-Fan Chung & Emily Cremers, 2001. "Promotions and the pattern of grocery shopping time," Journal of Applied Statistics, Taylor & Francis Journals, vol. 28(7), pages 801-819.
  12. Tülin Erdem & Susumu Imai & Michael Keane, 2003. "Brand and Quantity Choice Dynamics Under Price Uncertainty," Quantitative Marketing and Economics (QME), Springer, vol. 1(1), pages 5-64, March.
  13. Brian GOULD, 1996. "Consumer Promotion And Purchase Timing: The Case Of Cheese," Staff Papers 396, University of Wisconsin Madison, AAE.
  14. Ailawadi, Kusum L. & Beauchamp, J.P. & Donthu, Naveen & Gauri, Dinesh K. & Shankar, Venkatesh, 2009. "Communication and Promotion Decisions in Retailing: A Review and Directions for Future Research," Journal of Retailing, Elsevier, vol. 85(1), pages 42-55.
  15. Zoe Y. Lu & Christopher K. Hsee & Kaiyang Wu, 2024. "Short-Asking with Long-Encouraging (SALE): A simple method to increase purchase quantity," Journal of the Academy of Marketing Science, Springer, vol. 52(4), pages 1152-1170, July.
  16. Aviv Nevo & Catherine Wolfram, 1999. "Prices and Coupons for Breakfast Cereals," NBER Working Papers 6932, National Bureau of Economic Research, Inc.
  17. Reimer, Kerstin & Rutz, Oliver J. & Pauwels, Koen, 2014. "How Online Consumer Segments Differ in Long-term Marketing Effectiveness," Journal of Interactive Marketing, Elsevier, vol. 28(4), pages 271-284.
  18. Boute, Robert N. & Disney, Stephen M. & Lambrecht, Marc R. & Houdt, Benny Van, 2014. "Coordinating lead times and safety stocks under autocorrelated demand," European Journal of Operational Research, Elsevier, vol. 232(1), pages 52-63.
  19. Nishtha Langer & Chris Forman & Sunder Kekre & Baohong Sun, 2012. "Ushering Buyers into Electronic Channels: An Empirical Analysis," Information Systems Research, INFORMS, vol. 23(4), pages 1212-1231, December.
  20. Tchai Tavor & Limor Dina Gonen & Uriel Spiegel, 2023. "Customer Segmentation as a Revenue Generator for Profit Purposes," Mathematics, MDPI, vol. 11(21), pages 1-20, October.
  21. Randolph E. Bucklin & Sunil Gupta, 1999. "Commercial Use of UPC Scanner Data: Industry and Academic Perspectives," Marketing Science, INFORMS, vol. 18(3), pages 247-273.
  22. 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.
  23. Di Li & Hu Wang, 2022. "Effects of retailers' free shipping promotions on manufacturers' product sales and product review ratings in multichannel retailing," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 43(6), pages 1912-1925, September.
  24. (Catherine) Zhang, Jie & Savage, Scott J. & Chen, Yongmin, 2015. "Consumer uncertainty and price discrimination through online coupons: An empirical study of restaurants in Shanghai," Information Economics and Policy, Elsevier, vol. 33(C), pages 43-55.
  25. Navid Mojir & K. Sudhir, 2014. "Price Search Across Stores and Across Time," Cowles Foundation Discussion Papers 1942, Cowles Foundation for Research in Economics, Yale University, revised Mar 2016.
  26. Jan Berends & Torsten J. Gerpott, 2025. "Exploring price tolerance in online retail: A comparative analysis of price comparison website use and repeat purchases," Electronic Commerce Research, Springer, vol. 25(4), pages 3165-3185, August.
  27. 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.
  28. Berning, Joshua P., . "The Effect of Breakfast Cereal Coupons on the Nutritional Quality of Household Purchases," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 17(A), pages 1-20.
  29. Navid Mojir & K. Sudhir, 2014. "Price Search Across Time and Across Stores," Cowles Foundation Discussion Papers 1942R, Cowles Foundation for Research in Economics, Yale University, revised Jul 2019.
  30. Capps, Oral & Seo, Seong-Cheon & Nichols, John P., 1997. "On the Estimation of Advertising Effects for Branded Products: An Application to Spaghetti Sauces," Journal of Agricultural and Applied Economics, Cambridge University Press, vol. 29(2), pages 291-302, December.
  31. Chao Wang & Ilaria Dalla Pozza, 2014. "The antecedents of customer lifetime duration and discounted expected transactions: Discrete-time based transaction data analysis," Working Papers 2014-203, Department of Research, Ipag Business School.
  32. Shunya Noda & Kazuhiro Teramoto, 2024. "A dynamic model of rational “panic buying”," Quantitative Economics, Econometric Society, vol. 15(2), pages 489-521, May.
  33. Namin, Aidin & Dehdashti, Yashar, 2019. "A “hidden†side of consumer grocery shopping choice," Journal of Retailing and Consumer Services, Elsevier, vol. 48(C), pages 16-27.
  34. Jean-Pierre H. Dubé, 2018. "Microeconometric Models of Consumer Demand," NBER Working Papers 25215, National Bureau of Economic Research, Inc.
  35. Baohong Sun, 2005. "Promotion Effect on Endogenous Consumption," Marketing Science, INFORMS, vol. 24(3), pages 430-443, July.
  36. Li, Jing & Konuş, Umut & Pauwels, Koen & Langerak, Fred, 2015. "The Hare and the Tortoise: Do Earlier Adopters of Online Channels Purchase More?," Journal of Retailing, Elsevier, vol. 91(2), pages 289-308.
  37. Greg M. Allenby & Thomas S. Shively & Sha Yang & Mark J. Garratt, 2004. "A Choice Model for Packaged Goods: Dealing with Discrete Quantities and Quantity Discounts," Marketing Science, INFORMS, vol. 23(1), pages 95-108, June.
  38. Timothy J. Richards, 2006. "Sales by multi-product retailers," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 27(4), pages 261-277.
  39. Geoffrey Fisher & Matthew McGranaghan & Jura Liaukonyte & Kenneth C. Wilbur, 2023. "Price promotions, beneficiary framing, and mental accounting," Quantitative Marketing and Economics (QME), Springer, vol. 21(2), pages 147-181, June.
  40. Brian W. Gould, 1996. "Consumer Promotion and Purchase Timing: The Case of Cheese," Wisconsin-Madison Agricultural and Applied Economics Staff Papers 396, Wisconsin-Madison Agricultural and Applied Economics Department.
  41. Raju, Jagmohan S., 1995. "Theoretical models of sales promotions: Contributions, limitations, and a future research agenda," European Journal of Operational Research, Elsevier, vol. 85(1), pages 1-17, August.
  42. Kuntner, Tobias, 2017. "Price promotions and brand equity: the role of brand types," EconStor Preprints 157296, ZBW - Leibniz Information Centre for Economics.
  43. Khalil Rohani & Laila Shin Rohani & Joe Barth, 2017. "The Impact of Consumers Perception of Environment and Technology in Redeeming E-Coupons," International Journal of Business Research and Management (IJBRM), Computer Science Journals (CSC Journals), vol. 8(1), pages 1-12, April.
  44. Andrews, Melinda L. & Benedicktus, Ray L. & Brady, Michael K., 2010. "The effect of incentives on customer evaluations of service bundles," Journal of Business Research, Elsevier, vol. 63(1), pages 71-76, January.
  45. Ina Garnefeld & Eva Böhm & Lena Klimke & Andrea Oestreich, 2018. "I thought it was over, but now it is back: customer reactions to ex post time extensions of sales promotions," Journal of the Academy of Marketing Science, Springer, vol. 46(6), pages 1133-1147, November.
  46. Kazuko Kano, 2018. "Consumer Inventory and Demand for Storable Goods: New Evidence from a Consumer Survey," The Japanese Economic Review, Japanese Economic Association, vol. 69(3), pages 284-305, September.
  47. David Godes & Dina Mayzlin, 2009. "Firm-Created Word-of-Mouth Communication: Evidence from a Field Test," Marketing Science, INFORMS, vol. 28(4), pages 721-739, 07-08.
  48. Jorge Silva-Risso & Irina Ionova, 2008. "—A Nested Logit Model of Product and Transaction-Type Choice for Planning Automakers' Pricing and Promotions," Marketing Science, INFORMS, vol. 27(4), pages 545-566, 07-08.
  49. Montazeri, Samaneh & Tamaddoni, Ali & Stakhovych, Stanislav & Ewing, Michael, 2021. "Empirical decomposition of customer responses to discount coupons in online FMCG retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 58(C).
  50. Sheu, Jiuh-Biing, 2011. "Marketing-driven channel coordination with revenue-sharing contracts under price promotion to end-customers," European Journal of Operational Research, Elsevier, vol. 214(2), pages 246-255, October.
  51. Alam Kazmi, Syed Hasnain, 2015. "Developments in Promotion Strategies Review on Psychological Streams of Consumers," MPRA Paper 65424, University Library of Munich, Germany, revised 05 May 2015.
  52. Praveen K. Kopalle & Carl F. Mela & Lawrence Marsh, 1999. "The Dynamic Effect of Discounting on Sales: Empirical Analysis and Normative Pricing Implications," Marketing Science, INFORMS, vol. 18(3), pages 317-332.
  53. Joo, Mingyu & Wilbur, Kenneth C. & Zhu, Yi, 2016. "Effects of TV advertising on keyword search," International Journal of Research in Marketing, Elsevier, vol. 33(3), pages 508-523.
  54. Jorge M. Silva-Risso & Randolph E. Bucklin & Donald G. Morrison, 1999. "A Decision Support System for Planning Manufacturers' Sales Promotion Calendars," Marketing Science, INFORMS, vol. 18(3), pages 274-300.
  55. Walters, Rockney G. & Bommer, William, 1996. "Measuring the Impact of Product and Promotion-Related Factors on Product Category Price Elasticities," Journal of Business Research, Elsevier, vol. 36(3), pages 203-216, July.
  56. Navid Mojir & K. Sudhir, 2014. "A Model of Multi-pass Search: Price Search across Stores and Time," Cowles Foundation Discussion Papers 1942R2, Cowles Foundation for Research in Economics, Yale University, revised Feb 2020.
  57. Hu Wang & Di Li & Changbin Jiang, 2023. "Online retailers' price structure decisions in competitive markets: A structure–conduct–performance framework," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 44(2), pages 1125-1141, March.
  58. Z. John Zhang & Aradhna Krishna & Sanjay K. Dhar, 2000. "The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?," Management Science, INFORMS, vol. 46(3), pages 348-362, March.
  59. Aradhna Krishna & Z. John Zhang, 1999. "Short- or Long-Duration Coupons: The Effect of the Expiration Date on the Profitability of Coupon Promotions," Management Science, INFORMS, vol. 45(8), pages 1041-1056, August.
  60. Timothy Richards, 2007. "A nested logit model of strategic promotion," Quantitative Marketing and Economics (QME), Springer, vol. 5(1), pages 63-91, March.
  61. Brett R. Gordon & Baohong Sun, 2015. "A Dynamic Model of Rational Addiction: Evaluating Cigarette Taxes," Marketing Science, INFORMS, vol. 34(3), pages 452-470, May.
  62. Yu, Annie Pei-I & Chuang, Shih-Chieh & Cheng, Yin-Hui & Wu, Yi-Chin, 2020. "The influence of sharing versus self-use on the preference for different types of promotional offers," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
  63. Boto-García, David & Alvarez, Antonio, 2020. "Modelling the effect of store flyers on supermarket sales: An application to olive oil demand," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
  64. Cho, Jihoon & Aribarg, Anocha & Manchanda, Puneet, 2023. "Can firms benefit from integrating high-frequency survey measures with objective service quality data?," International Journal of Research in Marketing, Elsevier, vol. 40(3), pages 513-533.
  65. Richard J. Vyn & Getu Hailu, 2015. "Discount Usage and Price Discrimination for Pork Products in Canada," Canadian Journal of Agricultural Economics/Revue canadienne d'agroeconomie, Canadian Agricultural Economics Society/Societe canadienne d'agroeconomie, vol. 63(4), pages 449-474, December.
  66. Richards, Timothy J. & Patterson, Paul M., 1998. "The Impact of Advertising on Product Choice, Purchase frequency and Purchase Quantity: Washington Apples," Working Papers 28543, Arizona State University, Morrison School of Agribusiness and Resource Management.
  67. Bockenholt, Ulf, 1998. "Mixed INAR(1) Poisson regression models: Analyzing heterogeneity and serial dependencies in longitudinal count data," Journal of Econometrics, Elsevier, vol. 89(1-2), pages 317-338, November.
  68. Limor Dina Gonen & Tchai Tavor & Uriel Spiegel, 2024. "Unlocking Market Potential: Strategic Consumer Segmentation and Dynamic Pricing for Balancing Loyalty and Deal Seeking," Mathematics, MDPI, vol. 12(21), pages 1-31, October.
  69. Robert Slonim & Ellen Garbarino, 2009. "Similarities and differences between stockpiling and reference effects," Managerial and Decision Economics, John Wiley & Sons, Ltd., vol. 30(6), pages 351-371.
  70. Manish Gangwar & Nanda Kumar & Ram C. Rao, 2021. "Pricing Under Dynamic Competition When Loyal Consumers Stockpile," Marketing Science, INFORMS, vol. 40(3), pages 569-588, May.
  71. Lu, Yixin & Ou, Carol & Angelopoulos, Spyros, 2018. "Exploring the effect of monetary incentives on user behavior in Online Sharing Platforms," Other publications TiSEM b6030df8-d7ea-48b8-834b-8, Tilburg University, School of Economics and Management.
  72. Diels, Jana Luisa & Wiebach, Nicole & Hildebrandt, Lutz, 2013. "The impact of promotions on consumer choices and preferences in out-of-stock situations," Journal of Retailing and Consumer Services, Elsevier, vol. 20(6), pages 587-598.
  73. Yang, Yu-Chen & Cheng, Hsing Kenneth & Ding, Chao & Li, Shengli, 2017. "To join or not to join group purchasing organization: A vendor's decision," European Journal of Operational Research, Elsevier, vol. 258(2), pages 581-589.
  74. 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.
  75. Arun Gopalakrishnan & Young-Hoon Park, 2021. "The Impact of Coupons on the Visit-to-Purchase Funnel," Marketing Science, INFORMS, vol. 40(1), pages 48-61, January.
  76. Margarita Išoraitė, 2015. "Coupons as effective and innovative marketing tool," Entrepreneurship and Sustainability Issues, VsI Entrepreneurship and Sustainability Center, vol. 3(1), pages 104-113, September.
  77. George C. Hadjinicola & Andreas Soteriou & Nyoman Pujawan & Arnaud Lacheret, 2025. "Price promotions and safety stock: an antagonistic and a synergistic relationship," Operations Management Research, Springer, vol. 18(3), pages 927-945, September.
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