sales promotions

This paper studies the impact and effectiveness of a type of non-price promotion often used in the European periodical magazines industry to stimulate sales, in which a value pack is sold containing the magazine issue plus another product. Magazines are sold simultaneously with and without promotion at different prices, and promotions are serialized by fractioning the additional product across different issues of the magazine. We find that promoted magazines contemporarily cannibalize non-promoted sales; but this loss is compensated by a medium term increase of non-promoted sales. These results show that this sales promotion strategy is an effective way to diminish the decline rate of periodical sales.

Restrictiveness and guidance have been proposed as methods for improving the performance of users of support systems. In many companies computerized support systems are used in demand forecasting enabling interventions based on management judgment to be applied to statistical forecasts. However, the resulting forecasts are often 'sub-optimal' because many judgmental adjustments are made when they are not required. An experiment was used to investigate whether restrictiveness or guidance in a support system leads to more effective use of judgment. Users received statistical forecasts of the demand for products that were subject to promotions. In the restrictiveness mode small judgmental adjustments to these forecasts were prohibited (research indicates that these waste effort and may damage accuracy). In the guidance mode users were advised to make adjustments in promotion periods, but not to adjust in non-promotion periods. A control group of users were not subject to restrictions and received no guidance. The results showed that neither restrictiveness nor guidance led to improvements in accuracy. While restrictiveness reduced unnecessary adjustments, it deterred desirable adjustments and also encouraged over-large adjustments so that accuracy was damaged. Guidance encouraged more desirable system use, but was often ignored. Surprisingly, users indicated it was less acceptable than restrictiveness.

Organized retailing is a very good step to take makes our economy strong. After liberalization, organized retailing is on boom. In today's competitive environment, every retailer should be aware of changes occurs in their surroundings to compete with their competition. Retailers have to maintain their customer loyalty, so as to stick with their brand whether it is private label or manufacturer brand. But today private labels or store brands are more preferable than the manufacturer or national brand. Today's youth is more attracted towards these brands as these brands compatible with them in every manner. When it comes to their purchase decision they don't have any plans but go for shopping to pick those apparels which are more comfortable to them as per price, style, quality etc. All these factors plays role in their loyalty towards any brand and these requirements are easily fulfill by the private labels. Different ratings and rankings are given by the youth for their brands which makes the different retailers most preferable and it is easy for retailers as well which helps them in taking their brand in more demand.

Visual merchandising has been over the years thought to be marketing tool in retail industries. The researchers embarked upon a study to find the impact of visual merchandising with reference to the retail sector. For this they have taken the reliance trends as a case and has done an in depth study using its sample customers to find the impact of their buying behavior. The research was of a descriptive in nature and helped to develop the concept to clearly establish priorities, to divulge adequate information which the researchers feel will help in decision making for the company. A structured questionnaire was used to obtain information and to assess the impact of visual merchandising, on impulse buying behavior of customers. A random sampling technique was used in the study and care was taken that the respondents were as diversified as possible. A sample size of 100 respondents was taken from Cochin and Kottayam. To draw conclusions easily, the data was converted into XY (Scatter) diagrams. Research findings suggest that impulse buying accounts for substantial sales across a broad range of product categories in the stores. Since impulse buying is a pervasive aspect of consumers' behaviors and a focal point for strategic marketing plans, it is worthwhile for retailers to understand factors within the retail setting that trigger consumers' impulsive reactions. Retailers can help customers to find the right products through focused merchandising, intelligent store design and layout, and other visual merchandising practices, such as product displays, packaging, and signage. It is has also been found that all the four visual merchandizing factors affect the impulse buying behavior, but the effect of Promotional offerings at the entrance is comparatively very high. A greater importance should be given for visual merchandizing factors by retailers for differentiating itself from the competitors.

Restrictiveness and guidance have been proposed as methods for improving the performance of users of support systems. In many companies computerized support systems are used in demand forecasting enabling interventions based on management judgment to be applied to statistical forecasts. However, the resulting forecasts are often 'sub-optimal' because many judgmental adjustments are made when they are not required. An experiment was used to investigate whether restrictiveness or guidance in a support system leads to more effective use of judgment. Users received statistical forecasts of the demand for products that were subject to promotions. In the restrictiveness mode small judgmental adjustments to these forecasts were prohibited (research indicates that these waste effort and may damage accuracy). In the guidance mode users were advised to make adjustments in promotion periods, but not to adjust in non-promotion periods. A control group of users were not subject to restrictions and received no guidance. The results showed that neither restrictiveness nor guidance led to improvements in accuracy. While restrictiveness reduced unnecessary adjustments, it deterred desirable adjustments and also encouraged over-large adjustments so that accuracy was damaged. Guidance encouraged more desirable system use, but was often ignored. Surprisingly, users indicated it was less acceptable than restrictiveness.

Restrictiveness and guidance have been proposed as methods for improving the performance of users of support systems. In many companies computerized support systems are used in demand forecasting enabling interventions based on management judgment to be applied to statistical forecasts. However, the resulting forecasts are often 'sub-optimal' because many judgmental adjustments are made when they are not required. An experiment was used to investigate whether restrictiveness or guidance in a support system leads to more effective use of judgment. Users received statistical forecasts of the demand for products that were subject to promotions. In the restrictiveness mode small judgmental adjustments to these forecasts were prohibited (research indicates that these waste effort and may damage accuracy). In the guidance mode users were advised to make adjustments in promotion periods, but not to adjust in non-promotion periods. A control group of users were not subject to restrictions and received no guidance. The results showed that neither restrictiveness nor guidance led to improvements in accuracy. While restrictiveness reduced unnecessary adjustments, it deterred desirable adjustments and also encouraged over-large adjustments so that accuracy was damaged. Guidance encouraged more desirable system use, but was often ignored. Surprisingly, users indicated it was less acceptable than restrictiveness.

This paper presents the research findings of a toys brands sales promotions study conducted in q4 (4th quarter) of years 2007 and 2009 (preand mid-crisis). The primary research objectives were to determine the impact of economic crisis determinants (such as lowered purchasing power, increased unemployment rates, changed purchasing behavior of consumers) on new years' toy sales, in particular the impact on known brands' sales vs. sales of unbranded products. Eight known toys brands promotions sales have been compared to eight unbranded competitive products in different toys subcategories for the two q4 of year 2007 and 2009. Findings show that although the mean purchase amount had considerably diminished in year 2009, major brands sales were not affected at all.

Small and medium-sized enterprises (SME’s) are a pivotal part of the Australian economy. There has been a wealth of literature on the challenges facing SME's, particularly on the issues of resource constraints and a lack of marketing expertise. These issues are intensifying the challenge of managing marketing communications and while the concept of Integrated Marketing Communications (IMC) has been offered as a ‘panacea’ to the improvement of marketing communications, little research has been undertaken to explore its relevance in the SME context. This paper identifies a research agenda for examining associated issues.

The aim of the study was to investigate students’ perceptions of the effectiveness of product placements and to determine whether they are aware of product placements, whether they pay any attention to product placements and whether the exposure to product placements has influenced their purchasing behaviour in any way. This study adopted a quantitative research approach and employed the case study design; hence, the main focus of this study is on how students, based at private higher institution in Durban, perceive the effectiveness of product placement. The study was conducted at a private higher education institution with an estimated population of 1000; the sample size was 135. The form of non-probability convenience sampling method was employed. Although the form of non-probability sampling techniques is not common in quantitative studies, sufficient representation was ensured. Hence, the research results were able to be generalised from a sample to a population. Quantitative d...

The aim of the study was to investigate students’ perceptions of the effectiveness of product placements and to determine whether they are aware of product placements, whether they pay any attention to product placements and whether the exposure to product placements has influenced their purchasing behaviour in any way. This study adopted a quantitative research approach and employed the case study design; hence, the main focus of this study is on how students, based at private higher institution in Durban, perceive the effectiveness of product placement. The study was conducted at a private higher education institution with an estimated population of 1000; the sample size was 135. The form of non-probability convenience sampling method was employed. Although the form of non-probability sampling techniques is not common in quantitative studies, sufficient representation was ensured. Hence, the research results were able to be generalised from a sample to a population. Quantitative d...

Restrictiveness and guidance have been proposed as methods for improving the performance of users of support systems. In many companies computerized support systems are used in demand forecasting enabling interventions based on management judgment to be applied to statistical forecasts. However, the resulting forecasts are often 'sub-optimal' because many judgmental adjustments are made when they are not required. An experiment was used to investigate whether restrictiveness or guidance in a support system leads to more effective use of judgment. Users received statistical forecasts of the demand for products that were subject to promotions. In the restrictiveness mode small judgmental adjustments to these forecasts were prohibited (research indicates that these waste effort and may damage accuracy). In the guidance mode users were advised to make adjustments in promotion periods, but not to adjust in non-promotion periods. A control group of users were not subject to restrictions and received no guidance. The results showed that neither restrictiveness nor guidance led to improvements in accuracy. While restrictiveness reduced unnecessary adjustments, it deterred desirable adjustments and also encouraged over-large adjustments so that accuracy was damaged. Guidance encouraged more desirable system use, but was often ignored. Surprisingly, users indicated it was less acceptable than restrictiveness.

Soms valt de appel echt niet ver van de boom. Wat is er nu leuker en uitdagender dan het gedrag wat je van jongs af aan in je eigen familie ervaren hebt op een wetenschappelijke manier te onderzoeken? Kasten vol met schoonmaakproducten, dozen vol met M&M's en de koelkast dusdanig vol met kaas dat er verder niets meer bij in past zijn typische voorbeelden. Het hoogtepunt was toch wel een actie voor toiletpapier. De hele schuur, kelder, en alle kasten zaten er mee vol. Zelfs nu, jaren later, komt er af en toe nog zo'n 12rols pak tevoorschijn. Sommige wetenschappers en managers mogen dan beweren dat aanbiedingen voor grotere verpakkingen niet zo snel tot hamsteren leiden. Huize Teunter te Langerak is een levend voorbeeld dat het tegendeel bewijst. De mogelijke effecten van dit soort aanbiedingen zijn me dus met de paplepel ingegoten. De interesse in het onderzoeken van deze effecten is gelukkig nog steeds aanwezig, zelfs na jaren dagelijks hier mee bezig te zijn geweest. De ene dag was het enthousiasme wat groter dan de andere, want op een zonnige dag is een boekje lezen op het balkon of lekker buiten tennissen of leuke uitstapjes maken toch ook wel erg aantrekkelijk. Maar dat deze interesse nog steeds volop aanwezig is, is niet alleen aan het thuisfront te danken. Goede begeleiding is een noodzakelijke voorwaarde voor het welslagen van een promotietraject. Ik wil dan ook bij deze mijn promotoren, Berend Wierenga en Teun Kloek heel hartelijk bedanken voor de talrijke vruchtbare besprekingen die we hebben gehad. Met vragen kon ik altijd terecht, hetgeen ik enorm heb gewaardeerd. Verder dank aan iedereen die mijn jaren als AiO bij de vakgroep Marketing Management tot zo'n prettige ervaring hebben gemaakt. Daarnaast wil ik mijn collega's van de vakgroep Methodologie, specifiek van de Sectie Statistiek bedanken voor het creëren van een werkomgeving waarbinnen mij tijd werd gegund het promotie onderzoek dat nu voor u ligt af te ronden. Ook mijn familie en vriendenkring ben ik zeer erkentelijk voor de leuke afleiding die ze mij bezorgd hebben in de vorm van weekendjes weg, puzzeltochten lopen, sporten, spelletjes spelen, etc. Bedankt voor alle gezelligheid en warmte! Eén persoon wil ik toch nog in het bijzonder noemen. Ruud, bedankt voor het lezen van mijn stukken en het leveren van commentaar. Gelukkig hoorde ik tijdens het bespreken van het commentaar op dit onderzoek minder vaak "onzin" dan in je dagelijkse taalgebruik.

Restrictiveness and guidance have been proposed as methods for improving the performance of users of support systems. In many companies computerized support systems are used in demand forecasting enabling interventions based on management judgment to be applied to statistical forecasts. However, the resulting forecasts are often 'sub-optimal' because many judgmental adjustments are made when they are not required. An experiment was used to investigate whether restrictiveness or guidance in a support system leads to more effective use of judgment. Users received statistical forecasts of the demand for products that were subject to promotions. In the restrictiveness mode small judgmental adjustments to these forecasts were prohibited (research indicates that these waste effort and may damage accuracy). In the guidance mode users were advised to make adjustments in promotion periods, but not to adjust in non-promotion periods. A control group of users were not subject to restrictions and received no guidance. The results showed that neither restrictiveness nor guidance led to improvements in accuracy. While restrictiveness reduced unnecessary adjustments, it deterred desirable adjustments and also encouraged over-large adjustments so that accuracy was damaged. Guidance encouraged more desirable system use, but was often ignored. Surprisingly, users indicated it was less acceptable than restrictiveness.

Nowadays, in the modern marketing, there is a great impact on changing marketing strategies and conceiving new, more innovative strategies that will help enterprises to attract and retain consumers' attention. This is happening as a result of media fragmentation, smaller influence from advertisement, greater competitiveness and need of bigger differentiation, digitalization, greater consumers' expectations and changes in environment. Phenomenon of Integrated Marketing Communications (hereinafter – IMC) in the last decade is valued a lot in the field of marketing communications in the XXI century. IMC points needs of coordination and synergy of different marketing communicational tools and channels that will have influence on building stronger brand. The main goal of our research is to study and examine IMC influence in building stranger brand among micro-, small and medium-sized enterprises, because they are the main engine of the economy in the Republic of North Macedonia.

A study on "The impact of sales promotion and offers on customers of general merchandise products" the main objective of the research to study the impact of sales promotions and offers on customers .Hubli being one of the fast growing cities of Karnataka has slowly started witnessing a change with respect to shopping. People here, are willing to have a shopping experience similar to metro cities. A study on the impact of sales promotions and offers on customers of general merchandise products at big bazaar at Hubli in order to understand the consumer's attitude towards the sales promotions of specific company such as Big Bazaar and the basis on what it is expected by them. The report includes detailed study of the industry profile and about the organization. This study enhances the process of understanding the consumers through the survey conducted on them. This study is explorative in nature, including a survey and fact finding. Simple random sampling procedure was used to select the sample. Through this study an attempt has been made to understand the mind set of customers about big bazaar and accordingly the recommendations has been made with the help of findings & customer's suggestions. The main objective of the study is to understand the attitude and perception of customers towards Big Bazaar. The data for the study is based on 100 samples, which is collected in the form of structured questionnaire. The study is confined only to the customers who shop at Hubli. Both primary and secondary data are used for the study. Primary data was collected with the help of structured questionnaire to extract necessary data from the respondents. Secondary data was collected from company websites. Questionnaire consists of dichotomous; ratings scale questions and open-ended questions. The collected data was analyze and interpreted by using statistical tools and graphical representation has been done.

This research examines the determinants of consumer impulsive purchasing behaviour of Ghanaian shoppers. Churchill's and Peter's [1] conceptual model was adapted and modified as the study proposed model to verify empirical data. A sample size of 129 out of 180 was obtained from Ghanaian shoppers at medium shopping malls located in Accra and Kumasi cities in February, 2019 using a survey method. Data analysis was performed using AMOS in Statistical Packages for Social Sciences' (SPSS) software. Correlational and multiple regression analysis was used to determine the relationship and the impact between consumer's impulsive purchasing behaviour and five factors influencing consumer urge to purchase. The results showed a significant impact of the impulsive purchasing behaviour among three out of five variables used. The results findings support the assertion that store atmosphere, sales persons and sales promotion influence consumer impulsive purchasing behavior. The findings have significant marketing implication and highlight the need for business owners, financial institutions and marketers to exploit and improve marketing strategies in creating brand trust that the product and services offer.