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The Effects of Sales Promotions of Strategic Alliances on Brand Switching and Brand Loyalty in the Family Restaurant  

Jeon, Gwee-Yeon (Dept. of Child and Family Studies, Kyungpook National University)
Ha, Dong-Hyun (Dept. of Hotel?Convention Management, Dongguk University)
Publication Information
Journal of the East Asian Society of Dietary Life / v.21, no.2, 2011 , pp. 298-309 More about this Journal
Abstract
The purpose of this study was to test whether sales promotions of strategic alliances affected brand switching intention and brand loyalty in family restaurants. The types of sales promotions included monetary benefits/non-monetary benefits, and immediate benefit (benefits immediately after consumers agreed to accept promotion)/delayed benefits (benefits received at a later time). For this purpose, a questionnaire survey was completed by 355 customers of family restaurants in Daegu between December 15, of 2009 and January 31, 2010. The study-findings indicated that (1) monetary benefits (application opportunity for gift certificate benefits and price discount benefits) were found to affect brand switching intention and brand loyalty; (2) brand switching intention was partly affected by non-monetary benefits (mileages accumulations benefits, presents benefits, and samples benefits), and (3) brand loyalty was partly influenced by non-monetary benefits (mileages accumulations benefits, presents benefits and electronic newsletter benefits). This study also found that (1) brand switching intention and brand loyalty were partly affected by immediate benefits (sample benefits, presents benefits, and price discount benefits; (2) brand switching intention was partly influenced by delayed benefits (application opportunity for gift certificate benefits and mileages accumulations benefits), and (3) brand loyalty was affected by delayed benefits (application opportunity for gift certificate benefits, mileages accumulations benefits, and electronic newsletter benefits). Based on these findings, family restaurants should use sales promotions as a tool for decreasing brand switching intention and increasing brand loyalty.
Keywords
Sales promotions; types of sales promotions; brand switching intention; brand loyalty;
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