• Journal of Families and Better Life
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• v.27 no.1
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• pp.31-44
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• 2009

The purpose of this study was to understand how consumers perceive the costs of using certain types of sales-promotions and to suggest ways in which sales-promotions should be developed to contribute to the consumers' welfare and the development of Marketing Strategy. The sufficiency of the consumers' desire was essential to new and creative sales-promotion strategy. This study investigated the perceived costs of using timely opportunity costs, extra expenses, substitution costs, uncomfortable feeling, regrets and economical and psychological satisfactions on certain types of sales-promotions such as off line, coupon, packed items, collection and on line, and event. In the study results on the perceived costs of using certain types of sales-promotions, off line sales-promotions were perceived more than substitution costs, extra expenses, regrets and on line sales-promotions were perceived more than timely opportunity costs. These results were caused by immediately using off line sales-promotions and becoming a member of on line sales-promotions. In the research result on the perceived costs of using certain types of sales-promotions and economical satisfactions, off line sales-promotions exhibited positive relations with substitution costs of coupon and extra expenses, regrets of packed items and collection about economical satisfactions. On line sales-promotions exhibited positive relations with extra expenses and regrets about economical satisfactions. The research results on the perceived costs of using certain types of sales-promotions and psychological satisfactions, off line sales-promotions exhibited positive relations with timely opportunity costs of coupon and collection about psychological satisfactions. On line sales-promotions exhibited positive relations with substitution costs about psychological satisfactions. These results were caused by the feeling of leisure time as the consumer played games or hobbies. This study proposes an approach in the context of sales-promotion with some suggestions and thoughts.

• Journal of Distribution Research
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• v.3 no.1
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• pp.7-29
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• 1998

Manufacturers want brand promotions at the stores. In contrast, retailers want promotions for the stores rather than for the brands since better store promotions can attract customers from the competing retail stores. In this paper, three scenarios are assumed for the promotions in terms of the allowances or the side-payments form the manufacturer to the retailer and the pass-through rate for the allowances being used for the brand promotions by the retailer. An analytical model for the marketing channel distribution is used for the analysis. Then, several marketing implications are suggested based on the findings.

• Journal of Families and Better Life
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• v.21 no.4
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• pp.41-53
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• 2003

The purpose of this study is to understand and verify the incentives as an important market environment and to help consumers use them effectively, and consequently to improve the consumer welfare. This study examined the representative incentive, the sales promotions which can effect on the consumer decision making process and current issues of them. For the purpose, a coffee specialty store was hypothesized and the subjects were 20∼30 years old, since the sales promotions can be more effective toward the younger consumers making their decisions low-involvement goods and services. The conclusions can be summarized as follows; Consumers understand the advantages and disadvantages of sales promotion very well, and use them rationally and usefully to maximize their satisfaction. the sales promotions act as incentives in the all steps of decision making processes. Generally, consumers prefer to get things at a good price, so in this survey, the discount coupons and the point accumulative membership had more effect than others. Consumers pointed out controversial issues of the sales promotions as follows: the sales promotions could bring about cost rising and unnecessary and/or impulse buying, and stir up speculative motivation. These are common serious problems in the sales promotions. The sales promotions are very useful tools in promoting sales but not fundamental in the long run. Marketers and manufacturers should keep it in mind that the best way to satisfy the consumers is to keep all things in good quality and moderate price.

• Journal of Distribution Science
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• v.13 no.3
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• pp.51-60
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• 2015

Purpose - Among potential marketing strategies, the most efficient method to encourage purchase intention is through sales promotions. Sales promotions also serve to enhance customer satisfaction, which is closely related to the incidence of repurchases. Therefore, the success of retail stores greatly depends on the effectiveness of their promotional activities. The present study aimed to obtain the necessary information for apparel stores to establish more effective promotional activities. To this end, the study's specific research questions were to examine 1) consumer satisfaction with the recent sales promotions of retail apparel stores, 2) the levels of consumer preferences for different types of sales promotions (cash discounts, promotional gifts, prize drawings, discount coupons, stamp cards, or mileage cards), and 3) the differences in purchase intention according to preference levels for different types of sales promotions. Research design, data, and methodology - The research employed a descriptive survey method using a self-administered questionnaire. The sample consisted of 700 men (n=234) and women (n=466) ranging in age from their 20s to their 50s and residing in the Seoul area. Data were analyzed through methods including factor analysis as well as Cronbach's α coefficients, the t-test, ANOVA, and the Duncan test. Results - Differences among consumer preferences were identified for each type of sales promotion according to the purchase amount and the customer's age. In relation to purchase amounts below 500,000 won, participants in their 50s have lower preferences for price discounts than those in their 20s or 30s, whereas participants in their 40s or 50s have lower preferences for stamp cards and mileage cards than those in their 20s. When the purchase amount is greater than 500,000 won, housewives have higher preferences for promotional gifts than respondents with other occupations. However, no gender differences were found with regard to preference levels for the different types of sales promotions. Respondents generally exhibited mediocre satisfaction with the sales promotion events of retail apparel stores. They also expressed negative opinions about sales promotions when such promotions lead to high prices, as well as dissatisfaction with the poor quality of promotional gifts. It was also found that, regardless of the purchase amount, the groups with higher preferences for discount coupons and mileage cards displayed higher purchase intentions. Only when the purchase amount is greater than 200,000 won did the group with higher preferences for lottery system promotional gifts express higher purchase intentions. On the other hand, for all purchase amount sizes, there were no differences in purchase intentions according to preferences for cash discounts, promotional gifts, or stamp cards. Conclusions - The results revealed that greater effort must be devoted to enhancing consumers' satisfaction levels with the promotional activities performed by apparel retail stores. The results also showed that it is necessary to differentiate among sales promotion strategies according to preference levels for different types of sales promotions, purchase amounts, and target consumer ages.

• Journal of the Korean Society of Costume
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• v.62 no.1
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• pp.49-61
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• 2012

The purposes of this study were study intended to investigate effects of conspicuous consumption, sales promotions and images of the country of manufacture on Chinese consumers' purchasing attitudes to fashion luxury brands. The study was conducted by experimental conspicuous consumption(2)X[types of sales promotions(2) X images of the country of manufacture(2)] design by combining the 3 variables mentioned above. 312 women living in Chengdu were collected for this study. For data analysis, factor analysis, T-test, frequency analysis and ANOVA were used. The results were as follows: First, Chinese consumers' favor to fashion luxury brands: 2-way interactions, in sales promotions and images of the country of manufacture, was found for favor to fashion luxury brands. Second, Chinese consumers' purchase intent to fashion luxury brands: only the main-effects of conspicuous consumption and images of the country of manufacture was meaningfully positive. It demonstrates that only conspicuous consumption and images of the country of manufacture effected Chinese consumers' purchase intent to fashion luxury brands.

• Asia Marketing Journal
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• v.15 no.2
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• pp.99-116
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• 2013

This study examines whether product promotions are influenced by the market standing of promoted products, using social comparison theory (upward versus downward comparisons). It is hypothesized that people in possession of a product that is inferior to the one on promotion express less discomfort about the promotion and use the information more than do people in possession of a superior product. People in possession of an inferior product may also exhibit more positive attitudes toward the product on promotion, but may show poorer attitudes toward their own possessed product than do people with a superior product. This is because people in an inferior socioeconomic position show a strong motivation to improve themselves through upward social comparison, whereas people in a superior socioeconomic position maintain a strong sense of superiority in downward social comparison, which suggests strong endowment effects. The findings mainly support the hypotheses, and suggest that sales promotions are more effective for people who currently own an inferior product, but not for people with a superior product, who have a strong motivation to maintain their sense of superiority. The findings also imply that, in order to attract consumers in the superior market, managers for inferior products need to turn to methods other than sales promotions, which may include introducing a new brand or sub-brand, or emphasizing luxury and modern features. In contrast, managers for superior products may emphasize product functions and attributes of superior products in their promotions, as people with inferior products may consider such information as benefits of the superior products.

• Journal of the Korean Society of Food Culture
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• v.25 no.5
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• pp.589-597
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• 2010

The purpose of this study was to investigate whether strategic alliance sales promotions have short-term or long-term or sales or communication effects in the family restaurant industry. The hypotheses were tested in family restaurant settings using a sample of customers visiting and enjoying food in the metropolitan city of Daegu. Empirical results confirmed that strategic alliance sales promotions had short-term and long-term effects, as well as sales and communication effects. Therefore, family restaurant managers should adopt or keep sales promotion strategic alliances with credit card companies. Furthermore, family restaurant managers should adopt or keep sales promotions with other companies. In a future study, more variables should be selected to test the sales promotion effects of strategic alliances.

• Journal of the East Asian Society of Dietary Life
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• v.21 no.2
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• pp.298-309
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• 2011

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.

• Journal of Distribution Science
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• v.17 no.9
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• pp.15-23
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• 2019

Purpose - This study was aimed to investigate the moderating effects of cobranding promotions that are rare in brand experience and brand loyalty studies, and to find out cobranding promotions can play a moderating role to enhance positive effects on the relationship between brand experience and brand loyalty, and to figure out the cobranding types which can lead to positive brand loyalty. Research design, data, and methodology - The conceptual research model was developed to explain the effects, and 2018 Interbrand's global top 15 brands such as Apple, Google, Amazon, Samsung were suggested to be selected from 377 Amazon Mechanical Turk respondents to answer the 22 survey questions made by Qualtrics with 5-point Likert scale. Results - In this research, the moderating effects of cobranding have been confirmed on the relationships between brand experience and loyalty, and the positive cobranding promotions can have significant effects on the relationships, but only for the least experienced brand was significant. Regarding to cobranding types, there were no significant ones to enhance brand loyalty. Conclusions - The findings confirmed that cobranding promotion experience can play a positive moderating role to brand loyalty, and the loyalty can be maximized if companies can provide positive cobranding experiences to their own consumers.

• Journal of Distribution Science
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• v.22 no.7
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• pp.1-11
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• 2024

Purpose: Shopee, Indonesia's most frequently visited marketplace in November 2023, had 427.2 million visits. Supported by the live streaming feature, Shopee has become the most widely used online shopping platform, with an 83.4% market share in 2022. Several factors, such as brand trust and promotions, have significantly influenced Shopee's dominance and consumer purchasing decisions. This research aims to investigate the effect of cosmetic product distribution, brand trust, and promotions on purchasing decisions, considering gender and age as control variables. Research design, data and methodology: A quantitative approach using a survey research method was employed with a sample of 150 respondents, who were followers of the Shopee ESQA Cosmetics account, obtained through the Yamane formula. Data was collected via an online questionnaire. The data analysis technique used in this study was PLS-SEM with Smart PLS software. The results of this research indicate a significant effect of the distribution of cosmetics products, brand trust, promotions, gender, and age as control variables on the purchase decision variable. Conclusions: The distribution of cosmetic products, brand trust and promotions have a positive and significant impact on purchase decisions during live streaming on Shopee, and control variables (gender and age 36-45) have a positive and significant influence on purchase decisions.