Sales promotion is one of the key promotional mix elements that is commonly employed by firms that find themselves in very competitive industries like the telecommunication industry. The rationale behind the research was to establish whether sales promotion to any extent retains customers and to identify the perception of consumers on the benefits associated with sales promotion in the telecomm...

This paper studies the impact of sales promotion on consumers’ intention to purchase online in the setting of a consumer-to-consumer (C2C) marketplace. The research is grounded in the theory of Technology Acceptance Model (TAM). We test a number of hypotheses empirically about the relationship between online sales promotion, TAM and C2C online purchasing intention. The finding of this study sug...

BACKGROUND Pharmaceutical firms heavily promote their products and may have changed marketing strategies in response to reductions in new product approvals, restrictions on some forms of promotion, and the expanding role of biologic therapies. METHODS We used descriptive analyses of annual cross-sectional data from 2001 through 2010 to examine direct-to-consumer advertising (DTCA) (Kantar Med...

A good promotional strategy encompasses advertising, sales promotion, public relations, and personal selling in order to communicate with their present and potential consumers (Kotler, 1994). Because they have been shown to have a significant sales impact, sales promotions are majorly employed in businesses. Application of consumer sales promotions in product management requires debate over its...

A common event in the consumer packaged goods industry is the negotiation between a manufacturer and a retailer of the sales promotion calendar. Determining the promotion calendar involves a large number of decisions regarding levels of temporary price reductions, feature ads, and in-store displays, each executed at the level of individual retail accounts and brand SKUs over several months or a...

This study addresses a problem commonly encountered by marketers who attempt to assess the impact of their sales promotions: the lack of data on competitive marketing activity. In most industries, competing firms may have competitive sales data from syndicated services or trade organizations, but seldom have access to data on competitive promotions except, if any, at a high level of aggregation...