Evaluating Promotions in Shopping Environments: Decomposing Sales Response into Attraction, Conversion, and Spending Effects
Published Online:1 May 2001https://doi.org/10.1287/mksc.20.2.194.10192
References
- Analyzing incremental sales from a direct mail coupon promotion. J. Marketing (1989) 53(July):66–78Crossref, Google Scholar
- Consumer search: An extended framework. J. Consumer Res. (1986) 13(June):119–126Crossref, Google Scholar
- . Retail “Sale” advertising, perceived retailer credibility, and price rationale. J. Retailing (1996) 72(3):291–306Crossref, Google Scholar
- Promotional elasticities and category characteristics. J. Marketing (1996) 60(April):17–30Google Scholar
- Forecasting Principles and Applications (1998) (Irwin McGraw-Hill, Boston, MA) Google Scholar
- Price discrimination using in-store merchandising. J. Marketing (1996) 60(January):17–30Crossref, Google Scholar
- . Modeling the effects of advertised price claims: Tensile versus precise claims?. Marketing Sci. (1999) 18(2):154–177Link, Google Scholar
- Developing models for planning retailer sales promotions: An application to automobile dealerships. J. Retailing (1987) 63(4):333–364Google Scholar
- Econometric Analysis (1997) 3rd ed.(Prentice-Hall, Inc., Englewood Cliffs, NJ) Google Scholar
- . Marketing Management: Analysis Planning, Implementation, and Control (1999) 10th ed.(Prentice-Hall, Inc., Engle-wood Cliffs, NJ) Google Scholar
- . Uncovering the multiple impacts of retail promotion on apparel store performance—A study based on shopper count data (1998) (Richard Ivey School of Business, University of Western Ontario, London, Canada) . PhD dissertationGoogle Scholar
- . Store Traffic Counting (1997) (Richard Ivey School of Business, University of Western Ontario, London, Canada) . Working paperGoogle Scholar
- . Retail sales force scheduling based on store traffic forecasting. J. Retailing (1998) 74(1):61–88Crossref, Google Scholar
- Retail pricing and clearance sales. Amer. Econom. Rev. (1986) 76(March):14–32Google Scholar
- Retailing Management (1998) 3rd ed.(Irwin/McGraw-Hill, Chicago, IL) Google Scholar
- An examination of short-term retail grocery price effects. J. Retailing (1985) 61(Fall):9–25Google Scholar
- Forecasting: Methods and Applications (1983) 2nd ed.(John Wiley & Sons, New York) Google Scholar
- The influence of background music on the behavior of restaurant patrons. J. Consumer Res. (1986) 13(September):286–289Crossref, Google Scholar
- . Consumer information search revisited: Theory and empirical analysis. J. Consumer Res. (1997) 23(4):263–277Crossref, Google Scholar
- Retail promotional advertising: Do the number of deal items and size of deal discounts affect store performance?. J. Bus. Res. (1990) 21:179–194Crossref, Google Scholar
- Implicit price bundling of retail products: A multiproduct approach to maximizing store profitability. J. Marketing (1991) 55(October):63–76Crossref, Google Scholar
- The relationship between retail promotions and regular price purchases. J. Marketing (1995) 59(October):83–90Crossref, Google Scholar
- . A model of consumer information search behavior for new automobiles. J. Consumer Res. (1983) 9(March):366–380Crossref, Google Scholar
- . Retailers explore new applications for customer counting technology. Stores (1994) September):43–47Google Scholar
- . The theory of reasoned action applied to coupon usage. J. Consumer Res. (1984) 11(December):795–809Crossref, Google Scholar
- An empirical test of a model of external search for automobiles. J. Consumer Res. (1991) 18(September):233–242Crossref, Google Scholar
- . Applied Multivariate Statistics for the Social Sciences (1996) 3rd ed.(Lawrence Erlbaum Associates, Inc., Mahwah, NJ) Google Scholar
- The economics of information. J. Political Econom. (1961) 69(June):213–225Crossref, Google Scholar
- Retail promotions and retail store performance: A test of some key hypotheses. J. Retailing (1988) 64(2):153–180Google Scholar
- A structural equations analysis of the impact of price promotions on store performance. J. Marketing Res. (1988) 25(February):51–63Crossref, Google Scholar
- An empirical investigation into the impact of price promotions on retail store performance. J. Retailing (1986) 62(3):237–265Google Scholar
- An anchoring and adjustment model of purchase quantity decisions. J. Marketing Res. (1998) 35(February):71–81Crossref, Google Scholar
- , McAlister Leigh, Rothschild Michael L. Using store music for retail zoning: A field experiment. Advances in Consumer Research (1993) 20(Association for Consumer Research, Provo, UT) 632–636Google Scholar

