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International Journal of Advertising
The Review of Marketing Communications
Volume 24, 2005 - Issue 4
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Original Articles

Behavioural response to sales promotion tools

A Hong Kong study

, &
Pages 469-489 | Published online: 06 Jan 2015

Keep up to date with the latest research on this topic with citation updates for this article.

Read on this site (12)

Dalia Abdelrahman Farrag. (2017) Impact of Shari’ah on Consumers’ Behavior Toward Sales Promotion Tools: Focus on Egyptian Convenience Products. Journal of Food Products Marketing 23:5, pages 533-552.
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Chingching Chang. (2016) Before–after appeals: a dual-route effect model. International Journal of Advertising 35:2, pages 301-324.
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Matthias B. Schulten & Michaela Rauch. (2015) Ready to Win? Generating High-Quality Leads Through Online Sweepstakes and Contests. Journal of Marketing Theory and Practice 23:1, pages 21-37.
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Barney G. Pacheco & Aadil Rahman. (2015) Effects of sales promotion type and promotion depth on consumer perceptions: the moderating role of retailer reputation. The International Review of Retail, Distribution and Consumer Research 25:1, pages 72-86.
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Zia Ul Haq. (2012) Attitude toward SMS Advertising: A Survey with Reference to Indian Consumers. Journal of Internet Commerce 11:4, pages 271-290.
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Hsuan-Yi Chou & Nai-Hwa Lien. (2012) The effects of incentive types and appeal regulatory framing in travel advertising. The Service Industries Journal 32:6, pages 883-897.
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Lin Yang, Wah-Leung Cheung, James Henry, John Guthrie & Kim-Shyan Fam. (2010) An Examination of Sales Promotion Programs in Hong Kong: What the Retailers Offer and What the Consumers Prefer. Journal of Promotion Management 16:4, pages 467-479.
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Hae Jin Yoon, Khaldoon Nusair, H. G. Parsa & Sandra Naipaul. (2010) Price Formats, Discounts, and Consumers' Perceptions: A Comparison Between Hospitality and Non-Hospitality Industries. Journal of Foodservice Business Research 13:1, pages 51-65.
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Yen-Chun Chen, Yung-Cheng Shen & Shuling Liao. (2009) An integrated model of customer loyalty: an empirical examination in retailing practice. The Service Industries Journal 29:3, pages 267-280.
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JuanC. Gázquez-Abad & Manuel Sánchez-Pérez. (2009) Characterising the deal-proneness of consumers by analysis of price sensitivity and brand loyalty: an analysis in the retail environment. The International Review of Retail, Distribution and Consumer Research 19:1, pages 1-28.
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Dimitris Drossos, Geroge M. Giaglis, George Lekakos, Flora Kokkinaki & Maria G. Stavraki. (2007) Determinants of Effective SMS Advertising: An Experimental Study. Journal of Interactive Advertising 7:2, pages 16-27.
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Wenchang Zhang, Chewei Liu, Liu Ming & Yue Cheng. (2024) The Sales Impacts of Traffic Acquisition Promotion in Live-Streaming Commerce. Production and Operations Management.
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Aykut YILMAZ & Hayrettin ZENGİN. (2023) TÜKETİCİLERİN SATIŞ GELİŞTİRME UYGULAMALARINA YÖNELİK TUTUMLARININ ÖLÇÜLMESİ: BİR ÖLÇEK GELİŞTİRME ÇALIŞMASIMEASURING CONSUMERS' ATTITUDES TOWARDS SALES PROMOTION PRACTICES: A SCALE DEVELOPMENT STUDY. Akademik Hassasiyetler 10:23, pages 661-683.
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Esmeralda Crespo‐Almendros, Ma Belén Prados‐Peña, Lucia Porcu & Juan Miguel Alcántara Pilar. (2023) Building heritage brand equity through social media sales promotion: The role of Power Distance. International Journal of Tourism Research 25:3, pages 305-317.
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Peng Vincent Zhang, Seoyoung Kim & Anindita Chakravarty. (2022) Influence of pull marketing actions on marketing action effectiveness of multichannel firms: A meta-analysis. Journal of the Academy of Marketing Science 51:2, pages 310-333.
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Cristian Buzeta, Patrick De Pelsmacker & Nathalie Dens. 2023. Advances in Advertising Research (Vol. XII). Advances in Advertising Research (Vol. XII) 1 22 .
Yisak Jang, Li Miao & Chih-Chien Chen. (2021) Pay Now or Pay Later: The Impact of Time on Payment Preference in Hotel Booking. Journal of Vacation Marketing 28:4, pages 439-454.
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Haohan Luo, Ningning Pan, Yalin Zhong & Haijun Wang. (2022) The influence of prepaid service and promotion purchase restriction on consumers’ willingness to share in tourism and hospitality: from the perspective of framing effect theory. Frontiers in Psychology 13.
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Kim-Shyan Fam, James E. Richard, Lisa S. McNeill, David S. Waller & Honghong Zhang. (2021) Sales promotion: the role of equity sensitivity. Asia Pacific Journal of Marketing and Logistics 34:9, pages 1827-1848.
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Esmeralda Crespo-Almendros, M. Belén Prados-Peña, Lucia Porcu & Juan Miguel Alcántara-Pilar. (2022) Influence of the perceived benefit of a social network-based sales promotion on the perceived quality of a heritage complex. Academia Revista Latinoamericana de Administración 35:2, pages 148-162.
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Taanika Arora & Bhawna Agarwal. 2022. Research Anthology on Social Media Advertising and Building Consumer Relationships. Research Anthology on Social Media Advertising and Building Consumer Relationships 1987 2012 .
Jiansheng Tang, Jiamin Zhou, Chundong Zheng & Sijing Jiao. (2022) More expectations, more disappointments: Ego depletion in uncertain promotion. Journal of Retailing and Consumer Services 66, pages 102916.
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Slaviša Milić. (2022) New paradigms of trade management in the function of sales improvement. Ekonomski signali 17:1, pages 151-161.
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Muhammed S. Alnsour, Sawsan A. Alshaer & Abdelhalim Al-Zubi. (2021) Restaurants Facebook Advertising and Consumers Purchase Intention. WSEAS TRANSACTIONS ON BUSINESS AND ECONOMICS 18, pages 1113-1120.
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Stephanie Schwipper, Severine Peche & Gertrud Schmitz. (2020) Mobile Location-Based Services’ Value-in-Use in Inner Cities: Do a Customer’s Shopping Patterns, Prior User Experience, and Sales Promotions Matter?. Schmalenbach Business Review 72:4, pages 511-564.
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Taanika Arora & Bhawna Agarwal. (2020) An Empirical Study on Determining the Effectiveness of Social Media Advertising. International Journal of E-Business Research 16:2, pages 47-68.
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Duy Quy Nguyen-Phuoc, Diep Ngoc Su, Phuong Thi Kim Tran, Diem-Trinh Thi Le & Lester W. Johnson. (2020) Factors influencing customer's loyalty towards ride-hailing taxi services – A case study of Vietnam. Transportation Research Part A: Policy and Practice 134, pages 96-112.
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Süphan Nasır & Esra Bal. 2020. Global Branding. Global Branding 404 427 .
Taanika AroraBhawna Agarwal. (2019) Empirical Study on Perceived Value and Attitude of Millennials Towards Social Media Advertising: A Structural Equation Modelling Approach. Vision: The Journal of Business Perspective 23:1, pages 56-69.
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Len Tiu Wright, Hazem Gaber, Robin Robin & Huifen Cai. 2018. Back to the Future: Using Marketing Basics to Provide Customer Value. Back to the Future: Using Marketing Basics to Provide Customer Value 779 791 .
Mohammad Iranmanesh, KrishnaSwamy Jayaraman, Suhaiza Zailani & Seyed Mohammadreza Ghadiri. (2017) The effects of consumer perception of volume discount benefits on intention to purchase grocery products. Asia Pacific Journal of Marketing and Logistics 29:5, pages 1017-1035.
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Süphan Nasır & Esra Bal. 2016. Handbook of Research on Consumerism and Buying Behavior in Developing Nations. Handbook of Research on Consumerism and Buying Behavior in Developing Nations 239 262 .
Vazeerjan Begum. (2015) UAE Consumer Rejoinder Towards Mc Donald's Sales Promotional Strategy in Dubai. Procedia - Social and Behavioral Sciences 211, pages 61-68.
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Megan Phillips, Andrew G. Parsons, Helene J. Wilkinson & Paul W. Ballantine. (2015) Competing for attention with in-store promotions. Journal of Retailing and Consumer Services 26, pages 141-146.
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Zia Ul Haq. (2012) Affiliate marketing programs: A study of consumer attitude towards affiliate marketing programs among Indian users. International Journal of Research Studies in Management 1:1.
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Kim‐Shyan Fam, Bill Merrilees, James E. Richard, Laszlo Jozsa, Yongqiang Li & Jayne Krisjanous. (2011) In‐store marketing: a strategic perspective. Asia Pacific Journal of Marketing and Logistics 23:2, pages 165-176.
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Li Zhao & Jinghua Wen. (2010) Notice of Retraction: The effectiveness of online sales promotion under different shopping experience. Notice of Retraction: The effectiveness of online sales promotion under different shopping experience.
Khaldoon Nusair, Hae Jin Yoon, Sandra Naipaul & H.G. Parsa. (2010) Effect of price discount frames and levels on consumers' perceptions in low‐end service industries. International Journal of Contemporary Hospitality Management 22:6, pages 814-835.
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Ayantunji Gbadamosi. (2009) Cognitive dissonance. International Journal of Retail & Distribution Management 37:12, pages 1077-1095.
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Corinna Hawkes. (2009) Sales promotions and food consumption. Nutrition Reviews 67:6, pages 333-342.
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Dimitris Drossos, George Giaglis & George Lekakos. (2007) An Empirical Assessment of Factors that Influence the Effectiveness of SMS Advertising. An Empirical Assessment of Factors that Influence the Effectiveness of SMS Advertising.
Qing Liu, Sandeep R. Chandukala & Jeffrey P. Dotson. (2013) Modeling and Optimizing the Performance of Experiential Events. SSRN Electronic Journal.
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