478
Views
7
CrossRef citations to date
0
Altmetric
Original Articles

The Effects of Sales Promotions on Mobile Banking a Cross-Cultural Study

ORCID Icon, ORCID Icon, &

References

  • Ailawadi, K. L., Beauchamp, J. P., Donthu, N., Gauri, D. K., & Shankar, V. (2009). Communication and promotion decisions in retailing: A review and directions for future research. Journal of Retailing, 85(1), 42–55. doi:10.1016/j.jretai.2008.11.002
  • Akram, U., Hui, P., Kaleem Khan, M., Tanveer, Y., Mehmood, K., & Ahmad, W. (2018). How website quality affects online impulse buying: Moderating effects of sales promotion and credit card use. Asia Pacific Journal of Marketing and Logistics, 30(1), 235–256. doi:10.1108/APJML-04-2017-0073
  • Alvarez, B., & Vázquez Casielles, R. (2005). Consumer evaluations of sales promotion: The effect on brand choice. European Journal of Marketing, 39(1–2), 54–70. doi:10.1108/03090560510572016
  • Babin, B. J., Darden, W. R., & Griffin, M. (1994). Work and/or fun: Measuring hedonic and utilitarian shopping value. Journal of Consumer Research, 20(4), 644–656. doi:10.1086/209376
  • Banking & Financial Services. (2016). Consumer behavior. Retrieved from https://www2.deloitte.com/content/dam/Deloitte/in/Documents/strategy/in-consulting-strategy-bfs-consumerbehavior-062016-noexp.pdf
  • Baptista, G., & Oliveira, T. (2015). Understanding mobile banking: The unified theory of acceptance and use of technology combined with cultural moderators. Computers in Human Behavior, 50, 418–430. doi:10.1016/j.chb.2015.04.024
  • Bashir, I., & Madhavaiah, C. (2015). Consumer attitude and behavioral intention towards Internet banking adoption in India. Journal of Indian Business Research, 7(1), 67–102. doi:10.1108/JIBR-02-2014-0013
  • Beatty, S. E., & Ferrell, M. E. (1998). Impulse buying: Modeling its precursors. Journal of Retailing, (74)(2), 169–191. doi:10.1016/S0022-4359(99)80092-X
  • Blattberg, R. C., & Neslin, S. A. (1989). Sales promotion: The long and the short of it. Marketing letters, 1(1), 81–97. doi:10.1007/BF00436151
  • Blattberg, R. C., & Neslin, S. A. (1990). Sales promotion: Concepts, methods, and strategies. Englewood Cliffs, NJ: Prentice Hall.
  • Bogomolova, S., Dunn, S., Trinh, G., Taylor, J., & Volpe, R. J. (2015). Price promotion landscape in the US and UK: Depicting retail practice to inform future research agenda. Journal of Retailing and Consumer Services, 25, 1–11. doi:10.1016/j.jretconser.2014.08.017
  • Bolton, R. N., Shankar, V., & Montoya, D. Y. (2010). Recent trends and emerging practices in retailer pricing. In Retailing in the 21st Century (pp. 301–318). Berlin, Heidelberg: Springer.
  • Bruner, G. C., II, & Hensel, P. J. (1998). Marketing scales handbook: A compilation of multi-items measures (Vol. 2). Chicago, IL: American Marketing Association.
  • Büttner, O. B., Florack, A., & Göritz, A. S. (2015). How shopping orientation influences the effectiveness of monetary and nonmonetary promotions. European Journal of Marketing, 49(1–2), 170–189. doi:10.1108/EJM-01-2012-0044
  • Campbell, L., & Diamond, W. D. (1990). Framing and sales promotions: The characteristics of a Good Deal. Journal of Consumer Marketing, 7(4), 25–31. doi:10.1108/EUM0000000002586
  • Chandio, F. H., Irani, Z., Zeki, A. M., Shah, A., & Shah, S. C. (2017). Online banking information systems acceptance: An empirical examination of system characteristics and web security. Information Systems Management, 34(1), 50–64. doi:10.1080/10580530.2017.1254450
  • Chandon, P., Wansink, B., & Laurent, G. (2000). A benefit congruency framework of sales promotion effectiveness. Journal of Marketing, 64(4), 65–81. doi:10.1509/jmkg.64.4.65.18071
  • Conley, C., & Tosti-Kharas, J. (2014). Crowdsourcing content analysis for managerial research. Management Decision, 52(4), 675–688. doi:10.1108/MD-03-2012-0156
  • d’Astous, A., & Landreville, V. (2003). An experimental investigation of factors affecting consumers’ perceptions of sales promotions. European Journal of Marketing, 37(11/12), 1746–1761. doi:10.1108/03090560310495447
  • DelVecchio, D., Henard, D. H., & Freling, T. H. (2006). The effect of sales promotion on post-promotion brand preference: A meta-analysis. Journal of Retailing, 82(3), 203–213. doi:10.1016/j.jretai.2005.10.001
  • Dholakia, U. M. (2000). Temptation and resistance: An integrated model of consumption impulse formation and enactment. Psychology and Marketing, 17(11), 955–982. doi:10.1002/1520-6793(200011)17:11<955::AID-MAR3>3.0.CO;2-J
  • E-Marketer. (2018). US mobile banking and payments: EMarketer's estimates for 2016–2021. Retrieved from https://www.emarketer.com/Report/US-Mobile-Banking-Payments-eMarketers-Estimates-20162021/2002107
  • Febraban. (2018). FEBRABAN Bank Technology Research. Retrieved from https://portal.febraban.org.br/pagina/3106/48/pt-br/pesquisa
  • Fornell, C., & Larcker, D. F. (1981). Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research, 18(1), 39–50. doi:10.2307/3151312
  • Gilbert, D. C., & Jackaria, N. (2002). The efficacy of sales promotions in UK supermarkets: A consumer view. International Journal of Retail & Distribution Management, 30(6), 315–322. doi:10.1108/09590550210429522
  • Gupta, S. (1988). Impact of sales promotions on when, what, and how much to buy. Journal of Marketing Research, 25(4), 342–355. doi:10.1177/002224378802500402
  • Hair, J. F., Anderson, R. E., Tatham, R. L., & Black, W. C. (2005). Multivariate data analysis (5th ed.). New York, NY: Prentice Hall.
  • Hair, J. F., Hult, G. T. M., Ringle, C., & Sarstedt, M. (2016). A primer on partial least squares structural equation modeling (PLS-SEM). Sage publications.
  • Hofstede, G. (1980). Culture and organizations. International Studies of Management & Organization, 10(4), 15–41.
  • Hofstede, G. (2001). Culture’s consequences: Comparing values, behaviors, institutions and organizations across nations. Sage publications.
  • Hofstede, G., Hofstede, J., & Minkov, M. (2010). Cultures and organizations: Software of the mind (3rd ed.). New York, NY: McGraw-Hill.
  • Inman, J. J., McAlister, L., & Hoyer, W. D. (1990). Promotion signal: Proxy for a price cut? Journal of Consumer Research, 17(1), 74–81. doi:10.1086/208538
  • Kline, R. B. (2011). Principles and practice of structural equation modeling. New York, NY: The Guilford Press.
  • Krull, J. L., & MacKinnon, D. P. (2001). Multilevel modeling of individual and group level mediated effects. Multivariate Behavioral Research, 36(2), 249–277. doi:10.1207/S15327906MBR3602_06
  • Kwok, S., & Uncles, M. (2005). Sales promotion effectiveness: The impact of consumer differences at an ethnic-group level. Journal of Product & Brand Management, 14(3), 170–186. doi:10.1108/10610420510601049
  • Ladeira, W. J., Santini, F. D. O., Sampaio, C. H., & Boeira, J. P. (2018). Effects of belief in luck on the attractiveness of loyalty programmes. Journal of Consumer Behaviour, 17(2), 107–122.
  • Laroche, M., Pons, F., Zgolli, N., Cervellon, M. C., & Kim, C. (2003). A model of consumer response to two retail sales promotion techniques. Journal of Business Research, 56(7), 513–522. doi:10.1016/S0148-2963(01)00249-1
  • Lattin, J. M., & Bucklin, R. E. (1989). Reference effects of price and promotion on brand choice behavior. Journal of Marketing Research, 26(3), 299–310. doi:10.2307/3172902
  • Laukkanen, T. (2015). How uncertainty avoidance affects innovation resistance in mobile banking: The moderating role of age and gender. 48th Hawaii International Conference on System Sciences (HICSS) (pp. 3601–3610). Honolulu, Hawaii: IEEE.
  • Liao, S. L., Shen, Y. C., & Chu, C. H. (2009). The effects of sales promotion strategy, product appeal and consumer traits on reminder impulse buying behaviour. International Journal of Consumer Studies, 33(3), 274–284.
  • Lee, C. (2002). Sales promotions as strategic communication: The case of Singapore. Journal of Product & Brand Management, 11(2), 103–114.
  • Lee, W. H. (2016). Effects of conditional sales promotion tactics on consumers' feelings of unfairness. Journal of Promotion Management, 22(3), 301–320. doi:10.1080/10496491.2015.1095832
  • Liu, H. H., & Chou, H. Y. (2018). Promotional formats and inaction inertia. Journal of Economic Psychology, 66, 22–32. doi:10.1016/j.joep.2018.04.001
  • Minkov, M., Blagoev, V., & Hofstede, G. (2013). The boundaries of culture: Do questions about societal norms reveal cultural differences? Journal of Cross-Cultural Psychology, 44(7), 1094–1106. doi:10.1177/0022022112466942
  • Momeni, M., Kheiry, B., & Dashtipour, M. (2013). Analysis the effects of electronic banking on customer satisfaction and loyalty (Case study: Selected branches of Melli Bank in Tehran). Interdisciplinary Journal of Contemporary Research Business, 4(12), 230–241.
  • Pacheco, B. G., & Rahman, A. (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), 72–86. doi:10.1080/09593969.2014.918047
  • Puri, R. (1996). Measuring and modifying consumer impulsiveness: A cost-benefit accessibility framework. Journal of Consumer Psychology, 5(2), 87–113. doi:10.1207/s15327663jcp0502_01
  • Reid, M., Thompson, P., Mavondo, F., & Brunsø, K. (2015). Economic and utilitarian benefits of monetary versus non-monetary in-store sales promotions. Journal of Marketing Management, 31(3–4), 247–268. doi:10.1080/0267257X.2014.939216
  • Rook, D. W., & Fisher, R. J. (1995). Normative influences on impulsive buying behavior. Journal of Consumer Research, 22(3), 305–313. doi:10.1086/209452
  • Roy, S. K., Balaji, M. S., Kesharwani, A., & Sekhon, H. (2017). Predicting Internet banking adoption in India: A perceived risk perspective. Journal of Strategic Marketing, 25(5–6), 418–438.
  • Sampaio, C. H., Ladeira, W. J., & Santini, F. D. O. (2017). Apps for mobile banking and customer satisfaction: A cross-cultural study. International Journal of Bank Marketing, 35(7), 1133–1153. doi:10.1108/IJBM-09-2015-0146
  • Santini, F. O., Sampaio, C. H., Araujo, C. F., & Ladeira, W. J. (2015). Perception of value, attractiveness and purchase intention: Revisiting promotion techniques sale. Revista Brasileira de Gestão de Negócios (São Paulo. Impresso), 17(56), 1173–1192. doi: 10.7819/rbgn.v17i57.2040
  • Santini, F. D., Sampaio, C. H., Perin, M. G., Espartel, L., & Ladeira, W. (2015). Moderation effects of sales promotion types. BAR - Brazilian Administration Review, 12(2), 169–189. doi:10.1590/1807-7692bar2015140057
  • Santini, F. D. O., Sampaio, C. H., Perin, M. G., & Vieira, V. A. (2015). An analysis of the influence of discount sales promotion in consumer buying intent and the moderating effects of attractiveness. Revista de Administração, 50(4), 416–431. doi:10.5700/rausp1210
  • Santini, F. D. O., Vieira, V. A., Sampaio, C. H., & Perin, M. G. (2016). Meta-Analysis of the long-and short-Term effects of sales promotions on consumer behavior. Journal of Promotion Management, 22(3), 425–442. doi:10.1080/10496491.2016.1154921
  • Schindler, R. M. (1989). ` The excitement of getting a bargain: Some hypotheses concerning the origins and effects of smart-shopper feelings. In M. Wallendorf & P. F. Anderson (Eds.), Advances in consumer research (Vol. 16, pp. 447–453). Provo, UT: Association for Consumer Research.
  • Sharma, P., Sivakumaran, B., & Marshall, R. (2005). Deliberate self-Indulgence vs. involuntary loss of self-control: Exploring the influence of culture on consumer impulsiveness trait (Vol. 7). Duluth, MN: E-European Advances in Consumer Research.
  • Simonson, I., Carmon, Z., & O'Curry, S. (1994). Experimental evidence on the negative effect of product features and sales promotions on brand choice. Marketing Science, 13(1), 23–40. doi:10.1287/mksc.13.1.23
  • Tan, S. J., & Chua, S. (2004). While stocks last!” impact of framing on consumers’ perception of sales promotions. Journal of Consumer Marketing, 21(5), 343–355. doi:10.1108/07363760410549168
  • Teng, W. (2018). Utilitarian, hedonic, collecting, epistemic, and high values as determinants of the attractiveness of premium promotions. Journal of Marketing Communications, 25(6), 626–644. doi:10.1080/13527266.2018.1467477
  • Teunter, L. (2002). Analysis of sales promotion effects on household purchase behavior. Rotterdam, Netherlands: Erasmus Research Institute of Management (ERIM).
  • Voss, K. E., Spangenberg, E. R., & Grohmann, B. (2003). Measuring the hedonic and utilitarian dimensions of consumer attitude. Journal of Marketing Research, 40(3), 310–320. doi:10.1509/jmkr.40.3.310.19238
  • Wierenga, B., & Soethoudt, H. (2010). Sales promotions and channel coordination. Journal of the Academy of Marketing Science, 38(3), 383–397. doi:10.1007/s11747-009-0161-1
  • Yadav, R., Chauhan, V., & Pathak, G. S. (2015). Intention to adopt internet banking in an emerging economy: a perspective of Indian youth. International Journal of Bank Marketing, 33(4), 530–544.
  • Yeboah-Asiamah, E., Quaye, D. M., & Nimako, S. G. (2016). The effects of lucky draw sales promotion on brand loyalty in mobile telecommunication industry. African Journal of Economic and Management Studies, 7(1), 109–123. doi:10.1108/AJEMS-09-2013-0076
  • You, X., O’leary, J., Morrison, A., & Hong, G. S. (2000). A cross-cultural comparison of travel push and pull factors: United Kingdom vs. Japan. International Journal of Hospitality & Tourism Administration, 1(2), 1–26.
  • Youn, S., & Faber, R. J. (2000). Impulse buying: Its relation to personality traits and cues. Provo, UT: ACR North American Advances.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.