971
Views
8
CrossRef citations to date
0
Altmetric
Original Articles

An Examination of Sales Promotion Programs in Hong Kong: What the Retailers Offer and What the Consumers Prefer

, , , &
Pages 467-479 | Published online: 25 Nov 2010

REFERENCES

  • Alvarez , A. B. and Casielles , R. V. 2005 . Consumer evaluations of sales promotion: The effect on brand choice . European Journal of Marketing , 39 ( 1 ) : 54 – 70 . doi: doi: 10.1108/03090560510572016
  • Betts , E. and McGoldrick , P. J. 1995 . The strategy of the retail “sale” typology, review and synthesis . International Review of Retail, Distribution and Consumer Research , 5 ( 3 ) : 303 – 331 . doi: doi: 10.1080/09593969500000020
  • Blattberg , R. E. and Neslin , S. A. 1990 . Sales promotion: Concepts, methods, and strategies , Englewood Cliffs, NJ : Prentice Hall .
  • Chandon , P. , Wansink , B. and Laurent , G. 2000 . A benefit congruency framework of sales promotion effectiveness . Journal of Marketing , 64 ( 4 ) : 65 – 81 .
  • Cheong , S. K. 2005 . Asia-Pacific cosmetics and toiletries market overview . Business Week , Retrieved from http://investing.businessweek.com/research/stocks/private/snapshot.asp?privcapId=9964355
  • Davies , M. 1992 . Sales promotion as a competitive strategy . Management Decision , 30 ( 7 ) : 14 – 23 . doi: doi: 10.1180/EUM0000000000114
  • Dawes , J. 2004 . Assessing the impact of a very successful price promotion on brand, category and competitor sales . Journal of Product and Brand Management , 13 ( 5 ) : 303 – 314 . doi: doi: 10.1108/10610420410554395
  • Dickson , P. R. and Sawyer , A. G. 1990 . The price knowledge and search of supermarket shoppers . Journal of Marketing , 54 ( 3 ) : 42 – 53 .
  • Fam , K. S. 2001 . Promotion practices in the East and West: A cultural explanation . Journal of International Marketing and Exporting , 6 ( 2 ) : 80 – 95 .
  • Gilbert , D. C. and 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: doi: 10.1108/09590550210429522
  • Gilpin , E. A. , Pierce , J. P. and Rosbrook , B. 1997 . Are adolescents receptive to current sales promotion practices of the tobacco industry? . Preventive Medicine , 20 ( 1 ) : 14 – 21 .
  • Henderson , C. M. 1987 . The interaction of coupons with price and store promotions . Advances in Consumer Research , 15 : 364 – 371 .
  • Hofstede , G. 1980 . Cultures’ consequences: International differences in work-related values , Newbury Park, CA : Sage .
  • Kassarjian , H. A. 1977 . Content analysis in consumer research . Journal of Consumer Research , 4 ( 1 ) : 8 – 18 .
  • Lal , R. 1990 . Manufacturer trade deals and retail price promotions . Journal of Marketing Research , 25 ( 6 ) : 428 – 444 .
  • Laroche , M. , Pons , F. , Zgolli , N. and Kim , C. 2001 . Consumers use of price promotions: A model and its potential moderators . Journal of Retailing and Consumer Services , 8 ( 5 ) : 251 – 260 . doi: doi: 10.10161/S0969-6989(00)00031-X
  • Lehman , D. R. and Winer , R. S. 2002 . Analysis for marketing planning , New York, NY : McGraw-Hill .
  • Liao , S. L. 2006 . The effects of non-monetary sales promotions on consumer preferences: The contingent role of product category . Journal of American Academy of Business , 8 ( 2 ) : 196 – 203 .
  • Lichtenstein , D. R. , Netemeyer , R. G. and Burton , S. 1995 . Assessing the domain specificity of deal proneness: A field study . Journal of Consumer Research , 22 ( 3 ) : 314 – 326 .
  • Lin , J. 2007 . “ Market profile: Skincare and cosmetic products in the Hong Kong market ” . Auckland : New Zealand Trade and Enterprise . Retrieved from http://www.nzte.govt.nz/explore-export-markets/market-research-by-industry/
  • Low , G. S. and Jakki , J. M. 2000 . Advertising vs. sales promotion: A brand management perspective . Journal of Product and Brand Management , 9 ( 6 ) : 389 – 414 . doi: doi: 10.1108/10610420010356984
  • Merrilees , B. and Fam , K. S. 1999 . Effective methods of managing retail ‘sales’ . International Review of Retail, Distribution and Consumer Research , 9 ( 1 ) : 81 – 92 . doi: doi: 10.1080/095939699342697
  • Mittal , B. 1994 . An integrated framework for relating diverse consumer characteristics to supermarket coupon redemption . Journal of Marketing Research , 31 ( 4 ) : 533 – 544 .
  • Peattie , S. 1998 . Promotional competitions as a marketing tool in food retailing . British Food Journal , 100 ( 6 ) : 286 – 294 . doi: doi: 10.1108/00070709810230472
  • Peattie , K. and Peattie , S. 1995 . Sales promotion—A missed opportunity for services marketers? . International Journal of Service Industry Management , 6 ( 1 ) : 22 – 39 . doi: doi: 10.1108/09564239510078830
  • Quelch , J. A. 1983 . It's time to make trade promotion more productive . Harvard Business Review , 61 ( 3 ) : 130 – 136 .
  • Raju , J. S. 1992 . The effect of price promotion on variability in product category sales . Marketing Science , 11 ( 3 ) : 207 – 220 . doi: doi: 10.1287/mksc.11.3.207
  • Schneider , L. G. and Currim , I. S. 1991 . Consumer purchase behaviours associated with active and passive deal proneness . International Journal of Research in Marketing , 8 ( 3 ) : 205 – 222 . doi: doi: 10.1016/0167-8116(91)90012-V
  • Shi , Y. Z. , Cheung , K. M. and Prendergast , G. 2005 . Behavioural response to sales promotion tools . International Journal of Advertising , 24 ( 4 ) : 467 – 486 .
  • Srinivasan , S. S. and Anderson , R. E. 1998 . Concepts and strategy guidelines for designing value enhancing sales promotions . Journal of Product and Brand Management , 7 ( 5 ) : 410 – 420 . doi: doi: 10.1108/10610429810237745
  • Tellis , G. J. and Gaeth , G. J. 1990 . Best value, price seeking and price aversion: The impact of information and learning on consumer choices . Journal of Marketing , 54 ( 2 ) : 34 – 45 .
  • Toop , A. 1992 . European , London, , UK : Kogan Page . European
  • Wakefield , K. L. and Barnes , J. H. 1996 . Retailing hedonic consumption: A model of sales promotion of a leisure service . Journal of Retailing , 72 ( 4 ) : 409 – 427 . doi: doi: 10.1016/S0022-4359(96)90021-4

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.