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Product Display

In: Business and Management

Submitted By saurabh2500
Words 3364
Pages 14
PROMOTIONAL EFFICIENCY AND THE INTERACTION BETWEEN BUYING BEHAVIOR TYPE AND PRODUCT PRESENTATION FORMAT – EVIDENCE FROM AN EXPLORATORY STUDY Franz-Rudolf Esch, Joern Redler and Tobias Langner
Justus-Liebig-University

Track: Personal Selling and Sales Management Keywords: sales promotion, planned purchases, unplanned purchases, impulse purchases, POP-displays Abstract We report the findings of an exploratory study on the interaction between buying behavior style and product presentation. The results, which are compatible with findings from other studies, offer support for our approach that the effectiveness of display usage is moderated by the type of product under promotion. Using observational data we find that the impulsive power and therewith promotional efficiency depends on the type of underlying product specific buying behavior. As our findings show, displays are more effective in influencing purchase behavior when used with impulsively bought products. The question to which extend other categories should be considered for display promotion needs careful evaluation. With product categories bought routinely, other than display-based forms of promotion seem to be more promising strategies with regard to promotional efficiency. Introduction Sales promotions cover a wide spectrum of activities to influence consumers to make a purchase. Especially monetary promotions like price-offs, rebates or coupons, are heavily used in this context, and their effects have received considerable attention in research (Darke 2001; Tellis 1998, p. 218). Among non-monetary approaches to influencing purchase behavior at the POP, displays are frequently used (Rossiter & Percy 1997, p. 391; Tellis 1998, p. 235; Sullivan & Adcock 2002, p. 148). For instance, Gibson (1992) reports that up to 62 percent of total sales of popular brands are attributable to displays. The impact of…...

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