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The Effects of Temporal Consistency of Sales Promotions and Availability on Consumer Choice Behavior
The importance of consistency of the marketing mix is widely regarded as a key marketing principle. Consistency is commonly understood to apply among marketing mix elements, but it also involves a temporal dimension: Marketing messages and, more generally, marketing mix strategies should achieve some degree of consistency over time. In this article, the authors focus on a particular aspect of marketing mix consistency over time in the context of frequently purchased packaged consumer goods: They investigate the impact of temporal consistency on store promotions, as well as the availability of the product on the shelf, on consumer product evaluations (utilities) and choices.
In this specific context, temporal (in)consistency captures the degree of variability of prices, displays, and features, as well as availability over time, for a stockkeeping unit. The authors find that sales promotion mix consistency over time affects both consumer utility mean and scale and thus consumers' choices and brand shares. Lack of sales promotion mix consistency is generally deleterious to consumer brand evaluations through (1) decreases to average valuations and (2) decreases in scale, both of which can lead to decreases in market share.
Ketersediaan
| Call Number | Location | Available |
|---|---|---|
| JMR3902 | PSB lt.dasar - Pascasarjana | 1 |
| Penerbit | Chicago: American Marketing Association 2002 |
|---|---|
| Edisi | Vol. 39, No. 3 (Aug., 2002), pp. 304-320 |
| Subjek | Brand choice Marketing strategy Promotion strategy Sales promotions Consumer expectations Product Availability |
| ISBN/ISSN | 0022-2437 |
| Klasifikasi | NONE |
| Deskripsi Fisik | 17 p. |
| Info Detail Spesifik | Journal of Marketing |
| Other Version/Related | Tidak tersedia versi lain |
| Lampiran Berkas |