Can I choose my offer? How choice of a promotional offer impacts consumer evaluations and decisions

IF 8 1区管理学 Q1 BUSINESS

Journal of Retailing Pub Date : 2024-12-01 DOI:10.1016/j.jretai.2024.09.001

Atmadeep Mukherjee , Scot Burton , Ronn J. Smith , Pramod Iyer

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Abstract

Free gifts play a role in consumer sales promotions, and some retailers have begun to provide consumers with a choice of free gifts. However, there is scant empirical research that explores the effects of this novel sales promotion on consumption variables. This research investigates the interactive effects of attributes and gift choice (versus a fixed free gift) on value perceptions and purchase intentions. Findings show that by offering a choice set, marketers can increase the perceived value and attenuate the negative effects of lower monetary levels of the gift offer. Our conceptualization and predictions are supported by one field and four controlled experiments in a variety of contexts. Additionally, this research identifies boundary conditions and eliminates potential alternative explanations. Results advance our understanding of the moderating and mediating relationships between value perceptions and purchase intentions, and how managers can use free gift choices in designing effective sales promotions.

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来源期刊

Journal of Retailing BUSINESS-

CiteScore

15.90

自引率

6.00%

发文量

审稿时长

67 days

期刊介绍： The focus of The Journal of Retailing is to advance knowledge and its practical application in the field of retailing. This includes various aspects such as retail management, evolution, and current theories. The journal covers both products and services in retail, supply chains and distribution channels that serve retailers, relationships between retailers and supply chain members, and direct marketing as well as emerging electronic markets for households. Articles published in the journal may take an economic or behavioral approach, but all are based on rigorous analysis and a deep understanding of relevant theories and existing literature. Empirical research follows the scientific method, employing modern sampling procedures and statistical analysis.