• #0 (no title)
  • #0 (no title)
  • About
  • Facebook
  • Twitter
  • RSS
(As ISO 9001:2015 Certified Publications)
    • Quick Search
    • Advanced Search
  • Home
  • Editorial Policy
  • Author Guidelines
  • Submission
  • Copyright Form
  • Career
  • Contact us
  • Subscription

Back to Journal

Home»Articles»Responses to Consumer Sales Promotions: Consumer Self-Regulation as a Moderator

JournalCover

Asian Review of Social Sciences (ARSS)

Editor Dr. Lakshmi Narayanan
Print ISSN : 2249 – 6319
Frequency : Quarterly

Responses to Consumer Sales Promotions: Consumer Self-Regulation as a Moderator

Author : Nijo Varghese and Kemthose P. Paul
Volume 8 No.1 Special Issue:February 2019 pp 42-45

Abstract

This conceptual paper talks about the different consumer sales promotion tools and its effect on the various consumer responses. The study points out the positive relationship between consumer sales promotions and consumer responses. Apart from that, the study focuses on the moderating influence of the consumer self-regulation on the relationship between consumer sales promotions and consumer responses. This paper explains how consumer sales promotions create varying relationship with consumer responses based on the self-regulating trait of the consumer. The review of the research includes classification of consumer sales promotions into monetary and non-monetary tools and also the responses such as purchase acceleration, approach/avoidance behaviours, repurchase intention and WOM intention.

Keywords

Consumer Sales Promotions, Consumer Self-Regulation, Consumer Responses

Full Text:

References

[1] Babin, B. J., & William, R. D. (1995). Consumer Self-Regulation in a Retail Environment. Journal of Retailing, 47-70.
[2] Bagozzi, R. P. (1986). Principles of Marketing Management. Chicago: Science Research Associates, Inc.
[3] Bitner, M. J. (1992). Servicescapes: The Imapct of Physical Surroundings on Customers and Employees. Journal of Marketing, 57-71.
[4] Blattberg, R. C., & Neslin, S. A. (1990). Sales Promotion: Concept, Methods and Strategies. Upper Saddle River, NJ: Prentice Hall.
[5] Blattberg, Robert, C., Gary , D. E., & Joshua Lieberman. (1981). A Theoretical and Empirical Evaluation of Price Deals for Consumer Durables. Journal of Marketing, 116-29.
[6] Campbell, L., & Diamond, W. D. (1990). Framing and Sales Promotions: The Characteristics of a Good Deal. Journal of Consumer Marketing,7(4), 25-31.
[7] Chakraborty, G., & Cole, C. (1991). Coupon characteristics and brand choice . Psychology and Marketing, 8, 145-159.
[8] Consumer Sales Promotions. (2018). From Types of Sales Promotion Tutorial. Retrieved from KnowThis.com: https://www.knowthis.com/ types-of-sales-promotion/consumer-sales-promotions
[9] Donovan, R., & Rossiter, J. (1982). Store Atmosphere: An Environmental Psychology Approach. Journal of Retailing, 58, 34-57.
[10] Gilbert, D. C., & Jackaria, N. (2002). The efficacy of sales promotions in UK supermarkets: a consumer view. International Journal of Retail & Distribution Management, 315-322.
[11] Grewal, D., Krishnan, R., Baker, J., & Borin, N. (1998). The Effect of Store Name, Brand Name and Price Discounts on Consumers’ Evaluations and Purchase Intentions. Journal of Retailing, 74(3), 331-352.
[12] Hoffman, K. D., & Turley, L. (2002). Atmospherics, service encounters and consumer decision making: An integrative perspective. Journal of Marketing Theory and Practice, 33-47.
[13] Hunt, K. A., Keaveney, S. M., & Lee, M. J. (1995). Involvement, attributions, and consumer responses to rebates. Journal of Business and psychology 9(3), 273–297.
[14] Kalwani, M. U., Yim, C. K., Rinne, H. J., & Sugita. (1990). A price expectations model of consumer brand choice. Journal of Marketing Research, 27, 251-262.
[15] Kassarjin, H. (1971), (November), Personality and Consumer Behavior. Journal of Marketing Research, 409-418.
[16] Krishna, A., Currim, Imran, S., & Shoemaker, R. (1991), (April), Consumer perceptions of promotional activity. Journal of Marketing, 55, 4-15.
[17] Kuhl, J. (1986). Motivation and Information Processing: A New Look at Decision Making, Dynamic Change, and Action Control. In R. M. Higgin, Handbook of Motivation and Cognition: Foundations of social Behavior, 404-434
[18] Kuhl, J. (1992, April). Recurrent Issues in Self-regulation Research: A Rejoinder. Applied Psychology; An International Review, 41,160-l 73 .
[19] Lamsal, M., & Tamang, S. (2004). Emerging trends of marketing in Nepal. New Business Age, 7(1), 15-20.
[20] Lattin, J. M., & Bucklin, R. (1989), (August), Reference effects of price and promotion on brand choice behavior. Journal of Marketing Research, 26, 299-310.
[21] Robert LaRose, Matthew S, & Eastin. (2002). Is Online Buying Out of Control? Electronic Commerce and Consumer Self-Regulation. Journal of Broadcasting & Electronic Media, 46(4), 549-564.
[22] Scott, A. N., Caroline Henderson, & John Quelch. (1985). Consumer Promotions and the Acceleration of Product Purchases. Marketing Science 4(2), 147-165.
[23] Sherman, E., & Smith, R. B. (1986). Mood states of shoppers and store image: Promising interactions and possible behavioural effects. In P. A. (Ed.), Advances on consumer research (14), Provo, UT:. Association for Consumer Research.
[24] Shoemaker, & Robert, W. (1979). An Analysis of Consumer Reactions to Product Promotions. In Neil Beckwith, Michael Houston, Robert Mittelstaed, Kent Monroe, & Scott Ward (eds.), Educators’ Conference Proceedings 244-248. Chicago: American Marketing Association.
[25] Tanner, J. F., & Dennis Pitta. (2009). Identifying and Creating Customer Value. Special session presentation, Summer Educators’ Conference. Chicago.
[26] Turley, L. W., & Milliman, R. E. (2000). Atmospheric effects on shopping behavior: A review of the experimental evidence. Journal of Business Research, 49(2), 193-211.
[27] Verplanken, B., & Sato, A. J. (2011). The Psychology of Impulsive Buying: An Interagative Self-regulation Approach. Journal of Consumer Policy, 34, 197-210.
[28] Vohs, K. D., & Baumeister, R. F. (2004). Understanding self-regulation: An introduction. In R. F. Baumeister, & K. D. Vohs (Eds.), Handbook of self-regulation: Research, theory, and applications (1–9). New York: Guilford.
[29] Vohs, K. D., Baumeister, R. F., & Tice, D. M. (2008b). Self-regulation: Goals, consumption, and choices. In Haugtvedt, Herr, & Kardes (Eds.), Handbook of consumer psychology, 349-366.
[30] Vohs, K. D., Baumeister, R. F., Schmeichel, B. J., Twenge, J. M., Nelson, N. M., & Tice, D. M. (2008a). Making choices impairs subsequent self-control: A limited-resource account of decision making, self regulation, and active initiative. Journal of Personality and Social Psychology, 94, 883–898 .
[31] Wilson, R. Dale, Larry M. Newman, & Manoj Hastak. (1979). On the Validity of Research Methods in Consumer Dealing Activity: An Analysis of Timing Issues. In Educators’ Conference Proceedings, 41-46. Chicago: The American Marketing Association.
[32] Wundt, W. (1905). Grundriss der psychologic. Leipzig: Wilhelm Engelmann.

Asian Review of Social Sciences (ARSS) is a quarterly international peer-reviewed journal of Social Sciences. One of the objectives of this journal is to disseminate knowledge on various research issues connected with the topics include, but are not limited to:

Anthropology
Archaeology
Business Administration
Communication
Criminology
Economics
Education
Government

Linguistics
International Relations
Political Science
Sociology
Geography
History
Law
Psychology

This conceptual paper talks about the different consumer sales promotion tools and its effect on the various consumer responses. The study points out the positive relationship between consumer sales promotions and consumer responses. Apart from that, the study focuses on the moderating influence of the consumer self-regulation on the relationship between consumer sales promotions and consumer responses. This paper explains how consumer sales promotions create varying relationship with consumer responses based on the self-regulating trait of the consumer. The review of the research includes classification of consumer sales promotions into monetary and non-monetary tools and also the responses such as purchase acceleration, approach/avoidance behaviours, repurchase intention and WOM intention.

Editor-in-Chief
Dr. Lakshmi Narayanan
Department of Social Sciences, College of Arts and Applied Sciences, Dhofar University, Oman
[email protected]
Editorial Advisory Board
Dr. Mashitah Binti Hamidi
Department of Social Administration and Justice, University of Malaya, Malaysia
[email protected]
Dr. Jillian Ooi Lean Sim
Department of Geography, University of Malaya, Malaysia
[email protected]
Dr. Haris Bin Abd Wahab
Department of Social Administration and Justice, University of Malaya, Malaysia
[email protected]
Dr. Mohana Dass Ramasamy
Department of Indian Studies, University of Malaya, Malaysia
[email protected]
Dr. Ma Tin Cho Mar @ Noorjahan Bi Bi
Department of South East Asian Studies, University of Malaya, Malaysia
[email protected]
Dr. Asbah Binti Razali
Department of Anthropology and Sociology, University of Malaya, Malaysia
[email protected]
Dr. Azharudin Bin Mohamed Dali
Department of History, University of Malaya, Malaysia
[email protected]
Dr. Hasmah Binti Zanuddin
Department of Media Studies, University of Malaya, Malaysia
[email protected]

2016

2015

2014

  • Results
  • Asian Review of Mechanical Engineering (ARME)
  • career

2013

  • Home
  • Shop
  • My Account
  • Logout
  • Contact us
  • The Asian Review of Civil Engineering (TARCE)

2012

  • Asian Journal of Electrical Sciences(AJES)
  • Asian Journal of Computer Science and Technology (AJCST)
  • Asian Journal of Information Science and Technology (AJIST)
  • Asian Journal of Engineering and Applied Technology (AJEAT)
  • Asian Journal of Science and Applied Technology (AJSAT)
  • Asian Journal of Managerial Science (AJMS)
  • Asian Review of Social Sciences (ARSS)

2011

2010

    Table of Contents

    Editorial Note

    Editorial Dr. Lakshmi Narayanan

    Editor-in-Chief
    Dr. Lakshmi Narayanan
    Department of Social Sciences, College of Arts and Applied Sciences, Dhofar University, Oman
    [email protected]
    Editorial Advisory Board
    Dr. Mashitah Binti Hamidi
    Department of Social Administration and Justice, University of Malaya, Malaysia
    [email protected]
    Dr. Jillian Ooi Lean Sim
    Department of Geography, University of Malaya, Malaysia
    [email protected]
    Dr. Haris Bin Abd Wahab
    Department of Social Administration and Justice, University of Malaya, Malaysia
    [email protected]
    Dr. Mohana Dass Ramasamy
    Department of Indian Studies, University of Malaya, Malaysia
    [email protected]
    Dr. Ma Tin Cho Mar @ Noorjahan Bi Bi
    Department of South East Asian Studies, University of Malaya, Malaysia
    [email protected]
    Dr. Asbah Binti Razali
    Department of Anthropology and Sociology, University of Malaya, Malaysia
    [email protected]
    Dr. Azharudin Bin Mohamed Dali
    Department of History, University of Malaya, Malaysia
    [email protected]
    Dr. Hasmah Binti Zanuddin
    Department of Media Studies, University of Malaya, Malaysia
    [email protected]

    Articles

Advanced Search

You can submit your research paper to the journal in just a few clicks. Please follow the steps outlined below: 1. Register your details and select to be an Author 2. Log in with your user name and password 3. ‘Start a new submission’ and follow these 5 steps:

[gravityform id="1" name="Registration" title="false" description="false"]

Privacy Statement

The names and email addresses entered in this journal site will be used exclusively for the stated purposes of this journal and will not be made available for any other purpose or to any other party.

Privacy Statement

The names and email addresses entered in this journal site will be used exclusively for the stated purposes of this journal and will not be made available for any other purpose or to any other party.

Lorem1 ipsum dolor sit amet, consectetur adipiscing elit. Nulla convallis ultricies scelerisque. Fusce dolor augue, sollicitudin eget lacus vitae, rutrum commodo lacus. Praesent ullamcorper facilisis dui. Sed suscipit id lorem ut dapibus. Integer dictum cursus nisl, quis ullamcorper augue. Sed non rutrum mauris. Maecenas in dolor est. Donec eget sagittis mi. Sed non leo eu odio mollis pulvinar vitae et leo. Integer eu feugiat tortor. Duis massa purus, eleifend id erat eget, hendrerit semper risus. Suspendisse cursus varius dapibus

Lorem1 ipsum dolor sit amet, consectetur adipiscing elit. Nulla convallis ultricies scelerisque. Fusce dolor augue, sollicitudin eget lacus vitae, rutrum commodo lacus. Praesent ullamcorper facilisis dui. Sed suscipit id lorem ut dapibus. Integer dictum cursus nisl, quis ullamcorper augue.

Subscription

Subscription (for 12 issues):
Rs. 5000; Overseas - USD 500;
Cheque drawn in favour of "Informatics Publishing Limited"
Click here to download online subscription form

Download

DD Mailing Address

Lorem1 ipsum dolor sit amet,
Lorem1 ipsum dolor sit amet,
Lorem1 ipsum dolor sit amet.

BACK TO TOP

Outstanding Scholars

The Journals honor Outstanding Scholars in various fields. Scholar of the Month should have contributed to their field and to the larger community. Recipients will be nominated by the Advisory Board and approved by the Editor-in-Chief of the allied journals published by The Research Publication. Scholar of the Month will be displayed in the web portal of the concerned journal.

Please send your brief write up to [email protected]

Editors and Reviewers

The Research Publication is seeking qualified researchers to join its editorial team as Associate Editor, Editorial Advisory Board Member, and Reviewers.
Kindly send your details to [email protected]

Call For Papers

Authors are requested to submit their papers electronically to [email protected] with mentioning the journal title.

Mailing Address

The Research Publication 1/611, Maruthi Nagar, Rakkipalayam Post, Coimbatore – 641 031, Tamil Nadu, India Phone No.: 0422 2461001

  • About
  • Editorial Policy
  • Author Guidelines
  • Contact us
  • Copyright
  • Facebook
  • Twitter
  • RSS

© 2015 The Research Publication. All rights reserved.

The Research Publication
  • Home
  • Editorial Policy
  • Author Guidelines
  • Submission
  • Copyright Form
  • Career
  • Contact us
  • Subscription