... the impact of selling price, coupon policy and sales efforts on the best supply chain strategy and provides practical insights that can be applied in real-world scenarios. We demonstrate the effectiveness of the coupon strategy with sales efforts under a demand deviation scenario through solution...

...Rajat Roy Purpose – Extant literature on pricing posits that consumers’ internal reference price (IRP) drives willingness to pay (WTP), when external pricing cues are available. This positive IRP-WTP relationship is further moderated by involvement and price consciousness. The purpose...

... administered via “mall intercept” to a convenience sample in major shopping areas in Malaysia. Findings – Following a variety of statistical tests, the findings support the use of coupon proneness, value consciousness, price consciousness and brand involvement as separate variables underpinning coupon...

... with the segmentation literature. Findings With little product differentiation possible, gas and electricity tend to be price‐driven purchases, which increases the importance of effective segmentation and shrewd target segment selection. Both consumer and business segments are cited, but the case focuses more...

... includes ease and convenience for online searching and ordering, payment methods, product information, customer supports and services, the availability of price comparison sites, and the processing fees for the purchase of cross‐region, etc. When consumer purchases from the traditional channel...

... anticipations are typically erroneous, their impact on consumer decision‐making processes cannot be deemed rational. It is proposed that marketing should intervene to either increase the accuracy of such anticipations, or to lead consumers to discount them. Practical implications Price promotions can have...

...Hwan Ho Ha; Jung Suk Hyun; Jae H. Pae Purpose To investigate shoppers' decision‐making behaviour under conditions of expected and unexpected in‐store price discounts, using mental accounting theory as the analytical framework. Design/methodology/approach In an experiment manipulating expected...

... identify a trend towards retailers using sales to “price discriminate” between consumers who are either “informed” or “not informed”. Pashigian and Bowen (1991), for example, illustrate this point by stating that when consumers are highly informed (e.g. around Christmas), temporary retailer sales are more...

... by which the implementation of electronic relationship marketing (e‐CRM), can enhance loyalty. While building the research framework, price sensitivity was found to be a primary confounding element on loyalty and was included in the study for control. An exploratory study of Internet retailers, e‐retailers...

... influence the estimate of prices the auctioneer provides ahead of the auction? Should the auctioneer provide other promotional material before the auction? Are there other ways the auctioneer can design the auction, keeping in mind the consumer’s bidding behavior, to maximize revenue to the sellers...

...Maria Aparecida Gouvêa; Geraldo Luciano Toledo; Lino Nogueira Rodrigues Filho In the competitive business environment there is an inherent complexity in the price decisions. Although technical aspects and financial principles bring many contributions in clarifying those decisions...

...Gary Marsh Examines the factors that must be taken into account when determining the international pricing of a product, utilising specific examples from industry. Argues that specific country preferences require organisations to adapt pricing. Promotes a framework for analysing the micro...

...Paul Herbig; John C. Milewicz Examines marketing signals as they are used in business‐to‐business communications. Marketing signals can be implemented in a variety of organizational marketing activities including promotion, pricing,distribution and competitive reactions. Provides observations...

...John Fernie Reviews an article that attempts to assess the scale of pricing errors in supermarkets due to faulty scanning, research revealing a 4.29 per cent error rate. INTERNATIONAL JOURNAL OF RETAIL & DISTRIBUTION MANAGEMENT 11 Pricing errors in the supermarket: who pays? International Journal...

...Alan Wolfe Too much emphasis has been given in recent years to competition on price and not enough to building customer loyalty through strong branding based on well‐promoted product quality. While this is understandable under the pressures of recession, continuous price cutting and the consequent...

...Leslie de Chernatony; Simon Knox Effective pricing research techniques need to reflect fully consumer behaviour. A historical review indicates the limited capabilities of consumers to recall grocery prices correctly. Adoption‐level theory implies that consumers evaluate brand prices relative...