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The expected benefit as determinant of deal-prone consumers' response to sales promotions

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  • Palazon, Mariola
  • Delgado-Ballester, Elena

Abstract

This study proposes that the responses of more and less deal-prone consumers to price discounts and premiums depend on the promotional benefit level. At low and moderate benefit levels, low deal-prone consumers show a higher evaluation for price discounts than for premiums but if the benefit is high, deal proneness does not bias the higher evaluation of price discounts. An experimental study shows that low deal-prone consumers are concerned with obtaining price discounts. Taken together, these findings suggest that consumers more concerned with obtaining promotions do not always prefer price discounts.

Suggested Citation

  • Palazon, Mariola & Delgado-Ballester, Elena, 2011. "The expected benefit as determinant of deal-prone consumers' response to sales promotions," Journal of Retailing and Consumer Services, Elsevier, vol. 18(6), pages 542-547.
    • Handle: RePEc:eee:joreco:v:18:y:2011:i:6:p:542-547
    DOI: 10.1016/j.jretconser.2011.07.004
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    References listed on IDEAS

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    Cited by:

    1. Luo, Xi & Cheah, Jun-Hwa & Hollebeek, Linda D. & Lim, Xin-Jean, 2024. "Boosting customers’ impulsive buying tendency in live-streaming commerce: The role of customer engagement and deal proneness," Journal of Retailing and Consumer Services, Elsevier, vol. 77(C).
    2. Crespo-Almendros, E. & Del Barrio-García, S., 2016. "Online airline ticket purchasing: Influence of online sales promotion type and Internet experience," Journal of Air Transport Management, Elsevier, vol. 53(C), pages 23-34.
    3. Sheehan, Daniel & Hardesty, David M. & Ziegler, Alexander H. & Chen, Haipeng (Allan), 2019. "Consumer reactions to price discounts across online shopping experiences," Journal of Retailing and Consumer Services, Elsevier, vol. 51(C), pages 129-138.
    4. Badgaiyan, Anant Jyoti & Verma, Anshul, 2015. "Does urge to buy impulsively differ from impulsive buying behaviour? Assessing the impact of situational factors," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 145-157.
    5. Bambauer-Sachse, Silke & Massera, Laura, 2015. "Interaction effects of different price claims and contextual factors on consumers' reference price adaptation after exposure to a price promotion," Journal of Retailing and Consumer Services, Elsevier, vol. 27(C), pages 63-73.

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