IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-02011007.html
   My bibliography  Save this paper

Les promotions des ventes et l'accélération des achats par les consommateurs

Author

Listed:
  • S. Neslin
  • C. Henderson

    (Department of Mathematics [Chicago] - University of Chicago)

  • J. Quelch

Abstract

L'une des conséquences possibles de la promotion des ventes est l'accélération par les consommateurs de leurs achats dans la catégorie de produits. Cette accélération peut prendre deux formes: l'achat d'une quantité plus importante ou la réduction de l'intervalle entre deux achats. Notre étude propose un cadre analytique pour mesurer l'accélération des achats et applique ce cadre à l'analyse de deux catégories de produits. Nous examinons l'effet des coupons, de la publicité du fabriquant, de celle du détaillant et des réductions de prix. Nous comparons aussi le degré d'accélération des achats dans différents segments de marché et dans différents groupes de fidélité.

Suggested Citation

  • S. Neslin & C. Henderson & J. Quelch, 1987. "Les promotions des ventes et l'accélération des achats par les consommateurs," Post-Print hal-02011007, HAL.
    • Handle: RePEc:hal:journl:hal-02011007
    as

    Download full text from publisher

    To our knowledge, this item is not available for download. To find whether it is available, there are three options:
    1. Check below whether another version of this item is available online.
    2. Check on the provider's web page whether it is in fact available.
    3. Perform a search for a similarly titled item that would be available.

    Citations

    Citations are extracted by the CitEc Project, subscribe to its RSS feed for this item.
    as


    Cited by:

    1. Sarah Mussol & Philippe Aurier & Gilles Séré de Lanauze, 2015. "Relational approach of in-store actions: Perceived benefits of tastings, games and lotteries [Approche relationnelle des actions au point de vente : les bénéfices perçus des dégustations, jeux et l," Post-Print hal-01625971, HAL.
    2. Sarah Mussol & Philippe Aurier & Gilles Séré de Lanauze, 2014. "Relational benefits of in-store actions: Analysis of the adaptability of a measurement scale of action perceived value [Bénéfices relationnels des actions en magasin: Analyse de l'adaptabilité de l," Post-Print hal-01625989, HAL.
    3. Sarah Mussol & Philippe Aurier & Gilles Séré de Lanauze, 2013. "Bénéfices relationnels des actions au point de vente : le cas des produits agroalimentaires vendus en hyper et supermarchés," Post-Print halshs-00951513, HAL.

    More about this item

    Statistics

    Access and download statistics

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-02011007. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    We have no bibliographic references for this item. You can help adding them by using this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.