Sales Promotion Practices in Apparel Retail Sector and Challenges Ahead

Vyas Preeta H

No WP2007-11-02, IIMA Working Papers from Indian Institute of Management Ahmedabad, Research and Publication Department

Abstract: Indian organised retail industry is poised for growth. Apparel sector in particular has a great opportunity with alignment of Indian economy to globalised markets. With the widespread use of sales promotions- short term activities which provide material inducements to consumers and trade it becomes imperative for managers to understand such practices and understand challenges. This study investigates sales promotion activities of six apparel stores in Ahmedabad market and compares them on various dimensions. It presents major findings and provides insights on consumer behaviour. Lifestyle, for instance, has a loyalty programme called `The Inner Circle`, while Pantaloons offers a `Green Card` Rewards programmes, Westside has `Club West` to woo the customers. Managerial challenges are posed in planning and implementing such activities. The paper concludes with future bright outlook.

Date: 2007-11-02
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