CONSUMERS’ EXPECTATIONS OF SALES EVENTS: HOW SATISFIED ARE CONSUMER WITH SHOPPING DURING SALES EVENTS?

Dheeraj Sharma, Shaheen Borna and Jennifer P. Bott

International Journal of Management and Marketing Research, 2017, vol. 10, issue 1, 57-68

Abstract: Past researchers have examined the influence of sales events on multitude of variables. However, there exists a gap with regards to specific examination of the influence of sales events on consumer participation in sales events and their expectations from the sales events. In this study, we examine the relationship between consumers’ participation in a given sales event and their expectations of savings from that event in North American context. Research findings indicate that only 11 sales events have a high realization rate of expected savings. Based on research findings, we proffer several recommendations for the retail managers

Keywords: Sale Events; Consumer Participation; Expectation of Savings; Realization Rate of Expected Savings (search for similar items in EconPapers)
JEL-codes: M10 M31 (search for similar items in EconPapers)
Date: 2017
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