Die Wirkung von Preis- und Nicht-Preis-Promotions auf die Markenloyalität

Karen Gedenk () and Scott A. Neslin ()
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Karen Gedenk: Johann Wolfgang Goethe-Universität Frankfurt
Scott A. Neslin: Dartmouth College

Schmalenbach Journal of Business Research, 2000, vol. 52, issue 4, 370-392

Abstract: Summary This paper develops a model for measuring the effects of sales promotion on purchase event feedback. The model directly assesses the extent to which promotion purchases contribute differently than non-promotion purchases to the dynamic component of Guadagni and Little’s (1983) “brand loyalty” measure. It is applied to two product categories to compare the effects of price versus non-price promotions. Results suggest that the model improves the fit over a conventional model. Substantively, the results indicate that price promotions are associated with negative purchase event feedback compared to non-promotion purchases, while non-price promotions such as features, or sampling have no effect or in fact are associated with positive purchase event feedback, compared to purchases made off promotion. We discuss the implications of the research for both academics and practitioners.

Date: 2000
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Persistent link: https://EconPapers.repec.org/RePEc:spr:sjobre:v:52:y:2000:i:4:d:10.1007_bf03372622

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DOI: 10.1007/BF03372622

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