Changes in Consumer Perspective towards Discount at Brick-and-Mortar Stores owing to Emergence of Online Store Format in India

Ganesha H. R., Sreeramana Aithal and Kirubadevi P.

MPRA Paper from University Library of Munich, Germany

Abstract: End-of-season sale (EOSS) has been one of the most important long duration sales promotion/discounting events for brick-and-mortar retailers and consumers in India. But, ever since the online retailing format has emerged in India, consumers now have wider options available for them to buy a product at a discounted price and notably, as online stores in India are following the product discounting as one of the key drivers for consumer acquisition, consumers’ perspective towards discount at brick-and-mortar store is expected to have changed. This change in consumers’ perspective has put the majority of brick-and-mortar retailers in India into a quandary and they are losing out their market share slowly to online retailers. In this research, authors have attempted to investigate; (a) proof, (b) pattern, (c) magnitude, (d) significance and (e) impact of this change in perspective towards discount across stakeholders and transpired the research outcomes into suggestions to enable brick-and-mortar retailers to design appropriate sales promotions.

Keywords: Discount; End-of-season sale; Brick-and-mortar store; Offline store; Physical store; Consumer perspective; Online store; Sales promotion (search for similar items in EconPapers)
JEL-codes: M1 M3 M31 M39 (search for similar items in EconPapers)
Date: 2020-04-20
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Citations: View citations in EconPapers (2)

Published in International Journal of Management, Technology, and Social Sciences (IJMTS) ISSN : 2581-6012 1.5(2020): pp. 43-83

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