Can firms exploit behavioral biases to increase profits? Does consumer sophistication about these biases limit the scope of exploitation? To answer these questions, I run a series of natural field experiments with over 600,000 consumers and estimate novel sufficient statistics of consumer...

The remarkable growth of the Indian retail landscape over the last decade is reflected in the proliferation of supermarkets, departmental stores and hypermarkets in India. Evolving consumption patterns, raising living standards has sparked a huge demand in the food and grocery retailing. Impulse...

Price promotions increase sales, at least in the short term, but the effect of price promotions on consumers' product evaluations is not well understood. We focus on the market for mobile apps, a category where price variation, including discounting to a zero price is common. We ask how price...

Intensive promotional marketing campaigns can be used to introduce products to consumers with the goal of increasing awareness, consideration, purchase, and word-of-mouth (WOM). In this paper, we study the role of campaign duration on solar photovoltaic adoption using a large-scale field...

A gift card promotion provides customers an incentive to spend more than an expenditure level on regularly priced (as opposed to discounted) products, by rewarding customers with a gift card to be redeemed against a future purchase. This type of promotion is widely used by luxury fashion,...

The traditional way retailer keeps their sales and inventory details is in spreadsheets which are not effective anymore when the size of the shop gets bigger. This is because more items will be made available in a larger quantity, thus tracking the sales made with inventory level in the shop...

This study aims to determine whether there is an effect of Price, Promotion, and Word of Mouth on buying interest. This research was conducted for two months from April to May 2020. The research method used was a survey method with a causality approach. The population in this study was the...

Background If retailers and brand manufacturers of food succeed in presenting their products at the point of sale, quickly generating a high level of attention, the likelihood of a purchase is significantly increased. Particularly, in recent years, they have been relying on the megatrend of...

Since the industry standard approach to judge on the effectiveness of promotion is based on the impact on expected sales it cannot grasp other impacts in the distribution of future sales. Since retailers operate with very high strategic service level targets (e.g. 98%) high quantiles of the...

This study aims to determine whether the influence of product, promotion, price and location of the buying decisions. The research was carried out for two months, starting in November to December 2019. The research method used was survey method with approach of causality. The population in this...

While the use of free-samples is extensive across industries, the effects of free-samples across individuals with varying levels of usage have yet to be systematically examined. The models discussed in the literature consider targeting only the current nonusers of a product. In this research, we...

This study covers the application of asymmetric accuracy metrics in the daily retail sales prediction problem. The paper is focused on the empirical validation of an accuracy metric derived from the newsvendor model. We scrutinize the accuracy metric's advantages and describe its properties....

Introduction -- Pitch Basics -- The Hollywood Pitch -- Persuasion: At the Heart of Decision-Making -- Persuasion Boot Camp -- Persuasion: Personological Variables -- The Roots of Pitch Panic -- The Pitch Panic Cycle -- Dealing with Pitch Panic Emotionally -- Changing Your Thoughts -- Doing Your...

We Indians always fond of music. Music is an integral part of our daily routine life. Music enhances the retail experience in the store. Music plays very important role in customers buying. Earlier studies found that music has three qualities which has a great influence on buying behavior of...

The purpose of this study was to examine the impact of sales promotion on consumer's impulse purchases in retail industry in Karachi, Pakistan. The study also aims to identify the impact of the most reliable sales promotional tools i.e., (free-sample, buy one get one, price discount, and...

This study, to begin with, throws some light on Indian retail scenario, concept of visual merchandising and impulse buying and then attempts to explore the relationship between the factors of visual merchandising and consumers' demographics so as to analyze the impact of visual merchandising on...

As Internet usage has become an integral part of our life, which is no longer restricted to networking and social media but assists in online shopping, it has changed the way how consumers recognized, conveyed and made their buying choices. E-commerce business transaction success is determined...

In present scenario consumers' are king of the market and marketers taking advantage to understand behavior of consumers' though they can capture market in terms of market share or number of buyer's. Promotional activities are playing major role to make huge change in sales figures. Promotional...

Discretionary expenses: R&D, advertisement, and training & development create intangible assets such as innovative products, brand equity, and intellectual capital. Literature survey suggests that intangibles drive long-term value of the firm and reduce its systematic risk. Sales promotion...

Importance of sustainable consumption. Consumers associate sustainable products with ecological and regional production including a high credibility. In order to take advantage of this trend manufacturers of sustainable foods must communicate the sustainability of their products via packaging...

While many studies have investigated consumer purchase behavior in reward programs, a better understanding of customer redemption behavior is lacking, particularly when promotions affect a core aspect of reward programs—free rewards. In this paper, we examine the impact of a promotion on...

Extant studies bear no significant empirical research effort as to the potency of sales promotional mix on enterprise performance and its profitability. The marketing communication mix element has become essential players in the life of any business be it small size, medium, or large scale; Sales...

Online markets or arena is the focus of many organizations and entrepreneurs. Various aspects and prospects of this growing industry have been researched. However, this research was conducted to study the impact and role of various Online Sale Promotions strategies on Online Buying Behavior with...