A RETAIL EVALUATION OF PROMOTIONAL TACTICS IN THE FOOD INDUSTRY

In an effort to ease communication between packaged goods manufacturers and retailers, this study investigates food retailers'Â’ preferences concerning the various promotional programs used in their stores. Through the use of a mail survey, retail executives from supermarket companies shared their perceptions of 22 specific promotional programs regarding each program'Â’s use, effectiveness, and attractiveness for future support. According to retailers, clear and consistent promotional performers include targeted direct mail, shipper displays, in-store coupons, in-ad coupons, and in-store demos and sampling. It is noted, however, that the use and perceived effectiveness of these programs may not always seem consistent. For example, retailers felt that promotions tied to local charities are relatively ineffective for increasing product movement or overall store sales, and yet this promotional tool is used by 92 percent of surveyed retailers. On the other hand, frequent shopper programs received favorable marks regarding program effectiveness, and yet they are not commonly used by retailers in this survey. Ultimately, the value that a retailer places on any given promotion is a function of that promotion'Â’s ability to meet stated retail objectives, which may extend beyond any hard sales statistics.Marketing,

The argument of the broken pane: Suffragette consumerism and newspapers

Within the cut-throat world of newspaper advertising the newspapers of Britain's Women's Social and Political Union (WSPU) Votes for Women and the Suffragette managed to achieve a balance that has often proved to be an impossible challenge for social movement press—namely the maintenance of a highly political stance whilst simultaneously exploiting the market system with advertising and merchandising. When the militant papers advocated window smashing of West End stores in 1912–1913, the companies who were the target still took advertisements. Why? What was the relationship between news values, militant violence and advertising income? ‘Do-it-yourself’ journalism operated within a context of ethical consumerism and promotionally orientated militancy. This resulted in newspaper connections between politics, commerce and a distinct market profile, evident in the customisation of advertising, retailer dialogue with militants and longer-term loyalty—symptomatic of a wider trend towards newspaper commercialism during this period

Point of Sales Promotions and Buying Stimulation in Retail Stores

This paper analyzes drivers of compulsive buying behavior induced by store based promotion through empirical investigation in Mexico. The buying behavior in reference to point of sales promotions offered by retailing firms and determinants of sensitivity towards stimulating shopping arousal and satisfaction among customer in building store loyalty have been discussed in the paper. This study also builds arguments around convergence of attractiveness of point of sales promotions and effectiveness of customer services as a tool for gaining competitive advantage in the retail business environment. The results indicate that point of sales promotion programs have become the principal tool of retailing in Mexico to acquire new customers and retain the loyal customers. It is also found during the study that loyal customers are attracted to the store brands during the promotional offers while new shoppers are price sensitive and are attracted by the in-store ambience of sales promotions and volume discounts.Sales promotion, shopping arousal, store loyalty, buying behavior, retailing, customer relations

Internationalisation of Spanish fashion brand Zara

Zara is one of the world’s most successful fashion retailers operating in 59 countries. However, there is little research about the firm in English as the majority of publications have been written in Spanish. This paper seeks to address this gap in the literature by examining the internationalisation process of Zara. This study adopts an in-depth case approach based on extensive secondary research. Literature published in both English and Spanish has been reviewed, including company documents such as annual reports. The paper starts with a brief overview of the global textile and clothing industry, followed by the case study of Zara. The main part of the case examines the key aspects in the internationalisation of Zara namely: motives for internationalisation, market selection, entry strategies, and international marketing strategies. In the final section, comparisons are made between Zara and two of its main competitors, H&M and Gap

Consumer Culture and Purchase Intentions towards Fashion Apparel

This study examines the effectiveness of different fashion marketing strategies and analyzes of the consumer behavior in a cross-section of demographic settings in reference to fashion apparel retailing. This paper also discusses the marketing competencies of fashion apparel brands and retailers in reference to brand image, promotions, and externalmarket knowledge. The study examines the determinants of consumer behavior and their impact on purchase intentions towards fashion apparel. The results reveal that sociocultural and personality related factors induce the purchase intentions among consumers. One of the contributions that this research extends is the debate about the converging economic, cognitive and brand related factors to induce purchase intentions. Fashion loving consumers typically patronage multi-channel retail outlets, designer brands, and invest time and cost towards an advantageous product search. The results of the study show a positive effect of store and brand preferences on developing purchase intentions for fashion apparel among consumers.Consumer behavior, purchase intention, socio-cultural values, designer brands, store brands, fashion apparel, brand promotion, personalization, fashion retailing, psychographic drivers

Promoting sales through coupns in oligopoly under imperfect price information.

This paper analyzes sales promotions through coupons in an oligopoly under imperfect price infonnation. Firms can send out coupons that either communicate the price (CCPs) or not (CNCPs). By offering rebates or advertising their prices at distant locations, firms can attract consumers from their rivals' markets. A unique symmetric pure strategy equilibrium is shown to exist where sellers do send out coupons that offer positive rebates. Thus, contrary to the literature, sales promotions are pennanent. In the equilibrium with CNCPs, prices, advertising efforts and finns' profits are higher than in the equilibrium with CCPs. However, the equilibrium with CNCPs is not robust if we allow firms to choose the type of coupons as well. In contrast, the equilibrium with CCPs is always robust.Sales promotions; Coupons; Oligopoly; Imperfect information; Price discrimination;

CONSUMERS' WILLINGNESS TO PURCHASE LOCALLY PRODUCED AGRICULTURAL PRODUCTS: AN ANALYSIS OF AN INDIANA SURVEY

Using a survey of over 320 consumers from across the state of Indiana, we estimate an ordered probit model to determine the demographic and attitudinal factors which are most important in predicting the likelihood of consumers to purchase products that are produced within the state. Our results indicate that the willingness to purchase locally produced agricultural products increases with time of residency in the state, and we find a greater tendency for female consumers to purchase such products. We also find that quality perceptions play a critical role in these food purchase-decisions. We underscore the importance of maintaining minimum quality standards to maximize the effectiveness of state level agricultural promotion programs.Consumer/Household Economics,