Does repurchase timing matter in promotional framing effect?
Marketing Intelligence & Planning
ISSN: 0263-4503
Article publication date: 11 July 2022
Issue publication date: 20 September 2022
Abstract
Purpose
Although the evidence exists for the effect of promotional frame on repurchase intention, it is unclear whether the timing of repurchase can moderate the effect. In this paper, three experiments were conducted to answer this question.
Design/methodology/approach
In Experiment 1, a 2 (framing: bundle vs. gift) × 2 (repurchase target: focal vs. supplementary) × 2 (timing: short vs. long) between-subjects design was used. In Experiment 2, an identical design was used except that repurchase target being the within-subjects factor. In Experiment 3, the design was based on that of Experiment 2 and brand was added a between-subjects factor.
Findings
Experiment 1 showed that, with a short interval, repurchase intention under gift frame was higher than that under bundle frame. With a long interval, there was no significant difference between the gift and bundle frames. Experiment 2, however, indicated no effects for expensive products. Experiment 3 showed that brand (private versus national brand) moderate the interaction between framing, repurchase target and timing. Particularly, for private brand, no significant comparisons were found; for national brand, repurchase intention for the focal product was significantly higher than for the supplementary product, but only under the conditions of long interval and gift frame (rather than bundle frame).
Originality/value
Taken together, findings from the current study contributes to the literature by showing for the first time that repurchase timing can moderate the promotional frame effect (i.e. higher repurchase intention under gift framing relative to bundle framing occurs in the short interval but not long interval) and that brand type can moderate the joint effects of framing, timing and repurchase target (i.e. national brand, rather than private brand, paired with long interval and gift frame results in higher repurchase intention for the focal product). The findings provide marketers with important knowledge in terms of how to adjust a promotional frame depending on when consumers repurchase a product and whether the product has a private or national brand.
Keywords
Acknowledgements
This study was supported by a Grant from Humanities and Social Sciences Foundation of Ministry of Education, China (No. 21YJA630083) (教育部人文社会科学研究一般项目, 21YJA630083).
Citation
Wang, B. (2022), "Does repurchase timing matter in promotional framing effect?", Marketing Intelligence & Planning, Vol. 40 No. 8, pp. 1054-1067. https://doi.org/10.1108/MIP-03-2022-0134
Publisher
:Emerald Publishing Limited
Copyright © 2022, Emerald Publishing Limited