Evaluating the Impact of Advertising on Sales and Profitability in The Apparel Industry

Abstract

In this chapter, we evaluate the dollar amount spent on advertising relative to sales, profit margin, and growth rates to study the effectiveness of advertising in today’s retail environment, and whether it leads directly to higher sales and increased profits affording positive earnings for the investor. The study illustrates the use of data envelopment analysis (DEA) technique to benchmark 16 apparel firms to evaluate the effectiveness of their advertising dollars on the sales, profit margin, growth, return on assets (ROA), return on equity (ROE), and return on investment (ROI).

Citation

Malhotra, R., Malhotra, D.K., Mariotz, E. and Poteau, R.R. (2018), "Evaluating the Impact of Advertising on Sales and Profitability in The Apparel Industry", Applications of Management Science (Applications of Management Science, Vol. 19), Emerald Publishing Limited, Leeds, pp. 37-55. https://doi.org/10.1108/S0276-897620180000019003