TY  - CHAP
AB  - This paper introduces the development of a new type of sales promotion strategy to create more value for goods and to avoid price discounting. I use a psychological approach designed by creating consumer insight hypotheses based on in-depth interviews, which are then verified by web-motivation research and text-mining. This innovative sales promotion approach is a very hot topic as a new type of promotion development among large companies in Japan and is useful in avoiding price-discounting sales. This paper explains the concrete process used in this type of promotion and reveals the successful case of a large spice company in Japan. The process uses price sensitivity measurement (PSM) as a pricing technique. In the experiment, conducted in nine retail stores, the most successful sales promotion condition saw an increase of 900% in monetary sales without price discounting during the two weeks of the experiment, and 500% in the two weeks after that.
VL  - 19
SN  - 978-1-78052-996-7, 978-1-78052-997-4/1069-0964
DO  - 10.1108/S1069-0964(2012)0000019016
UR  - https://doi.org/10.1108/S1069-0964(2012)0000019016
AU  - Ueda Takaho
ED  - Gerald E. Smith
PY  - 2012
Y1  - 2012/01/01
TI  - Creating Value with Sales Promotion Strategies that Avoid Price Discounting
T2  - Visionary Pricing: Reflections and Advances in Honor of Dan Nimer
T3  - Advances in Business Marketing and Purchasing
PB  - Emerald Group Publishing Limited
SP  - 213
EP  - 256
Y2  - 2024/09/19
ER  -