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1 – 10 of over 75000
Article
Publication date: 20 May 2022

Huifeng Pan, Zhiqiang Liu and Hong-Youl Ha

Prior hospitality studies have reviewed review trustworthiness and perceived price as predictors of restaurant selection. However, the impacts of these two factors may…

Abstract

Purpose

Prior hospitality studies have reviewed review trustworthiness and perceived price as predictors of restaurant selection. However, the impacts of these two factors may vary by sales promotion and customer types. This study aims to determine whether sales promotions and customer type are the key elements that facilitate behavioral intentions by moderating the linkage between perceived price and behavioral intentions as well as the linkage between online review trustworthiness and behavioral intentions.

Design/methodology/approach

Analysis of the responses of 533 individuals familiar with the Michelin Guide for restaurants in Seoul provided evidence supporting a sales promotion theory wherein promotions signal benefits in consumers’ minds.

Findings

The findings show that when perceived price is positive and the trustworthiness of online reviews is high, repeat customers prefer mixed coupons to price discounts. Notably, the results indicate that when the trustworthiness of online reviews is high, first-time customers also prefer mixed coupons to price discounts. Furthermore, the findings suggest that negative evaluations of perceived price increase the impact of mixed coupons by signaling to first-time customers that given restaurants’ offerings provide monetary benefits regardless of their intentions to revisit said restaurants.

Research limitations/implications

The study findings provide insights that should help managers better understand various levels of promotion. Managers can design their pricing strategies to strengthen customers’ motivations to visit their restaurants – the very thing customers often seek in sales promotions.

Originality/value

This study provides indisputable evidence for a sales promotion theory, wherein promotions signal benefits in consumers’ minds; however, it also shows that first-time and repeat customers do not respond equally to sales promotions.

Details

International Journal of Contemporary Hospitality Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0959-6119

Keywords

Article
Publication date: 20 April 2022

Luri Lee and Donghoon Kim

Although there are at least two important characteristics of targeted promotionspromotion individualization (i.e. whether the offer is personalized for the recipient) and…

Abstract

Purpose

Although there are at least two important characteristics of targeted promotionspromotion individualization (i.e. whether the offer is personalized for the recipient) and notification exclusivity (i.e. how small the number of recipients is)—most previous studies on targeted promotion have conceptualized them synonymously. The purpose of this study is to investigate the effect of targeted promotion on consumer purchases by conceptualizing these separately and incorporating them in a single model. Also, this study explores how the effects of these differ depending on customer loyalty. We particularly examine the promotional responses of extremely loyal customers, distinguishing them from other loyal customers.

Design/methodology/approach

Using actual customer purchase data, we develop a two-stage model of the consumer decision-making process involving decisions of whether and how much to purchase. The two characteristics of targeted promotionspromotion individualization and notification exclusivity—first influence the probability of purchase and then the purchase amount given purchase.

Findings

The results show that customers respond positively to individualization and exclusivity. The effect of individualization is reduced as customer loyalty increases from loyal customers to extremely loyal customers while that of exclusivity remains the same.

Originality/value

By clearly identifying the two characteristics of targeted promotions and developing an empirical model that captures the effects of these separately, this paper provides new academic and managerial insights that were not clearly identified in the current literature.

Details

Asia Pacific Journal of Marketing and Logistics, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1355-5855

Keywords

Article
Publication date: 22 April 2022

Lázaro Florido-Benítez

This paper aims to provide an assessment of tourism promotion in tourist destinations and airports (TPTDs) and to organize and classify the literature on tourism promotion

Abstract

Purpose

This paper aims to provide an assessment of tourism promotion in tourist destinations and airports (TPTDs) and to organize and classify the literature on tourism promotion, with the aim of staging the importance of this topic and encouraging future research in the projection of tourism and marketing sectors.

Design/methodology/approach

The paper uses the Social Sciences Citation Index (SSCI) database to analyze the bibliometric in TPTDs topic from 2000 to 2021. Additionally, the paper also uses the visualization of similarities (VOS) viewer software to map graphically the bibliographic material. The graphical analysis uses bibliographic coupling, co-citation, citation and co-occurrence of keywords.

Findings

This study provides an amended new definition of tourism promotion, which is the efficient management of a destination’s resources and strategic plans by destination marketing organizations (DMOs) to adapt the tourism supply to market trends and will empower tourists to visit such destinations. Furthermore, results also show a new paradigm applied to TPTDs topic and classified in five first-order research streams. Digital and mobile marketing, infrastructure, branding, quality, accessibility and information factors about a specific destination which are mostly demanded by tourists are considered as an important means of promotion for the tourism industry.

Originality/value

The contribution of this study is important to identify new challenges and opportunities for researchers, DMOs, airport and airlines operators and stakeholders, as disentangling existing contradictions and applying new theoretical framework to make better future decisions by researchers and organizations to provide higher quality to new research in the context of the TPTDs.

Details

International Journal of Tourism Cities, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2056-5607

Keywords

Article
Publication date: 1 January 1999

Adrian Booth and Angela Burford

Mental health promotion is a relatively new, evolving and very exciting area of public health. The challenge for mental health promotion in Australia is ‘weaving its many…

118

Abstract

Mental health promotion is a relatively new, evolving and very exciting area of public health. The challenge for mental health promotion in Australia is ‘weaving its many threads’ through the various areas of mental health policy, programs and service delivery.

Details

Journal of Public Mental Health, vol. 1 no. 1
Type: Research Article
ISSN: 1746-5729

Article
Publication date: 1 August 1999

Erica Wimbush

Training in research and evaluation skills is a frequently expressed need among health promotion practitioners. Research conducted in Scotland among health promotion

972

Abstract

Training in research and evaluation skills is a frequently expressed need among health promotion practitioners. Research conducted in Scotland among health promotion specialists and their managers showed that training in research on its own would be an insufficient response. In this paper, it is argued that there is a need to develop a broader strategy which seeks to strengthen research capacity within health promotion practice settings, rather than simply offering training to improve practitioners’ research skills. This will help to improve the quality of research conducted in practice settings and contribute to building an evidence base for health promotion. A broader professional development strategy for health promotion research in Scotland is proposed which utilizes a range of learning routes and delivery mechanisms. This will be backed up by the establishment of a broad strategic research partnership which brings together practitioners, researchers and policy‐makers so as to develop a better understanding of what evaluation evidence is needed and who is contributing what.

Details

Health Education, vol. 99 no. 4
Type: Research Article
ISSN: 0965-4283

Keywords

Article
Publication date: 1 March 1988

Steven W. Hartley and James Cross

Expenditures for sales promotion activities have increased dramatically during the past decade. Along with this added emphasis, however, have come some undesirable…

2297

Abstract

Expenditures for sales promotion activities have increased dramatically during the past decade. Along with this added emphasis, however, have come some undesirable effects. This article considers some of the key issues that influence sales promotion decisions. It describes current sales promotion activities, identifies some of the negative consequences of these activities, introduces a cost‐benefit philosophy for sales promotion decisions, and proposes a specific method for making those decisions.

Details

Journal of Consumer Marketing, vol. 5 no. 3
Type: Research Article
ISSN: 0736-3761

Article
Publication date: 1 January 2000

Andrew Tannahill

This paper identifies seven points in favour of integrating mental health promotion and general health promotion strategies: mental, physical and social aspects of health…

Abstract

This paper identifies seven points in favour of integrating mental health promotion and general health promotion strategies: mental, physical and social aspects of health are inextricably inter‐linked; mental health is all too easily overlooked in thought and deed; life circumstances affect mental, social and physical health; mental, social and physical health have intertwined and shared roots; we need concerted action on these intertwined and shared roots; even topic‐specific action needs to be co‐ordinated and the promotion of mental health is a foundation for the promotion of general health. Attention is then focused on how such integration can be achieved, with reference to the Ottawa Charter for Health Promotion and the ‘arenas’ approach to programmes. The paper concludes by widening out the notion of integration to that of health promotion as an integral part of our collective way of life, advocating the idea of ‘a healthy mind in a healthy body in a healthy society’.

Details

Journal of Public Mental Health, vol. 2 no. 1
Type: Research Article
ISSN: 1746-5729

Article
Publication date: 1 February 1984

Donald W. Cowell

States that, owing to major change in the field of marketing in the past 20 years, there has been an increase in the use of sales promotion. Proposes that managers in…

Abstract

States that, owing to major change in the field of marketing in the past 20 years, there has been an increase in the use of sales promotion. Proposes that managers in local authorities, who are responsible for the marketing of recreation and leisure services should understand the role that astute use of sales promotion can play in their marketing campaigns. Examines the meaning of sales promotion and gives a list of commonly used promotions given by local government. Reveals that careful planning, execution and evaluation of sales promotion can make it a useful tool for the recreation and leisure service manager.

Details

European Journal of Marketing, vol. 18 no. 2
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 8 August 2009

Miguel I. Gómez and Vithala R. Rao

Trade promotions are manufacturer incentives directed to retailers rather than to consumers, aiming at influencing retailer's sales, prices and merchandising practices…

1816

Abstract

Purpose

Trade promotions are manufacturer incentives directed to retailers rather than to consumers, aiming at influencing retailer's sales, prices and merchandising practices. Although they are a growing element in the promotional mix of food manufacturers worldwide, trade promotions often raise concerns about their impacts on performance and coordination in the food supply chain, which in turn affect retail food prices. This paper aims to measure the influence of market power on the outcomes of trade promotions negotiated between food manufacturers and supermarkets.

Design/methodology/approach

The paper employs Rangan's conceptual model to develop hypotheses about the links between three dimensions of market power (size, brand and institutional power) and trade promotion budgets and their allocation between discount‐ and performance‐based types. The paper employs trade promotion data collected from 36 supermarkets in the USA to statistically test these links.

Findings

The results suggest that brand, size, and institutional power of food manufacturers and retailers affect trade promotion budgets and their allocation among discount‐ and performance‐based types. Food manufacturers have relatively more control over their trade promotion budgets whereas retailers may have more influence on the allocation decisions.

Originality/value

The findings can help food manufacturers and retailers identify institutional, brand and size variables that may help them leverage trade promotion negotiations. The results are relevant to policymakers, in particular for the study of antitrust and performance issues in the food distribution system.

Details

British Food Journal, vol. 111 no. 8
Type: Research Article
ISSN: 0007-070X

Keywords

Article
Publication date: 1 April 1988

Ellen R. Foxman, Patriya S. Tansuhaj and John K. Wong

Sales promotion is an important element of marketing communication strategy which accounts for more promotional expenditures than advertising in some countries. However…

1374

Abstract

Sales promotion is an important element of marketing communication strategy which accounts for more promotional expenditures than advertising in some countries. However, sales promotion has been generally ignored by researchers. This article briefly reviews the criteria used in the US to evaluate sales promotions and these criteria are found inadequate to guide the formulation of sales promotion internationally. Environmental sensitivity factors are identified which are overlooked in domestic sales promotions and an audit approach to planning and evaluating cross‐national sales promotion strategy is presented.

Details

International Marketing Review, vol. 5 no. 4
Type: Research Article
ISSN: 0265-1335

Keywords

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