¿Cuál es el perfil del consumidor más propenso al uso de los folletos publicitarios?

• Autores: Juan Carlos Gázquez Abad, Francisco José Martínez López
• Localización: Cuadernos de economía y dirección de la empresa, ISSN 1138-5758, Vol. 16, Nº 2, 2013, págs. 123-141
• Idioma: español
• DOI: 10.1016/j.cede.2012.07.001
• Texto completo no disponible (Saber más ...)
• Dialnet Métricas: 1 Cita
• Referencias bibliográficas
  • Ailawadi K., Beauchamp J.P., Donthu N., Gauri D., Shankar V. Communication and promotion decisions in retailing: a review and directions for...
  • Ailawadi K., Neslin S., Gedenk K. Pursuing the value-conscious consumer: store brands versus national brand promotions. Journal of Marketing...
  • Ainslie A., Rossi P. Similarities in choice behavior across product categories. Marketing Science 1998, 17:91-106.
  • Allenby G., Ginter J. Using extremes to design products and segment markets. Journal of Marketing Research 1995, 32:392-403.
  • álvarez B., Lorenzo C., Martínez P. Estrategias promocionales y planificación de fabricantes y distribuidores. Distribución y Consumo 2007,...
  • Arnold S., Kozinets R., Handelman J. Hometown ideology and retailer legitimation: The institutional semiotics of Wal-Mart Flyers. Journal...
  • Babakus E., Tat P., Cunningham W. Coupon redemption: a motivation perspective. Journal of Consumer Marketing 1988, 5(2):37-44.
  • Bawa K., Shoemaker R. The coupon-prone consumer: some findings based on purchase behaviour across product classes. Journal of Marketing 1987,...
  • Beatty S., Smith S. External search effort: an investigation across several product categories. Journal of Consumer Research 1997, 14:83-95.
  • Bellenger D., Korgaonkar P. Profiling the recreational shopper. Journal of Retailing 1980, 56:77-92.
  • Bjerre M. «Circulars-a Media of it's Own or?», Working Paper 2003 2003, Center for MK Comm., Copenhagen BS.
  • Blattberg R., Buesing T., Peacock P., Sen S. Identifying the deal-prone segment. Journal of Marketing Research 1978, 15:369-377.
  • Blattberg R., Neslin S. Sales Promotion. Concepts, Methods and Strategies 1990, Prentice Hall, New Jersey.
  • Bodapati A. The Impact of Out-of-Store Advertising on Store Sales [Unpublished Doctoral Dissertation] 1999, Stanford University.
  • Bodapati A., Srinivasan S. «The Impact of Feature Advertising on Consumer Store Choice», Research Paper Series 1935 2006, Stanford Graduate...
  • Bronnenberg B., Vanhonacker W. Limited choice sets, local price response and implied measures of price competition. Journal of Marketing Research...
  • Buil I., Martínez E., Montaner T. El comportamiento del consumidor ante la promoción de ventas y la marca de distribuidor. Universia Business...
  • Buil I., Montaner T. Influencia de los hábitos de compra en la respuesta del consumidor ante las promociones. Distribución y Consumo 2007,...
  • Burton S., Lichtenstein D., Netemeyer R. Exposure to sales flyers and increased purchases in retail supermarkets. Journal of Advertising Research...
  • Carpenter J., Moore M. US consumers' perceptions of non-price retail promotions. International Journal of Retail & Distribution Management...
  • Chandon P., Wansink B., Laurent G. A benefit congruency framework of sales promotion effectiveness. Journal of Marketing 2000, 64(October):65-81.
  • Chen S., Monroe K., Lou Y. The effects of framing price promotion messages on consumers' perceptions and purchase intentions. Journal...
  • Chiang J. A simultaneous approach to the whether, what and how much to buy questions. Marketing Science 1991, 10(4):297-315.
  • Chu J., Chintagunta P., Cebollada J. A comparison of within-household price sensitivity across online and offline channels. Marketing Science...
  • Cox R., Brittain P. Retail Management 1993, The M&E Handbook Series. 2nd ed.
  • Crespo E., Del Barrio S. Influencia de la propensión a la promoción en el procesamiento de la promoción de ventas online. XXII Congreso Nacional...
  • DelVecchio D. Deal-prone consumers' response to promotion: the effects of relative and absolute promotion value. Psychology & Marketing...
  • Drezé X., Hoch S., Purk M. Shelf management and space elasticity. Journal of Retailing 1994, 70(4):301-326.
  • Engel J., Blackwell R., Miniard P. Consumer Behaviour 1990, Dryden, Fort Worth, TX. 6th ed.
  • Enyinda C., Ogbuehi A. An empirical analysis of retail pricing and multimedia advertising effects on sales performance. Journal of Food Products...
  • Fok D., Horväth C., Paap R., Franses Ph. A hierarchical bayes error correction model to explain dynamic effects of price changes. Journal...
  • Fornell C., Larcker D. Evaluating structural equation models with unobservable variables and measurement error. Journal of Marketing Research...
  • Fox E., Hoch S. Cherry picking. Journal of Marketing 2005, 69(1):46-62.
  • Garretson J., Burton S. Highly coupon and sale prone consumers: benefits beyond price savings. Journal of Advertising Research 2003, 43(2):162-172.
  • Garretson J., Fisher D., Burton S. Antecedents of private label attitude and national brand promotion attitude: similarities and differences....
  • Gázquez J.C., Martínez D., De Cannière M.H. Los folletos Publicitarios: ¿Cuándo Son Más Eficaces? 2007, XIX Encuentro de Profesores Universitarios...
  • Gázquez J.C., Martínez F.J., Mondéjar J.A. Estructura y composición de los folletos publicitarios. Un análisis en el formato hipermercado....
  • Gázquez J.C., Martínez F.J., Mondéjar J.A. ¿Cómo son los consumidores más propensos a utilizar los folletos publicitarios? Caracterización...
  • Gázquez J.C., Martínez F.J., Mondéjar J.A. Características de los folletos publicitarios como herramienta promocional: hipermercados vs. tiendas...
  • Gázquez J.C., Sánchez M. Sobre la eficacia de la promoción de productos de gran consumo: folletos versus descuentos en precios. Distribución...
  • Gázquez J.C., Sánchez M. Eficacia de los folletos publicitarios en el comercio detallista. Revista Española de Investigación de Marketing...
  • Gázquez J.C., Sánchez M. Characterising the deal-proneness of consumers by analysis of price-sensitivity and brand loyalty: an analysis in...
  • Gedenk K., Neslin S. The role of retail promotion in determining future brand loyalty: its effect on purchase event feedback. Journal of Retailing...
  • Gijsbrechts E., Campo K., Goossens T. The impact of store flyers on store traffic and store sales: a geo-marketing approach. Journal of Retailing...
  • Grover R., Srinivasan V. Evaluating the multiple effect of retail promotions on brand loyal and brand switching segments. Journal of Marketing...
  • Gupta S. Impact of sales promotions on when, what and how much to buy. Journal of Marketing Research 1988, 25(November):342-355.
  • Hair J., Tatham R., Anderson R., Black W. Multivariate Data Analysis 1999, Prentice Hall, Upper Saddle River, NJ. 5th ed.
  • Harmon S., Hill J. Gender and coupon use. Journal of Product & Brand Management 2003, 12:166-179.
  • Hathcote J. Institutional and promotional newspaper advertising practices in the US apparel retailing industry from 1971 to 1991. International...
  • Henderson C. Modelling the coupon redemption decision. Advances in Consumer Research 1985, 138-143.
  • Henderson C. Sales Promotion Segmentation: Refining the Deal-proneness Construct, Working Paper 1987, The Amos Tuck School of Business Administration,...
  • Henderson C. Promotion heterogeneity and consumer learning: refining the deal-proneness construct. Advances in Consumer Research 1994, 21(1):86-94.
  • Hoch S., Kim B., Montgomery A., Rossi P. Determinants of store-level price elasticity. Journal of Marketing Research 1995, 32(1):17-29.
  • Horsky D., Misra S., Nelson P. Observed and unobserved preferences heterogeneity in brand-choice models. Marketing Science 2006, 25(4):322-338.
  • Huff L., Alden D. An investigation of consumer response to sales promotions in developing markets: a three-country analysis. Journal of Advertising...
  • Infoadex (2012). Informe Inversión Publicitaria 2011 [consultado 23 Jun 2012]. Resumen disponible en:. http://www.infoadex.es/RESUMEN%202012.pdf.
  • Estudios de mercado sectoriales: informe 2006. Information Resources España, S.L. 2006, IRI España.
  • Kalwani M., Yim C. Consumer price and promotion expectations: an experimental study. Journal of Marketing Research 1992, 29(1):90-101.
  • Kim B., Srinivasan K., Wilcox R. Identifying price-sensitive consumers: the relative merits of demographic vs. purchase pattern information....
  • Kolodinsky J. Time as a direct source of utility: the case of price information search for groceries. The Journal of Consumer Affairs 1990,...
  • Krishna A., Currim I., Shoemaker R. Consumer perceptions of promotional activity. Journal of Marketing 1991, 55(April):4-16.
  • Kumar V., Madan V., Srinivasan S. Price discounts or coupon promotions: does it matter. Journal of Business Research 2004, 57(4):933-941.
  • Kwon K.-N., Kwon Y. Demographics in sales promotion proneness: a socio-cultural approach. Advances in Consumer Research 2007, 34:288-294.
  • Lal R., Rao R. Supermarket competition: the case of Every Day Low Pricing. Marketing Science 1997, 16(1):60-80.
  • Laroche M., Pons F., Zgolli B., Cervellon M., Kim C. A model of consumer response to two retail sales promotions techniques. Journal of Business...
  • Lichtenstein D., Burton S., Netemeyer R. Psychological correlates of a proneness to deals: a domain-specific analysis. Advances in Consumer...
  • Lichtenstein D., Burton S., Netemeyer R. An examination of deal proneness across sales promotion types: a consumer segmentation perspective....
  • Lichtenstein D., Netemeyer R., Burton S. Distinguishing coupon proneness from value consciousness: an acquisition-transaction utility theory...
  • Lichtenstein D., Netemeyer R., Burton S. Using a theoretical perspective to examine the psychological construct of coupon proneness. Advances...
  • Lichtenstein D., Netemeyer R., Burton S. Assesing the domain specificity of deal proneness: a field study. Journal of Consumer Research 1995,...
  • Lichtenstein D., Ridgway N., Netemeyer R. Price perceptions and consumer shopping behavior: a field study. Journal of Marketing Research 1993,...
  • Luque, T., 2000. Análisis factorial. En: Luque, T. (coord.), Técnicas de análisis de datos en investigación de mercados. Pirámide, Madrid,...
  • Mano H., Eliott M. Smart shopping: the origins and consequences of price savings. Advances in Consumer Research 1997, Association for Consumer...
  • Manzur E., Olavarrieta S., Hidalgo P., Farías P., Uribe R. Store brand and national brand promotion attitudes antecedents. Journal of Business...
  • Martínez E., Montaner T. The effect of consumer's psychographic variables upon deal-proneness. Journal of Retailing and Consumer Services...
  • Martínez E., Montaner T. Análisis del perfil psicográfico de los consumidores propensos a las promociones de productos de compra frecuente....
  • Martínez E., Montaner T., Pina J.M. Estrategia de promoción e imagen de marca: influencia del tipo de promoción, de la notoriedad de marca...
  • Martos M., González O. ¿Qué busca el comprador de marcas de distribuidor? Caracterización del comprador de marca de distribuidor por beneficios...
  • Mayhew G., Winer R. An empirical analysis of internal and external reference prices using scanner data. Journal of Consumer Research 1992,...
  • Miranda M., Kónya L. Directing store flyers to the appropriate audience. Journal of Retailing and Consumer Services 2007, 14(3):175-181.
  • Mittal B. An integrated framework for relating diverse consumer characteristics to supermarket coupon redemption. Journal of Marketing Research...
  • Moody M. Demographic Analysis of Coupon Usage Tendencies, Technical Report 87-5-1-MJM 1987, Burke Marketing Services, Cincinnati, OH.
  • Mulhern F., Leone R. Retail promotional advertising: do the number of deal items and size of deal discounts affect store performance?. Journal...
  • Neslin S. Sales Promotion 2002, MSI, Cambridge.
  • Nielsen Co., 1981. Demographic profile of coupon users. Marketing and Media Decisions 34, 34.
  • Nunnally, J.C., 1978. Psychometric theory, McGraw-Hill, NY.
  • Ortmeyer G., Quelch J.A., Salmon W. Restoring credibility to retail pricing. Sloan Management Review 1991, Autumn:55-66.
  • Parreño J., Leeflang P., van Doorn J. Efecto de las promociones sobre la rentabilidad del cliente. XX Congreso Nacional de Marketing, septiembre...
  • Pechtl H. Profiling intrinsic deal proneness for HILO and EDLP price promotion strategies. Journal of Retailing and Consumer Services 2004,...
  • Peral B., Navarro A., Vecino J. Efecto de las características socioeconómicas de las familias en la elección de marcas de productos de consumo:...
  • Peral B., Villarejo A. Efectos del nivel de penetración, frecuencia de compra y precio de las categorías sobre las promociones en productos...
  • Pillai K., Kumar V. Differential effects of value consciousness and coupon proneness on consumers' persuasion knowledge of pricing tactics....
  • Prendergast G., Poon D., Tsang A., Fan T.Y. Predicting premium proneness. Journal of Advertising Research 2008, 48(2):287-296.
  • Rosen C.h. The cents-off lure: identifying the coupon-susceptible consumer [unpublished thesis], 1985, Graduate School of Business, The University...
  • Roy A. Correlates of mall visit frequency. Journal of Retailing 1994, 70(2):139-161.
  • Schindler R. How cents-off coupons motivate the consumer. Research on Sales Promotion, Collected Papers 1984, Marketing Science Institute,...
  • Schmidt M., Bjerre M. Can recipients of sales flyers be segmented?. International Journal of Advertising 2003, 22:375-391.
  • Schneider L., Currim I. Consumer purchase behaviors associated with active and passive deal-proneness. International Journal of Research in...
  • Schultz D., Block M. How U.S. consumers view in-store promotions. Journal of Business Research 2011, 64(1):51-54.
  • Shimp T. Advertising, Promotion & Supplemental Aspects of Integrated Marketing Communications 2003, Thomson, Ohio. 6th ed.
  • Tellis G. Advertising and Sales Promotion Strategies 1998, Reading, MA, Addison Wesley Longman.
  • Thomas A., Garlan R. Susceptibility to goods on promotion in supermarkets. Journal of Retailing and Consumer Services 1996, 3(4):233-239.
  • Urbany J., Dickson P., Kalapurakal R. Price search in the retail grocery market. Journal of Marketing 1996, 60:91-104.
  • Urbany J., Dickson P., Sawyer A. Insights into cross and within-store price search: retailer estimates vs. consumer self reports. Journal...
  • Van Heerde H., Leeflang P., Wittink D. Decomposing the sales promotion bump with store data. Marketing Science 2004, 23(3):317-334.
  • Van Heerde H., Neslin S. Sales Promotion Models. Handbook of Marketing Decision Models 2008, 107-162. Springer, International Series in Operational...
  • Volle P. Some perspectives of retailers' promotion planning. Decisions Marketing 1997, 12:39-46.
  • Volle P. The short-term effect of store-level promotions on store choice, and the moderating role of individual variables. Journal of Business...
  • Wakefield K.L., Inman J.J. Situational price sensitivity: The role of consumption occasion, social context and income. Journal of Retailing...
  • Wang H.-M., Bezawada R., Tsai J. An investigation of consumer brand choice behavior across different retail formats. Journal of Marketing...
  • Walters R., Jamil M. Exploring relationships between shopping trip type, purchases of products on promotion and shopping basket profit. Journal...
  • Walters R., McKenzei S. A structural equations analysis of the impact of price promotions on store performance. Journal of Marketing Research...
  • Webster F. The deal-prone consumer. Journal of Marketing Research 1965, 2(2):186-218.
  • Westbrook R., Black W. A motivation-based shipper typology. Journal of Retailing 1985, 61:78-103.
  • Zeithaml V. The new demographics and market fragmentation. Journal of Marketing 1985, 49:64-75.
  • Zeithaml V. Consumer perceptions of price, quality and value: a means-end model and synthesis of evidence. Journal of Marketing 1988, 52:2-22.
  • Zhang J. An integrated choice model incorporating alternative mechanisms for consumers' reactions to in-store display and feature advertising....
  • Zentes J., Morschett D., Schramm-Klein H. Strategic Retail Management 2011, Gabler Verlag, Netherlands. 2nd ed.