Developing in-store brand strategies and relational expression through sales promotions

This paper explores in-store sales promotion as a tool for manufacturers in developing in-store relationships with consumers. Our empirical application in the ice cream category examines the effects of sales promotions (non-monetary vs. monetary) on perceived brand expression. The results show that...

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Bibliographic Details
Published in:Journal of retailing and consumer services 2019-03, Vol.47, p.241-250
Main Authors: Mussol, Sarah, Aurier, Philippe, de Lanauze, Gilles Séré
Format: Article
Language:English
Subjects:
Brand expression
Business administration
Consumer–brand relationship
Humanities and Social Sciences
Relational orientation
Sales promotions
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Summary:This paper explores in-store sales promotion as a tool for manufacturers in developing in-store relationships with consumers. Our empirical application in the ice cream category examines the effects of sales promotions (non-monetary vs. monetary) on perceived brand expression. The results show that non-monetary promotions generate more relational benefits than price-based promotions. They appear to be a significant lever in developing relationships with consumers within the supermarket retail channel, where brands have no formal control over their distribution. Such sales promotions convey brand willingness to develop relationships during in-store encounters. This research identifies sales promotion programs as tools for influencing the consumer–brand relationship within the supermarket retail context.
ISSN:0969-6989
1873-1384
DOI:10.1016/j.jretconser.2018.11.020