Moderating Effects of Sales Promotion Types

Fernando de Oliveira Santini, Cláudio Hoffmann Sampaio, Marcelo Gattermann Perin, Lelis Balestrin Espartel, Wagner Junior Ladeira
  • BAR - Brazilian Administration Review, June 2015, FapUNIFESP (SciELO)
  • DOI: 10.1590/1807-7692bar2015140057

Moderating Effects of Sales Promotion Types

What is it about?

This paper aims to analyze the influence sales promotion types have on the relationship between perception of financial risk and perception of utilitarian and hedonic value on consumer purchase intentions.

Why is it important?

The working hypotheses predicted a direct and positive relationship between the perception of (hedonic and utilitarian) consumption value and purchase intention for a promoted product and a negative relationship between the perception of consumption value and the perception of financial risk. In addition, it was supposed that the sales promotion type would moderate these direct relationships and that a monetary promotion would have a stronger effect on the relationship between purchase intention and perceived product utility, whereas a non-monetary promotion would have a stronger effect on the other relationships (hedonic value and financial risk perceptions). Analysis of the outcomes supported the proposed hypotheses.

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http://dx.doi.org/10.1590/1807-7692bar2015140057

The following have contributed to this page: Claudio Sampaio