Moderating Effects of Sales Promotion Types
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| Natura: | Artículo científico |
| Lingua: | en |
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Associação Nacional de Pós-Graduação e Pesquisa em Administração
2015
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| _version_ | 1866815696811327488 |
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| author | Fernando de Oliveira Santini |
| author_facet | Fernando de Oliveira Santini |
| contents | Moderating Effects of Sales Promotion Types Fernando de Oliveira Santini Cláudio Hoffmann Sampaio Marcelo Gattermann Perin Lelis Balestrin Espartel Wagner Junior Ladeira Administración y Contabilidad Sales promotion hedonic perception utilitarian perception financial risk perception 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. To this end, an experiment was conducted involving 589 participants divided into two groups defined by distinct scenarios in which the sales promotion type (monetary vs. non-monetary) was manipulated. 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. 2015 artículo científico 1807-7692 https://www.redalyc.org/articulo.oa?id=84139453003 en http://www.redalyc.org/revista.oa?id=841 BAR - Brazilian Administration Review application/pdf Associação Nacional de Pós-Graduação e Pesquisa em Administração BAR - Brazilian Administration Review (Brasil) Num.2 Vol.12 |
| format | Artículo científico |
| id | redalyc_84139453003 |
| language | en |
| publishDate | 2015 |
| publisher | Associação Nacional de Pós-Graduação e Pesquisa em Administração |
| spellingShingle | Moderating Effects of Sales Promotion Types Fernando de Oliveira Santini Administración y Contabilidad Sales promotion hedonic perception utilitarian perception financial risk perception Moderating Effects of Sales Promotion Types Fernando de Oliveira Santini Cláudio Hoffmann Sampaio Marcelo Gattermann Perin Lelis Balestrin Espartel Wagner Junior Ladeira Administración y Contabilidad Sales promotion hedonic perception utilitarian perception financial risk perception 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. To this end, an experiment was conducted involving 589 participants divided into two groups defined by distinct scenarios in which the sales promotion type (monetary vs. non-monetary) was manipulated. 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. 2015 artículo científico 1807-7692 https://www.redalyc.org/articulo.oa?id=84139453003 en http://www.redalyc.org/revista.oa?id=841 BAR - Brazilian Administration Review application/pdf Associação Nacional de Pós-Graduação e Pesquisa em Administração BAR - Brazilian Administration Review (Brasil) Num.2 Vol.12 |
| title | Moderating Effects of Sales Promotion Types |
| topic | Administración y Contabilidad Sales promotion hedonic perception utilitarian perception financial risk perception |
| url | https://www.redalyc.org/articulo.oa?id=84139453003 |