Nonprice-Oriented Consumer Sales Promotion.
Previous research on the impact of consumer sales promotion has focused
on price-oriented promotions, and research on persistence of newly-formed
attitudes has emphasized the effects of different advertising cues.
My research uses a series of repeated-measures-experiments to examine the
delayed attitudinal effects of direct consumer premiums (i.e., the most
frequently used nonprice-oriented consumer sales promotion). Direct consumer
premiums are also referred to as free-gift-with-purchase premiums.
These studies investigate attitude formation and persistence, and the impact
of different direct consmer premiums on individuals’ attitudes-toward-promoted-products
in different time periods. The basic issue that these studies address is:
if direct consumer premiums influence individuals’ attitudes-toward-promoted-products
in promotion time periods, do certain direct consumer premiums continue
to stimulate delayed attitudinal effects in postpromotion time periods?
The absence of research together with the plethora of promotions utilized
by firms in a variety of industries should increase the managerial value
of these studies.