Sales Promotion: Concepts, Methods, and Strategies

A. C. Nielsen aggregate analysis ARIMA attribution theory average baseline behavior Blattberg Blue Brook brand loyalty brand switching Chapter classical conditioning coefficient competitive consumer's correlated cost coupon coupon drop coupon redemption customers deal discount deal proneness decision decrease discussion display equation estimate evaluate example experiment factors feature advertising Figure firm forward buying free-standing insert Guadagni and Little household in-store increase incremental sales interactions inventory logit model loyal managers manufacturer market share measure multicollinearity offer package panel data percent percentage prepromotion price cut price discount price discrimination price reduction prisoner's dilemma problem product categories profit promotion effect promotion period promotion planning purchase occasion purchase probability quantity rebate redeem redemption rate reference price regular price reinforcement repeat purchase retailer promotions sales force sales promotion seasonality self-perception theory strategy sumer switchers Table theory trade deal trade promotion transfer function types users variance week