The Differential Impact of Price Related Consumer Promotions on Loyal versus Non-Loyal Users of the Brand: A Field Study Investigation

Document Type


Publication Date

Fall 2001


Consumer goods manufacturers regularly spend millions of dollars annually on sales promotions such as couponing, rebates, sweepstakes, and other premium offers. Although the impact of advertising on consumer purchase behavior has been documented in the marketing literature, the impact of promotions on purchase behavior has received relatively little attention. The purpose of this research is to investigate the relationship between brand loyalty, purchase involvement, product experience, and their impact on the efficacy of consumer promotions. The results show that sales promotions have applications beyond their traditional role as short-term promotional tools. Managerial implications as well as suggestions for future research are discussed.