TITLE

A TAXONOMY OF CONSUMER PURCHASE STRATEGIES IN A PROMOTION INTENSIVE ENVIRONMENT

AUTHOR(S)
Currim, Imran S.; Schneider, Linda G.
PUB. DATE
March 1991
SOURCE
Marketing Science;Spring91, Vol. 10 Issue 2, p91
SOURCE TYPE
Academic Journal
DOC. TYPE
Article
ABSTRACT
This paper proposes a taxonomy of consumer purchase strategies based on household decisions about which brand to purchase, how much, and when to purchase in a promotion intensive environment. We infer decision rules at the household level from supermarket scanner panel data and then cluster the inferred choice routes in order to discover the major purchasing strategies used m our population of interest. Subsequently, we test for the distribution of these purchase strategies in our customer population. Results add to our knowledge of consumer behavior in response to promotions.
ACCESSION #
4476437

 

Related Articles

  • Materialism Derives: An Analysis of Direct and Indirect Impact of Materialistic Attitude in the Development of Compulsive Buying Behavior. Attiq, Saman; Azam, Rauf I. // Pakistan Journal of Social Sciences (PJSS);2014, Vol. 34 Issue 2, p663 

    The study aimed to examine the causal relationship between materialistic attitude, purchase-decision-involvement and compulsive buying behavior in the context of appearance-related-products. Questionnaire adopted from literature was modified and administered to 1010consumers from community,...

  • The Excitement of Getting a Bargain: Some Hypotheses Concerning the Origins and Effects of Smart-Shopper Feelings. Schindler, Robert M. // Advances in Consumer Research;1989, Vol. 16 Issue 1, p447 

    The excitement that is often generated in consumers by a price promotion suggests that there is an ego-expressive, as well as utilitarian aspect to a price. This ego- expressive aspect results in "smart-shopper feelings." It is proposed that these feelings can be enhanced by leading the consumer...

  • TIME ALLOCATION DIMENSIONS OF SHOPPING BEHAVIOR. Wilson, R. Dale; Holman, Rebecca H. // Advances in Consumer Research;1984, Vol. 11 Issue 1, p29 

    Much existing time allocation research uses an economic approach. This article extends the traditional economic concept of time by utilizing a psychologically-based theory of time equilibrium. A descriptive model of time allocation which incorporates this theory is tested in the context of...

  • TIME ALLOCATION DIMENSIONS OF SHOPPING BEHAVIOR. Wilson, R. Dale; Holman, Rebecca H. // Advances in Consumer Research;1984, Vol. 11 Issue 1, p29 

    Much existing time allocation research uses an economic approach. This article extends the traditional economic concept of time by utilizing a psychologically-based theory of time equilibrium. A descriptive model of time allocation which incorporates this theory is tested in the context of...

  • Estimating the Impact of Consumer Expectations of Coupons on Purchase Behavior: A Dynamic Structural Model. Gonul, Fusum; Srinivasan, Kannan // Marketing Science;Summer96, Vol. 15 Issue 3, p262 

    We examine the basic premise that consumers may anticipate future promotions and adjust their purchase behavior accordingly. We develop a structural model of households who make purchase decisions to minimize their expenditure over a finite period. The model allows for future expectations of...

  • What health features influence consumer purchasing decisions?  // Food Management;Dec2006, Vol. 41 Issue 13, p49 

    The article focuses on the health features that influence the purchasing decisions of consumers in the U.S. It reveals that most men and women are not satisfied with their weight and 10% are wanting to lose at least 100 pounds. It likewise states that 58% of the Americans are consuming more...

  • Browsing Behaviour in Retail Stores: An opportunity for retailers? Lombart, Cindy // European Retail Digest;Autumn2004, Issue 43, p58 

    Comments on the browsing behavior of retail consumers in Great Britain. Factors that associate behavior with decision making in purchasing products; Significance of consumer behavior to retailers; Influences of other consumers on browsing in retail stores.

  • INFORMATION SEARCH. Clow, Kenneth E.; Baack, Donald // Concise Encyclopedia of Advertising;2005, p95 

    The article presents an encyclopedia entry on information search, the second step in the consumer decision making process. The first step is the recognition of the need or want by the consumer. When the consumer has established that need or want, he or she then proceeds to search for information...

  • A CROSS-CATEGORY BEVERAGE CHOICE MODEL: A NEED-BASED MULTI-ATTRIBUTE UTILITY APPROACH. Grover, Aditi // Academy of Marketing Studies Journal;Jan2011 Supplement, Vol. 15, p113 

    Given that a particular goal is salient, a consumer is likely to purchase in a category such that the category features most suitably serves to meet salient goal(s). Cross-category literature has not yet investigated a need-based approach in modeling consumer decisionmaking. This paper seeks to...

Share

Read the Article

Courtesy of VIRGINIA BEACH PUBLIC LIBRARY AND SYSTEM

Sorry, but this item is not currently available from your library.

Try another library?
Sign out of this library

Other Topics