References
Ailawadi, K. L./ Harlam, B. A./ César, J./ Trounce, D. (2006): Promotion Profitability for a Retailer: The Role of Promotion, Brand, Category, and Store Characteristics, in: Journal of Marketing Research, 43, 4, pp. 518–535.
Ailawadi, K. L./ Harlam, B. A./ César, J./ Trounce, D. (2007): Quantifying and Improving Promotion Effectiveness at CVS, in: Marketing Science, 26, 4, pp. 566–575.
Ailawadi, K. L./ Beauchamp, J. P./ Donthu, N./ Gauri, D. K./ Shankar, V. (2009): Communication and Promotion Decisions in Retailing: A Review and Directions for Future Research, in: Journal of Retailing, 85, 1, pp. 42–55.
Ailawadi, K./ Gupta, S. (2014): Sales Promotions, in: Winer, R./ Neslin, S. A. (Eds.), History of Marketing Science, Singapore, pp. 463–497.
Albers, S./ Mantrala, M. K./ Sridhar, S. (2010): Personal Selling Elasticities: A Meta-Analysis, in: Journal of Marketing Research, 47, 5, pp. 840–853.
Allenby, G./ Rossi, P. (1991): Quality Perceptions and Asymmetric Switching between Brands, in: Marketing Science, 10, 3, pp. 185–204.
Bijmolt, T./Van Heerde, H./ Pieters, R. (2005): New Empirical Generalizations on the Determinants of Price Elasticity, in: Journal of Marketing Research, 42, 2, pp. 141–156.
comScore (2015): Anzahl der Smartphone-Nutzer in Deutschland in den Jahren 2009 bis 2014, http://de.statista.com/statistik/daten/studie/198959/umfrage/anzahl-der-smartphonenutzer-in-deutschland-seit-2010/, accessed 16.01.2015.
Fassnacht, M./ Königsfeld, J. A. (2012): Gefährlicher Flirt mit Marken, in: Werben & Verkaufen, 10, p. 26.
Gedenk, K./ Neslin, S. A./ Ailawadi, K. (2010): Sales Promotion, in: Krafft M./ Mantrala, M. K. (Eds.), Retailing in the 21st Century, Berlin/Heidelberg, pp. 393–407.
GfK (2011): Ausweg gesucht, in: Lebensmittel Zeitung (07.10.2011), p. 53.
GfK (2012): Handzettel sind nicht zu schlagen, in: Lebensmittel Zeitung (05.10.2012), p. 39.
GfK (2014): GfK Consumer Index 02/2014, https://www.gfk.com/de/Documents/News%20Deutschland/CI_02_2014.pdf, accessed 01.11.2014.
Grewal, D./ Ailawadi, K. L./ Gauri, D./ Hall, K./ Kopalle, P./ Robertson, J. R. (2011): Innovations in Retail Pricing and Promotions, in: Journal of Retailing, 87, 1, pp. 43–52.
IRI (2014): Umsatzanteil von Preispromotions im Lebensmitteleinzelhandel in Deutschland nach ausgewählten Warengruppen in den Jahren 2011 bis 2014, http://de.statista.com/statistik/daten/studie/323974/umfrage/umsatzanteil-von-preispromotions-im-leh-in-deutschland-nach-warengruppen/, accessed 01.11.2014.
Kamakura, W. A./ Russell, G. J. (1989): A Probabilistic Choice Model for Market Segmentation and Elasticity Structure, in: Journal of Marketing Research, 26, 4, pp. 379–390.
Kotler, P./ Keller, K. L. (2012): Marketing Management, 14th ed., Boston, MA.
Lodish, L. M./ Mela, C. F. (2007): If Brands Are Built over Years, Why Are They Managed over Quarters?, in: Harvard Business Review, 86, 7/8, pp. 104–112.
Macé, S./ Neslin, S. A. (2004): The Determinants of Pre- And Postpromotion Dips in Sales of Frequently Purchased Goods, in: Journal of Marketing Research, 41, 3, pp. 339–350.
Neslin, S. A. (2002): Sales Promotion, in: Weitz, B./ Wensley, R. (Eds.), Handbook of Marketing, London, pp. 310–338.
Pechtl, H. (2014): Preispolitik: Behavioral Pricing und Preissysteme, 2nd ed., Stuttgart.
POPAI (2012): Shoppers Are Making More Purchasing Decisions In-Store Than Ever Before, http://www.prweb.com/releases/2012/5/prweb9489590.htm, accessed 01.11.2014.
Rode, J. (2011): Real will von den Kunden mehr lernen, http://www.lebensmittelzeitung.net/news/it-logistik/protected/-Wissen-ueber-Kunden-hilft_89990.html?id=89990&page=1, accessed 01.11.2014.
Sethuraman, R./ Tellis, G. J./ Briesch, R. A. (2011): How Well Does Advertising Work? Generalizations from Meta-Analysis of Brand Advertising Elasticities, in: Journal of Marketing Research, 48, 3, pp. 457–471.
Simon, H./ Fassnacht, M. (2009): Preismanagement, 3rd ed., Wiesbaden.
TESCO (2014): Tailored Offers Especially for You, http://www.tesco.com/clubcard/coupons/, accessed 01.11.2014.
Van Heerde, H. J./ Gupta, S./ Wittink, D. R. (2003): Is 75% of the Sales Promotion Bump Due to Brand Switching? No, Only 33% Is, in: Journal of Marketing Research, 40, 4, pp. 481–491.
Van Heerde, H. J./ Leeflang, P. S. H./ Wittink, D. R. (2001): Semiparametric Analysis to Estimate the Deal Effect Curve, in: Journal of Marketing Research, 38, 2, pp. 197–215.
Zhang, J. (2006): An Integrated Choice Model Incorporating Alternative Mechanisms for Consumers’ Reactions to In-Store Display and Feature Advertising, in: Marketing Science, 25, 3, pp. 278–290.
Author information
Authors and Affiliations
Corresponding author
Rights and permissions
About this article
Cite this article
Fassnacht, M., Königsfeld, J.A. Sales Promotion Management in Retailing: Tasks, Benchmarks, and Future Trends. Mark Rev St. Gallen 32, 67–77 (2015). https://doi.org/10.1007/s11621-015-0534-4
Published:
Issue Date:
DOI: https://doi.org/10.1007/s11621-015-0534-4