A Benefit Congruency Framework of Sales Promotion Effectiveness

G. LAURENT, B. Wansink, P. Chandon

Journal of Marketing

octobre 2000, vol. 64, n°4, pp.65-81

Départements : Marketing

Are monetary savings the only explanation for consumer response to a sales promotion? If not, how do the different consumer benefits of a sales promotion influence its effectiveness? To address the first question, this research builds a framework of the multiple consumer benefits of a sales promotion. Through a series of measurement studies, the authors find that monetary and nonmonetary promotions provide consumers with different levels of three hedonic benefits (opportunities for value expression, entertainment, and exploration) and three utilitarian benefits (savings, higher product quality, and improved shopping convenience). To address the second question, the authors develop a benefit congruency framework, which argues that a sales promotion's effectiveness is determined by the utilitarian or hedonic nature of the benefits it delivers and the congruence these benefits have with the promoted product. Among other results, two choice experiments show that, as predicted for high-equity brands, monetary promotions are more effective for utilitarian products than for hedonic products. The authors then discuss the implications of the multibenefit and the benefit congruency frameworks for understanding consumer responses to sales promotions, reexamining the value of everyday-low-price policies, and designing more effective sales promotions.

Alternative Rating Procedures for the Measurement of Personal Values


Public Opinion Quarterly

2000, vol. 64, n°3, pp.271-298

Départements : Marketing, GREGHEC (CNRS)

Arts Management as a Model for the 'New Economy'


READ (Revista Electronica de Administraçao)

octobre 2000, vol. 6, n°3, pp.1-5

Départements : Marketing

Arts Management: A New Discipline Entering the Millennium?

Y. EVRARD, F. Colbert

International Journal of Arts Management

hiver 2000, vol. 2, n°2, pp.4-13

Départements : Marketing

Asymmetric Competition in Choice and the Leveraging of Competitive Disadvantages

T. B. HEATH, G. Gaeth, S. Chatterjee, G. Ryu, D. Mothersbaugh, M. McCarthy, S. Milberg

Journal of Consumer Research

décembre 2000, vol. 27, pp.291-308

Départements : Marketing

Brand Extension in Practice



février 2000, vol. 2

Départements : Marketing

European Bank Changing Policy Based on Customer Relatioship Management


La Lettre de l'EFMA

mai-juin 2000, n°171

Départements : Marketing

Exploring the Relationship between Popular Culture and Consumer Behavior: Insights from Multiple Perspectives

C. Puto, C. A. RUSSELL

Advances in Consumer Research

2000, vol. 27, pp.254

Départements : Marketing

Globalisation de la distribution et besoins logistiques

S. Lacrampe, A. MACQUIN


janvier-février-mars 2000, n°1, pp.69-79

Départements : Marketing

Improving the External Validity of Marketing Models: A Plea For More Qualitative Input


International Journal of Research in Marketing

2000, n°17, pp.177-182

Départements : Marketing

A number of marketing models lack validity, in the sense that they do not adequately describe the variables and relationships in the real system being modeled. This is illustrated by recent examples of causal, econometric and analytic models. I discuss possible solutions, on the basis of selected references.