Given the resources needed to launch a retail store on the Internet or change an existing online storefront design, it is important to allocate product development resources to interface features that actually improve store traffic and sales. We identified features that impact store traffic and sales using regression models of 1996 store traffic and dollar sales as dependent variables and inter...

a r t i c l e i n f o Salespeople play a pivotal role in promoting new products. Therefore, managers need to know what control mechanism (i.e., output-based control, behavior-based control, or knowledge-based control) can improve their salespeople's new product sales performance. Furthermore, managers may be able to assist salespeople in performing better by having a strong market orientation. ...

the main purpose of this paper is to develop an effective and efficient promotion mix model and determine the share and value of each of the underlying variables in the promotion mix in accordance with the marketing and promotional goals and strategies of a firm. the review of earlier studies indicate that the promotion mix components such as competitor’s advertisement, public relation budget, ...

In the era of globalisation and digitization, improved employment access, high female literacy rate and exposure to electronic media has laid a lot of importance to marketing communications in shaping the consumer buying behavior in skin care products. In this research study impact of advertising and sales promotions on consumer buying behavior in skin care products has been analysed. This pape...

We describe a sales promotion application for distributing and redeeming coupons on the Internet during online shopping. Various types of sales promotions and coupons, and the methods used to target coupons to select potential buyers are reviewed. Security mechanisms needed to prevent alterations, duplication, and trading of coupons by customers, and fraudulent use of manufacturer's coupons by ...

The genre of sales promotion communication can be perceived as social processes; they are apt to be dynamic and evolving. The genre can be realized through socially recognized forms of texts; these forms arise from recurrent social situations and gradually become conventionalized and typified responses to similar situations. Each form is realized through a schematic structure, which refers to t...