Miss Sitong Jiang sitong.jiang@durham.ac.uk
Combined Role
The Role of Regulatory Focus on Consumer Response to Minimum Purchase Requirement Sales Promotion
Jiang, Sitong; Ghiassaleh, Arezou; Yan, Ji
Authors
Dr Arezou Ghiassaleh arezou.ghiassaleh@durham.ac.uk
Assistant Professor
Professor Karena Yan ji.yan@durham.ac.uk
Professor
Abstract
Minimum Purchase Requirement (MinPR) deal is a form of sales promotion that asks consumers to meet a requirement to redeem a benefit, for example, “$10 off for every $50 spent”. This research examines how consumers’ regulatory focus influence their shopping
behavior when they choose to use such deals. We conducted four studies and our findings show that promotion-focused consumers spend significantly more than prevention-focused consumers when they choose to use a MinPR deal, and the reason is the higher level of persuasion knowledge towards the deal that prevention-focused consumers hold. Moreover, our results show that a MinPR sales message with a social identity norm can reverse such effect for prevention-focused consumers. Our findings have important implications for marketing practitioners and retailers.
Citation
Jiang, S., Ghiassaleh, A., & Yan, J. (2022). The Role of Regulatory Focus on Consumer Response to Minimum Purchase Requirement Sales Promotion. In SCP Annual Conference 2022
Conference Name | SCP Annual Conference 2022 |
---|---|
Conference Location | Virtual Conference |
Start Date | Mar 3, 2022 |
End Date | Mar 5, 2022 |
Acceptance Date | Jan 29, 2022 |
Publication Date | 2022 |
Deposit Date | Jan 29, 2024 |
Book Title | SCP Annual Conference 2022 |
Public URL | https://durham-repository.worktribe.com/output/2185477 |
Publisher URL | https://myscp.org/events/past/ |
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