Moderating Effects of Sales Promotion Types

AUTOR(ES)

Santini, Fernando de Oliveira, Sampaio, Cláudio Hoffmann, Perin, Marcelo Gattermann, Espartel, Lelis Balestrin, Ladeira, Wagner Junior

FONTE

BAR, Braz. Adm. Rev.

DATA DE PUBLICAÇÃO

2015-06

RESUMO

This paper aims to analyze the influence sales promotion types have on the relationship between perception of financial risk and perception of utilitarian and hedonic value on consumer purchase intentions. To this end, an experiment was conducted involving 589 participants divided into two groups defined by distinct scenarios in which the sales promotion type (monetary vs. non-monetary) was manipulated. The working hypotheses predicted a direct and positive relationship between the perception of (hedonic and utilitarian) consumption value and purchase intention for a promoted product and a negative relationship between the perception of consumption value and the perception of financial risk. In addition, it was supposed that the sales promotion type would moderate these direct relationships and that a monetary promotion would have a stronger effect on the relationship between purchase intention and perceived product utility, whereas a non-monetary promotion would have a stronger effect on the other relationships (hedonic value and financial risk perceptions). Analysis of the outcomes supported the proposed hypotheses.

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