Evaluating Promotions in Shopping Environments: Decomposing Sales Response into Attraction, Conversion, and Spending Effects

By S. Lam, Mark B. Vandenbosch, John Hulland, Michael R. Pearce. 2001

128 citations recorded by the source corpus.

Subfields: Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/1bbbd7e54ce7cf7416c752cd5ac7de8f2e7b77ea

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Marketing

1. Tammo H. A. Bijmolt
2. H. V. van Heerde
3. Michael Lewis
4. Dominique M. Hanssens
5. Marc van Essen
6. Julián Villanueva
7. Scott A. Neslin
8. Harald J. van Heerde

In Strategy and Management

1. Tammo H. A. Bijmolt
2. H. V. van Heerde

Citations in the corpus

• Decomposing the Promotional Revenue Bump for Loyalty Program Members versus Nonmembers (2005, methodology): “Whereas most extant decomposition models use an elasticity-based decomposition (Gupta 1988; Lam et al. 2001), we use unit-based decomposition (in revenues), which is attractive from a managerial viewpoint (see Van Heerde, Gupta, and Wittink 2003).”
• The effect of shipping fees on customer acquisition, customer retention, and purchase quantities (2006, background): “The empirical research focused on the larger issue of store traffic is also fairly limited (Walters and MacKenzie 1988; Lam et al. 2001).”
• Sales Promotion Models (2008, unknown): “This is what retailers hope occurs ( Lam et al. 2001 ).”