Impact of Sales Promotions on when, what, and how Much to Buy

By Sunil Gupta. 1988

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Citations in the corpus

Modeling Consumer Preferences and Price Sensitivities from Large-Scale Grocery Shopping Transaction Logs (2017, background): “Typical demand system studies [13, 18, 37, 38] usually involve only several products, categories and several hundred transactions.”
The Estimation of Pre- and Postpromotion Dips with Store-Level Scanner Data (2000, background): “For example, Gupta (1988) decomposes the sales effect due to promotion for coffee into brand switching (84%), purchase timing acceleration (14%), and increased purchase quantity (2%).”
New Empirical Generalizations on the Determinants of Price Elasticity (2005, background): “…or relative attractiveness of the brand or SKU (market share or choice probability).7 The sales elasticity can be decomposed into market share and category elasticity (Leeflang et al. 2000, pp. 170–71) or into brand choice, purchase incidence, and purchase quantity elasticities (Gupta 1988).”
Customer Metrics and Their Impact on Financial Performance (2006, unknown): “. of marketing variables on such consumer decisions (e.g., Guadagni and Little 1983, Gupta 1988).”
A New Method for Analyzing Sequential Processes (2005, methodology): “Researchers have used Logit instead to analyze time-series data with discrete outcome variables (Gupta, 1988; Pevalin & Ermisch, 2004; Silverstein & Parker, 2002).”
Inspired to Create: Awe Enhances Openness to Learning and the Desire for Experiential Creation (2018, background): “To overcome such obstacles, marketers frequently employ behavioral influence tactics (e.g., sales promotions; Gupta 1988) or wait for consumers to experience major life events (e.g., marriage, starting a new job, having a baby; Andreasen 1984; Wood and Neal 2009).”