A Benefit Congruency Framework of Sales Promotion Effectiveness

By Pierre Chandon, Brian Wansink, G. Laurent. 2000

1,671 citations recorded by the source corpus.

View Paper: https://www.semanticscholar.org/paper/d97a18961d8c8cf4f86f6a15be8ed73825654612

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Citations in the corpus

Factors influencing Internet shopping value and customer repurchase intention (2012, background): “…for Internet shopping because they can motivate consumers to visit Internet shopping sites and fundamentally affect repeated purchases (Babin et al. 1994, Bridges and Florsheim 2008, Chandon et al. 2000, Chiagouris and Ray 2010, Childers et al. 2001, Hirschman and Holbrook 1982, To et al. 2007).”
How Descriptive Food Names Bias Sensory Perceptions in Restaurants (2005, background): “Processing measures (the thoughts and feelings one has about the food) are not often used in sensory research related to brands, but they could be very important if analyzed in terms of their hedonic versus utilitarian content (Chandon et al., 2000).”
Impact of sales Promotion's benefits on perceived value: Does product category moderate the results? (2020, background): “) are categorized as utilitarian benefits (Chandon et al., 2000).”
When Are Stockpiled Products Consumed Faster? A Convenience–Salience Framework of Postpurchase Consumption Incidence and Quantity (2002, neutral): “Our findings that stockpiling can increase the short-term rate of consumption support other studies that show that sales promotions are not always a zero-sum game (Chandon, Wansink, and Laurent 2000).”
Price Promotion for Emotional Impact (2014, background): “Chandon et al. (2000) propose that the search for better prices provides entertainment and exploration value.”
The influence of perceived value on purchase intention in social commerce context (2017, neutral): “Also, though some studies have revealed the effects of utilitarian and hedonic values on user behavior (e.g., Chandon et al., 2000; Li et al., 2012; Lin and Lu, 2015), there is a lack of research on the role of social value.”