Pleasant Surprises: Consumer Response to Unexpected In-Store Coupons

By Carrie M. Heilman, Kent Nakamoto, A. Rao. 2002

362 citations recorded by the source corpus.

Subfields: Marketing, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/dc5c33ac9d0181018128c0cc4ad5b14bb3c880d2

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Citations in the corpus

Pleasurable Surprises: A Cross-Cultural Study of Consumer Responses to Unexpected Incentives (2010, background): “Unexpected in-store coupons increase the overall number and dollar value of unplanned purchases, whether utilitarian or hedonic (Heilman et al., 2002).”
Tempted or Not? - The Effect of Recent Purchase History on Responses to Affective Advertising (2007, background): “…found that up to 62% of purchases at a department store were for products not on the shopping list that the consumer entered the store with, and Heilman, Nakamoto, and Rao (2002) found that the mere presence of a promotion can prompt purchases in categories that consumers had not even had in…”
Measuring and Managing Returns from Retailer-Customized Coupon Campaigns (2012, background): “In line with prior research (Heilman, Nakamoto, and Rao 2002; Palmatier et al. 2009), our results reveal that customer delight/gratitude for unexpected benefits is responsible for the effectiveness of the customized coupon campaigns.”
An Investigation of the Effectiveness of Uncertainty in Marketing Promotions Involving Free Gifts (2013, background): “Because companies do not typically offer gifts with negative attributes, the promotion becomes a positive surprise (Heilman, Nakamoto, and Rao 2002; Valenzuela, Mellers, and Strebel 2010).”
The Effect of Sales Promotions on the Size and Composition of the Shopping Basket: Regulatory Compatibility from Framing and Temporal Restrictions (2010, background): “However, the effects of compatibility do not appear to extend to all brands but only to a subset that is consistent with the orientation, which implies that the effects are not a form of generalized affect transfer (Heilman, Nakamoto, and Rao 2002; Naylor, Raghunathan, and Ramanathan 2006).”
Winners and Losers in a Major Price War (2008, background): “For example, a field experiment found that when given a monetary reward before entering a store, shoppers spent more in the store, in excess of the monetary reward (Heilman, Nakamoto, and Rao 2002).”
I’ll have the ice cream soon and the vegetables later: A study of online grocery purchases and order lead time (2010, neutral): “These authors created a list of treats based on the items that 57 grocery shoppers said they would buy if they “wanted to treat themselves or their families to something special” (Heilman et al. 2002, p. 246).”
Anytime versus Only: Mind-Sets Moderate the Effect of Expansive versus Restrictive Frames on Promotion Evaluation (2008, background): “The role of consumer mood in the evaluation of promotions has received some attention in the literature (e.g., Heilman, Nakamoto, and Rao 2002).”
In-store shopping environment and impulsive buying (2009, background): “The effect of coupons is very much closely linked to moods, emotions and psychological cognitions ( Heilman et al., 2002 ).”
Price Promotion for Emotional Impact (2014, background): “We echo the sentiment voiced by some scholars that a broader interpretation of the phenomenon—in particular, one that acknowledges the importance of affect—could be insightful (Chandon, Wansink, and Laurent 2000; Heilman, Nakamoto, and Rao 2002; Naylor, Raghunathan, and Ramanathan 2006).”