BAR - Brazilian Administration Review

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Moderating effects of sales promotion types

Fernando de Oliveira Santini, Cláudio Hoffmann Sampaio, Marcelo Gattermann Perin, Lelis Balestrin Espartel, Wagner Junior Ladeira
169-189
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Abstract:

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...

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