Eintrag weiter verarbeiten
How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation
Gespeichert in:
| Zeitschriftentitel: | Journal of Consumer Research |
|---|---|
| Personen und Körperschaften: | , |
| In: | Journal of Consumer Research, 45, 2019, 5, S. 1037-1050 |
| Format: | E-Article |
| Sprache: | Englisch |
| veröffentlicht: |
Oxford University Press (OUP)
|
| Schlagwörter: |
| author_facet |
Lalwani, Ashok K Wang, Jessie J Lalwani, Ashok K Wang, Jessie J |
|---|---|
| author |
Lalwani, Ashok K Wang, Jessie J |
| spellingShingle |
Lalwani, Ashok K Wang, Jessie J Journal of Consumer Research How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation Marketing Economics and Econometrics Arts and Humanities (miscellaneous) Anthropology Business and International Management |
| author_sort |
lalwani, ashok k |
| spelling |
Lalwani, Ashok K Wang, Jessie J 0093-5301 1537-5277 Oxford University Press (OUP) Marketing Economics and Econometrics Arts and Humanities (miscellaneous) Anthropology Business and International Management http://dx.doi.org/10.1093/jcr/ucy033 <jats:title>Abstract</jats:title> <jats:p>Although coupons are very effective in increasing sales, a major challenge marketers face with coupons is the low redemption rates. Consequently, marketers are continuously trying to identify consumers who are more or less likely to respond to couponing efforts, in order to better direct coupons to segments high in coupon proneness and hence increase redemption rates. The current research identifies consumers’ cultural backgrounds and values as important determinants of their likelihood of redeeming coupons. Across five studies, we find that Asians (vs. Caucasians), Indians (vs. Americans), and, more generally, consumers with an interdependent (vs. independent) self-construal are more likely to use coupons because they are more motivated to engage in self-regulation, which is proposed to enhance coupon proneness. We conclude with the implications of these findings for marketers, such as for their segmentation and targeting endeavors. We also provide specific tools that marketers could use, both inside and outside the store, to influence consumers’ use of coupons.</jats:p> How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation Journal of Consumer Research |
| doi_str_mv |
10.1093/jcr/ucy033 |
| facet_avail |
Online |
| finc_class_facet |
Wirtschaftswissenschaften Kunst und Kunstgeschichte Ethnologie (Volks- und Völkerkunde) |
| format |
ElectronicArticle |
| fullrecord |
blob:ai-49-aHR0cDovL2R4LmRvaS5vcmcvMTAuMTA5My9qY3IvdWN5MDMz |
| id |
ai-49-aHR0cDovL2R4LmRvaS5vcmcvMTAuMTA5My9qY3IvdWN5MDMz |
| institution |
DE-D275 DE-Bn3 DE-Brt1 DE-D161 DE-Gla1 DE-Zi4 DE-15 FID-MEDIEN-DE-15 DE-Pl11 DE-Rs1 DE-105 DE-14 DE-Ch1 DE-L229 |
| imprint |
Oxford University Press (OUP), 2019 |
| imprint_str_mv |
Oxford University Press (OUP), 2019 |
| issn |
0093-5301 1537-5277 |
| issn_str_mv |
0093-5301 1537-5277 |
| language |
English |
| mega_collection |
Oxford University Press (OUP) (CrossRef) |
| match_str |
lalwani2019howdoconsumersculturalbackgroundsandvaluesinfluencetheircouponpronenessamultimethodinvestigation |
| publishDateSort |
2019 |
| publisher |
Oxford University Press (OUP) |
| recordtype |
ai |
| record_format |
ai |
| series |
Journal of Consumer Research |
| source_id |
49 |
| title |
How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_unstemmed |
How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_full |
How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_fullStr |
How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_full_unstemmed |
How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_short |
How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_sort |
how do consumers’ cultural backgrounds and values influence their coupon proneness? a multimethod investigation |
| topic |
Marketing Economics and Econometrics Arts and Humanities (miscellaneous) Anthropology Business and International Management |
| url |
http://dx.doi.org/10.1093/jcr/ucy033 |
| publishDate |
2019 |
| physical |
1037-1050 |
| description |
<jats:title>Abstract</jats:title>
<jats:p>Although coupons are very effective in increasing sales, a major challenge marketers face with coupons is the low redemption rates. Consequently, marketers are continuously trying to identify consumers who are more or less likely to respond to couponing efforts, in order to better direct coupons to segments high in coupon proneness and hence increase redemption rates. The current research identifies consumers’ cultural backgrounds and values as important determinants of their likelihood of redeeming coupons. Across five studies, we find that Asians (vs. Caucasians), Indians (vs. Americans), and, more generally, consumers with an interdependent (vs. independent) self-construal are more likely to use coupons because they are more motivated to engage in self-regulation, which is proposed to enhance coupon proneness. We conclude with the implications of these findings for marketers, such as for their segmentation and targeting endeavors. We also provide specific tools that marketers could use, both inside and outside the store, to influence consumers’ use of coupons.</jats:p> |
| container_issue |
5 |
| container_start_page |
1037 |
| container_title |
Journal of Consumer Research |
| container_volume |
45 |
| format_de105 |
Article, E-Article |
| format_de14 |
Article, E-Article |
| format_de15 |
Article, E-Article |
| format_de520 |
Article, E-Article |
| format_de540 |
Article, E-Article |
| format_dech1 |
Article, E-Article |
| format_ded117 |
Article, E-Article |
| format_degla1 |
E-Article |
| format_del152 |
Buch |
| format_del189 |
Article, E-Article |
| format_dezi4 |
Article |
| format_dezwi2 |
Article, E-Article |
| format_finc |
Article, E-Article |
| format_nrw |
Article, E-Article |
| _version_ |
1792346218030956548 |
| geogr_code |
not assigned |
| last_indexed |
2024-03-01T17:35:53.749Z |
| geogr_code_person |
not assigned |
| openURL |
url_ver=Z39.88-2004&ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info%3Asid%2Fvufind.svn.sourceforge.net%3Agenerator&rft.title=How+Do+Consumers%E2%80%99+Cultural+Backgrounds+and+Values+Influence+Their+Coupon+Proneness%3F+A+Multimethod+Investigation&rft.date=2019-02-01&genre=article&issn=1537-5277&volume=45&issue=5&spage=1037&epage=1050&pages=1037-1050&jtitle=Journal+of+Consumer+Research&atitle=How+Do+Consumers%E2%80%99+Cultural+Backgrounds+and+Values+Influence+Their+Coupon+Proneness%3F+A+Multimethod+Investigation&aulast=Wang&aufirst=Jessie+J&rft_id=info%3Adoi%2F10.1093%2Fjcr%2Fucy033&rft.language%5B0%5D=eng |
| SOLR | |
| _version_ | 1792346218030956548 |
| author | Lalwani, Ashok K, Wang, Jessie J |
| author_facet | Lalwani, Ashok K, Wang, Jessie J, Lalwani, Ashok K, Wang, Jessie J |
| author_sort | lalwani, ashok k |
| container_issue | 5 |
| container_start_page | 1037 |
| container_title | Journal of Consumer Research |
| container_volume | 45 |
| description | <jats:title>Abstract</jats:title> <jats:p>Although coupons are very effective in increasing sales, a major challenge marketers face with coupons is the low redemption rates. Consequently, marketers are continuously trying to identify consumers who are more or less likely to respond to couponing efforts, in order to better direct coupons to segments high in coupon proneness and hence increase redemption rates. The current research identifies consumers’ cultural backgrounds and values as important determinants of their likelihood of redeeming coupons. Across five studies, we find that Asians (vs. Caucasians), Indians (vs. Americans), and, more generally, consumers with an interdependent (vs. independent) self-construal are more likely to use coupons because they are more motivated to engage in self-regulation, which is proposed to enhance coupon proneness. We conclude with the implications of these findings for marketers, such as for their segmentation and targeting endeavors. We also provide specific tools that marketers could use, both inside and outside the store, to influence consumers’ use of coupons.</jats:p> |
| doi_str_mv | 10.1093/jcr/ucy033 |
| facet_avail | Online |
| finc_class_facet | Wirtschaftswissenschaften, Kunst und Kunstgeschichte, Ethnologie (Volks- und Völkerkunde) |
| format | ElectronicArticle |
| format_de105 | Article, E-Article |
| format_de14 | Article, E-Article |
| format_de15 | Article, E-Article |
| format_de520 | Article, E-Article |
| format_de540 | Article, E-Article |
| format_dech1 | Article, E-Article |
| format_ded117 | Article, E-Article |
| format_degla1 | E-Article |
| format_del152 | Buch |
| format_del189 | Article, E-Article |
| format_dezi4 | Article |
| format_dezwi2 | Article, E-Article |
| format_finc | Article, E-Article |
| format_nrw | Article, E-Article |
| geogr_code | not assigned |
| geogr_code_person | not assigned |
| id | ai-49-aHR0cDovL2R4LmRvaS5vcmcvMTAuMTA5My9qY3IvdWN5MDMz |
| imprint | Oxford University Press (OUP), 2019 |
| imprint_str_mv | Oxford University Press (OUP), 2019 |
| institution | DE-D275, DE-Bn3, DE-Brt1, DE-D161, DE-Gla1, DE-Zi4, DE-15, FID-MEDIEN-DE-15, DE-Pl11, DE-Rs1, DE-105, DE-14, DE-Ch1, DE-L229 |
| issn | 0093-5301, 1537-5277 |
| issn_str_mv | 0093-5301, 1537-5277 |
| language | English |
| last_indexed | 2024-03-01T17:35:53.749Z |
| match_str | lalwani2019howdoconsumersculturalbackgroundsandvaluesinfluencetheircouponpronenessamultimethodinvestigation |
| mega_collection | Oxford University Press (OUP) (CrossRef) |
| physical | 1037-1050 |
| publishDate | 2019 |
| publishDateSort | 2019 |
| publisher | Oxford University Press (OUP) |
| record_format | ai |
| recordtype | ai |
| series | Journal of Consumer Research |
| source_id | 49 |
| spelling | Lalwani, Ashok K Wang, Jessie J 0093-5301 1537-5277 Oxford University Press (OUP) Marketing Economics and Econometrics Arts and Humanities (miscellaneous) Anthropology Business and International Management http://dx.doi.org/10.1093/jcr/ucy033 <jats:title>Abstract</jats:title> <jats:p>Although coupons are very effective in increasing sales, a major challenge marketers face with coupons is the low redemption rates. Consequently, marketers are continuously trying to identify consumers who are more or less likely to respond to couponing efforts, in order to better direct coupons to segments high in coupon proneness and hence increase redemption rates. The current research identifies consumers’ cultural backgrounds and values as important determinants of their likelihood of redeeming coupons. Across five studies, we find that Asians (vs. Caucasians), Indians (vs. Americans), and, more generally, consumers with an interdependent (vs. independent) self-construal are more likely to use coupons because they are more motivated to engage in self-regulation, which is proposed to enhance coupon proneness. We conclude with the implications of these findings for marketers, such as for their segmentation and targeting endeavors. We also provide specific tools that marketers could use, both inside and outside the store, to influence consumers’ use of coupons.</jats:p> How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation Journal of Consumer Research |
| spellingShingle | Lalwani, Ashok K, Wang, Jessie J, Journal of Consumer Research, How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation, Marketing, Economics and Econometrics, Arts and Humanities (miscellaneous), Anthropology, Business and International Management |
| title | How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_full | How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_fullStr | How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_full_unstemmed | How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_short | How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| title_sort | how do consumers’ cultural backgrounds and values influence their coupon proneness? a multimethod investigation |
| title_unstemmed | How Do Consumers’ Cultural Backgrounds and Values Influence Their Coupon Proneness? A Multimethod Investigation |
| topic | Marketing, Economics and Econometrics, Arts and Humanities (miscellaneous), Anthropology, Business and International Management |
| url | http://dx.doi.org/10.1093/jcr/ucy033 |