Scanning for discounts: examining the redemption of competing mobile coupons

Mills, Paul C.; Zamudio, César

doi:10.1007/s11747-018-0592-7

Cited by 26 publications

(19 citation statements)

References 60 publications

Supporting

Mentioning

Contrasting

Order By: Relevance

“…Research studies that involve mobile coupons are mostly focused on the redemption rates and the most important features that promote the redemptions; such as time, location, type of product and face value (Danaher et al, 2015;Fong et al, 2015;Hui et al, 2013;Mills & Zamudio, 2018). Meanwhile, no effects on shopping experience were reported.…”

Section: Mobile Device Usage and Retail Outcomesmentioning

confidence: 99%

“…Since the focus of this literature review is in-store, it is only natural that the retail environment was the main set for the studies whose majority was conducted in groceries stores (Bellini & Aiolfi, 2019;Grewal et al, 2018;Sciandra et al, 2019), but also in sports stores (Högberg, Ramberg, et al, 2019), shopping malls , movie theatres (Fong et al, 2015) and food retailers (Saarijärvi et al, 2014). Consequently, it reveals a lack of research in service settings, whose analysis could also be beneficial for physical stores, as pointed in many studies (Bellini & Aiolfi, 2019;Grewal et al, 2018;Hui et al, 2013;Mills & Zamudio, 2018;Viejo-Fernández et al, 2020).…”

Section: Contexts: Research Directionsmentioning

confidence: 99%

See 1 more Smart Citation

The use of mobile devices in‐store and the effect on shopping experience: A systematic literature review and research agenda

Cavalinhos

Marques

Salgueiro

2021

Int J Consumer Studies

View full text Add to dashboard Cite

The use of mobile devices continues to change the in-store shopping experience and constantly increases curiosity among academics and retailers. However, in spite of the emergence of studies on this topic, the information about the effects of their use is still scattered. The aim of this research is to provide an overview on what is currently known about the effect of the use of mobile devices in-store on the shopping experience, and describe the most important findings. Furthermore, future research directions are also provided in order to extend the existing knowledge. This systematic literature review has analysed a top-quality poll of papers, published in the past decade. As a result, it contributes to a better understanding of this focal phenomenon by analysing the different types of use and the value added to the shopping experience. Our framework provides a systematization of these findings.

show abstract

Section: Mobile Device Usage and Retail Outcomesmentioning

confidence: 99%

Section: Contexts: Research Directionsmentioning

confidence: 99%

The use of mobile devices in‐store and the effect on shopping experience: A systematic literature review and research agenda

Cavalinhos

Marques

Salgueiro

2021

Int J Consumer Studies

View full text Add to dashboard Cite

show abstract

“…Primary findings Individual differences in coupon behavior Guimond et al (2001) Coupon-prone consumers have different reactions to coupon features (such as face value vs. final price) Laroche et al (2003) Market mavens focus on the cost/benefit evaluation of coupon campaigns (i.e., quality), but are not influenced by quantity (e.g., "two-for-one" coupons) Kukar-Kinney et al (2016) Compulsive buyers are particularly influenced by high-pressure indicators on daily deal sites, such as the number of deals purchased by others and count-down clocks Mills and Zamudio (2018) Brand-focused and deal-prone shoppers respond differently to mobile coupons that feature competing deals in a coupon set Lalwani and Wang (2019) Consumers with an interdependent (vs. independent) self-construal are more likely to redeem coupons due to greater self-regulation (i.e., tendency to follow steps associated with coupon redemption)…”

Section: Authors Yearmentioning

confidence: 99%

Understanding the impact of recipient identification and discount structure on social coupon sharing: The role of altruism and market mavenism

Hanson

Kukar‐Kinney

Yuan

2021

Psychology and Marketing

View full text Add to dashboard Cite

This study investigates consumers' sharing of social coupons, a novel and understudied marketing strategy in which a consumer receives a coupon set where one coupon is meant to be kept and redeemed, while the other is meant to be shared with a secondary recipient. Linking the literature on marketing promotions, social influence, sharing motivations, and consumer characteristics, we examine how identification of a specific secondary recipient (e.g., family member vs. co-worker) and coupon discount structure (e.g., equal discount for both the sharer and the secondary recipient vs. a structure favoring one of the parties) affect social coupon sharing. Four experimental studies demonstrate that consumers are more likely to share social coupons when socially close to the identified recipient and when discount structure benefits the secondary recipient due to enhanced feelings of altruism. These effects are particularly impactful for individuals low in market mavenism, whereas individuals high in market mavenism share regardless. These findings enhance theories on behavioral pricing, social influence, and sharing motivations. Results indicate that current practices in the marketplace may not all be strategically sound and that practitioners should carefully consider how identification and discount structure are employed to maximize social coupon sharing.

show abstract

“…With regards to temporal and geographical mobile targeting, Luo et al [45] found that same-day targeting is more useful for close-distance promotions, whereas one-day prior to targeting is more useful for far-distance promotions. For in-store competing coupon situations, appropriate targeting, price range, and loyalty are indispensable for increasing redemption rates [47].…”

Section: Coupon Redemption Factorsmentioning

confidence: 99%

Open Collaboration Strategy of International Retailers: An Analysis of Co-Creation

Lee

Choeh

2021

J. theor. appl. electron. commer. res.

View full text Add to dashboard Cite

Mobile coupons have significantly enhanced marketing and e-commerce. To assess the benefits of mobile coupon apps, which are unavailable with traditional coupons, we examined users' motivations for obtaining and redeeming mobile bonus coupons from a customer value perspective. We collected coupon issue and redemption data from a mobile coupon app and used it to analyze the effects of various factors on coupon issue and redemption. Using the days of coupon issue as a control variable, we tested bonus-type and buy-one-get-onefree-type coupons separately. We applied negative binomial regression for the tests and used a standardized number of issuing days, face value, price, and brand popularity. Our findings indicate that a coupon's functional (face value and product price) and social (brand popularity) values significantly affect mobile coupon issue and redemption. Furthermore, the effects of social value on coupon issue and redemption vary by coupon type-bonus or buy-one-get-one-free. These results can help marketing and e-commerce practitioners to take advantage of the benefits of issuing the optimal mobile coupons for the right products.

show abstract

Scanning for discounts: examining the redemption of competing mobile coupons

Cited by 26 publications

References 60 publications

The use of mobile devices in‐store and the effect on shopping experience: A systematic literature review and research agenda

The use of mobile devices in‐store and the effect on shopping experience: A systematic literature review and research agenda

Understanding the impact of recipient identification and discount structure on social coupon sharing: The role of altruism and market mavenism

Open Collaboration Strategy of International Retailers: An Analysis of Co-Creation

Contact Info

Product

Resources

About