Customized online promotions: Moderating effect of promotion type on deal value, perceived fairness, and purchase intent

Patrali Chatterjee, John McGinnis

Research output: Contribution to journalArticle

11 Citations (Scopus)

Abstract

This paper investigated whether consumers differ in their perceptions of deal value, fairness and purchase intentions when presented with individually targeted (or customized) promotions versus universal promotions offered to all consumers at online retail websites. It was found that customized offers lead to significantly higher purchase intent compared to universal offers. Perceived fairness differed significantly across promotion types (free shipping, $ off and temporary reduced price) based on whether they were customized to the consumer or offered universally. Implications for designing customized online promotions are offered.

Original languageEnglish
Pages (from-to)13-20
Number of pages8
JournalJournal of Applied Business Research
Volume26
Issue number4
StatePublished - 1 Jul 2010

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Purchase intent
Perceived fairness
Moderating effect
Retail
Shipping
Fairness
Web sites
Purchase intention

Keywords

  • Customized promotions
  • Deal value
  • Perceived fairness
  • Price discrimination

Cite this

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