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| Tekijä: | Dhar, S. |
| Otsikko: | The effects of cross-ruff coupons on sales and profits |
| Lehti: | Management Science
1998 : NOV, VOL. 44:11, PART 1 OF 2, p. 1501-1516 |
| Asiasana: | MANAGEMENT SALES PROFIT |
| Kieli: | eng |
| Tiivistelmä: | Cross-ruff coupons are obtained at the time of purchase of a carrier brand and may be redeemed at a later date on a target brand. These coupons therefore have the ability to link consumer purchases across different brands as well as shopping trips. The authors model the effects of cross-ruff coupons on consumer choice behavior and derive the conditions under which cross-ruff coupons can lead to higher sales and profits than other types of package coupons. The model provides insights into the selection of appropriate carrier and target brands. |
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