INCREASED SALES AND THEFTS OF CANDY AS A FUNCTION OF SALES PROMOTION ACTIVITIES: PRELIMINARY FINDINGS

Ned Carter · Angeli Kindstedt · Lennart Melin

8 citations0/0 files storedJournal of Applied Behavior Analysis

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Consumer Market Behavior and Pricing Behavioral and Psychological Studies Consumer Retail Behavior Studies

Abstract

We used an A-B-A design to evaluate the effects of two commonly used promotional activities-price reduction and increased exposure, in combination and separately-on sales and thefts of candy at a grocery store. The combination of activities and the increased exposure condition produced the greatest increases in sales. The combination of activities was also associated with the greatest increase in thefts.

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1981Behavioral Learning Theory: Its Relevance to Marketing and Promotions

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2011Examining the Effects of a Low-Cost Prompt to Reduce Retail Theft

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