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Integrated Discounting Framework for Indian Brick-and-Mortar Retailers
16 references·2 citing·54 second hop
Integrated Discounting Framework for Indian Brick-and-Mortar Retailers (2020)Integrated Discounting Framework for Indi…The Future of Retailing (2017)The Future of RetailingA pricing model for clearing end-of-season retail inventory (2004)A pricing model for clearing …A model of retail format competition for non-durable goods (2004)A model of retail format comp…An experimental investigation of factors affecting consumers' perceptions of sales promotions (2003)An experimental investigation…The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings (2002)The Customer Orientation of S…A Benefit Congruency Framework of Sales Promotion Effectiveness (2000)A Benefit Congruency Framewor…The influence of goal orientation and self-regulation tactics on sales performance: A longitudinal field test. (1999)The influence of goal orienta…Consumer behaviour and marketing strategy (1999)Consumer behaviour and market…Determining Where to Shop: Fixed and Variable Costs of Shopping (1998)Determining Where to Shop: Fi…The Discounting of Discounts and Promotion Thresholds (1992)The Discounting of Discounts …Comparing Dynamic Consumer Choice in Real and Computer-Simulated Environments (1992)Comparing Dynamic Consumer Ch…A Choice Sets Model of Retail Selection (1987)A Choice Sets Model of Retail…Patterns of Store Choice (1984)Patterns of Store ChoiceDeterminant Attributes in Retail Patronage: Seasonal, Temporal, Regional, and International Comparisons (1983)Determinant Attributes in Ret…The SOCO Scale: A Measure of the Customer Orientation of Salespeople (1982)The SOCO Scale: A Measure of …A Path-Analytic Exploration of Retail Patronage Influences (1975)A Path-Analytic Exploration o…Retailing Performance Evaluation Scale for Indian Brick-and-Mortar Lifestyle Retailers (LSRS-b) (2020)Retailing Performance Evaluat…Measuring the True Potential of Lifestyle Brands in India: A Consumer-Level Scale for Existing and Potential Investors (CL-LBSi). (2020)Measuring the True Potential …Distinguishing Coupon Proneness from Value Consciousness: An Acquisition-Transaction Utility Theory Perspective (1990)Internal Benefits of Service-Worker Customer Orientation: Job Satisfaction, Commitment, and Organizational Citizenship Behaviors (2003)Customer-based corporate reputation of a service firm: scale development and validation (2007)Cross-Sectional versus Longitudinal Survey Research: Concepts, Findings, and Guidelines (2008)Advances in Consumer Research (2025)Pricing: Making Profitable Decisions (1980)Self-generated validity and other effects of measurement on belief, attitude, intention, and behavior. (1988)The Effect of Price, Brand Name, and Store Name on Buyers' Perceptions of Product Quality: An Integrative Review (1989)UPC Scanner Pricing Systems: Are They Accurate? (1994)Consumer price sensitivity and price thresholds14 14Sangman Han is Associate Professor, School of Business Administration Sungkyunkwan University, 53 3-ga, Myongnyun-dong, Chongno-gu, Seoul (phone: 82-2-760-0456, email: smhan@yurim.skku.ac.kr). Sunil Gupta is Meyer Feldberg Professor of Business (phone: 212-854-3467, email: sg37@columbia.edu) and Donald R. Lehmann is George E. Warren Professor (phone: 212-854-3465, email: drl2@columbia.edu), both at the Graduate School of Business, Columbia University, New York, NY 10027. All correspondence should be directed to Sunil Gupta. (2001)Cents or Percent? 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References

  • 1982The SOCO Scale: A Measure of the Customer Orientation of Salespeople1,547 cited
  • 2000A Benefit Congruency Framework of Sales Promotion Effectiveness1,518 cited
  • 2017The Future of Retailing1,192 cited
  • 2002The Customer Orientation of Service Workers: Personality Trait Effects on Self-and Supervisor Performance Ratings1,092 cited
  • 1999The influence of goal orientation and self-regulation tactics on sales performance: A longitudinal field test.597 cited
  • 1998Determining Where to Shop: Fixed and Variable Costs of Shopping590 cited
  • 1999Consumer behaviour and marketing strategy429 cited
  • 1983Determinant Attributes in Retail Patronage: Seasonal, Temporal, Regional, and International Comparisons390 cited
  • 1992The Discounting of Discounts and Promotion Thresholds359 cited
  • 1992Comparing Dynamic Consumer Choice in Real and Computer-Simulated Environments249 cited
  • 1987A Choice Sets Model of Retail Selection203 cited
  • 1984Patterns of Store Choice183 cited
  • 2004A model of retail format competition for non-durable goods179 cited
  • 1975A Path-Analytic Exploration of Retail Patronage Influences175 cited
  • 2003An experimental investigation of factors affecting consumers' perceptions of sales promotions

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110 cited
  • 2004A pricing model for clearing end-of-season retail inventory70 cited
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    • 2020Retailing Performance Evaluation Scale for Indian Brick-and-Mortar Lifestyle Retailers (LSRS-b)10 cited
    • 2020Measuring the True Potential of Lifestyle Brands in India: A Consumer-Level Scale for Existing and Potential Investors (CL-LBSi).9 cited