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Pleasant Surprises: Consumer Response to Unexpected In-Store Coupons

Carrie M. Heilman, Kent Nakamoto and Ambar G. Rao
Journal of Marketing Research
Vol. 39, No. 2 (May, 2002), pp. 242-252
Stable URL: http://www.jstor.org/stable/1558489
Page Count: 11
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Since scans are not currently available to screen readers, please contact JSTOR User Support for access. We'll provide a PDF copy for your screen reader.
Pleasant Surprises: Consumer Response to Unexpected In-Store Coupons
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Abstract

This article studies the impact of in-store "surprise" coupons (e.g., electronic shelf coupons, peel-off coupons) on consumers' total basket of purchases. A conceptual model is developed that (1) predicts that the use of a surprise coupon will increase the size of the shopping basket and the number of unplanned purchases made on the shopping trip and (2) predicts the type of these unplanned purchases. The authors present the results of an in-store experiment and analysis of the Stanford Market Basket Data to test these predictions.

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