PT  - JOURNAL ARTICLE
AU  - Judith A. Garretson
AU  - Scot Burton
TI  - Highly coupon and sale prone consumer: benefits beyond price savings
AID  - 10.2501/JAR-43-2-162-172
DP  - 2003 Jun 01
TA  - Journal of Advertising Research
PG  - 162--172
VI  - 43
IP  - 2
4099  - http://www.journalofadvertisingresearch.com/content/43/2/162.short
4100  - http://www.journalofadvertisingresearch.com/content/43/2/162.full
SO  - J Advert Res2003 Jun 01; 43
AB  - In recent years, some consumer products' firms have made attempts to replace or sharply reduce the use of sales promotion, including coupons and sales, with everyday low prices (EDLP). While consumers can benefit from EDLP initiatives, the strong negative reactions from many consumers suggest they do not necessarily favor the reduction of sales promotion activities. Their negative response raises concern that consumers who are very highly involved with sales promotion have strong underlying reasons for their resistance. This article attempts to develop a broader understanding of the differences between those consumers highly coupon and sale prone and those less prone to sales promotion across a variety of economic and shopping-related dimensions. Results from three studies reveal that highly prone consumers are drawn to reduced prices, but they also enjoy shopping and gain a sense of achievement by purchasing products on special. Implications of findings are discussed.