RT Journal Article
SR Electronic
T1 Predicting Premium Proneness
JF Journal of Advertising Research
JO J Advert Res
FD WARC
SP 287
OP 296
DO 10.2501/S0021849908080331
VO 48
IS 2
A1 Prendergast, Gerard P.
A1 Poon, Derek T. Y.
A1 Tsang, Alex S. L.
A1 Fan, Ting Yan
YR 2008
UL http://www.journalofadvertisingresearch.com/content/48/2/287.abstract
AB A premium is a free gift offered to consumers when they purchase a product, and marketers in many product categories are using them as a sales promotional tool. That consumers should be prone to buying products with premiums, therefore, is of obvious importance to marketers. This study investigated deal proneness, compulsive-buying tendency, time pressure, and variety-seeking tendency as predictors of premium proneness. The results of a survey with a sample of consumers suggest that all the factors, except time pressure, predict premium proneness. Recommendations are made for marketers regarding how to capitalize on these drivers of premium proneness in order to maximize the marketing impact of their premium-based promotions.