Abstract

WAKABAYASHI-MUROYA, Jose L.; ALZAMORA-RUIZ, Jessica N.  and  GUERRERO-MEDINA, Carlos A.. Influence of purchase objectives on the effectiveness of trade-marketing activities in supermarkets. estud.gerenc. [online]. 2018, vol.34, n.146, pp.42-51. ISSN 0123-5923.  https://doi.org/10.18046/j.estger.2018.146.2663.

This research study aims to analyze the influence of purchase objectives on the effectiveness of trade-marketing activities implemented in supermarkets. In order to achieve this goal a survey was administered to 800 supermarket customers during their purchase process. The findings, resulting from variables association tests and proportion difference testing, suggest that consumers driven by concrete purchasing objectives are more sensitive to trade-marketing actions than those driven by abstract objectives. These findings contribute to reformulating the trade-marketing strategies implemented in supermarkets, which should rely on customer segmentation based on purchase objectives in order to achieve greater effectiveness in markets with high competitive intensity, such as the Latin American market.

Keywords : purchase behavior; purchase objectives; point of sale; supermarkets; marketing strategies.

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