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BAR - Brazilian Administration Review

versión On-line ISSN 1807-7692


SANTINI, Fernando de Oliveira et al. Moderating Effects of Sales Promotion Types. BAR, Braz. Adm. Rev. [online]. 2015, vol.12, n.2, pp.169-189. ISSN 1807-7692.

This paper aims to analyze the influence sales promotion types have on the relationship between perception of financial risk and perception of utilitarian and hedonic value on consumer purchase intentions. To this end, an experiment was conducted involving 589 participants divided into two groups defined by distinct scenarios in which the sales promotion type (monetary vs. non-monetary) was manipulated. The working hypotheses predicted a direct and positive relationship between the perception of (hedonic and utilitarian) consumption value and purchase intention for a promoted product and a negative relationship between the perception of consumption value and the perception of financial risk. In addition, it was supposed that the sales promotion type would moderate these direct relationships and that a monetary promotion would have a stronger effect on the relationship between purchase intention and perceived product utility, whereas a non-monetary promotion would have a stronger effect on the other relationships (hedonic value and financial risk perceptions). Analysis of the outcomes supported the proposed hypotheses.

Palabras clave : sales promotion; hedonic perception; utilitarian perception; financial risk perception.

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