Non Monetary Promotion Analysis of Consumer Response to Gift Promotions Sample Essay

Growth of consumerism has emerged as a worldwide discernible fact. Business houses excessively have risen and realized that nil sells if there is no demand by the consumers. Consumer sovereignty exist that provinces “Consumer is the King” . This research paper is an analysis of non pecuniary publicity and its types. consumer response to non pecuniary publicity and consumer outlooks towards not pecuniary publicities. “One of the intents of a consumer publicity is to arouse a direct impact on the purchase behavior of the firm’s customers” ( Kotler. 1998 ; Blattberg and Neslin. 1990 ) . “Successful publicities reflect trade name image and objectives” ( Kendrick. 1998 ) . Gift offers and publicity can ensue in better trade name image but merely if they relate to the trade name. Gift publicities are used to act upon attitudes and purchase purposes of possible consumers either to keep or increase purchase purposes.

“Offering a gift that fits with the merchandise and utilizing high equity trade names is a wise scheme to positively act upon purchase intentions” ( Montaner ; de Chernatony ; Buil. 2011 ) . It is an effectual manner to increase gross revenues by promoting new consumers to purchase different trade names or by actuating loyal consumers to purchase more. But it is non necessary that gift publicities ever achieve their aims of increasing gross revenues. “Free gift with purchase” offers appear to be overpowering the market topographic point. Whether they are in the decorative industry. in duty-free catalogs or in mundane supermarket shelves. sellers convince consumers to purchase their merchandise through the offer of a free gift with purchase.

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“Non-Monetary publicities are defined as publicities such as giveaways ( freebies ) or competitions in which value is temporarily added to the merchandise at full price” ( Cooke. 1983 ) . They are used to make trade name equity because of their positive consequence on trade name cognition construction. “ Non- Monetary publicity may assist to reenforce trade name equity” ( Palazon and Delgado. 2005 ; Montaner and Pina. 2008 ) . “With Non-Monetary publicities the inducement is non straight experienced through a lower purchase monetary value doing it more hard that these types of publicity influence consumers’ internal mention monetary values ( Campbell and Diamond. 1990 ) . “Non-Monetary publicity can distinguish trade name and assist pass on typical trade name properties. lending to the improved trade name equity” ( Papatla and Krishnamurthi. 1996 ; Mela et Al. . 1998 ; Chu and Keh. 2006 ) . Therefore. Non-Monetary publicities like- free gifts. free samples. sweepstakes etc. are deriving popularity giving negative effects of frequent price reductions.

• Gift Offers
“A gift or premium is a merchandise or service offered free. or at a comparatively low monetary value. in return for the purchase of one or many merchandises or services” ( d’Astous and Landreville. 2003 ) .

“A free gift is one for which the giver is non seeking to acquire something in return or one that does non be the giver. It offers the consumer an inducement to buy in the signifier of free merchandise or service” ( Jha-Dang ; Koshy. 2004 ) . Example- On buying a auto. the consumer is offered a complementary merchandise like music system or accoutrements. The consumer may besides be offered a free service such as extended 3 twelvemonth guarantee or free insurance. Sometime. it happens that “the merchandise offered as a free gift constitutes an ascent to the original purchase” ( Jha-Dang ; Koshy. 2004 ) . Example- In instance of laptop purchase. the consumer is offered a free Internet device or 16 GB pen thrust. Here the free merchandises appear to be ‘use complements’ to the original merchandise. At other times “the free merchandise can be a related merchandise or merchandise used in similar context” ( Jha-Dang ; Koshy. 2004 ) . Example- For kitchen merchandise. the free merchandise is points used in kitchen such as fictile containers. metal spoon. functioning bowl. OTG and non stick pan.

It can besides go on that “the free merchandise may be wholly unrelated to the original purchase” ( Jha-Dang ; Koshy. 2004 ) . Example- The consumer may be offered free batteries as a free merchandise on the purchase of detergent. But. the merchandises through unrelated are targeted to the same section of consumers. This kind of publicity is fundamentally targeted at kids merchandises. Example- On the purchase of pencil box the free merchandises offered are by and large cartoon strips. spine. plaything and tattoo. It is besides possible that “the free gift offered along with the purchase can besides be a variant accessible by the company” ( Jha-Dang ; Koshy. 2004 ) . Example- In instance of spices. the consumer is offered with Kashmiri mirch as a free merchandise on the purchase of regular spices. Several free gift offers have an confidence of size or value of purchase from the consumer. “It happens that there are smaller gifts associated with purchase of smaller battalion sizes and larger gifts associated with purchase of larger battalion sizes of a merchandise. In most instances. the monetary value of the free gift is non mentioned” ( Jha-Dang ; Koshy. 2004 ) .

• Sweepstake Offers: It is a type of Non-Monetary publicity that serves both the intent of bring forthing enthusiasm and supplying inducements among the clients by luring consumers to subject free entries into drawings of opportunity that are tied to merchandise or service. in which the featured awards are given by sponsored company. The award can be in the signifier of hard currency. auto. places. electronics etc. Sweepstake offer is by and large won by fortune. It normally involves a lucky draw or a abrasion card based on which the victors are decided. Gold has major entreaty as a award on the sweepstake publicity. • Contest Offers: It is largely seen in merchandises targeted at kids. This publicity requires the consumer to make full up a voucher and acquire a opportunity to run into Katrina Kaif. The awards offered on this publicity are similar to sweepstake publicity. • Extra Product Offers: “An excess merchandise offered serve as an extra ingestion units for the consumer” ( Jha-Dang ; Koshy. 2004 ) . The specific merchandises on which excess merchandise publicity are introduced include Talcum pulverization. Fruit Juices. Soaps and Hair Oil. In some instances. the consumer is offered 20 % excess in the same battalion. In instance of Internet service supplier. some excess hours of use is provided.

Non-Monetary Promotions

Offer Definition

Extra Product Offers an increased measure of the merchandise without an addition in normal retail monetary value.

Premium Offers a free gift in add-on to to the chief purchase.

Contest Provides a opportunity to win a big award through accomplishment.

Sweepstake Provides a opportunity to win a big award based on opportunity.

Fig 1. 1 ( Blattberg and Neslin. 1990 )


Gift publicity is a technique of converting consumer to purchase merchandise by offering a free merchandise. It is fundamentally done to increase the gross revenues volume. But. it besides has other aims. That includes- • Elating the trade name by utilizing attractive and branded gifts. • Reminding the consumer about the trade name being by giving gifts. • Promoting consumer trueness and committedness.

Gift Promotion can be of two types- ‘strings attached’ and ‘no strings attached’ . ‘Strings attached’ gifts are the premiums and discounts that the consumer gets after buying the merchandise. “Even gifts with no expressed ‘strings attached’ are frequently given with an outlook of reciprocality of some kind” ( Mauss 1954. Gouldner 1960. Homans 1965. Levi-Strauss 1965. Schwartz 1967. Titmuss 1971. Sherry 1983. Croak 1989 ) . “In fact this outlook may be the primary motivation behind giving gifts” ( Cronk 1989 ) . ‘No threading attached’ gifts are the free samples or an excess merchandise. ‘No strings attached’ gift would ensue in increased gross revenues.

“The fact that a maker is supplying a free gift along with purchase of their merchandise. could either connote that the merchandise itself was overpriced. or that the free gift was of low value. Free gift publicity could take to illations about the cost and border construction of the promoted merchandise or the free gift or both” ( Raghubir. Priya ) . The gift publicity offered by the concern is fundamentally to increase their gross revenues but it will besides cut their net income border in making publicity. So. the concern should supply such an offer that after making publicity they are still in a profitable state of affairs. The hypothesis is that the free merchandise offered by the concern is either of really low cost or the merchandise has high border that covers the cost of free merchandise. Therefore. the free gift merchandise offered by the concern to the consumer should be valuable to the consumer. It should fulfill the demand of the consumer and besides should associate to the original merchandise.

“Stronger relationship between the consumer and the concern and an inexplicit petition for reciprocation positively after consumer responses to gift” ( Bodur and Grohmann. 2005 ) . Consumer response to endow publicity is fundamentally dependent on four factors. They are as follows: – • Nature of the promoted merchandise: Utilitarian V Hedonist. • Relationship between the merchandise and the gift.

• Brand of the original merchandise.
• Consumer’s purchasing behaviour and trade offered by the trade name.

Utilitarian are in footings of pecuniary nest eggs. merchandise quality and shopping convenience while hedonic are in footings of value. look amusement and geographic expedition. “Non-Monetary publicities can besides be utile with useful merchandises because they provide consumers with experiential benefits that are non generated from the merchandise itself. In this sense gift publicities could offer consumers experiences such as merriment. amusement and recreation. and supply a symbolic significance that supplements the features of the useful products” ( Palazon and Delgado. 2005 ) . The free merchandise offered by the trade name should see both the facets of the consumer their touchable and intangible demands.

“When the relationship is high ( e. g. between trade names and extensions. trade names and subscribers. trade name and causes ) consumers experience cognitive consistence and respond favorably to the offer” ( Aaker and Keller. 1990 ; Boush and Loken. 1991 ; Becker-Olsen and Hill. 2006 ; Volckner and Sattler. 2006 ; Bigne-Alcaniz et Al. . 2009 ; Samu and Wymer. 2009 ) . However. when there is a low relationship. “customers experience cognitive incompatibility and study negative reactions” ( Montaner ; de Chernatony ; Buil. 2011 ) . A promoted merchandise could hold a good relationship with a gift if both have the same nature ( i. e. useful or hedonistic ) or portion similar associations. characteristics and benefits. When a high relationship between the promoted merchandise and the gift exists. in this state of affairs. consumers should see the publicity as believable and consistent with the trade name. taking to more favorable attitudes toward the publicity. By contrast. “if the product-gift relationship is low. the promotional offer is likely to be perceived as inconsistent and even opportunistic” . ( d’Astous and Landreville. 2003 ) .

The rating of gift publicities is likely to depend on the type of trade name used ( e. g. whether high or average trade name equity ) . Those who buy lower quality trade names are more monetary value medium than the consumers of higher quality trade names. Therefore. publicities for lower quality trade names merely attract clients of similar or lower monetary value trade names. By contrast. advancing strong trade names causes consumers to exchange from a viing trade name in greater Numberss. “Brands with higher consciousness are expected to bring forth a more positive consumer response. Furthermore. consumers are normally more attentive to the selling actions developed by high quality. well-known brands” ( Keller. 1993. 2007 ; Hoeffler and Keller. 2003 ) .

Deal proneness varies from consumer to consumer. Some consumers are non influenced by the gift publicity offered by the trade name while some are so antiphonal to publicities. If a trade name offers a good trade than automatically it creates an involvement in the consumer’s head. The consumer wants to catch the chance because it knows it may non last for long. Example- On purchase of Loreal shampoo. the consumer is offered Loreal conditioner as a free gift. This type of trade will automatically catch consumer’s attending and through word of oral cavity the trade name will besides acquire promoted. Deal proneness has been defined as “ a general proneness to react to publicities because they are in trade form” ( Lichtenstein et Al. . 1990 ) . “Deal proneness is non the existent purchase of goods and services on publicity but the psychological leaning to buy” ( Del Vecchio. 2005 ) .

Consumer response on losing the gift publicity is reluctantly dissatisfactory because the consumer realizes that the merchandise he has purchased is comparatively dearly-won than the others. The consumer attempts to calculate out the difference between the monetary value they paid and the publicity monetary value. They try to look into the cause of losing publicity. The consumers consider losing the gift publicity as a loss and they feel regret.

“Customer satisfaction is the ultimate aim of every business” ( Hanan and Karp. 1989 ) . “Customer satisfaction is of import because there are important short-run and long-run costs associated with hapless client services. Short-run dissatisfaction could ensue in a walkout. whereas long-run dissatisfaction response might take to client defection” ( Gagliano and Hathcote. 1994 ) . This survey was conducted through a procedure of Focus Group treatment that took topographic point among five pupils including me. The chief inquiries discussed in the focal point group treatment are as follows: – • What does a consumer expects when he/she gets a free gift? • What does a consumer expect as a free gift?

• Is consumer concern with the value of free gift ( Monetary and Non-Monetary ) ? • Is consumer satisfied with free merchandise offered?
Consumer outlook is a huge topic to survey because it varies from individual to individual. Understanding consumer outlook is what required by the trade names? They need to grok what precisely a consumer demand and what will fulfill it needs? Consumer outlook towards gift publicities depend on the undermentioned things: – • Utility of the free merchandise.

• Free merchandise should be offered harmonizing to demand of the client. • Free product/gift should be related to the basic purchase. • Value and monetary value of the free merchandise.
• Variety of free merchandises offered by the brand/business.

Utility OF THE FREE PRODUCT: The free merchandise offered by the trade name should hold some public-service corporation and functional value. Example- On the purchase of carpus watch the free merchandise offered is a collector’s item than in this instance. the merchandise is non functioning any public-service corporation or map. But. if a college pupil purchases a carpus ticker and is offered a set of coloring material pens as a free gift than the free gift has public-service corporation and effectivity.

Free PRODUCT SHOULD BE OFFERED ACCORDING TO THE NEED OF THE CONSUMER: The free merchandise offered by the trade name should be a customized merchandise harmonizing to the consumer demand. The free merchandise offered by the trade name should see consumer’s gustatory sensation and penchants. Example- On purchase of hair shampoo a consumer is offered soap as a free merchandise. Many a clip it happens that the consumer does non experience the demand of soap or may be the consumer does non utilize that soap. In that instance the free gift offered will be of no usage. It will be a waste to the consumer. It frequently happens that if the free merchandise offered by the trade name is non harmonizing to the consumer. the consumer may non purchase the original merchandise because the consumer will believe that the free merchandise offered is of no usage and will be a wastage so it’s better non to take the merchandise. The trade name should maintain option for free gifts so that the consumer gets a opportunity to take. Therefore. if a free merchandise offered by the trade name is harmonizing to the consumer demand than the free merchandise will besides be considered as a public-service corporation merchandise.

Free PRODUCT/GIFT SHOULD BE RELATED TO BASIC Purchase: The free merchandise offered by the trade name should be in relation to the basic purchase so that the consumer’s demand of purchasing two merchandises can be satisfied by purchasing merely one merchandise. Maggi is the best illustration to this context. On purchase of Maggi Ketchup the free merchandise offered is by and large a Maggi soup or Maggi ( noodles ) itself. Sometimes. it happens that the trade name offer some merchandise that is non at wholly related to the basic purchase. Example- On purchase of Juice the free merchandise offered is Fast Relief. The free merchandise offered is non at wholly related to the basic purchase and therefore. does non function any purchase. In malice. it can alter the buying purpose of the consumer. Resulting. in lessening of gross revenues volume of the basic purchase.

VALUE AND PRICE OF THE FREE PRODUCT: The free merchandise should hold some value in footings of useful every bit good as pagan. It should supply some utility to the consumer. Example- On purchase of Hair Oil the free merchandise offered is comb. Here comb is sing functional value and is besides related to the basic purchase. The free gift should besides hold some pecuniary value that is monetary value. The monetary value of free merchandise should be in relation to the monetary value of the basic purchase. Example- If the monetary value of the basic purchase is low than the monetary value of the gift offered should be low and if the monetary value of the basic purchase is high than the monetary value of the gift offered should besides be high.

VARIETY OF FREE PRODUCTS OFFERED BY THE BRAND/BUSINESS: The trade name should supply the consumer with assortments of free merchandise so that the consumer can take anything it desired. This will assist in elating the gross revenues volume of the basic purchase. Example- On purchase of microwave the free merchandise offered to the consumer is cooker. drinker. bomber. micro-cook utensils. idli base etc. In this instance the consumer can pick anything it desire. But. if the consumer was offered cooker merely as a free gift and the consumer does non necessitate it. may be it can alter its purchasing purpose. If the consumer is satisfied with the handiness of free merchandise of his pick it will certainly back the trade name through word of oral cavity. Therefore. the consumer will be assisting the trade name in its publicity and gross revenues. But. if the consumer is non satisfied and faces letdown it tends to kick and distribute negative word of oral cavity which will be a immense drawback for the trade name.

“With today’s focal point on client keeping and trueness. the usage of gifts tantrums in better with trade name image and reiterate purchase objectives” ( Kendrick. 1998 ) . Therefore. making effectual gift publicities isn’t simple. In retailing context when shoppers are given a gift upon entry. the consumers replete reaction is they increase their disbursement on the promotional merchandise. The survey demonstrates that even a nominal gift upon entry is effectual in bring oning clients to pass more money than originally planned. It creates an involvement in consumer’s head which finally convince the client to purchase the promotional merchandise. It is non necessary to utilize comparatively expensive gifts such as wassailers. wirelesss or umbrellas. It appears that even an cheap gift will trip the duty on the customer’s portion. “It is found that giving cheap gifts such as pens or little pecuniary sum will ensue in higher rate of response than non giving any gifts or pecuniary incentives” ( Armstrong 1975. Hansen 1980. Boyd ; Westfall and Stasch 1989. Tull and Hawkins 1987 ) .

It is non necessary that the gift be an advertisement forte. A gift that carries the retailer’s name. logo. motto or some gross revenues message is use to actuate the consumers to purchase. Thus. free gifts offered without any advertisement messages will make. “The uninscribed gifts are more likely to be perceived by the consumer as true gifts and are therefore more likely to be effectual than advertisement specialities” ( Friedman and Herskovitz ) . “The efficiency of free gifts is. nevertheless. in uncertainty. with disparagers claiming that giveaways take away from future gross revenues and guardians reasoning that they increase them” ( Sexton. 1987 ) . “Once you start giving free gifts you can’t of all time stop” ( Kendrick. 1998 ) . Therefore. Gift publicities are considered to be despairing steps used by sellers merely to increase their gross revenues. It is non considered as a cardinal constituent of a selling scheme for a trade name.

“The promotional offers that highlight the free gift are less effectual than those that highlight the merchandise to be purchased. Increasing the ocular size of the free gift leads to perceptual experiences of poorer merchandise quality and has unfavourable effects for purchase purposes of the offer. The larger the size of the gift in a promotional adds. the higher the sensed constituent of gift value in entire promotional offer. and consequently the lower the value of the merchandise. Visually larger gifts lead to take down trade ratings and purchase purposes than visually smaller gifts. Example- The free gift offered by Ralf Lauren is a big back pack comprises the full-page ad and with headline that it is a free gift with purchase of a Ralf Lauren aroma. The hypothesis is that the free gift offer is the primary draw for consumers to see buying a Ralf Lauren fragrance” ( Raghubir. Priya ) .

Future research should be done on different types of merchandises offered as free gifts from the trade names on the purchase of original merchandise. Retailers sing the usage of gift publicity should make a cost benefit analysis and take into history the cost of the gift and the estimation gross revenues it produces. In future the research should be done as to how to associate the free gift with the original merchandise that the trade name is offering to the consumer. The free merchandise should be harmonizing to the demand of the consumer and the free merchandise offered should hold some value and public-service corporation. The trade name should come with an offer of test merchandise ; in malice of offering an excess merchandise to the consumer. the trade name should come with a free gift as a test inducement device. By offering test merchandise the trade name will be able to advance its merchandise and the consumer will automatically utilize it out of wonder in order to cognize the merchandise. It will later on aid in increasing future gross revenues of the merchandise.


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