Factors influencing consumer intentions to purchase seasonally discounted athletic footware in Thailand

Summers, Jane ORCID: https://orcid.org/0000-0002-0604-152X and Lorterapong, Atasit and Johnson Morgan, Melissa ORCID: https://orcid.org/0000-0003-1663-7260 (2006) Factors influencing consumer intentions to purchase seasonally discounted athletic footware in Thailand. In: International Conference of the Academy of Business Administration, 16-20 Aug 2006, Munich, Germany.

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Abstract

Sales promotions are a key promotional strategy that companies worldwide have used to stimulate consumers’ behavioral responses. A more detailed understanding of the influence that both demographic and psychographic consumer characteristics along with normative influencing factors have on responses to sales promotion is needed at both the product category and the individual brand level in order to better develop effective sales promotional programs. This study examines how these factors influence consumer intentions to purchase seasonally discounted athletic footwear in the Thai market. It was found that demographics were not significant as either direct or mediating variables in the purchase intentions of buyers, whilst five specific psychographic and normative influencing characteristics were found to be significant. These were: deal proneness; value consciousness, price consciousness; quality consciousness and attitudes of reference groups.

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Item Type:	Conference or Workshop Item (Commonwealth Reporting Category E) (Paper)
Refereed:	Yes
Item Status:	Live Archive
Additional Information:	Authors retain copyright.
Faculty/School / Institute/Centre:	Historic - Faculty of Business - Department of Marketing and Tourism (Up to 31 Mar 2007)
Faculty/School / Institute/Centre:	Historic - Faculty of Business - Department of Marketing and Tourism (Up to 31 Mar 2007)
Date Deposited:	11 Oct 2007 00:50
Last Modified:	02 Jul 2013 22:39
Uncontrolled Keywords:	sales promotion; sport marketing; athletic shoes; factors influencing choice
Fields of Research (2008):	15 Commerce, Management, Tourism and Services > 1504 Commercial Services > 150499 Commercial Services not elsewhere classified 17 Psychology and Cognitive Sciences > 1702 Cognitive Sciences > 170202 Decision Making 15 Commerce, Management, Tourism and Services > 1505 Marketing > 150503 Marketing Management (incl. Strategy and Customer Relations)
Fields of Research (2020):	35 COMMERCE, MANAGEMENT, TOURISM AND SERVICES > 3504 Commercial services > 350499 Commercial services not elsewhere classified 52 PSYCHOLOGY > 5204 Cognitive and computational psychology > 520402 Decision making 35 COMMERCE, MANAGEMENT, TOURISM AND SERVICES > 3506 Marketing > 350605 Marketing management (incl. strategy and customer relations)
Socio-Economic Objectives (2008):	B Economic Development > 91 Economic Framework > 9104 Management and Productivity > 910403 Marketing
URI:	http://eprints.usq.edu.au/id/eprint/1709

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