The Three Faces of Consumer Promotions
提出一个框架，分析管理者如何通过设计和沟通促销活动来激励不同消费者群体购买产品，强调促销的经济、信息和情感三个方面，并指出优化信息与情感价值可减少经济激励需求、提升盈利。
Sales promotions targeted at consumers (e.g., coupons, sweepstakes, free offers) are becoming a large and growing part of marketing budgets worldwide. This article presents a framework that examines the effect of managerially controllable actions—specifically, designing and communicating a sales promotion—on increasing the incentive for different segments of consumers to purchase a product. Sales promotions have three distinct aspects: an economic aspect that provides both incentives and disincentives to purchase a brand; an informational aspect that consumers use to make purchase decisions; and an affective aspect that influences how consumers feel about their shopping transaction, both positively and negatively. How a promotional offer is designed and communicated determines both its information value and its affective appeal, which then enhances or diminishes the attractiveness of the offer beyond the economic incentive it provides. Companies9 promotion strategies should attempt to maximize the positive informative and affective aspects, as these can lessen the need for a large economic incentive and thereby increase the promotions9 profitability.