The moderator effect of monetary sales promotion on the relationship between brand trust and purchase behaviour

Chaudhuri, A. and Holbrook, M. B. (2001) ‘The chain effects from brand trust and brand affect to brand performance: The role of brand loyalty’, Journal of Marketing, Vol. 65 (April), pp. 81–93. Ganesan, S. (1994) ‘Determinant of long-term orientation in buyer–seller relationships’, Journal of Marketing, Vol. 58 (April), pp. 1–19. Too, L. H., Souchon, A. and Thirkell, P. (2001) ‘Relationship marketing customer loyalty in a retail setting: A dyadic exploration’, Journal of Marketing Management, Vol. 17, pp. 287–319. Zboja, J. J. and Voorhees, C. M. (2006) ‘The impact of brand trust and satisfaction on retailer purchase intentions’, Journal of Services Marketing, Vol. 20, No. 5, pp. 381–390. Doney, P. M. and Cannon, J. P. (1997) ‘An examination of the nature of trust in buyer–seller relationships’, Journal of Marketing, Vol. 61, pp. 35–51. Gefen, D., Karahanna, E. and Straub, D. W. (2003) ‘Trust and TAM in online shopping: An integrated model’, MIS Quarterly, Vol. 27, No. 1, pp. 51–90. Mayer, R. C., Davis, J. H. and Schoorman, F. D. (1995) ‘An integrative model of organizational trust’, The Academy of Management Review, Vol. 20, No. 3, pp. 709–734. Delgado-Ballester, E. (2003) ‘Development and validation of a brand trust scale’, International Journal of Market Research, Vol. 45, No. 1, pp. 35–54. Boulding, W. and Kirmani, A. (1993) ‘A consumer-side experimental examination of signaling theory: Do consumers perceive warranties as signals of quality?’, Journal of Consumer Research, Vol. 20, No. 1, pp. 111–123. Bridges, E., Briesch, R. A. and Yim, C. K. (2006) ‘Effects of prior brand usage and promotion on consumer promotional response’, Journal of Retailing, Vol. 82, No. 4, pp. 295–307. Gilbert, D. and Jackaria, N. (2002) ‘The efficacy of sales promotions in UK supermarkets: A consumer view’, International Journal of Retail & Distribution Management, Vol. 30, No. 6, pp. 315–322. DelVecchio, D., Henard, D. H. and Freling, T. H. (2006) ‘The effect of sales promotion on post-promotion brand preference: A meta-analysis’, Journal of Retailing, Vol. 82, p. 3, pp. 203–213. McKnight, D. H. and Chervany, N. L. (2002) ‘What trust means in e-commerce customer relationships: An interdisciplinary conceptual typology’, International Journal of Electronic Commerce, Vol. 6, No. 2, pp. 35–59. Pauwels, K., Hanssens, D. M. and Siddarth, S. (2002) ‘The long-term effects of price promotions on category incidence, brand choice, and purchase quantity’, Journal of Market Research, Vol. 39, No. 4, pp. 421–439. Jedidi, K. S. (1999) ‘Managing advertising and promotion for long-run profitability’, Marketing Science, Vol. 18, pp. 1–22. Mela, C. F., Gupta, S. and Lehmann, D. R. (1997) ‘The long-term impact of promotion and advertising on consumer brand choice’, Journal of Market Research, Vol. 34 (May), pp. 248–261. Rempel, J. K., Holmes, J. G. and Zanna, M. P. (1985) ‘Trust in close relationships’, Journal of Personality and Social Psychology, Vol. 49, No. 1, pp. 95–112. Andaleeb, S. and Anwar, S. F. (1996) ‘Factors influencing customer trust in salespersons in a developing country’, Journal of International Marketing, Vol. 4, No. 4, pp. 35–52. Kumar, N., Scheer, L. K. and Steenkamp, J. B. E. M. (1995) ‘The effects of perceived interdependence on dealer attitudes’, Journal of Marketing Research, Vol. 32, No. 3, pp. 348–356. Zucker, L. G. (1986) ‘Production of trust: Institutional sources of economic structure 1840–1920’, Research in Organizational Behavior, Vol. 8, pp. 53–111. Jarvenpaa, S. L. and Tractinsky, N. (1999) ‘Consumer trust in an internet store: A cross-cultural validation’, Journal of Computer-Mediated Communication, Vol. 5, No. 2, pp. 1–35. Reast, J. D. (2005) ‘Brand trust and brand extension acceptance: The relationship’, Journal of Product & Brand Management, Vol. 14, No. 1, pp. 4–13. Delgado-Ballester, E. and Munuera-Aleman, J. L. (2005) ‘Does brand trust matter to brand equity?’, Journal of Product & Brand Management, Vol. 3, pp. 187–196. McAllister, D. J. (1995) ‘Affect-and-cognitive-based trust as foundations for interpersonal cooperation in organizations’, Academy of Management Journal, Vol. 38, No. 1, pp. 24–59. Geyskens, I., Steenkamp, J. B. E. M. and Kumar, N. (1999) ‘A meta-analysis of satisfaction in marketing channel relationships’, Journal of Marketing Research, Vol. 36, No. 2, pp. 223–238. Singh, J. and Sirdeshmukh, D. (2000) ‘Agency and trust mechanisms in consumer satisfaction and loyalty judgments’, Journal of the Academy of Marketing Science, Vol. 28, pp. 150–167. Garbarino, E. and Johnson, M. S. (1999) ‘The different roles of satisfaction, trust, commitment in consumer relationships’, Journal of Marketing, Vol. 63, No. 2, pp. 70–87. Keller, K. L. (1993) ‘Conceptualizing, measuring, and managing consumer-based brand equity’, Journal of Marketing, Vol. 57 ( January), pp. 1–22. Dwyer, F. R., Schurr, P. H. and Oh, S. (1987) ‘Developing buyer–seller relationships’, Journal of Marketing, Vol. 51, pp. 11–27. Krishnan, H. S. (1996) ‘Characteristics of memory associations: a consumer-based brand equity perspective’, International Journal of Research in Marketing, Vol. 13, pp. 389–405. Christou, E. (2004) ‘The impact of trust on brand loyalty: Evidence from the hospitality industry’, www.traveldailynews.gr. Lau, G. T. and Lee, S. H. (1999) ‘Consumers' trust in a brand and the link to brand loyalty’, Journal of Market-Focused Management, Vol. 4, pp. 341–370. Andaleeb, S. S. (1992) ‘The trust concept: Research issues for channels of distribution’, International Journal of Research in Marketing, Vol. 11, pp. 1–34. Bemmaor, A. C. and Mouchoux, D. (1992) ‘Effet des réductions de prix et de la publicité sur les ventes en magasin: un plan factoriel’, Research et Applications en Marketing, Vol. 7, No. 2, pp. 27–47. Ehrenberg, A. S. C., Hammond, K. and Goodhart, G. J. (1994) ‘The after-effects of price-related consumer promotions’, Journal of advertising Research, Vol. 34, No. 4, pp. 11–21. Inman, J. J., McAlister, L. M. and Hoyer, W. D. (1990) ‘Promotion signal: Proxy for a price cut?’, Journal of Consumer Research, Vol. 17, pp. 74–81. Nijs, V. R., Dekimpe, M. G., Steenkamps, J. B. E. M. and Hanssens, D. M. (2001) ‘The category-demand effects of price promotions’, Marketing Science, Vol. 20, No. 1, pp. 1–22. Davis, S., Inman, J. J. and McAlister, L. (1992) ‘Promotion has a negative effect on brand evaluations: Or does it? Additional disconfirming evidence’, Journal of Marketing Research, Vol. 29, No. 1, pp. 143–148. Leone, R. P. and Srinivasan, S. S. (1996) ‘Coupon face value: Its impact on coupon redemptions, brand sales and brand profitability’, Journal of Retailing, Vol. 72, pp. 273–289. Taylor, G. A. and Neslin, S. A. (2005) ‘The current and future sales impact of a retail frequency reward program’, Journal of Retailing, Vol. 81, No. 4, pp. 293–305. Chandon, P., Wansink, B. and Laurent, G. (2000) ‘A benefit congruency framework of sales promotion effectiveness’, Journal of Marketing, Vol. 64, No. 4, pp. 65–81. Tellis, G. J. (1998) ‘Advertising and Sales Promotion Strategy’, Addison-Wesley, MA, USA. Kwok, S. and Uncles, M. (2005) ‘Sales promotion effectiveness: The impact of consumer differences at an ethnic-group level’, Journal of Product & Brand Management, Vol. 14, No. 3, pp. 170–186. Huff, L. C., Alden, D. L. and Tietje, B. C. (1999) ‘Managing the sales promotion mix: Brand managers' response to sales promotions’, Journal of Promotion Management, Vol. 5, No. 1, pp. 77–89. Blatterger, R. C. and Wisniewski, K. J. (1989) ‘Price-induced patterns of competition’, Marketing Science, Vol. 8, No. 4, pp. 81–100. Aaker, D. A. (1996) ‘Measuring brand equity across products and markets’, California Management Review, Vol. 38, No. 1, pp. 100–120. Keller, K. L. (1998) ‘Strategic Brand Management’, Prentice-Hall, Upper Saddle River, NJ. Gedenk, K. and Neslin, S. (1999) ‘The role of retail promotion in determining future brand loyalty: Its effect on purchase event feedback’, Journal of Retailing, Vol. 75, No. 4, pp. 433–459. Rothschild, M. L. and Gaidis, W. C. (1981) ‘Behavioral learning theory; its relevance to marketing and promotions’, Journal of Marketing, Vol. 45, pp. 70–78. Ortmeyer, G. K., Lattin, J. and Montgomery, D. B. (1987) ‘Routinized choice behavior, brand commitment, and consumer response to promotions. Working paper 935, Graduate Business School, Stanford University. Churchill, G. A. (1979) ‘A paradigm for developing better measures of marketing constructs’, Journal of Marketing Research, Vol. 16, No. 1, pp. 64–73. Totten, J. and Block, M. P. (1987) ‘Analyzing Sales Promotion: Text and Cases’, Commerce Communications, Wellington and Chicago, IL. Delgado-Ballester, E. and Munuera-Alemán, J. L. (2001) ‘Brand trust in the context of consumer loyalty’, European Journal of Marketing, Vol. 35, No. 11/12, pp. 1238–1258. Delgado-Ballester, E. (2004) ‘Applicability of a brand trust scale across product categories: A multigroup invariance analysis’, European Journal of Marketing, Vol. 38, No. 5/6, pp. 573–592. Byrne, B. M. (2006) ‘Structural Equation Modeling with EQS, Basic Concepts, Applications, and Programming’, Lawrence Erlbaum Associates, Mahwah, NJ. Freo, M. (2005) ‘The impact of sales promotion on store performance: A structural vector autoregressive approach’, Statistic Methods & Applications, Vol. 14, No. 2, pp. 271–281. Raghubir, P., Inman, J. J. and Grande, H. (2004) ‘The three faces of consumer promotions: Economic, informative, and affective’, California Management Review, Vol. 46, pp. 23–42. Fader, P. S. and Lodish, L. M. (1990) ‘A cross-category analysis of category structure and promotional activity for grocery products’, Journal of Marketing, Vol. 54, No. 3, pp. 52–65.