Consumer sales promotion techniques

* Price deal: A temporary reduction in the price, such as happy hour
* Loyal Reward Program: Consumers collect points, miles, or credits for purchases and redeem them for rewards. Two famous examples are Pepsi Stuff and AAdvantage.

iranmedia shop
* Cents-off deal: Offers a brand at a lower price. Price reduction may be a percentage marked on the package.
* Price-pack deal: The packaging offers a consumer a certain percentage more of the product for the same price (for example, 25 percent extra).
* Coupons: coupons have become a standard mechanism for sales promotions.
* Loss leader: the price of a popular product is temporarily reduced in order to stimulate other profitable sales
* Free-standing insert (FSI): A coupon booklet is inserted into the local newspaper for delivery.
* On-shelf couponing: Coupons are present at the shelf where the product is available.
* Checkout dispensers: On checkout the customer is given a coupon based on products purchased.
* On-line couponing: Coupons are available on line. Consumers print them out and take them to the store.
* Mobile couponing: Coupons are available on a mobile phone. Consumers show the offer on a mobile phone to a salesperson for redemption.
* Online interactive promotion game: Consumers play an interactive game associated with the promoted product. See an example of the Interactive Internet Ad for tomato ketchup.
* Rebates: Consumers are offered money back if the receipt and barcode are mailed to the producer.
* Contests/sweepstakes/games: The consumer is automatically entered into the event by purchasing the product.
* Point-of-sale displays:
o Aisle interrupter: A sign the juts into the aisle from the shelf.
o Dangler: A sign that sways when a consumer walks by it.
o Dump bin: A bin full of products dumped inside.
o Glorifier: A small stage that elevates a product above other products.
o Wobbler: A sign that jiggles.
o Lipstick Board: A board on which messages are written in crayon.
o Necker: A coupon placed on the ‘neck’ of a bottle.
o YES unit: “your extra salesperson” is a pull-out fact sheet.

Online Store Builders

Online Store Builders
There are a number of [[online store][1]] options. Yahoo, Ebay and Amazon have store builders. [[WebStore by Amazon][2]] passes down the features from Amazon to the merchant’s personalized store. [[Ebay][3]] integrates its store solution with sales on ebay.
[edit] Information Load
Designers of online shops should consider the effects of information load. Mehrabian and Russel (1974) introduced the concept of information rate (load) as the complex spatial and temporal arrangements of stimuli within a setting.[26] The notion of information load is directly related to concerns about whether consumers can be given too much information in virtual shopping environments. Compared with conventional retail shopping, computer shopping enriches the information environment of virtual shopping by providing additional product information, such as comparative products and services, as well as various alternatives and attributes of each alternative, etc.[27]

Two major sub-dimensions have been identified for information load: complexity and novelty.[28] Complexity refers to the number of different elements or features of a site, which can be the result of increased information diversity. Novelty involves the unexpected, suppressing, new, or unfamiliar aspects of the site. A research by Huang (2000) showed that the novelty dimension kept consumers exploring the shopping sites, whereas the complexity dimension has the potential to induce impulse purchases.[29]
[edit] Consumer expectations
The main idea of online shopping is not in having a good looking website that could be listed in a lot of search engines and it is not about the art behind the site. [30] It also is not only just about disseminating information, because it is all about building relationships and making money. [31] Mostly, organizations try to adopt techniques of online shopping without understanding these techniques and/or without a sound business model. [32] Rather than supporting the organization’s culture and brand name, the website should satisfy consumer’s expectations. [33] Many researchers notify that the uniqueness of the web has dissolved and the need for the design, which will be user centered, is very important. [34] Companies should always remember that there are certain things, such as understanding the customer’s wants and needs, living up to promises, never go out of style, because they give reason to come back. [35] And the reason will stay if consumers always get what they expect. McDonaldization theory can be used in terms of online shopping, because online shopping is becoming more and more popular and website that wants to gain more shoppers will use four major principles of McDonaldization: efficiency, calculability, predictability and control.

Organizations, which want people to shop more online for them, should consume extensive amounts of time and money to define, design, develop, test, implement, and maintain website. [36] Also if company wants their website to be popular among online shoppers it should leave the user with a positive impression about the organization, so consumers can get an impression that the company cares about them. [37] The organization that wants to be acceptable in online shopping needs to remember, that it is easier to lose a customer then to gain one. [38] Lots of researchers state that even when site was a “top-rated”, it would go nowhere if the organization failed to live up to common etiquette, such as returning e-mails in a timely fashion, notifying customers of problems, being honest, and being good stewards of the customers’ data. [39] Organizations that want to keep their customers or gain new ones try to get rid of all mistakes and be more appealing to be more desirable for online shoppers. And this is why many designers of webshops considered research outcomes concerning consumer expectations. Research conducted by Elliot and Fowell (2000) revealed satisfactory and unsatisfactory customer experiences.[40]

 

 

[edit] Satisfactory:
Increased customization, e.g. “capability to treat customers as individuals”.
Convenience in purchasing “anytime, from anywhere, to anywhere”.
Responsiveness in product delivery, e.g. “instantaneous distribution of digital products and services”.
Cost savings through lower prices, e.g. “site aims at providing lower costs and latest information on music scene”.
Able to fulfill most shoppersneeds.Comparison shop several online stores at once.

[edit] Unsatisfactory (unsatisfactory experiences):
Security
Ease of use
Poor levels of service
Costs
Product delivered did not meet expectations.

[edit] User interface
It is important to take the country and customers into account. For example, in Japan privacy is very important and emotional involvement is more important on a pension’s site then on a shopping site.[41] Next to that, there is a difference in experience: experienced users focus more on the variables that directly influence the task, while novice users are focusing more on understanding the information.[42]

There are several techniques for the inspection of the usability. The ones used in the research of Chen & Macredie (2005) are: Heuristic evaluation, cognitive walkthrough and the user testing. Every technique has its own (dis-)advantages and it is therefore important to check per situation which technique is appropriate.[43]

When the customers visited the online shop, a couple of factors determine whether they will return to the site. The most important factors are the ease of use and the presence of user-friendly features.[44]