Pricing

How Does Context Affect Consumer Purchase Decisions?


The “why” behind a visit to the store can make all the difference in the world when it comes to consumer purchasing decisions. If you’re at the store with a back-to-school list in hand you’ll certainly make different purchase decisions than when you’re just stopping in to pick up laundry detergent.

As Consumer Confidence Rises, So Does Spending on Big Ticket Items

Consumer confidence is at a six-year high, so you'd think spending at discount retailers would be showing a similar rise. Not so. Why?

Uneven Economic Recovery Affect Summer Retail Sales

While the housing market and stock market have been on a recent upswing, summer retail sales — particularly back-to-school sales figures — have not been, and are not predicted to be, stellar.

Back-to-School Shopping Is Changing

We’re all aware of the economic factors affecting back-to-school shopping sales estimates this year. But the way people shop, who is shopping and a redefined back-to-school season may also play a role in the predicted decline of sales.

Temporary Tax Breaks for Back-to-School Shoppers

This year, shoppers are expected to spend less on back-to-school shopping — and they'll most likely stick to the necessities, according to the NRF. In some states, shoppers will even receive a tax break on back-to-school supplies.

How Much Information a Person Receives Greatly Influences Their Price Perceptions

The more information you can provide consumers, the better — as long as you're clearly communicating your message. There are some important lessons for CPG marketers from  a fascinating sales linguistic study, summarized in Harvard Business Review (HBR).

Back-to-School Starting in June 2013

Just two weeks into summer and some retailers are already running back-to-school promotions. It is the latest in a series of extended seasonal promotions that begin earlier than ever. Perhaps these early promotions are due to the success retailers experienced during the holiday 2012 season with promotions that ran on Thanksgiving Day.

Are Your New Products Cannibalizing Your Sales?

In tight economic times, there's even greater pressure to demonstrate ROI on new product launches. The problem is — a lot of "innovative" product launches are, in fact, cannibalizing sales. Why? 

The Good and Bad of Target’s Rapid Canadian Expansion

 Target’s expansion into the Canadian market can provide CPG organizations with a few lessons. During the last three months — Target has opened 48 stores in major Canadian markets since March 2013 — the retailer has experienced highs and lows as it enters this new northern market.

May Sales Data

The unseasonably cool weather this spring led to industry-wide discounts and promotions by retailers as they worked to clear their shelves of seasonal merchandise. Industry experts don't expect the higher rate of promotional activity to adversely affect margins because of retailers' new efforts to control costs. 

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