ConceptFRAMEWORK

Price promotion

price promotions · promotional pressure

A price promotion is a temporary price cut to trigger immediate sales. The spike at the till is real, but fifty years of buying data is sobering about what follows: most of the extra volume comes from existing buyers bringing purchases forward or from switchers who bought the brand occasionally anyway. New lasting buyers rarely materialise, and after the promotion sales settle back to the old level, sometimes with a dip. Structural promotion also trains the reference price downward. Promotions are tools for distribution and volume moments, not an engine of growth.

Covered in

A1-09 Price Promotions and Loyalty Programmes — What the Evidence SaysCore lecturestill locked

A1-01 What Makes a Marketing Law a Lawstill locked

A1-08 Duplication of Purchase and the Natural Monopoly Lawstill locked

A4-01 The Sharpest Lever — and What We Actually Know About Itstill locked

A4-05 Price Architecture and Versioning: One Product, Many Pricesstill locked

A4-06 Promotions and Their Long-Term Damage: The Ehrenberg-Bass Evidencestill locked

A7-06 Pricing the New — Skimming, Penetration and the Value Anchorstill locked

A8-01 The Store Is the Medium — Why Retail Is Marketing's Forgotten Halfstill locked

A8-06 Retail Media — Big Money, Young Evidencestill locked

A8-07 Promotion Pressure — What Fifty Years of Purchase Data Say About the Dealstill locked

A8-08 Capstone — Omnichannel Is Not a Channel Strategy but One Shelfstill locked