EFFECTIVENESS OF SALES PROMOTIONAL TOOLS IN MALAYSIA: THE CASE OF LOW INVOLVEMENT PRODUCTS

The thrust of this paper is to evaluate the effectiveness of sales promotional strategies namely, coupon, price discount, free sample, bonus pack, and in-store display in the purchase of low involvement products by Malaysian consumers. The paper also recognises that certain demographic factors such as education and income of consumers could potentially confound the observed relationships hence, these factors were controlled. A total of 312...