Integrated couponing: a process-based framework for in-store coupon promotion handling in retail
Saved in:
| Main Author: | |
|---|---|
| Format: | Thesis/Dissertation Book |
| Language: | English |
| Published: |
Berlin
Logos
2006
|
| Series: | Advances in information systems and management science
28 |
| Subjects: | |
| Links: | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015425484&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| Physical Description: | XIV, 258 S. graph. Darst. - graph. Darst. |
| ISBN: | 3832513477 |
Staff View
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| 245 | 1 | 0 | |a Integrated couponing |b a process-based framework for in-store coupon promotion handling in retail |c Axel Winkelmann |
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| 502 | |b Dissertation |c Universität Münster (Westfalen) |d 2006 | ||
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Record in the Search Index
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Content
Content VII
List of figures IX
List of tables VII
List of abbreviations XIII
1 Problem statement, subject, and procedure model 1
1.1 Problem statement 1
1.2 Goal statement 1
1.3 Related work 3
1.4 Relevance of the topic 4
1.5 Methodological grounding 6
1.6 Structure of the thesis 12
2 Importance and problems of German retail 17
2.1 Function of trade and retailing in general 17
2.2 Historical development of the German retail sector 18
2.3 Shortfalls and problems of German food retailers 22
2.3.1 Political and structural problems 22
2.3.2 Legal constraints 29
3 Coupon basics 31
3.1 Definition of coupon and couponing 31
3.2 Systematization of coupon attributes 33
3.3 Historical development 42
3.4 Current coupon usage in the marketing mix 46
3.5 Potential contribution of coupon promotions to German retail problems. 51
4 Analysis of academic literature on coupon effectiveness 53
4.1 General findings 53
4.1.1 Factors regarding characteristics of coupon redemption, brands, and
consumers 53
4.1.2 Factors regarding the effects and effectiveness of coupon usage 60
4.1.3 Factors regarding psychological motivation for coupon usage 64
4.1.4 Critical summary of general findings 66
4.2 Findings concerning coupons in German retailing 71
5 Traditional coupon processing 75
5.1 Fundamentals of traditional coupon processing 75
5.1.1 General aspects 75
5.1.2 Coupon issuing 76
5.1.3 Coupon clearing 82
5.2 Reasons for the assignment of intermediaries 97
5.2.1 Old economic explanatory approach: make or buy 97
5.2.2 New economic explanatory approach: new institutional economics. 99
5.3 Coupon processing difficulties regarding fraud 105
VIII Content
5.4 Influencing factors for the selection of a coupon processing approach 109
6 Conceptual development of an integrated in store coupon approach 113
6.1 General tendencies towards integration in information technology 113
6.1.1 Integrated information systems 113
6.1.2 Integration tendencies in retail information technology 115
6.1.3 Coupon processing integration 119
6.2 Basics of conceptual modeling 124
6.3 Conceptual development of an integrated issuing 125
6.3.1 Fundamental aspects and justification of an integrated issuing 125
6.3.2 Functions of an integrated coupon issuing approach 132
6.3.3 Processes of an integrated coupon issuing approach 137
6.3.4 Data structure of an integrated coupon issuing approach 159
6.4 Conceptual development of an integrated clearing 166
6.4.1 Fundamental aspects and justification of an integrated clearing 166
6.4.2 Functions of an integrated coupon clearing approach 167
6.4.3 Processes of an integrated coupon clearing approach 168
6.4.4 Data structure of an integrated coupon clearing approach 175
7 Integration of in store coupon processing into CRM concepts 179
7.1 Fundamental aspects of customer relationship management 179
7.2 Data gathering and usage 181
7.2.1 Value of purchase data 181
7.2.2 In store coupon usage and purchase data application 185
7.2.3 In store coupon usage and loyalty card data application 189
7.3 In store coupon promotion controlling 193
7.3.1 Controlling in retail 193
7.3.2 A ratio system for coupon promotion processing 194
7.4 Legal aspects of in store coupon usage regarding customer data 200
8 Contribution of integrated coupon processing to the shortfalls in retail 209
8.1 General contribution of integrated in store coupon processing to retail. 209
8.2 Contribution to German retailing 210
8.3 Further research needs 211
Bibliography 205
List of figures
Fig. 1.1: Structure of the thesis 15
Fig. 2.1: Trade innovations and long economic cycles 18
Fig. 2.2: Comparison of Germany's largest retailers and suppliers 24
Fig. 2.3: Electronic consumer goods a comparison of costs (monetary units). 26
Fig. 2.4: Stages of the price war in the German food trade in 1999 27
Fig. 3.1: Systematization of coupons 33
Fig. 3.2: Distribution channels 37
Fig. 3.3: Development of 50 consumer markets over time 43
Fig. 3.4: Number of coupons in the USA in billion 44
Fig. 3.5: Coupon distribution by coupon type in the USA and Germany 47
Fig. 3.6: Comparison of marketing budgets in Germany and the USA 48
Fig. 3.7: Insufficient positioning of German grocery retailers 51
Fig. 4.1: Number of redeemed coupons during time 56
Fig. 4.2: Percentage of coupon users after income and age in the USA in 2004. 59
Fig. 4.3: Comparison of promotion pricings 62
Fig. 4.4: Comparison of price promotions and coupon promotions 63
Fig. 4.5: Summary of selected findings from prior research 70
Fig. 4.6: Couponing objectives according to an EHI survey 72
Fig. 5.1: The four steps of couponing 76
Fig. 5.2: Long term and short term sales success of a coupon promotion 80
Fig. 5.3: Generic couponing process in a one count clearing system 83
Fig. 5.4: Generic couponing process in a two count clearing system 84
Fig. 5.5: Systematization of clearing approaches 86
Fig. 5.6: Systematization of manual coupon clearing 87
Fig. 5.7: Manual clearing: information flow, coupon forwarding, cash cycle 88
Fig. 5.8: Scanner technology use: scanners in German retailing over time 90
Fig. 5.9: SINFOS database 91
Fig. 5.10: Systematization of automatic coupon clearing 92
Fig. 5.11: Automatic clearing: information flow, data forwarding, cash cycle 94
Fig. 5.12: Typical example of a semi automatic coupon clearing approach 95
Fig. 5.13: Comparison of manual and automatic clearing 96
Fig. 5.14: Make or buy regarding couponing 98
Fig. 5.15: Advantages in using an intermediary 102
Fig. 5.16: False redemptions due to manual or semi automatic approaches 108
Fig. 5.17: Coupon laundering scheme 109
Fig. 5.18: Influencing factors for selecting a clearing approach 110
Fig. 6.1: Examples of data flows between different functional areas 117
Fig. 6.2: Strategic integration projects in the next three years 118
Fig. 6.3: Steps towards integrated information processing in retail 119
Fig. 6.4: Integrated couponing direct response to coupon usage behavior 121
Fig. 6.5: POS data exchange problems between retailers and manufacturers 122
Fig. 6.6: Classification of traditional ways of distribution in terms of effort 123
Fig. 6.7: Factors influencing an integrated coupon promotion 126
Fig. 6.8: Functions of an integrated coupon issuing 133
Fig. 6.9: IT architecture for an integrated coupon issuing 134
Fig. 6.10: Possibilities of an integrated coupon issuing and clearing 136
X List of figures
Fig. 6.11: Process model for the definition of objectives 141
Fig. 6.12: Auction usage 143
Fig. 6.13: Process model for preparing and transmitting promotion files 146
Fig. 6.14: Preparing the PMS file 147
Fig. 6.15: Possible connections between retailers' IT and clearing house 148
Fig. 6.16: XML excerpt of a PMS file 149
Fig. 6.17: Possible reference objects for coupon issuing on a sales slip 150
Fig. 6.18: Use of EAN13 in impersonalized coupon promotions 152
Fig. 6.19: Comparison of EAN13 barcode concepts for coupon promotions 154
Fig. 6.20: Process model for coupon printing and distributing 158
Fig. 6.21: Example of a simple ERM 159
Fig. 6.22: ERM language 161
Fig. 6.23: Data model for in store promotions 164
Fig. 6.24: Data model for clearing houses (excerpt) 165
Fig. 6.25: Functions of an integrated coupon clearing 168
Fig. 6.26: Process model for cash register preparation 169
Fig. 6.27: Process model for coupon redeeming 171
Fig. 6.28: XML example of a redemption data transmission 172
Fig. 6.29: Analysis of promotion efficiency 173
Fig. 6.30: Process model for coupon analysis 175
Fig. 6.31: Data model for in store clearing 176
Fig. 7.1: Reasons for increased customer profitability 180
Fig. 7.2: Black box model of marketing productivity 181
Fig. 7.3: Systematization of purchase data gathering 183
Fig. 7.4: Comparison of purchase data gathering 184
Fig. 7.5: Potential correlation between profitability and level of targeting 186
Fig. 7.6: Process model for coupon issuing regarding purchase history 187
Fig. 7.7: Selected analyses regarding in store coupon processing 196
Fig. 7.8: Usage of ratios concerning individual consumers in German retail 198
List of tables
Tab. 1.1: Epistemological framework 7
Tab. 1.2: Scientific positioning 10
Tab. 2.1: Standing of German retailers among the top food retailers worldwide. 21
Tab. 2.2: Status quo of selected retail sectors 23
Tab. 2.3: Channels in the German retail landscape 25
Tab. 2.4: Retailer slogans in Germany 28
Tab. 3.1: Redemption rates by distribution channel 39
Tab. 3.2: Different rebates in kind 41
Tab. 3.3: New vs. current buyers in % of unit volume 49
Tab. 3.4: Couponing within the marketing mix 50
Tab. 5.1: Profitability analysis for a coupon program 79
Tab. 5.2: Responsibilities of participants of the couponing process 85
Tab. 6.1: Selection of studies on integration and IT effectiveness 114
Tab. 6.2: Comparison of applicability of distribution attributes 129
Tab. 6.3: Comparison of applicability of couponing objectives 131
Tab. 6.4: Comparison of applicability of condition / reference objects 135
Tab. 6.5: Objects of EPKs (extract) 138
Tab. 6.6: Bids for exclusive issuing rights 144
Tab. 6.7: Comparison of phases for coupon printing 156
Tab. 6.8: Objects of ERMs 160
Tab. 6.9: Differences between traditional and integrated clearing 166
Tab. 6.10: Clearing file information 169
Tab. 7.1: Structure of consumer data 190
Tab. 7.2: Ratios concerning the designing phase 197
Tab. 7.3: Ratios concerning the distribution phase 199
Tab. 7.4: Ratios concerning the redemption phase 200 |
| any_adam_object | 1 |
| author | Winkelmann, Axel 1975- |
| author_GND | (DE-588)13232167X |
| author_facet | Winkelmann, Axel 1975- |
| author_role | aut |
| author_sort | Winkelmann, Axel 1975- |
| author_variant | a w aw |
| building | Verbundindex |
| bvnumber | BV022214162 |
| classification_rvk | QP 620 QP 622 |
| ctrlnum | (OCoLC)180038909 (DE-599)BVBBV022214162 |
| dewey-full | 658.82 381.4564130068 |
| dewey-hundreds | 600 - Technology (Applied sciences) 300 - Social sciences |
| dewey-ones | 658 - General management 381 - Commerce (Trade) |
| dewey-raw | 658.82 381.4564130068 |
| dewey-search | 658.82 381.4564130068 |
| dewey-sort | 3658.82 |
| dewey-tens | 650 - Management and auxiliary services 380 - Commerce, communications, transportation |
| discipline | Wirtschaftswissenschaften |
| format | Thesis Book |
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| geographic | Deutschland (DE-588)4011882-4 gnd |
| geographic_facet | Deutschland |
| id | DE-604.BV022214162 |
| illustrated | Illustrated |
| indexdate | 2025-03-12T11:02:28Z |
| institution | BVB |
| isbn | 3832513477 |
| language | English |
| oai_aleph_id | oai:aleph.bib-bvb.de:BVB01-015425484 |
| oclc_num | 180038909 |
| open_access_boolean | |
| owner | DE-384 DE-703 DE-83 DE-2070s DE-188 DE-634 |
| owner_facet | DE-384 DE-703 DE-83 DE-2070s DE-188 DE-634 |
| physical | XIV, 258 S. graph. Darst. - graph. Darst. |
| publishDate | 2006 |
| publishDateSearch | 2006 |
| publishDateSort | 2006 |
| publisher | Logos |
| record_format | marc |
| series | Advances in information systems and management science |
| series2 | Advances in information systems and management science |
| spelling | Winkelmann, Axel 1975- Verfasser (DE-588)13232167X aut Integrated couponing a process-based framework for in-store coupon promotion handling in retail Axel Winkelmann Berlin Logos 2006 XIV, 258 S. graph. Darst. - graph. Darst. txt rdacontent n rdamedia nc rdacarrier Advances in information systems and management science 28 Dissertation Universität Münster (Westfalen) 2006 Sales-promotion (DE-588)4076968-9 gnd rswk-swf Marketingstrategie (DE-588)4120697-6 gnd rswk-swf Ablaufplanung (DE-588)4122751-7 gnd rswk-swf Kundenmanagement (DE-588)4236865-0 gnd rswk-swf Lebensmitteleinzelhandel (DE-588)4034878-7 gnd rswk-swf Einzelhandelsbetrieb (DE-588)4013974-8 gnd rswk-swf Gutschein (DE-588)4303013-0 gnd rswk-swf Rabatt (DE-588)4176747-0 gnd rswk-swf Deutschland (DE-588)4011882-4 gnd rswk-swf (DE-588)4113937-9 Hochschulschrift gnd-content Gutschein (DE-588)4303013-0 s Rabatt (DE-588)4176747-0 s Marketingstrategie (DE-588)4120697-6 s Kundenmanagement (DE-588)4236865-0 s DE-604 Deutschland (DE-588)4011882-4 g Lebensmitteleinzelhandel (DE-588)4034878-7 s Sales-promotion (DE-588)4076968-9 s DE-188 Einzelhandelsbetrieb (DE-588)4013974-8 s Ablaufplanung (DE-588)4122751-7 s Advances in information systems and management science 28 (DE-604)BV017077987 28 HBZ Datenaustausch application/pdf http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015425484&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA Inhaltsverzeichnis |
| spellingShingle | Winkelmann, Axel 1975- Integrated couponing a process-based framework for in-store coupon promotion handling in retail Advances in information systems and management science Sales-promotion (DE-588)4076968-9 gnd Marketingstrategie (DE-588)4120697-6 gnd Ablaufplanung (DE-588)4122751-7 gnd Kundenmanagement (DE-588)4236865-0 gnd Lebensmitteleinzelhandel (DE-588)4034878-7 gnd Einzelhandelsbetrieb (DE-588)4013974-8 gnd Gutschein (DE-588)4303013-0 gnd Rabatt (DE-588)4176747-0 gnd |
| subject_GND | (DE-588)4076968-9 (DE-588)4120697-6 (DE-588)4122751-7 (DE-588)4236865-0 (DE-588)4034878-7 (DE-588)4013974-8 (DE-588)4303013-0 (DE-588)4176747-0 (DE-588)4011882-4 (DE-588)4113937-9 |
| title | Integrated couponing a process-based framework for in-store coupon promotion handling in retail |
| title_auth | Integrated couponing a process-based framework for in-store coupon promotion handling in retail |
| title_exact_search | Integrated couponing a process-based framework for in-store coupon promotion handling in retail |
| title_full | Integrated couponing a process-based framework for in-store coupon promotion handling in retail Axel Winkelmann |
| title_fullStr | Integrated couponing a process-based framework for in-store coupon promotion handling in retail Axel Winkelmann |
| title_full_unstemmed | Integrated couponing a process-based framework for in-store coupon promotion handling in retail Axel Winkelmann |
| title_short | Integrated couponing |
| title_sort | integrated couponing a process based framework for in store coupon promotion handling in retail |
| title_sub | a process-based framework for in-store coupon promotion handling in retail |
| topic | Sales-promotion (DE-588)4076968-9 gnd Marketingstrategie (DE-588)4120697-6 gnd Ablaufplanung (DE-588)4122751-7 gnd Kundenmanagement (DE-588)4236865-0 gnd Lebensmitteleinzelhandel (DE-588)4034878-7 gnd Einzelhandelsbetrieb (DE-588)4013974-8 gnd Gutschein (DE-588)4303013-0 gnd Rabatt (DE-588)4176747-0 gnd |
| topic_facet | Sales-promotion Marketingstrategie Ablaufplanung Kundenmanagement Lebensmitteleinzelhandel Einzelhandelsbetrieb Gutschein Rabatt Deutschland Hochschulschrift |
| url | http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&local_base=BVB01&doc_number=015425484&sequence=000002&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA |
| volume_link | (DE-604)BV017077987 |
| work_keys_str_mv | AT winkelmannaxel integratedcouponingaprocessbasedframeworkforinstorecouponpromotionhandlinginretail |