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Title: Choice of non-monetary incentives and coupon redemption intention : monetary saving and price consciousness as moderators
Authors: Fong, LHN
Nong, SZ
Leung, D 
Ye, BH
Issue Date: Apr-2021
Source: International journal of hospitality management, Apr. 2021, v. 94, 102816
Abstract: Coupon promotion is widespread in the fast casual restaurant sector. As monetary saving offered in the coupons is costly to suppliers, this study examines: (1) if the provision of choice of non-monetary incentive can substitute high monetary saving in their positive influences on consumers’ redemption intention; and (2) if the substitution effect is contingent on consumers’ level of price consciousness. Drawing from three experimental studies, the results consistently showed that offering choice of non-monetary incentive was effective in increasing consumers’ redemption intention through enhancing their attitude towards the coupon promotion. The effect of offering choice of non-monetary incentive substituted that of high monetary saving, but the substitution effect was merely salient among low price-conscious consumers while the floodlight analysis revealed the point that bifurcates high (versus low) level of price consciousness. The findings add knowledge to the sales promotion and hospitality literature. Meaningful implications are recommended for fast casual restauranteurs.
Keywords: Choice
Conditional moderated-mediation
Coupon redemption
Face value
Fast casual restaurant
Sales promotion
Publisher: Pergamon Press
Journal: International journal of hospitality management 
ISSN: 0278-4319
EISSN: 1873-4693
DOI: 10.1016/j.ijhm.2020.102816
Appears in Collections:Journal/Magazine Article

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