Research Article
The Effects of Desirable or Feasible Free Gifts on the Attitudes and Purchase Intentions toward Promotion Packages: Focusing on Moderating Effects of Temporal Distance of Purchases
1 JoongAng Ilbo Marketing, 2 Chung-Ang University
Published: January 2018 · Vol. 22, No. 2 · pp. 127-154
DOI: https://doi.org/http://dx.doi.org/10.17287/kbr.2018.22.2.127
Full Text
Abstract
This study focuses on the effects of characteristics of free gifts or premiums on attitudes and purchase intentions toward promotion packages in buying situations. Extending previous studies which dealt with the difference between price discounts and free gifts, we classify free gifts into either desirability-centered and feasibility-centered ones based on construal level theory. The main purpose of this study is to investigate if attitudes and purchase intention toward promotion packages of desirability free gifts, feasibility free gifts and price discounts may be moderated by temporal distance – either near or distant future. We predict that attitudes and purchase intentions depend on temporal distance. The empirical results of 2 experiments are mostly consistent to our predictions. The evaluations of promotion packages with desirability free gifts tend to be more favorable in distant future than they do in near future. In contrast, the evaluations of promotion packages with feasibility free gifts show opposite directions, similarly to those of promotion packages of price discounts, in that they tend to be more favorable in near future than they do in distant future. In most circumstances, the interaction effects of promotion type x temporal distance are statistically significant. In particular, we may observe evident interaction effects of temporal distance x promotion types of desirable free gift package vs. price discounts indicating differential ratings across temporal distance, and no interaction effects of temporal distance x promotion types of feasible gift package vs. price discounts revealing the similar patterns across time. This study has some implications. Promotion packages with free gifts may show distinct properties across temporal distance, depending on desirability- or feasibility- centered aspects. Promotion packages need to match consumers’ purchasing situations since they may show divergent evaluations across time.
