Consumer Responses to Small Business Coupon Sales Promotions Academic Article uri icon


  • This paper focuses on the practice of sales promotion in the context of small business food service establishments. First a conceptual framework for evaluating the profit, dollar sales volume, and store traffic implications of two coupon promotion alternatives (adapted from real world small business coupon promotion) is presented. Next, the results of an empirical sales promotion study conducted in cooperation with a small business food service establishment are presented. Limitations and directions for future research are also discussed.

published proceedings

  • Entrepreneurship Theory and Practice

author list (cited authors)

  • Varadarajan, P. R.

citation count

  • 14

complete list of authors

  • Varadarajan, P Rajan

publication date

  • January 1984