Investigating the effects of sales promotions on customer behavioral intentions at duty-free shops: an Incheon International Airport case study
PublisherEscola Tècnica Superior d'Enginyeries Industrial i Aeronàutica de Terrassa. Universitat Politècnica de Catalunya
Rights accessOpen Access
Purpose: This paper seeks to investigate the effects of sales promotions at airport duty-free shops by testing a conceptual model that considers price, coupons, free gifts, points, satisfaction, value, image, and behavioral intentions simultaneously. Design/methodology: For this testing, structural equation modeling was applied to data collected from duty-free shop users at Incheon International Airport. Findings: Price and coupons were found as significant drivers of customer satisfaction, which was directly related to customer value, image, and behavioral intentions. Originality/value: This paper is the first research that examines the effects of sales promotions at the duty-free shops of Incheon International Airport. The identified sales promotion factors that influence the behavioral intentions of customers at duty-free shops are potentially useful for analyzing the possible trends and changes in duty-free shop customer buying behavior.
CitationPark, Jin-Woo; Choi, Yu-Jin; Moon, Woo-Choon. Investigating the effects of sales promotions on customer behavioral intentions at duty-free shops: an Incheon International Airport case study. "Journal of Airline and Airport Management", Desembre 2013, vol. 3, núm. 1, p. 18-30.