SAMVAD: International Journal of Management

The PDF file you selected should load here if your Web browser has a PDF reader plug-in installed (for example, a recent version of Adobe Acrobat Reader).

If you would like more information about how to print, save, and work with PDFs, Highwire Press provides a helpful Frequently Asked Questions about PDFs.

Alternatively, you can download the PDF file directly to your computer, from where it can be opened using a PDF reader. To download the PDF, click the Download link above.

Fullscreen Fullscreen Off


An Exchange Offer is a sales promotion tool common in durables that has several different kinds of formats. This study attempts at mapping and defining the different formats of Exchange Offers (EO). The purpose of this study is to also develop a construct for Exchange Offer Proneness. Intrinsic factors such as consumer characteristics, brand orientation and demographic characteristics and Extrinsic factors such as product category characteristics, situational factors and social factors are suggested antecedents of Exchange Offer Proneness.

Keywords

Exchange Offers, Sales Promotion, Durable Goods, Replacement Purchase.
User
Notifications
Font Size