The effects of consumer perception of volume discount benefits on intention to purchase grocery products: Deal proneness as a moderator

Abstract

Purpose

The purpose of this paper is to investigate the effects of consumers’ perceptions towards volume discount (VD) benefits on their intention to purchase grocery products under this scheme using deal proneness as a moderator.

Design/methodology/approach

Data were gathered through a survey of 583 Malaysian consumers, and were analysed using the partial least squares technique.

Findings

The results showed that perceived savings, self-expression value, and convenience positively affected consumers’ intention to purchase grocery products under VDs. Deal proneness negatively moderated the relationship between perceived quality, innovation, and consumers’ intention to purchase under VDs.

Practical implications

The findings of the study will help retailers to understand the effects of consumers’ perceptions of VD benefits on their intention to purchase products under VDs, thereby allowing retailers to promote products under VDs more effectively.

Originality/value

Although the VD is a common type of sales promotion, this topic is rarely explored. This study thus contributes to the advancement of knowledge by determining the effects of the potential benefits of VDs on consumers’ intention to purchase.

Citation

Iranmanesh, M., Jayaraman, K., Zailani, S. and Ghadiri, S.M. (2017), "The effects of consumer perception of volume discount benefits on intention to purchase grocery products: Deal proneness as a moderator", Asia Pacific Journal of Marketing and Logistics, Vol. 29 No. 5, pp. 1017-1035. https://doi.org/10.1108/APJML-07-2016-0135