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A Comparison of Probabilistic Prize Promotion Schemes

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Abstract:

Based on the rank-dependent expected utility model (Quiggin, 1991), hypotheses are formed in this study regarding optimal prize promotion structure with reference to associated probabilistic aspects. Referencing both modeling works and related behavioral theories, we compared several design schemes. Using purchase scenarios of a low-value product (bread) and a high-value product (cell phone) we determined the optimal design among promotion schemes that differ by winning probability, prize amount, and number of prize value levels. We found that a promotion offering a combination of high-value prizes plus some low-value prizes was invariably preferred over a promotion offering only high- or low-value prizes. We also explored whether these high- or low-value prizes should be in a series of ascending value or prizes at each value level should be of the same value and whether or not some moderately valuable prizes should also be included.

Keywords: PROBABILISTIC PRIZE PROMOTION; PROMOTION STRUCTURE; RANK-DEPENDENT EXPECTED UTILITY

Document Type: Research Article

DOI: http://dx.doi.org/10.2224/sbp.2012.40.7.1183

Publication date: August 1, 2012

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