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Dissertação de mestrado em Gestão e Negócios, Nos dias que correm, os folhetos representam uma parcela muito grande dos custos de marketing das empresas e que muitas vezes são inclusive uma fonte de rendimentos dos retalhistas, pois os fabricantes pagam para as suas marcas estarem presentes nos folhetos. Estes contribuem ainda para promover a imagem da loja, e geram um impacto em termos de acréscimo real nas vendas das marcas anunciadas. É precisamente nesse sentido que esta investigação surge, visando investigar sobre a eficácia dos folhetos promocionais utilizados pelos grandes retalhistas, e como estes influenciam os consumidores a visitarem as suas superfícies. Tendo sempre em conta a sua utilização em massa por parte dos consumidores e a magnitude do investimento efetuado pelas organizações neste suporte publicitário. Para isso, levamos a cabo um estudo empírico, através da aplicação de um questionário a uma amostra de 269 indivíduos, com o objetivo de compreender a forma como os consumidores reagem aos folhetos, a sua atitude, e a sua aceitação. Neste estudo desenvolvermos e testamos um modelo de investigação que pressupõe que a atitude em relação a um folheto (em papel ou digital) vai influenciar por sua vez a atitude do consumidor. Os resultados indicam que o posicionamento verde do retalhista influencia positivamente a atitude em relação ao folheto, à marca do retalhista e a intenção de visita a loja. Revela também que quanto maior é o desconto maior é a atitude em relação ao folheto, à marca do retalhista, a intenção de visita a loja e a intenção de mudar para o digital. A consciência ecológica e a Literacia Digital do consumidor estão positivamente correlacionadas com a atitude em relação ao folheto, à marca do retalhista, a intenção de visita a loja e a intenção de mudar de retalhista. Por fim a atitude em relação ao folheto, à marca do retalhista, e a intenção de visita a loja, estão correlacionadas entre si. Desta forma, pretende-se com esta investigação não só proporcionar um maior conhecimento sobre os Folhetos promocionais nos seus diversos meios, mas ainda compreender melhor de que forma estes podem melhorar e evoluir junto do mercado português, atendendo á cada vez maior consciência ecológica demonstrada por parte dos consumidores, e a uma sociedade cada vez mais digital., These days, leaflets represent a very large part of companies' marketing costs and are often even a source of income for retailers, as manufacturers pay for their brands to be present in leaflets. These also help to promote the store's image, and generate an impact in terms of a real increase in sales of the advertised brands. It is precisely in this sense that this investigation arises, aiming to investigate the effectiveness of promotional leaflets used by large retailers, and how they influence consumers to visit their surfaces. Always taking into account its mass use by consumers and the magnitude of the investment made by organizations in this advertising medium. For this, we carried out an empirical study, through the application of a questionnaire to a sample of 269 individuals, in order to understand how consumers react to leaflets, their attitude, and their acceptance. In this study, we develop and test a research model that assumes that the attitude towards a brochure (paper or digital) will in turn influence the attitude of the consumer. The results indicate that the retailer's green positioning positively influences the attitude towards the brochure, the retailer's brand and the intention to visit the store. It also reveals that the greater the discount, the greater the attitude towards the brochure, the retailer's brand, the intention to visit the store and the intention to switch to digital. Consumer ecological awareness and Digital Literacy are positively correlated with attitude towards the brochure, the retailer's brand, the intention to visit the store and the intention to switch retailers. Finally, the attitude towards the brochure, the retailer's brand, and the intention to visit the store are correlated with each other. In this way, the aim of this investigation is not only to provide a better understanding of Promotional Flyers in their various media, but also to better understand how they can improve and evolve in the Portuguese market, taking into account the increasing ecological awareness shown by consumers, and to an increasingly digital society.

Despite retailers’ intense use of both price cuts and store flyer advertising, it is still unclear whether and when it is beneficial for retailers to combine the two promotion tools at the same time as opposed to using them separately. We systematically investigate synergies between price cuts and store flyers for a broad set of 488 brands from 44 consumer packaged goods categories across six leading German retailers. We find that a clear majority of the brands benefit from positive synergies and hence, combining price cuts and store flyer advertising is recommended, especially at supermarkets. This synergy can be strong. For instance, a 15% price cut without store flyer support at a supermarket, on average, increases sales by 11%, and medium spending on store flyers for the brand at its regular (non-promoted) price results in a sales lift of 8%. The combined use of both tools, however, increases sales by 52%, much more than the sum of their separate effects (11% + 8% = 19%). Yet, there is also substantial variance in the synergy, which we explain with retailer format (supermarkets versus discounters) as well as various brand and category characteristics. Our findings have important implications for the coordination of promotion activities by retailers.

Purpose – This research study aims to determine the influence of the factors of informativeness, entertainment, irritation, and credibility on the perception of the value of advertisements and the attitude to advertising through catalogs and store flyers among Croatian consumers. Design/methodology/approach – In the research, testing a theoretical model of value perception, 354 correct answers were collected via email, Facebook groups, and Internet forums. Hypotheses were tested using structural equation modeling. Findings and implications – The results of this research show that the informativeness, entertainment, and credibility are important predictors of the value of catalogs and flyer advertising. Irritation is not. Furthermore, entertainment, credibility, and perception of the advertisement’s value have a positive and significant impact on the attitude to advertising through catalogs and store flyers. In addition to the scientific contribution, the research study has its practical significance as a guide to future marketing activities aimed at increasing the effectiveness of this type of advertising. Limitation – The sample representativeness may be a limiting factor of this research because the author used available email addresses, Facebook groups, and Internet portals. Originality – A review of the bibliography available found that the applied value perception model had not previously been tested in the context of catalogs and store flyers. It builds on the current knowledge about the effectiveness of individual advertising media., Svrha – Cilj je istraživanja utvrditi kod hrvatskih potrošača utjecaj čimbenika informativnosti, zabave, iritacije i vjerodostojnosti oglasa na percepciju njegove vrijednosti i stav o oglašavanju putem kataloga i trgovačkih letaka. Metodološki pristup – Istraživanje testira teorijski model percipirane vrijednosti. Putem elektroničke pošte, Facebook grupa i internetskih foruma prikupljeno je 354 valjanih odgovora. Metoda modeliranja strukturnih jednadžbi (SEM) korištena je za testiranje hipoteza. Rezultati i implikacije – Rezultati istraživanja pokazuju da su informativnost, zabava i vjerodostojnost važni prediktori vrijednosti oglašavanja putem kataloga i letaka, dok iritacija to nije. Nadalje, zabava, vjerodostojnost i percepcija vrijednosti oglasa imaju pozitivan i značajan utjecaj na stav o oglašavanju putem kataloga i letaka. Osim znanstvenog doprinosa, istraživanje ima i svoj praktični značaj kao vodič za buduće marketinške aktivnosti na podizanju učinkovitosti ove vrste oglašavanja. Ograničenja – Ograničenje istraživanja vezano je uz nereprezentativnost uzorka s obzirom da je autor koristio raspoložive adrese elektroničke pošte te Facebook grupe i internetske portale. Doprinos – Pregledom dostupne literature utvrđeno je kako primijenjeni model percipirane vrijednosti dosad nije testiran u kontekstu kataloga i trgovačkih letaka. Time se nadograđuju dosadašnje spoznaje o efikasnosti pojedinih medija oglašavanja.

Mestrado em Ciências Empresariais Os folhetos são uma ferramenta importante para os retalhistas e grossistas publicitarem as suas promoções devido ao seu carácter demonstrativo dos produtos e marcas. Os folhetos são por isso considerados como uma ferramenta importante na construção da visibilidade e posicionamento da marca, ocupando por isso uma grande fatia do orçamento de marketing das empresas, nos Estados Unidos da América em 2012 os folhetos ocupavam em média 65% do budget. Contudo, apesar da sua importância, o estudo da relação dos consumidores com os folhetos é relativamente limitada. Neste contexto, com o presente trabalho pretendeu-se investigar as relações dos consumidores com os folhetos, tendo em conta variáveis tais como o preço, a promoção, o meio ambiente, a lealdade e o Comércio Justo. A metodologia utilizada foi a quantitativa, recorrendo-se a um questionário online administrado a uma amostra não probabilística por conveniência, tendo-se obtido 267 respostas válidas. Com base na análise dos resultados obtidos, verificou-se que grande parte dos inquiridos que consulta folhetos não os guarda durante o período promocional do mesmo, sendo as características mais valorizados as promoções e os preços. Muitas das vezes os folhetos são utilizados para que o consumidor decida onde irá fazer as compras. O tempo despendido a procurar as ofertas é visto como tempo bem gasto e alguns inquiridos indicaram efetuar compras em várias lojas, de modo a aproveitarem os preços mais baixos após a consulta dos folhetos. Verificou-se igualmente que as preocupações ambientais contribuem pouco para a consulta ou não consulta dos folhetos. Store Flyers are an important tool for retailers and wholesalers to advertise their promotions due to the demonstrative nature of the products and brands. Therefore, store flyers are considered an important tool in building brand visibility and positioning. Store flyers occupied a large share of the companies' marketing budget, in the United States of America in 2012, with an average of 65% of the budget. However, despite its importance, the study of the relationship between consumers and store flyers is relatively limited. In this context, the aim of this study is to investigate consumer relations with store flyers, taking into account variables such as price, promotion, the environment, loyalty and fair trade. The methodology used was quantitative, using an online questionnaire administered to a non-probabilistic convenience sample, having obtained 267 valid responses. Based on the analysis of the results obtained, it was found that a large part of the respondents who consult store flyers do not keep them during the promotional period and the most valued characteristics are the promotions and prices. Often times, store flyers are used for the consumer to decide where to shop. The time spent looking for offers is seen as time well spent and some respondents indicated shopping in several stores, in order to take advantage of the lower prices after consulting the brochures. It was also found that environmental concerns contribute little to the consultation or non-consultation of the store flyers. info:eu-repo/semantics/publishedVersion

This paper studies promotion-induced competition between supermarkets and drugstores, resulting from increased channel blurring and category overlap. It documents the relative impact of price cuts and feature ads at the two channels, and establishes substantive factors underlying their differences in promotion effectiveness. Estimates from a household-level model of category purchase incidence, store choice, and quantity, in five large health and beauty-care categories, show that the promotion effects are much larger for supermarket than drugstore chains. Though this partly follows from asymmetries in the channels' drawing power and from differences in in-store response, a key driver is the accessibility of promotional price information: because they are visited more frequently than drugstores and their store flyers are read more often, supermarkets gain relatively more from price cuts and feature ads than drug chains. Managerial implications are discussed.