Working Papers

A Sales Promotion Framework for Admission-Based Experiences

Priya Raghubir

New York University

Kirk L. Wakefield

Baylor University

J. Jeffrey Inman

University of Pittsburgh

Feb 17, 2021

Examines whether leading with a restriction (e.g., “Today only”) followed by an offer feels more like a reward to customers in control of the exchange when choosing to buy admission-based experiences such as sporting events, concerts, vacations, and other leisure services in advance.

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