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Sales Promotions on the Internet

Authors: 

Manoj Kumar, Anand Rangachari, Anant Jhingran, and Rakesh Mohan, IBM T.J. Watson Research Center

Abstract: 

We describe a sales promotion application for distributing and redeeming coupons on the Internet during online shopping. Various types of sales promotions and coupons, and the methods used to target coupons to select potential buyers are reviewed. Security mechanisms needed to prevent alterations, duplication, and trading of coupons by customers, and fraudulent use of manufacturer's coupons by retailers are identified. An implementation of electronic coupons is described. The impact of coupon trading and duplication, facilitated by the Internet, on the effectiveness of sales promotion campaigns is discussed.

Manoj Kumar, IBM T. J. Watson Research Center

Anand Rangachari, IBM T. J. Watson Research Center

Anant Jhingran, IBM T. J. Watson Research Center

Rakesh Mohan, IBM T. J. Watson Research Center

BibTeX
@inproceedings {261141,
author = {Manoj Kumar and Anand Rangachari and Anant Jhingran and Rakesh Mohan},
title = {Sales Promotions on the Internet},
booktitle = {3rd USENIX Workshop on Electronic Commerce (EC 98)},
year = {1998},
address = {Boston, MA},
url = {https://www.usenix.org/conference/3rd-usenix-workshop-electronic-commerce/sales-promotions-internet},
publisher = {USENIX Association},
month = aug,
}
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Paper: 
http://usenix.org/publications/library/proceedings/ec98/full_papers/kumar_promotions/kumar_promotions.pdf
Paper (HTML): 
http://usenix.org/publications/library/proceedings/ec98/full_papers/kumar_promotions/kumar_html/kumar.html
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