The effects of free sample promotions on incremental brand sales
two field experiments; acceleration, cannibalisation and expansion effects; long-term sales effects observable up to 12 months after the promotion; effectiveness varied widely, even between brands in one category.
two field experiments; acceleration, cannibalisation and expansion effects; long-term sales effects observable up to 12 months after the promotion; effectiveness varied widely, even between brands in one category.
Written from the abstract read 2026-10-16.
What our sources record
Recorded when this source was checked, figures included, with page references and quotation marks removed.
Bawa, K., & Shoemaker, R. (2004). The effects of free sample promotions on incremental brand sales. Marketing Science, 23(3), 345-363. doi:10.1287/mksc.1030.0052.