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Mark-Down Pricing: The Study of an Indian Fashion Retailer

Mark-Down Pricing: The Study of an Indian Fashion Retailer

Saji K. Mathew, Pratap Chandra Biswal
Copyright: © 2012 |Volume: 4 |Issue: 3 |Pages: 10
ISSN: 1935-5688|EISSN: 1935-5696|EISBN13: 9781466612877|DOI: 10.4018/jisss.2012070105
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MLA

Mathew, Saji K., and Pratap Chandra Biswal. "Mark-Down Pricing: The Study of an Indian Fashion Retailer." IJISSS vol.4, no.3 2012: pp.61-70. http://doi.org/10.4018/jisss.2012070105

APA

Mathew, S. K. & Biswal, P. C. (2012). Mark-Down Pricing: The Study of an Indian Fashion Retailer. International Journal of Information Systems in the Service Sector (IJISSS), 4(3), 61-70. http://doi.org/10.4018/jisss.2012070105

Chicago

Mathew, Saji K., and Pratap Chandra Biswal. "Mark-Down Pricing: The Study of an Indian Fashion Retailer," International Journal of Information Systems in the Service Sector (IJISSS) 4, no.3: 61-70. http://doi.org/10.4018/jisss.2012070105

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Abstract

Discount sales have been increasing in Indian retailing due to the growing competition in the sector. In this research the authors analyze the data of a fashion retail store to study the effect of mark-down pricing on the sales. Their store level analysis shows that mark-downs have a positive impact on sales in an aggregate level. At a style level, however, some items showed a negative and significant effect on sales. This negative influence is explained by the predominant focus of the Store to attract high end customers characterized by conspicuous consumption.

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