{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2026,2,23]],"date-time":"2026-02-23T05:37:06Z","timestamp":1771825026944,"version":"3.50.1"},"reference-count":72,"publisher":"Emerald","issue":"4","license":[{"start":{"date-parts":[[2023,6,9]],"date-time":"2023-06-09T00:00:00Z","timestamp":1686268800000},"content-version":"tdm","delay-in-days":0,"URL":"https:\/\/www.emerald.com\/insight\/site-policies"}],"content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":["ITP"],"published-print":{"date-parts":[[2024,5,6]]},"abstract":"<jats:sec><jats:title content-type=\"abstract-subheading\">Purpose<\/jats:title><jats:p> Firms can benefit from designing sales promotion based on the analysis of consumers' physical exercise and purchase data. This study aims to study mobile exercise app data to explore how purchasing a promoted or nonpromoted product affects exercisers\u2019 subsequent exercise and purchase behaviors.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Design\/methodology\/approach<\/jats:title><jats:p> Drawing from the theoretical framework of overjustification effect, this study empirically examines the effects of the purchase of promoted \u2013 monetary and nonmonetary \u2013 or nonpromoted products on relationships (1) between past and subsequent exercise behaviors and (2) between past exercise and subsequent purchase behaviors. Novel data of one million exercise activities and purchase transactions created by 7,517 mobile exercise app users were collected.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Findings<\/jats:title><jats:p> The results reveal that monetary and nonmonetary promotions have a negative effect on overall consumers\u2019 amount of physical exercise but increase heavy exercisers\u2019 exercise amount. In addition, nonmonetary (monetary) promotion has a positive (negative) effect on consumers\u2019 purchase expenditure but has no moderating effect on the exercise\u2013expenditure relationship.<\/jats:p><\/jats:sec><jats:sec><jats:title content-type=\"abstract-subheading\">Originality\/value<\/jats:title><jats:p> This study provides a theoretical framework explaining how to mitigate the dark side of sales promotions while targeting right exercise consumer segments with the right promotion campaigns.<\/jats:p><\/jats:sec>","DOI":"10.1108\/itp-11-2021-0902","type":"journal-article","created":{"date-parts":[[2023,6,8]],"date-time":"2023-06-08T01:56:06Z","timestamp":1686189366000},"page":"1753-1774","source":"Crossref","is-referenced-by-count":2,"title":["How sales promotion influences consumers\u2019 physical exercise and purchase behaviors: evidence from mobile exercise app data"],"prefix":"10.1108","volume":"37","author":[{"ORCID":"https:\/\/orcid.org\/0000-0002-5948-0876","authenticated-orcid":false,"given":"Seongsoo","family":"Jang","sequence":"first","affiliation":[]},{"ORCID":"https:\/\/orcid.org\/0000-0001-8526-3296","authenticated-orcid":false,"given":"Hwang","family":"Kim","sequence":"additional","affiliation":[]},{"given":"Vithala R.","family":"Rao","sequence":"additional","affiliation":[]}],"member":"140","published-online":{"date-parts":[[2023,6,9]]},"reference":[{"issue":"3","key":"key2024050504481038800_ref001","doi-asserted-by":"crossref","first-page":"450","DOI":"10.1509\/jmkr.44.3.450","article-title":"Decomposition of the sales impact of promotion-induced stockpiling","volume":"44","year":"2007","journal-title":"Journal of Marketing Research"},{"issue":"3","key":"key2024050504481038800_ref002","doi-asserted-by":"crossref","first-page":"179","DOI":"10.1023\/B:JOBE.0000037628.81867.69","article-title":"Re-examining the overjustification effect","volume":"13","year":"2004","journal-title":"Journal of Behavioral Education"},{"issue":"4","key":"key2024050504481038800_ref075","doi-asserted-by":"crossref","first-page":"273","DOI":"10.1002\/bdm.446","article-title":"How effortful decisions get enacted: the motivating role of decision processes, desires, and anticipated emotions","volume":"16","year":"2003","journal-title":"Journal of Behavioral Decision Making"},{"issue":"4","key":"key2024050504481038800_ref003","doi-asserted-by":"crossref","first-page":"65","DOI":"10.1509\/jmkg.64.4.65.18071","article-title":"A benefit congruency framework of sales promotion effectiveness","volume":"64","year":"2000","journal-title":"Journal of Marketing"},{"issue":"2","key":"key2024050504481038800_ref004","doi-asserted-by":"crossref","first-page":"249","DOI":"10.1086\/432234","article-title":"Effects of participative pricing on consumers' cognitions and actions: a goal theoretic perspective","volume":"32","year":"2005","journal-title":"Journal of Consumer Research"},{"key":"key2024050504481038800_ref005","unstructured":"Cohen, J.B., Pham, M.T. and Andrade, E.B. 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