Practical implications – Tools best suited to the grocery product sales environment appear to be
price-based or linked to price reductions (i.e. price discounting and discount-linked point-of-purchase
(P-O-P) or end-of-aisle (E-O-A) displays combination and volume offers), suggesting that those tools
which are inherently suitable to the industry are likely to meet retailers’ shorter-term objectives rather
than manufacturers’ longer-term ones. The difficulty faced by manufacturers, then, is aligning their
sales promotion objectives with the tools that are best able to achieve results in the supermarket
environment.