Loyal brand buyers tend not to change their buying patterns as a result of competitive promotions.
Advertising appears to be more effective at deepening brand loyalty, although we can
distinguish added-value promotions from price promotions.54 Gain’s “Love at First Sniff ” campaign
used direct mail and in-store scented tear-pads and ShelfVision TV to entice consumers
to smell the product, resulting in an almost 500 percent increase in shipments over the goal