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<article-title>Synergy or Interference?  A boosted Tree approach to Assessing the Effectiveness of Sales Promotions</article-title>
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<author>Ling Peng<sup>1</sup>, Ling Peng<sup>1</sup> and Ju Wang<sup>2</sup></author>

<aff><sup>1</sup>Lingnan University, Hong Kong</aff>

<aff><sup>2</sup>University of Electronic Science &amp; Technology of China, China</aff>

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<title>ABSTRACT</title>
<p>Previous studies have examined the influence of individual promotion attribute on sales. Due to a lack of rigorous methodology to handle multi-way interactions, few have considered the combined effect of multiple attributes for various promotion purposes. In this research, we propose a conceptual framework that emphasizes the fit in both the direction and threshold values of promotion attributes and adopt a boosted tree approach to investigate how they can be aligned with each other and with other contextual variables to achieve specific promotion objectives (e.g., market expansion or customer acceleration). We conduct an empirical study using field data from hundreds of campaigns to identify the significant interplays among promotion attributes that lead to synergy or interference with promotion effectiveness. The findings provide valuable insight into effective promotion designs and inform marketing strategies. We also demonstrate the merit of the boosted tree approach and its potential applications in modeling complex non-linear interactions for configurations of strategies in marketing and other areas.</p>
<p><italic>Keywords: </italic>Interactions, Configuration, Promotion, Boosted tree, Marketing strategies.</p>
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