| 000 -LEADER |
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| fixed length control field |
02872nam a2200229 a 4500 |
| FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION |
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| fixed length control field |
121201n 000 0 eng d |
| INTERNATIONAL STANDARD BOOK NUMBER |
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| International Standard Book Number |
9781601985019 |
| DATE AND TIME OF LATEST TRANSACTION |
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| control field |
20170126095903.0 |
| CONTROL NUMBER |
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| control field |
52517 |
| CONTROL NUMBER IDENTIFIER |
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| control field |
UOWD |
| MAIN ENTRY--PERSONAL NAME |
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| Personal name |
Tammo H.A. Bijmolt. |
| TITLE STATEMENT |
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| Title |
Loyalty programs : |
| Remainder of title |
generalizations on their adoption, effectiveness and design / |
| Statement of responsibility, etc |
Tammo H A Bijmolt; Matilda Dorotic; Peter C Verhoef. |
| PUBLICATION, DISTRIBUTION, ETC. (IMPRINT) |
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| Place of publication, distribution, etc |
Boston : |
| Name of publisher, distributor, etc |
Now, |
| Date of publication, distribution, etc |
c2011. |
| PHYSICAL DESCRIPTION |
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| Extent |
68 p. ; |
| Dimensions |
18 cms. |
| SERIES STATEMENT |
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| Series statement |
Foundations and trends in marketing ; |
| Volume number/sequential designation |
v. 5, no. 4 |
| GENERAL NOTE |
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| General note |
Loyalty programs (LPs) have increased in popularity, and have been studied extensively in the academic literature with mixed findings. Therefore, we offer an overview of extant research on LPs. We derive generalizations on the effectiveness and best design of LPs, discuss conditions that mediate and moderate the effects of LPs on customer behavior and attitudes, and highlight avenues for further research. Overall, we conclude that LPs are effective in increasing consumer purchase behaviors over time, but their impact differs across consumer segments and markets. Numerous practical examples illustrate the points discussed. Overall, this monograph provides insights to researchers and practitioners through a comprehensive, research-based synthesis of current knowledge. As a consequence, LP managers may better understand the implications of LP adoption, and ultimately improve the effectiveness of their LPs. |
| FORMATTED CONTENTS NOTE |
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| Formatted contents note |
2. Definition of customer loyalty and loyalty programs -- 3. Conceptual framework -- 4. LP adoption by firms and customers -- 4.1 LP adoption by firms -- 4.2 LP enrollment by customers -- 4.3 Further research directions -- 5. Behavioral responses to LPs -- 5.1 LP effects on aggregate performance measures -- 5.2 LP effects on customer retention -- 5.3 LP effects on customer expenditures -- 5.4 Synthesis of behavioral responses to LPs -- 5.5 Further research directions -- 6. Attitudinal responses to LPs -- 6.1 LP effects on attitudinal loyalty -- 6.2 Further research directions -- 7. Points-pressure and rewarded behavior mechanisms -- 7.1 Reward-based mechanisms -- 7.2 The points-pressure mechanism -- 7.3 The rewarded behavior mechanism -- 7.4 Further research directions -- 8. Personalized marketing -- 8.1 Benefits of personalized marketing -- 8.2 Costs of personalized marketing -- 8.3 Relation between LP and other marketing instruments -- 8.4 Further research directions -- 9. Role of LP design -- 9.1 LP design -- 9.2 LP structure -- 9.3 Further research directions -- 10. Conclusion and discussion -- 10.1 Discussion of LPs from different perspectives -- 10.2 Conclusion -- References. |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Customer loyalty programs. |
| Source of heading or term |
sears |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
Consumer behavior. |
| Source of heading or term |
sears |
| SUBJECT ADDED ENTRY--TOPICAL TERM |
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| Topical term or geographic name as entry element |
BUSINESS & ECONOMICS. |
| Source of heading or term |
sears |
| ADDED ENTRY ELEMENTS (KOHA) |
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| Koha item type |
REGULAR |