The Influence of Loyalty Programs and Short-Term Promotions on Customer Retention

By Michael Lewis. 2004

610 citations recorded by the source corpus.

Subfields: Management Information Systems, Marketing

View Paper: https://www.semanticscholar.org/paper/0eb47b3403348ef8b3ee28cfda5664ad63189903

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Citations in the corpus

The Impact of Loyalty Programmes on Repeat Purchase Behaviour (2006, background): “…van Heerde, and Smidts 2003; Mägi 2003; Smith, Sparks, Hart and Tzokas 2003), others find the absence of any effect and the authors are concerned about the efficiency of loyalty programmes (Sharp and Sharp 1997; Benavent, Crié, and Meyer-Waarden 2000; Mauri 2003; MeyerWaarden 2004; Lewis 2004).”
Loyalty Programmes: Current Knowledge and Research Directions* (2012, background): “Nevertheless, initial empirical evidence indicates the existence of pointspressure effects in continuous LPs (Hartmann and Viard 2008; Kopalle et al. 2006; Lewis 2004), except for light and infrequent customers (Hartmann and Viard 2008; Lewis 2004).”
Uncertainty, Knowledge Problems, and Entrepreneurial Action (2018, background): “Other research in management is studying how issue equivocality shapes stakeholder relations among and within firms (Daft & Macintosh, 1981; Daft &Weick, 1984; Lewis, 2004).”
Customer Relationship Management: Its Dimensions and Effect on Customer Outcomes (2004, neutral): “Finally, it seems worthwhile to examine how customer expectations of future benefits affect their decision to stay with salespeople (Lemon, White, and Winer 2002; Lewis 2004).”
Loyalty program effectiveness: Theoretical reviews and practical proofs (2020, background): “Loyalty programs have been widely-researched in different business aspects, but little research with published results discuss the effectiveness of loyalty program, benefits, their uses or measurements (Lewis, 2004).”
Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting (2010, background): “From the firm’s perspective, LPs offer important advantages, such as increased retention rates and intensified relationships with customers ( Lewis 2004 ), opportunities for up- and cross-selling, and better access to customer information that enables product or service customization (Uncles et al. ”
On the impact of loyalty cards on store loyalty: Does the customers’ satisfaction with the reward scheme matter? (2008, background): “Frequent shopper programmes seem to have a positive effect on sales not only during the programme (Drèze and Hoch, 1998; Lal and Bell, 2003; Lewis, 2004) but also in the long run (Taylor and Neslin, 2005).”
Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members (2006, methodology): “Other useful approaches include switching regression models (Taylor & Neslin, 2005) and structural models that capture the optimizing behavior of consumers (Lewis, 2004; Erdem & Keane, 1996; Gönül & Srinivasan, 1996).”
Customer Equity: Measurement, Management and Research Opportunities (2007, methodology): “In his empirical illustration he suggests it is better to offer a series of price discounts throughout the customer’s tenure rather than a deep promotion discount to first time buyers (Lewis, 2005a). An interesting line of research that links acquisition and retention is that of re-acquiring lost cu”
Steering user behavior with badges (2013, background): “For example, one can interpret customer loyalty programs as containing badge-like incentives, such as the different status milestones in airline frequent flier programs, and research economics and marketing has studied the effect of such programs on customer behavior [14, 15].”
Competing Loyalty Programs: Impact of Market Saturation, Market Share, and Category Expandability. (2009, background): “Not only does the impact of loyalty programs vary across different consumer segments within a firm (e.g., Lewis 2004; Liu 2007), but mixed results are also found for firm-level outcomes (e.g., Leenheer et al. 2007; Mägi 2003; Sharp and Sharp 1997).”