Illusionary Progress in Loyalty Programs: Magnitudes, Reward Distances, and Step-Size Ambiguity

By Rajesh Bagchi, Xingbo Li. 2011

125 citations recorded by the source corpus.

Subfields: Applied Psychology, General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/19610b61179ffaa1c7952c1bb3f42448d7085bb5

How researchers see this paper

The researchers whose trusted networks rank it highest, strongest advocate first. Every researcher gets a different order.

In Applied Psychology

1. Minjung Koo
2. Ayelet Fishbach
3. A. Monga
4. Mario Pandelaere
5. Rajesh Bagchi
6. Kentaro Fujita

In General Decision Sciences

1. Minjung Koo
2. Ayelet Fishbach
3. A. Monga
4. Mario Pandelaere
5. Rajesh Bagchi

In Marketing

1. Ayelet Fishbach
2. Minjung Koo
3. A. Monga
4. Mario Pandelaere
5. Rajesh Bagchi

Citations in the corpus

• The Small-Area Hypothesis: Effects of Progress Monitoring on Goal Adherence (2012, methodology): “We explore the small-area hypothesis and test it in a series of field and lab studies that use both real and experimentally designed reward programs.”
• How to Make a 29% Increase Look Bigger: The Unit Effect in Option Comparisons (2011, background): “For example, Bagchi and Li (2011) investigated how the number of points needed for a reward in a loyalty program (e.g., 1,000 vs. 100) and the number of points acquired by a standard transaction (e.g., 10 per dollar vs. 1 per dollar) affect store loyalty and perceived progress toward the reward.”
• Years, Months, and Days versus 1, 12, and 365: The Influence of Units versus Numbers (2012, background): “Bagchi and Li (2011) show that step sizes are considered when they are unambiguous (receive 10 points) but ignored when they are ambiguous (receive 5–15 points).”