Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members

By J. Leenheer, H. V. van Heerde, Tammo H. A. Bijmolt, Ale Smidts. 2006

469 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/3b66b428ae8a502e6ef1c0e0a88c0c9f1d202886

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In Organizational Behavior and Human Resource Management

Citations in the corpus

Review of the theoretical underpinnings of loyalty programs (2011, background): “For example, Leenheer et al. (2007) recommend that managers implement delayed reward programs and promote the benefits of these programs to nonmember, low-volume customers.”
Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting (2010, background): “For instance, Leenheer et al. (2007 ) c onclude that, from an economic perspective, it is the nature of rewards that provides members with value that subsequently enhances loyalty.”
Buying Groceries in Brick and Click Stores: Category Allocation Decisions and the Moderating Effect of Online Buying Experience (2015, background): “…household made a purchase within this period, the time index is actually household-specific while the category index is household- plus timespecific. e.g., Cleeren, van Heerde, and Dekimpe 2013; Leenheer et al. 2007): ln SCScit 1−SCScit ¼ Vcit þ μcit: ð2Þ To avoid that the dependent variable in Eq.”
The Impact of an Item-Based Loyalty Program on Consumer Purchase Behavior (2012, background): “Leenheer et al. (2007) suggest that perceived LP attractiveness is influenced by three types of benefits consumers may derive when participating in the program: economic, psychological, and sociological.”
Loyalty program effectiveness: Theoretical reviews and practical proofs (2020, background): “…the designing a loyalty program is to make the customer more loyal (Leenheer & Bijmolt, 2008), to push customer behavior to reach a certain level (Leenheer et al., 2007), to make loyal customers receive a certain amount or type of information (Leenheer et al., 2003), to form a group of…”
Predicting behavioral loyalty through corporate social responsibility: The mediating role of involvement and commitment (2017, unknown): “Although the use of self-report data is common in past research, behavioral loyalty is operationalized more accurately via objective customer data related to share of wallet (Leenheer et al., 2007) and the number of store visits (Seiders et al.”
Grocery retail loyalty program effects: self-selection or purchase behavior change? (2009, background): “This research shows that loyalty programs inspire self-selection by people who already make heavy purchases in the store, as proposed by Dowling and Uncles (1997) and Leenheer et al. (2007).”