The Economic Viability of Frequency Reward Programs in a Strategic Competitive Environment

By Praveen K. Kopalle, Scott A. Neslin. 2003

136 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Marketing

View Paper: https://www.semanticscholar.org/paper/452c5fe3c39f6b10e1b90a5bca9858c215366fe5

How researchers see this paper

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

In Economics and Econometrics

1. Ran Kivetz
2. Itamar Simonson
3. Tammo H. A. Bijmolt
4. Yuping Liu
5. Rong Yang
6. L. Meyer‐Waarden
7. Christophe Benavent
8. H. V. van Heerde

In Marketing

1. Yuping Liu
2. Rong Yang
3. Tammo H. A. Bijmolt
4. Ran Kivetz
5. Peter C. Verhoef
6. L. Meyer‐Waarden
7. M. Dorotic
8. H. V. van Heerde

Citations in the corpus

• Emerging trends in retail pricing practice: implications for research (2007, background): “Kopalle and Neslin’s (2003) analysis suggests that such strategies have the potential to be effective multi-period sales promotion tools when primary demand can expand.”
• The Idiosyncratic Fit Heuristic: Effort Advantage as a Determinant of Consumer Response to Loyalty Programs (2003, background): “Furthermore, the importance of LPs has been recognized in both the managerial and the economic modeling literature (e.g., Borenstein 1996; Kim, Shi, and Srinivasan 2001; Kopalle and Neslin 2000).”
• 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].”
• The Impact of Loyalty Programmes on Repeat Purchase Behaviour (2006, background): “It is however obvious that the success of a loyalty programme should also be measured by its financial contribution (Kopalle and Neslin 2003).”
• Grocery retail loyalty program effects: self-selection or purchase behavior change? (2009, background): “Additional modeling efforts should integrate customer profit streams and financial data (despite the difficulty of doing so without access to revenue and cost information) and measure efficiency according to financial contributions (Kopalle and Neslin 2003; Reinartz 2005).”
• Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members (2006, methodology): “Economicoriented research has used the switching cost argument as a rationale for the existence of loyalty programs (Kim, Shi, & Srinivasan, 2001; Klemperer, 1987; Kopalle & Neslin, 2003)1.”
• Competing Loyalty Programs: Impact of Market Saturation, Market Share, and Category Expandability. (2009, methodology): “Using game-theoretic modeling, Kopalle and Neslin (2003) conclude that loyalty programs are more appealing in expandable markets because they can help the offering firms draw demand from outside the category.”
• Loyalty Programmes: Current Knowledge and Research Directions* (2012, background): “Therefore, its overall effectiveness diminishes as saturation increases, unless the LP expands the category (Kopalle and Neslin 2003; Liu and Yang 2009; Noordhoff et al. 2004), because the impact of an LP decreases with the number of other LPs in existence (Bellizzi and Bristol 2004; Leenheer et al.”