Earning the Right to Indulge: Effort as a Determinant of Customer Preferences toward Frequency Program Rewards

By Ran Kivetz, Itamar Simonson. 2002

896 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/4be29c22b0fab805ae066bff01806b043dbf3ffa

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Citations in the corpus

Hedonic products for you, utilitarian products for me (2016, background): “Utilitarian consumption is considerably linked to necessities, whereas hedonic consumption is substantially linked to luxuries (Kivetz & Simonson, 2002a, 2002b).”
An examination of restaurant loyalty programs: what kinds of rewards do customers prefer? (2005, background): “Yet, Kivetz and Simonson (2002) found that when the reward requirement is high, customers seem to prefer luxury rewards (e.g. expensive wine) to necessary rewards (e.g. gas coupons).”
Grocery retail loyalty program effects: self-selection or purchase behavior change? (2009, background): “For example, customers who live closer to an outlet and already shop there may derive higher benefits from a loyalty program because it is easier for them to earn a reward without changing their behavior than it is for clients who live farther away (Allaway et al. 2003; Kivetz and Simonson 2002).”
“Wii Will Rock You!” The Use and Effect of Figurative Language in Consumer Reviews of Hedonic and Utilitarian Consumption (2013, background): “…rational in nature (Adaval 2001; Alba and Williams 2013; Babin, Darden, and Griffin 1994; Babin et al. 2005; Chaudhuri and Ligas 2006; Dhar and Wertenbroch 2000; Drolet, Williams, and Lau-Gesk 2007; Holbrook and Hirschman 1982; Homer 2008; Kivetz and Simonson 2002; Strahilevitz and Myers 1998).”
Using Incentives to Encourage Healthy Eating in Children (2013, background): “This fraction has increased with expansions in school breakfast programs, summer meal programs, and the addition of dinner programs in some districts.”
Competing Loyalty Programs: Impact of Market Saturation, Market Share, and Category Expandability. (2009, background): “Kivetz and Simonson (2002) test the aspirational value aspect in an experimental setting and find its effects to be moderated by effort requirement.”
Indulgence as Self Reward for Prior Shopping Restraint (2009, positive): “Kivetz and Simonson (2002) tested the proposition that increasing the effort required in a loyalty program made consumers more likely to choose a luxury rather than a necessity as a reward. Participants preferred a luxury reward (e.g., a massage) over a utilitarian reward (e.g., credit toward grocer”
The Impact of Loyalty Programmes on Repeat Purchase Behaviour (2006, background): “Indeed, experimental research indicates that the effectiveness of loyalty programmes depends on the program’s design (Kivetz and Simonson 2002; Roehm, Bolman Pullins, and Roehm 2002).”
Feeling Superior: The Impact of Loyalty Program Structure on Consumers' Perceptions of Status (2009, background): “…the impact of the perceived effort required to earn a reward (Kivetz and Simonson 2003; Nunes and Drèze 2006), the nature of the rewards offered (Kivetz and Simonson 2002; Roehm, Pullins, and Roehm 2002), distribution frequency of rewards (Drèze and Nunes 2008), and the qualities of the…”
Like ripples on a pond: behavioral spillovers and their implications for research and policy (2015, background): “…moreover, is a key channel through which the various self-regulation mechanisms based on entitlement and justification take place (De Witt Huberts, Evers, & De Ridder, 2014; Hsee, 1995; Kivetz & Simonson, 2002; Kivetz & Zheng, 2006; Merritt, Effron, & Monin, 2010; Mukhopadhyay & Johar, 2009).”