Feeling Superior: The Impact of Loyalty Program Structure on Consumers' Perceptions of Status

By Xavier Drèze, Joseph C. Nunes. 2009

377 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/10242816a7ff958b9608c75b68e083f9abd395a0

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Citations in the corpus

Brand addiction in the contexts of luxury and fast-fashion brands (2020, background): “In many societies, the crave for status is an important driving power for acquiring luxury products (Dreze and Nunes, 2009).”
Getting Ahead of the Joneses: When Equality Increases Conspicuous Consumption among Bottom-Tier Consumers (2011, positive): “Following Drèze and Nunes (2009), we define “status” as one’s relative position (or rank) in a social group, where position can be broadly construed and unobservable (e.g., in terms of income) or more narrowly construed and observable (e.g., in terms of one’s endowment with specific…”
Loyalty program effectiveness: Theoretical reviews and practical proofs (2020, background): “According to Dreze and Nunes (2008), some loyalty programs fail because they have problems in their structure specially the promotional part, which result in customers failing to perceive them correctly.”
Social benefits of luxury brands as costly signals of wealth and status (2011, background): “Psychological research has confirmed that the desire for status is an important force driving the market for luxury goods (Dreze & Nunez, 2009; Griskevicius et al., 2007; Haselton, Mortezaie, Pillsworth, Bleske-Rechek & Frederick, 2007; Mandel, Petrova & Cialdini, 2006; Rucker & Galinski, 2008,…”
Managing rewards to enhance relational worth (2011, background): “Individuals who are at the highest tiers of an organization’s relational programs are the firm’s heaviest users (Brady 2000; Dreze and Nunes 2009 ), and heavy users of an organization are typically a firm’s highly involved consumers (Arora 1982; Dowling and Uncles 1997).”
Review of the theoretical underpinnings of loyalty programs (2011, background): “For example, when status-based loyalty programs restructure to add additional tiers, consumers' emotional reaction is positive if the tier added is of lower status but negative if the tier is of greater status, even when their objective benefits remain constant (Drèze & Nunes, 2009).”
Loyalty Programmes: Current Knowledge and Research Directions* (2012, background): “Third, a customer-tier LP must induce customers to increase their loyalty over time (Blattberg et al. 2008; Drèze and Nunes 2009; Kumar and Shah 2004).”