Do we care what others Get? A Behaviorist Approach to Targeted Promotions

By Fred M. Feinberg, Aradhna Krishna, Z. John Zhang. 2002

277 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management

View Paper: https://www.semanticscholar.org/paper/b16a409e6cc9782e57460ce1547729f1bbbd1baa

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Citations in the corpus

Measuring and Managing Returns from Retailer-Customized Coupon Campaigns (2012, background): “Consumers tend to view exclusivity positively (Dreze and Nunes 2009), and some empirical evidence suggests that exclusive offers lead to higher redemption rates (Feinberg, Krishna, and Zhang 2002).”
A Hidden Markov Model of Customer Relationship Dynamics (2008, background): “…and Allenby 1996), direct mail (Basu, Basu and Batra 1995; Bult and Wansbeek 1995; Gönül, Kim and Shi 2000; Gönül and Shi 1998; Gönül and Ter Hofstede 2002), direct e-mail (Ansari and Mela 2003) and customized pricing (Chen and Iyer 2002; Feinberg, Krishna and Zhang 2002) more effectively.”
Research Note---The Benefits of Personalized Pricing in a Channel (2006, background): “As retailers build up their capability to gather and process detailed customer information, they acquire the unprecedented flexibility to charge different prices to different customers (Shaffer and Zhang 1995, 2002; Feinberg et al. 2002).”
Review of the theoretical underpinnings of loyalty programs (2011, background): “Similar to the cross-customer effects for status-based loyalty programs, both distributive and procedural justice perceptions can negatively influence the non-targeted customers (Bechwati & Morrin, 2003; Feinberg et al., 2002).”
Loyalty Programmes: Current Knowledge and Research Directions* (2012, background): “This negative reaction probably increases if targeted efforts to attract new members offer non-members or light users lower prices than LP members pay (Feinberg et al. 2002; Lacey and Sneath 2006).”
Getting Ahead of the Joneses: When Equality Increases Conspicuous Consumption among Bottom-Tier Consumers (2011, background): “…people with lower levels of possessions to “keep up with the Joneses” by attaining and publicly displaying the same level of possessions as those who are better off (Christen and Morgan 2005; Clark and Oswald 1998; Dupor and Liu 2003; Elster 1991; Feinberg, Krishna, and Zhang 2002; McCormick 1983).”
Effects of Consumers’ Efforts on Price and Promotion Fairness Perceptions (2010, background): “We found only two studies examining consumers’ perceptions of fairness in the context of price promotions where consumers expect to receive a lower price (Feinberg et al. 2002; KukarKinney et al. 2007).”
Incorporating Strategic Consumer Behavior into Customer Valuation (2005, background): “Customization of prices based on observable behavior or inferences about customer type is potentially controversial (Feinberg, Krishna, and Zhang 2002; Kahneman, Knetsch, and Thaler 1986).”