No One Wants to Look Cheap: Trade-Offs Between Social Disincentives and the Economic and Psychological Incentives to Redeem Coupons

By Laurence Ashworth, Peter R. Darke, Mark Schaller. 2005

182 citations recorded by the source corpus.

Subfields: General Decision Sciences, Marketing

View Paper: https://www.semanticscholar.org/paper/b96b8dcc9fdd74aec612855752be825e8297ba1c

How researchers see this paper

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

In General Decision Sciences

1. K. White

In Marketing

1. J. Peloza
2. Kirk Kristofferson
3. J. Beck
4. Conor M. Henderson
5. Robert W. Palmatier
6. K. White
7. Jennifer J. Argo
8. Ante Glavas

Citations in the corpus

• Review of the theoretical underpinnings of loyalty programs (2011, background): “Likewise, Ashworth, Darke, and Schaller (2005) examine the immediate social consequences of discount incentives, even though the effects of “feeling cheap” may diminish over time as the effect of purchase habits increases.”
• The Nature of Slacktivism: How the Social Observability of an Initial Act of Token Support Affects Subsequent Prosocial Action (2014, background): “Previous research has shown that impression-management motives prompt consumers to strategically alter their behaviors to present themselves positively (Ashworth, Darke, and Schaller 2005; Sengupta, Dahl, and Gorn 2005; White and Dahl 2006, 2007).”