The Impact of Frequent Shopper Programs in Grocery Retailing

By R. Lal, D. E. Bell. 2002

203 citations recorded by the source corpus.

Subfields: Marketing, Strategy and Management

View Paper: https://www.semanticscholar.org/paper/b9cce8285c7096e3b211a2e640d90cd5c8978498

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Citations in the corpus

Customer Metrics and Their Impact on Financial Performance (2006, background): “Leenheer et al. (2003) examine seven supermarkets' LPs and account this endogeneity issue through instrumental variables.”
Competing Loyalty Programs: Impact of Market Saturation, Market Share, and Category Expandability. (2009, methodology): “This is attributed to loyalty programs’ ability to eliminate cherry-picking (Lal and Bell 2003) and to encourage cross-selling (Liu 2007).”
Loyalty Programmes: Current Knowledge and Research Directions* (2012, background): “2008), LP profitability depends mainly on the sales impact among members who initially exhibited light or moderate purchase frequencies and volumes (Kim et al. 2001; Lal and Bell 2003; Liu 2007).”
The Impact of an Item-Based Loyalty Program on Consumer Purchase Behavior (2012, background): “The second mechanism is called the “rewarded behavior effect,” through which consumers may increase purchases after having received LP rewards because of behavioral learning or increased affect toward the LP (Blatt - berg, Kim, and Neslin 2008; Lal and Bell 2003).”
Decomposing the Promotional Revenue Bump for Loyalty Program Members versus Nonmembers (2005, background): “Nonloyal customers are shown to be more responsive to promotions than loyal customers (Lal and Bell 2003; Zeithaml, Berry, and Parasuraman 1996).”
On the impact of loyalty cards on store loyalty: Does the customers’ satisfaction with the reward scheme matter? (2008, background): “Frequent shopper programmes seem to have a positive effect on sales not only during the programme (Drèze and Hoch, 1998; Lal and Bell, 2003; Lewis, 2004) but also in the long run (Taylor and Neslin, 2005).”
Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members (2006, background): “When deciding whether to participate in a company’s loyalty program, a customer may compare the expected benefits and costs (Bell & Lal, 2003; Noble & Phillips, 2004).”
The habitual consumer. (2009, background): “In support of this idea, consumer reward programs increased purchasing among consumers with initially low rates of purchase but had little impact on habitual consumers with higher rates of purchase (e.g., Lal & Bell, 2003).”