The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?: Front-Loaded or Rear-Loaded Incentives?

By Z. John Zhang, Aradhna Krishna, Sanjay K. Dhar. 2000

136 citations recorded by the source corpus.

Subfields: Economics and Econometrics, Management Information Systems, Marketing

View Paper: https://www.semanticscholar.org/paper/e9f85f4b23f3fbf030e41471fbf992f2fa4e2d39

How researchers see this paper

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

In Economics and Econometrics

1. Terry A. Taylor
2. Sridhar Moorthy

In Management Information Systems

1. Terry A. Taylor
2. Gérard P. Cachon
3. Qi Feng
4. Lauren Xiaoyuan Lu

In Marketing

1. Qiang Lu
2. Terry A. Taylor
3. Sridhar Moorthy
4. Gérard P. Cachon
5. Qi Feng
6. Lauren Xiaoyuan Lu

Citations in the corpus

• Coupons Versus Rebates (2007, background): “…different types of coupons— direct-mail coupons (Neslin and Shoemaker 1983), package coupons (Raju et al. 1994, Dhar et al. 1996), cross-ruff coupons (Dhar and Raju 1998), short versus long-duration coupons (Krishna and Zhang 1999), and front-loaded versus rear-loaded coupons (Zhang et al. 2000).”
• Do we care what others Get? A Behaviorist Approach to Targeted Promotions (2002, unknown): “…regarding how the models’ parameters depend on switching costs, but we direct the reader to prior work done in a similar context (e.g., the effect of coupon face value on switching probabilities; Dhar, Morrison, and Raju 1996; Raju, Dhar, and Morrison 1994; Zhang, Krishna, and Dhar 2000).”
• Competing Loyalty Programs: Impact of Market Saturation, Market Share, and Category Expandability. (2009, unknown): “…to their generic traits or characteristics, such as sociodemographics (Leenheer et al. 2007), shopping orientation (Mägi 2003), future orientation (Kopalle and Neslin 2003), variety seeking (Zhang, Krishna, and Dhar 2000), and price sensitivity (Kim, Shi, and Srinivasan 2001; Kopalle et al. 2007).”
• Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members (2006, unknown): “…and they are compatible with the main purpose of loyalty programs to increase long-term loyalty and retention (Taylor & Neslin, 2005), whereas direct rewards (single-shot price discounts) are front-loaded incentives that seem incompatible with longterm program goals (see also Zhang et al., 2000).”
• Supply Chain Coordination Under Channel Rebates with Sales Effort Effects (2002, background): “Consumer rebates have been explored in the economics and marketing literature (cf. Gerstner et al. 1994, Zhang et al. 2000).”