The Idiosyncratic Fit Heuristic: Effort Advantage as a Determinant of Consumer Response to Loyalty Programs

By Ran Kivetz, Itamar Simonson. 2003

276 citations recorded by the source corpus.

Subfields: Marketing, Organizational Behavior and Human Resource Management, Sociology and Political Science

View Paper: https://www.semanticscholar.org/paper/fa4fe472b51a23395136c2883bfdf2b4d655d0e2

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Citations in the corpus

Doing it the hard way: How low control drives preferences for high-effort products and services (2014, background): “Various factors can lead people to disengage from goal pursuit, including perceptions that they are too far from the goal (e.g., Huang et al. 2012; Kivetz, Urminsky, and Zheng 2006; Liberman and Förster 2008), that their rate of progress is too slow, or that the ultimate likelihood of achieving…”
Loyalty Programmes: Current Knowledge and Research Directions* (2012, background): “Heavy buyers, particularly those with high levels of attitudinal commitment, have the strongest motivation to enrol in an LP because they can reap the most benefits from the programme without having to change their purchase behaviour or substantially increase their effort (Demoulin and Zidda 2009; D”
Perceived benefits of loyalty programs: Scale development and implications for relational strategies☆ (2010, unknown): “…the benefits of loyalty programs from a firm perspective (Bolton, Kannan, and Bramlett, 2000; Lewis, 2004), leaving open the issue of how members perceive loyalty programs and which advantages they may derive from their participation (Kivetz and Simonson, 2002, 2003; O’Malley and Prothero, 2004).”
How Effective Are Loyalty Reward Programs in Driving Share of Wallet? (2007, background): “An important goal of any loyalty reward program is to provide customers with an incentive to remain with the company and to prevent competition from stealing share of wallet (Butcher, Sparks, and O’Callaghan 2001; Kivetz and Simonson 2003).”
Measuring and Managing Returns from Retailer-Customized Coupon Campaigns (2012, background): “Idiosyncratic or signature preferences that separate consumers from others tend to be overweighted in consumers’ evaluations of customized offers (Kivetz and Simonson 2003).”
Understanding Relationship Marketing and Loyalty Program Effectiveness in Global Markets (2015, unknown): “By creating a unique system to reward customers, sellers can create barriers to competition (Kivetz and Simonson 2003).”
The Goal-Gradient Hypothesis Resurrected: Purchase Acceleration, Illusionary Goal Progress, and Customer Retention (2006, unknown): “We elicited respondents’ likelihood of joining to rule out an alternative explanation (based on the idiosyncratic fit heuristic; Kivetz and Simonson 2003) for the predicted illusionary goal progress effect.”
The Impact of an Item-Based Loyalty Program on Consumer Purchase Behavior (2012, background): “…store relative to the attractiveness of competitive stores and that the design of an LP and attractiveness of competitors can affect consumers’ decisions to join the LP (Kivetz and Simonson 2003), while becoming an LP member can increase the attractiveness of the focal store (Leenheer et al. 2007).”
In Defense of Consciousness: The Role of Conscious and Unconscious Inputs in Consumer Choice (2005, unknown): “Kivetz and Simonson (2003) showed that idiosyncratic preferences, that is, preferences perceived to be different from those of most other people, play a key role and often receive disproportional weight in consumers’decisions.”
Customer frustration in loyalty programs (2005, methodology): “Another aspect of successful program design is elaborated by Kivetz and Simonson (2003)”
The Effects of Effort and Intrinsic Motivation on Risky Choice (2003, background): “Although this research has improved our understanding of customer preference toward FPs (see also Kivetz and Simonson 2003, van Osselaer et al. 2004), the more fundamental question of whether and how the nature of the required earning activity influences the trade-off between the certainty and…”
Heuristics made easy: an effort-reduction framework. (2008, background): “Furthermore, the idiosyncratic fit heuristic (Kivetz & Simonson, 2003) suggests that people will evaluate consumer loyalty programs (e.g., buy 10 coffees, get 1 free) with personally relevant features to be more valuable.”
Review of the theoretical underpinnings of loyalty programs (2011, background): “Kivetz and Simonson (2003) show that consumers prefer a loyalty program in which they are more likely to achieve rewards than other customers.”
The Effect of Explicit Reference Points on Consumer Choice and Online Bidding Behavior (2005, background): “On the other hand, self-generated comparisons may have longer lasting impact due to their greater credibility (e.g., Kardes 1988; Kivetz and Simonson 2003).”
Developing an Effective Customer Loyalty Program (2006, background): “Among the components of relative advantage are closeness of the marketer’s store to the consumer, a consumer’s high-level purchase frequency, or the perceived exclusiveness of the loyalty provider’s double-points offer.(49)”