메뉴 건너뛰기




Volumn 40, Issue 11-12, 2006, Pages 1317-1339

Deriving and exploring behavior segments within a retail loyalty card program

Author keywords

Cluster analysis; Consumer behaviour; Cusotmer loyalty; Loyalty schemes; Market segmentation

Indexed keywords


EID: 33750481550     PISSN: 03090566     EISSN: None     Source Type: Journal    
DOI: 10.1108/03090560610702830     Document Type: Article
Times cited : (62)

References (73)
  • 1
    • 0038119161 scopus 로고    scopus 로고
    • Spatial diffusion of a new loyalty program through a retail market
    • Allaway, A.W., Berkowitz, D. and D's Souza, G. (2003), "Spatial diffusion of a new loyalty program through a retail market", Journal of Retailing, Vol. 79, pp. 137-51.
    • (2003) Journal of Retailing , vol.79 , pp. 137-51
    • Allaway, A.W.1    Berkowitz, D.2    D's Souza, G.3
  • 2
    • 0011939750 scopus 로고
    • Customer satisfaction, market share, and profitability: Findings from Sweden
    • Anderson, E.W., Fornell, C. and Lehmann, D. (1994), "Customer satisfaction, market share, and profitability: findings from Sweden", Journal of Marketing, Vol. 58 No. 2, pp. 53-66.
    • (1994) Journal of Marketing , vol.58 , Issue.2 , pp. 53-66
    • Anderson, E.W.1    Fornell, C.2    Lehmann, D.3
  • 3
    • 0000938846 scopus 로고
    • Methods for determining store trade areas, market penetration, and potential sales
    • Applebaum, W. (1966), "Methods for determining store trade areas, market penetration, and potential sales", Journal of Marketing Research, Vol. 3, pp. 127-42.
    • (1966) Journal of Marketing Research , vol.3 , pp. 127-42
    • Applebaum, W.1
  • 4
    • 45549117741 scopus 로고
    • The involvement-commitment model: Theory and implications
    • Beatty, S.E., Kahle, L.R. and Homer, P. (1988), "The involvement-commitment model: theory and implications", Journal of Business Research, Vol. 16, March, pp. 149-67.
    • (1988) Journal of Business Research , vol.16 , pp. 149-67
    • Beatty, S.E.1    Kahle, L.R.2    Homer, P.3
  • 5
    • 62949087988 scopus 로고
    • Calculation of polychotomous logistic regression parameters using individualized regressions
    • Begg, C. and Gray, R. (1984), "Calculation of polychotomous logistic regression parameters using individualized regressions", Biometrika, Vol. 71 No. 1, pp. 11-18.
    • (1984) Biometrika , vol.71 , Issue.1 , pp. 11-18
    • Begg, C.1    Gray, R.2
  • 8
    • 23044520418 scopus 로고    scopus 로고
    • Implications of loyalty program membership and service experiences for customer retention and value
    • Bolton, R.N., Kannan, P.K. and Bramlett, M.D. (2000), "Implications of loyalty program membership and service experiences for customer retention and value", Academy of Marketing Science. Journal, Vol. 28 No. 1, pp. 95-109.
    • (2000) Academy of Marketing Science. Journal , vol.28 , Issue.1 , pp. 95-109
    • Bolton, R.N.1    Kannan, P.K.2    Bramlett, M.D.3
  • 9
    • 21144470007 scopus 로고
    • Taxonomy of buying decision approaches
    • Bunn, M.D. (1993), "Taxonomy of buying decision approaches", Journal of Marketing, Vol. 57 No. 1, pp. 38-56.
    • (1993) Journal of Marketing , vol.57 , Issue.1 , pp. 38-56
    • Bunn, M.D.1
  • 10
    • 0002920934 scopus 로고    scopus 로고
    • Relationship marketing
    • Buttle, F. Paul Chapman New York, NY
    • Buttle, F. (1996), "Relationship marketing", in Buttle, F. (Ed.), Relationship Marketing: Theory and Practice, Paul Chapman, New York, NY, pp. 1-16.
    • (1996) Relationship Marketing: Theory and Practice , pp. 1-16
    • Buttle, F.1
  • 11
    • 0033236256 scopus 로고    scopus 로고
    • Buyer-seller relationships in business markets
    • Cannon, J.P. and Perreault, W.D. Jr (1999), "Buyer-seller relationships in business markets", Journal of Marketing Research, Vol. 36 No. 4, pp. 439-60.
    • (1999) Journal of Marketing Research , vol.36 , Issue.4 , pp. 439-60
    • Cannon, J.P.1    Perreault Jr., W.D.2
  • 13
    • 0002427534 scopus 로고
    • Models of the retail location process, a review
    • Craig, C.S., Ghosh, A. and McLafferty, S. (1984), "Models of the retail location process, a review", Journal of Retailing, Vol. 50 No. 4, pp. 99-112.
    • (1984) Journal of Retailing , vol.50 , Issue.4 , pp. 99-112
    • Craig, C.S.1    Ghosh, A.2    McLafferty, S.3
  • 15
    • 77951516228 scopus 로고
    • Customer loyalty: Toward an integrated conceptual framework
    • Dick, A. and Basu, K. (1994), "Customer loyalty: toward an integrated conceptual framework", Journal of the Academy of Marketing Sciences, Vol. 22 No. 2, pp. 99-113.
    • (1994) Journal of the Academy of Marketing Sciences , vol.22 , Issue.2 , pp. 99-113
    • Dick, A.1    Basu, K.2
  • 16
    • 84985822209 scopus 로고    scopus 로고
    • Identifying the coarse and fine structures of market segments
    • Dowling, G.R. and Midgley, D.F. (1998), "Identifying the coarse and fine structures of market segments", Decision Sciences, Vol. 19, Fall, pp. 830-47.
    • (1998) Decision Sciences , vol.19 , pp. 830-47
    • Dowling, G.R.1    Midgley, D.F.2
  • 17
    • 0001809402 scopus 로고    scopus 로고
    • Do customer loyalty programs really work?
    • Dowling, G.R. and Uncles, M. (1997), "Do customer loyalty programs really work?", Sloan Management Review, Vol. 38 No. 4, pp. 71-83.
    • (1997) Sloan Management Review , vol.38 , Issue.4 , pp. 71-83
    • Dowling, G.R.1    Uncles, M.2
  • 19
    • 0005928969 scopus 로고    scopus 로고
    • The financial services consumer
    • Gabbott, M. Hogg, G. Wiley Chichester
    • Ennew, C. and McKechnie, S. (1998), "The financial services consumer", in Gabbott, M. and Hogg, G. (Eds), Consumers and Services, Wiley, Chichester, pp. 185-208.
    • (1998) Consumers and Services , pp. 185-208
    • Ennew, C.1    McKechnie, S.2
  • 20
    • 21344492913 scopus 로고
    • Excess behavioral loyalty for high-share brands: Deviations from the Dirichlet model for repeat purchasing
    • Fader, P.S. and Schmittlein, D.C. (1993), "Excess behavioral loyalty for high-share brands: deviations from the Dirichlet model for repeat purchasing", Journal of Marketing Research, Vol. 30, November, pp. 478-93.
    • (1993) Journal of Marketing Research , vol.30 , pp. 478-93
    • Fader, P.S.1    Schmittlein, D.C.2
  • 21
    • 0003018358 scopus 로고
    • The market maven: A diffuser of marketplace information
    • Feick, L.F. and Price, L.L. (1987), "The market maven: a diffuser of marketplace information", Journal of Marketing, Vol. 51 No. 1, pp. 83-97.
    • (1987) Journal of Marketing , vol.51 , Issue.1 , pp. 83-97
    • Feick, L.F.1    Price, L.L.2
  • 23
    • 33750469684 scopus 로고    scopus 로고
    • "Every house a warehouse: an inventory-theoretic model of retail shopping behavior", working paper, Southern Methodist University, Dallas, TX
    • Fox, E.J., Metters, R. and Semple, J. (2000), "Every house a warehouse: an inventory-theoretic model of retail shopping behavior", working paper, Southern Methodist University, Dallas, TX.
    • (2000)
    • Fox, E.J.1    Metters, R.2    Semple, J.3
  • 24
    • 3042654522 scopus 로고    scopus 로고
    • Consumer shopping and spending across retail formats
    • Fox, E.J., Montgomery, A.L. and Lodish, L.M. (2004), "Consumer shopping and spending across retail formats", The Journal of Business, Vol. 77 No. 2, pp. 525-60.
    • (2004) The Journal of Business , vol.77 , Issue.2 , pp. 525-60
    • Fox, E.J.1    Montgomery, A.L.2    Lodish, L.M.3
  • 26
    • 0002479601 scopus 로고
    • Evaluating the multiple effects of retail promotions on brand loyal and brand switching segments
    • Grover, R. and Srinivasan, V. (1992), "Evaluating the multiple effects of retail promotions on brand loyal and brand switching segments", Journal of Marketing Research, Vol. 29, February, pp. 76-89.
    • (1992) Journal of Marketing Research , vol.29 , pp. 76-89
    • Grover, R.1    Srinivasan, V.2
  • 27
    • 0000257156 scopus 로고
    • A logit model of brand choice calibrated on scanner data
    • Guadagni, P. and Little, J.D.C. (1983), "A logit model of brand choice calibrated on scanner data", Marketing Science, Vol. 2 No. 3, Summer, pp. 203-38.
    • (1983) Marketing Science , vol.2 , Issue.3 , pp. 203-38
    • Guadagni, P.1    Little, J.D.C.2
  • 28
    • 0030500171 scopus 로고    scopus 로고
    • The relationship of customer satisfaction, customer loyalty and profitability: An empirical study
    • Hallowell, R. (1996), "The relationship of customer satisfaction, customer loyalty and profitability: an empirical study", International Journal of Service Industries Management, Vol. 7 No. 4, pp. 27-42.
    • (1996) International Journal of Service Industries Management , vol.7 , Issue.4 , pp. 27-42
    • Hallowell, R.1
  • 29
    • 0021575963 scopus 로고
    • Specification tests for the multinomial logit model
    • Hausman, J.A. and McFadden, D. (1984), "Specification tests for the multinomial logit model", Econometrika, Vol. 52 No. 5, pp. 1219-40.
    • (1984) Econometrika , vol.52 , Issue.5 , pp. 1219-40
    • Hausman, J.A.1    McFadden, D.2
  • 30
    • 12244284536 scopus 로고
    • Specifying and testing econometric models for rank-ordered data
    • Hausman, J.A. and Ruud, P.A. (1987), "Specifying and testing econometric models for rank-ordered data", Journal of Econometrics, Vol. 34, pp. 83-104.
    • (1987) Journal of Econometrics , vol.34 , pp. 83-104
    • Hausman, J.A.1    Ruud, P.A.2
  • 32
    • 0002882147 scopus 로고
    • Defining and estimating a trading area
    • Huff, D.L. (1964), "Defining and estimating a trading area", Journal of Marketing, Vol. 28, July, pp. 36-8.
    • (1964) Journal of Marketing , vol.28 , pp. 36-8
    • Huff, D.L.1
  • 33
    • 0001848840 scopus 로고
    • Why satisfied customers defect
    • Jones, T. and Sasser, W. (1995), "Why satisfied customers defect", Harvard Business Review, November/December, pp. 88-99.
    • (1995) Harvard Business Review , pp. 88-99
    • Jones, T.1    Sasser, W.2
  • 35
    • 0003902676 scopus 로고    scopus 로고
    • 11th ed. Prentice-Hall Upper Saddle River, NJ
    • Kotler, P. (2002), Marketing Management, 11th ed., Prentice-Hall, Upper Saddle River, NJ.
    • (2002) Marketing Management
    • Kotler, P.1
  • 36
    • 33750491101 scopus 로고    scopus 로고
    • "Customer loyalty programs: strategic value to relationship marketing", unpublished PhD dissertation, The University of Alabama, Tuscaloosa, AL
    • Lacey, R.W. (2003), "Customer loyalty programs: strategic value to relationship marketing", unpublished PhD dissertation, The University of Alabama, Tuscaloosa, AL.
    • (2003)
    • Lacey, R.W.1
  • 38
    • 33750431034 scopus 로고
    • Spatial measurement of retail store demand
    • MacKay, D.B. (1973), "Spatial measurement of retail store demand", Journal of Marketing, Vol. 10, November, pp. 447-53.
    • (1973) Journal of Marketing , vol.10 , pp. 447-53
    • MacKay, D.B.1
  • 39
    • 84925894359 scopus 로고
    • Guidelines for the empirical classification of organizations
    • McKelvey, B. (1975), "Guidelines for the empirical classification of organizations", Administrative Science Quarterly, Vol. 20 No. 4, pp. 509-25.
    • (1975) Administrative Science Quarterly , vol.20 , Issue.4 , pp. 509-25
    • McKelvey, B.1
  • 40
    • 0037262710 scopus 로고    scopus 로고
    • Card loyalty - A new emerging issue in grocery retailing
    • Mauri, C. (2003), "Card loyalty - a new emerging issue in grocery retailing", Journal of Retailing and Consumer Services, Vol. 10 No. 1, January, pp. 13-25.
    • (2003) Journal of Retailing and Consumer Services , vol.10 , Issue.1 , pp. 13-25
    • Mauri, C.1
  • 41
    • 0033439536 scopus 로고    scopus 로고
    • Whence consumer loyalty?
    • Oliver, R.L. (1999), "Whence consumer loyalty?", Journal of Marketing, Vol. 63, special issue, pp. 33-44.
    • (1999) Journal of Marketing , vol.63 , pp. 33-44
    • Oliver, R.L.1
  • 43
    • 0000470917 scopus 로고
    • Cluster analysis in marketing research: Review and suggestions for application
    • Punj, G. and Stewart, D.W. (1983), "Cluster analysis in marketing research: review and suggestions for application", Journal of Marketing Research, Vol. 20 No. 2, pp. 134-48.
    • (1983) Journal of Marketing Research , vol.20 , Issue.2 , pp. 134-48
    • Punj, G.1    Stewart, D.W.2
  • 44
    • 4244161387 scopus 로고    scopus 로고
    • Harvard Business School Press Boston, MA
    • Reichheld, F.F. (2001), Loyalty Rules, Harvard Business School Press, Boston, MA.
    • (2001) Loyalty Rules
    • Reichheld, F.F.1
  • 46
    • 0035995547 scopus 로고    scopus 로고
    • Designing loyalty-building programs for packaged goods brands
    • Roehm, M.L., Pullins, E.B. and Roehm, H.A. Jr (2002), "Designing loyalty-building programs for packaged goods brands", Journal of Marketing Research, Vol. 39 No. 2, pp. 202-13.
    • (2002) Journal of Marketing Research , vol.39 , Issue.2 , pp. 202-13
    • Roehm, M.L.1    Pullins, E.B.2    Roehm Jr., H.A.3
  • 48
    • 0003589249 scopus 로고    scopus 로고
    • Doubleday New York, NY
    • Rosen, E. (2000), The Anatomy of Buzz, Doubleday, New York, NY, pp. 123-4.
    • (2000) The Anatomy of Buzz , pp. 123-4
    • Rosen, E.1
  • 49
    • 0041036159 scopus 로고    scopus 로고
    • Disloyalty: A closer look at non-loyals
    • Rowley, J. and Dawes, J. (2000), "Disloyalty: a closer look at non-loyals", The Journal of Consumer Marketing, Vol. 17 No. 6, pp. 538-49.
    • (2000) The Journal of Consumer Marketing , vol.17 , Issue.6 , pp. 538-49
    • Rowley, J.1    Dawes, J.2
  • 50
    • 0005548971 scopus 로고    scopus 로고
    • Frequent flyer reward programs starting to fly high
    • Schneiderman, I.P. (1998), "Frequent flyer reward programs starting to fly high", Daily News Record, 30 March.
    • (1998) Daily News Record , Issue.30
    • Schneiderman, I.P.1
  • 51
    • 0031537204 scopus 로고    scopus 로고
    • Loyalty programs and their impact on repeat-purchase loyalty patterns
    • Sharp, B. and Sharp, A. (1997), "Loyalty programs and their impact on repeat-purchase loyalty patterns", International Journal of Research in Marketing, Vol. 14 No. 5, pp. 473-86.
    • (1997) International Journal of Research in Marketing , vol.14 , Issue.5 , pp. 473-86
    • Sharp, B.1    Sharp, A.2
  • 52
    • 0032084441 scopus 로고    scopus 로고
    • Model of consumer perceptions and store loyalty intentions for a supermarket retailer
    • Sirohi, N., McLaughlin, E.W. and Wittink, D.R. (1998), "Model of consumer perceptions and store loyalty intentions for a supermarket retailer", Journal of Retailing, Vol. 74 No. 2, pp. 223-55.
    • (1998) Journal of Retailing , vol.74 , Issue.2 , pp. 223-55
    • Sirohi, N.1    McLaughlin, E.W.2    Wittink, D.R.3
  • 56
    • 43949153571 scopus 로고
    • An assessment of the relationship between service quality and customer satisfaction in the formation of consumers' purchase intentions
    • Taylor, S.A. and Baker, T.L. (1994), "An assessment of the relationship between service quality and customer satisfaction in the formation of consumers' purchase intentions", Journal of Retailing, Vol. 70 No. 2, pp. 163-78.
    • (1994) Journal of Retailing , vol.70 , Issue.2 , pp. 163-78
    • Taylor, S.A.1    Baker, T.L.2
  • 57
    • 0000733318 scopus 로고
    • Advertising exposure, loyalty, and brand purchase: A two-stage model of choice
    • Tellis, G.J. (1988), "Advertising exposure, loyalty, and brand purchase: a two-stage model of choice", Journal of Marketing Research, Vol. 25, May, pp. 134-44.
    • (1988) Journal of Marketing Research , vol.25 , pp. 134-44
    • Tellis, G.J.1
  • 58
    • 0038205684 scopus 로고
    • The web of word of mouth
    • Whyte, W.H. Jr (1954), "The web of word of mouth", Fortune, November, p. 140.
    • (1954) Fortune , pp. 140
    • Whyte Jr., W.H.1
  • 59
    • 0037998727 scopus 로고    scopus 로고
    • Effects of loyalty programs on value perception, program loyalty, and brand loyalty
    • Yi, Y. and Jeon, H. (2003), "Effects of loyalty programs on value perception, program loyalty, and brand loyalty", Academy of Marketing Science Journal, Vol. 31 No. 3, pp. 229-41.
    • (2003) Academy of Marketing Science Journal , vol.31 , Issue.3 , pp. 229-41
    • Yi, Y.1    Jeon, H.2
  • 60
    • 33750433892 scopus 로고    scopus 로고
    • From loyalty cards to micro-marketing strategies: Where is Europe's retail industry heading?
    • Ziliani, C. and Bellini, S. (2004), "From loyalty cards to micro-marketing strategies: where is Europe's retail industry heading?", Journal of Targeting, Measurement and Analysis for Marketing, Vol. 12 No. 3, pp. 281-90.
    • (2004) Journal of Targeting, Measurement and Analysis for Marketing , vol.12 , Issue.3 , pp. 281-90
    • Ziliani, C.1    Bellini, S.2
  • 61
    • 0010858486 scopus 로고    scopus 로고
    • Customer satisfaction and price tolerance
    • Anderson, E.W. (1996), "Customer satisfaction and price tolerance", Marketing Letters, Vol. 7 No. 3, pp. 265-73.
    • (1996) Marketing Letters , vol.7 , Issue.3 , pp. 265-73
    • Anderson, E.W.1
  • 62
    • 33947578062 scopus 로고    scopus 로고
    • Customer satisfaction and word-of-mouth
    • Anderson, E.W. (1998), "Customer satisfaction and word-of-mouth", Journal of Services Research, Vol. 1 No. 1, pp. 5-17.
    • (1998) Journal of Services Research , vol.1 , Issue.1 , pp. 5-17
    • Anderson, E.W.1
  • 63
    • 0001932429 scopus 로고
    • Developing buyer-seller relationships
    • Dwyer, F.R., Schurr, P.H. and Oh, S. (1987), "Developing buyer-seller relationships", Journal of Marketing, Vol. 51, April, pp. 11-27.
    • (1987) Journal of Marketing , vol.51 , pp. 11-27
    • Dwyer, F.R.1    Schurr, P.H.2    Oh, S.3
  • 67
    • 0004915269 scopus 로고    scopus 로고
    • Regularities in spatial information processing: Implications for modelling destination choice
    • Fotheringham, A.S. and Curtis, A. (1999), "Regularities in spatial information processing: implications for modelling destination choice", Professional Geographer, Vol. 51 No. 2, pp. 227-39.
    • (1999) Professional Geographer , vol.51 , Issue.2 , pp. 227-39
    • Fotheringham, A.S.1    Curtis, A.2
  • 68
    • 0031521523 scopus 로고    scopus 로고
    • Reviving band loyalty: A reconceptualization within the framework of consumer-brand relationships
    • Fournier, S. and Yao, J. (1997), "Reviving band loyalty: a reconceptualization within the framework of consumer-brand relationships", International Journal of Research in Marketing, Vol. 14 No. 5, pp. 451-72.
    • (1997) International Journal of Research in Marketing , vol.14 , Issue.5 , pp. 451-72
    • Fournier, S.1    Yao, J.2
  • 69
    • 0002903112 scopus 로고
    • Realize your customers' full profit potential
    • Grant, A.W.H. and Schlesinger, L.A. (1995), "Realize your customers' full profit potential", Harvard Business Review, September-October, pp. 59-72.
    • (1995) Harvard Business Review , pp. 59-72
    • Grant, A.W.H.1    Schlesinger, L.A.2
  • 71
  • 72
    • 0025486182 scopus 로고
    • Zero defections: Quality comes to services
    • Reichheld, F.F. and Sasser, W.E. Jr (1990), "Zero defections: quality comes to services", Harvard Business Review, September-October, pp. 105-11.
    • (1990) Harvard Business Review , pp. 105-11
    • Reichheld, F.F.1    Sasser Jr., W.E.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.