The use of loyalty-cards databases: Differences in regular price and discount sensitivity in the brand choice decision between card and non-card holders

Journal of Retailing and Consumer Services

Volumn 15, Issue 1, 2008, Pages 52-62

  Cortiñas, Mónica ^a   Elorz, Margarita ^a   Múgica, José Miguel ^a  

^a PUBLIC UNIVERSITY OF NAVARRE   (Spain)

Author keywords

Brand choice problem; Customer databases; Customer loyalty programs

Indexed keywords

CONSUMPTION BEHAVIOR; DATABASE; DECISION MAKING; LOGIT ANALYSIS; PRICE DETERMINATION; PRICING POLICY; PURCHASING POWER PARITY; RETAILING;

EID: 35748968477     PISSN: 09696989     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.jretconser.2007.03.006     Document Type: Article

References (29)

1. Allaway A.W., Berkowitz D., and D'Souza G. Spatial diffusion of a new loyalty program through a retail market. Journal of Retailing 79 3 (2003) 137-151
2. Andrews R.L., and Currim I.S. An experimental investigation of scanner data preparation strategies for consumer choice models. International Journal of Research in Marketing 22 (2005) 319-331
3. Bell D.R., Ho T., and Tang C.S. Determining where to shop: fixed and variable costs of shopping. Journal of Marketing Research 35 August (1998) 352-369
4. Bellizzi J.A., and Bristol T. An assessment of supermarket loyalty cards in one major US market. Journal of Consumer Marketing 21 2 (2004) 144-154
5. Betancourt, R.R., 2004. The Economics of Retailing and Distribution. Edward Elgar Ed., Northampton.
6. Bosworth, M., 2005. Loyalty cards: reward or threat? 〈ConsumerAffairs.Com〉, July 11.
7. Campo K., and Gijsbrechts E. Should retailers adjust their micro-marketing strategies to type of outlet?: an application to location-based store space allocation in limited and full-service grocery stores. Journal of Retailing and Consumer Services 11 6 (2004) 369-383
8. Dhar S.K., Hoch S.J., and Kumar N. Effective category management depends on the role of the category. Journal of Retailing 77 (2001) 165-184
9. Dowling G.R., and Uncles M. Do customer loyalty programs really work?. Sloan Management Review 38 4 (1997) 71-82
10. Feinberg F.M., Krishna A., and Zhang Z.J. Do we care what others get?: a behaviorist approach to targeted promotions. Journal of Marketing Research 39 3 (2002) 277-291
11. Guadagni P.M., and Little J.D. A logit model of brand choice calibrated on scanner data. Marketing Science 2 3 (1983) 203-238
12. Gupta S. Impact of sales promotions on when, what, and how much to buy. Journal of Marketing Research 25 November (1988) 342-355
13. Lal R., and Bell E. The impact of frequent shopper programs in grocery retailing. Quantitative Marketing and Economics 1 (2003) 179-202
14. Lim J., Currim I.S., and Andrews R.L. Consumer heterogeneity in the longer-term effects of price promotions. International Journal of Research in Marketing 22 (2005) 441-457
15. Mägi A.W. Share of wallet in retailing: the effects of customer satisfaction, loyalty cards and shopper characteristics. Journal of Retailing 79 (2003) 97-106
16. Mauri C. Card loyalty: a new emerging issue in grocery retailing. Journal of Retailing and Consumer Services 10 1 (2003) 13-25
17. Montgomery A.L. Creating micro-marketing pricing strategies using supermarket scanner data. Marketing Science 16 4 (1997) 315-337
18. Passingham J. Grocery retailing and the loyalty card. Journal of the Market Research Society 40 1 (1998) 55-63
19. Pauler G., and Dick A. Maximizing profit of a food retailing chain by targeting and promoting valuable customers using loyalty card and scanner data. European Journal of Operational Research 174 2 (2005) 1260-1280
20. Shaffer G., and Zhang Z.J. Competitive one-to-one promotions. Management Science 48 9 (2002) 1143-1160
21. Sharp B., and Sharp A. Loyalty programs and their impact on repeat-purchase loyalty patterns. International Journal of Research in Marketing 14 5 (1997) 473-486
22. Smith A., Sparks L., Hart S., and Tzokas N. Retail loyalty schemes: results from a consumer diary study. Journal of Retailing and Consumer Services 10 (2003) 109-119
23. Swait J., and Louviere J.J. The role of the scale parameter in the estimation and comparison of multinomial logit models. Journal of Marketing Research 30 August (1993) 305-314
24. Tao Y., and Yeh C.R. Simple database marketing tools in customer analysis and retention. International Journal of Information Management 23 (2003) 291-301
25. Van Heerde H.J., and Bijmolt T.H.A. Decomposing the promotional revenue bump for loyalty program members versus nonmembers. Journal of Marketing Research 42 (2005) 443-457
26. Wittink, D.R., Addona, M.J., Hawkes, W.J., Porter, J.C., 1988. The estimation, validation, and use of promotional effects based on scanner data. Working Paper, Johnson Graduate School of Management, Cornell University, Ithaca.
27. Worthington S., and Hallsworth A. Cards in context-the comparative development of local loyalty schemes. International Journal of Retail and Distribution Management 27 10 (1999) 420-428
28. Wright C., and Sparks L. Loyalty saturation in retailing: exploring the end of retail loyalty cards?. International Journal of Retail and Distribution Management 27 10 (1999) 429-439
29. Ziliani C., and Bellini S. Retail micro-marketing strategies and competition. International Review of Retail, Distribution and Consumer Research 14 1 (2004) 7-18