메뉴 건너뛰기




Volumn 73, Issue 1, 2009, Pages 93-108

Competing loyalty programs: Impact of market saturation, market share, and category expandability

Author keywords

Category expandability; Loyalty programs; Market saturation; Market share; Resource based view

Indexed keywords


EID: 62149135668     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkg.73.1.93     Document Type: Article
Times cited : (170)

References (53)
  • 1
    • 62149127632 scopus 로고    scopus 로고
    • Baird, Nikki (2007), Getting Loyalty Programs Back to Loyalty, report, Retail Systems Research, (accessed September 18, 2008), [available at http://www.retailsystemsresearch.com/_document/summary/247].
    • Baird, Nikki (2007), "Getting Loyalty Programs Back to Loyalty," report, Retail Systems Research, (accessed September 18, 2008), [available at http://www.retailsystemsresearch.com/_document/summary/247].
  • 2
    • 0023020183 scopus 로고
    • The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations
    • Baron, Reuben M. and David A. Kenny (1986), "The Moderator-Mediator Variable Distinction in Social Psychological Research: Conceptual, Strategic, and Statistical Considerations," Journal of Personality and Social Psychology, 51 (6), 1173-82.
    • (1986) Journal of Personality and Social Psychology , vol.51 , Issue.6 , pp. 1173-1182
    • Baron, R.M.1    Kenny, D.A.2
  • 3
    • 14844317767 scopus 로고    scopus 로고
    • Own-Brand and Cross-Brand Retail Pass-Through
    • Besanko, David, Jean-Pierre Dubé, and Sachin Gupta (2005), "Own-Brand and Cross-Brand Retail Pass-Through," Marketing Science, 24 (1), 123-37.
    • (2005) Marketing Science , vol.24 , Issue.1 , pp. 123-137
    • Besanko, D.1    Dubé, J.-P.2    Gupta, S.3
  • 4
    • 23044520418 scopus 로고    scopus 로고
    • Bolton, Ruth N., P.K. Kannan, and Matthew D. Bramlett (2000), Implications of Loyalty Program Membership and Service Experiences for Customer Retention and Value, Journal of the Academy of Marketing Science, 28 (1), 95-108.
    • Bolton, Ruth N., P.K. Kannan, and Matthew D. Bramlett (2000), "Implications of Loyalty Program Membership and Service Experiences for Customer Retention and Value," Journal of the Academy of Marketing Science, 28 (1), 95-108.
  • 5
    • 21144471528 scopus 로고
    • A Look on the Cost Side: Market Share and the Competitive Environment
    • Boulding, William and Richard Staelin (1993), "A Look on the Cost Side: Market Share and the Competitive Environment," Marketing Science, 12 (2), 144-66.
    • (1993) Marketing Science , vol.12 , Issue.2 , pp. 144-166
    • Boulding, W.1    Staelin, R.2
  • 6
    • 62149147078 scopus 로고    scopus 로고
    • Burrill, Donald F. (1997), Modeling and Interpreting Interactions in Multiple Regression, (accessed July 2, 2007), [available at http://www.minitab.com/resources/articles/BURRIL2.aspx].
    • Burrill, Donald F. (1997), "Modeling and Interpreting Interactions in Multiple Regression," (accessed July 2, 2007), [available at http://www.minitab.com/resources/articles/BURRIL2.aspx].
  • 8
    • 0035590133 scopus 로고    scopus 로고
    • The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty
    • April
    • Chaudhuri, Arjun and Morris B. Holbrook (2001), "The Chain of Effects from Brand Trust and Brand Affect to Brand Performance: The Role of Brand Loyalty," Journal of Marketing, 65 (April), 81-93.
    • (2001) Journal of Marketing , vol.65 , pp. 81-93
    • Chaudhuri, A.1    Holbrook, M.B.2
  • 9
    • 62149099067 scopus 로고    scopus 로고
    • Colombo, Richard A. and Weina Jiang (2002), Portfolio Sizes of Brand Purchases in Dirichlet Markets, in Proceedings of the Australian and New Zealand Marketing Academy Conference, Robin N. Shaw, Stewart Adam, and Heath McDonald, eds. Melbourne, Australia: ANZMAC, 3181-86.
    • Colombo, Richard A. and Weina Jiang (2002), "Portfolio Sizes of Brand Purchases in Dirichlet Markets," in Proceedings of the Australian and New Zealand Marketing Academy Conference, Robin N. Shaw, Stewart Adam, and Heath McDonald, eds. Melbourne, Australia: ANZMAC, 3181-86.
  • 10
    • 0040984002 scopus 로고
    • The Capabilities of Market-Driven Organizations
    • October
    • Day, George S. (1994), "The Capabilities of Market-Driven Organizations," Journal of Marketing, 58 (October), 37-52.
    • (1994) Journal of Marketing , vol.58 , pp. 37-52
    • Day, G.S.1
  • 11
    • 0001809402 scopus 로고    scopus 로고
    • Do Customer Loyalty Programs Really Work?
    • Dowling, Grahame and Mark Uncles (1997), "Do Customer Loyalty Programs Really Work?" Sloan Management Review, 38 (4), 71-82.
    • (1997) Sloan Management Review , vol.38 , Issue.4 , pp. 71-82
    • Dowling, G.1    Uncles, M.2
  • 12
    • 0000585102 scopus 로고    scopus 로고
    • Exploiting the Installed Base Using Cross-Merchandising and Category Destination Programs
    • December
    • Drèze, Xavier and Stephen J. Hoch (1998), "Exploiting the Installed Base Using Cross-Merchandising and Category Destination Programs," International Journal of Research in Marketing, 15 (December), 459-71.
    • (1998) International Journal of Research in Marketing , vol.15 , pp. 459-471
    • Drèze, X.1    Hoch, S.J.2
  • 13
    • 1442283692 scopus 로고    scopus 로고
    • Using Combined-Currency Prices to Lower Consumers' Perceived Cost
    • February
    • -, and Joseph C. Nunes (2004), "Using Combined-Currency Prices to Lower Consumers' Perceived Cost," Journal of Marketing Research, 41 (February), 59-72.
    • (2004) Journal of Marketing Research , vol.41 , pp. 59-72
    • Drèze, X.1    Hoch, S.J.2    Nunes, J.C.3
  • 14
    • 62149092442 scopus 로고    scopus 로고
    • Ehrenberg, Andrew S.C., Gerald J. Goodhardt, and T. Patrick Barwise (1990), Double Jeopardy Revisited, Journal of Marketing, 54 (July), 82-91.
    • Ehrenberg, Andrew S.C., Gerald J. Goodhardt, and T. Patrick Barwise (1990), "Double Jeopardy Revisited," Journal of Marketing, 54 (July), 82-91.
  • 15
    • 21344492913 scopus 로고
    • Excess Behavioral Loyalty for High-Share Brands: Deviations from the Dirichlet Model for Repeat Purchasing
    • November
    • Fader, Peter and David C. Schmittlein (1993), "Excess Behavioral Loyalty for High-Share Brands: Deviations from the Dirichlet Model for Repeat Purchasing," Journal of Marketing Research, 30 (November), 478-93.
    • (1993) Journal of Marketing Research , vol.30 , pp. 478-493
    • Fader, P.1    Schmittlein, D.C.2
  • 18
    • 0000250716 scopus 로고
    • Specification Tests in Econometrics
    • Hausman, Jerry A. (1978), "Specification Tests in Econometrics," Econometrica, 46 (6), 1251-71.
    • (1978) Econometrica , vol.46 , Issue.6 , pp. 1251-1271
    • Hausman, J.A.1
  • 19
    • 84986121482 scopus 로고
    • The Comparative Advantage Theory of Competition
    • April
    • Hunt, Shelby D. and Robert M. Morgan (1995), "The Comparative Advantage Theory of Competition," Journal of Marketing, 59 (April), 1-15.
    • (1995) Journal of Marketing , vol.59 , pp. 1-15
    • Hunt, S.D.1    Morgan, R.M.2
  • 20
    • 0035285263 scopus 로고    scopus 로고
    • Reward Programs and Tacit Collusion
    • Kim, Byung-Do, Mengze Shi, and Kannan Srinivasan (2001), "Reward Programs and Tacit Collusion," Marketing Science, 20 (2), 99-120.
    • (2001) Marketing Science , vol.20 , Issue.2 , pp. 99-120
    • Kim, B.-D.1    Shi, M.2    Srinivasan, K.3
  • 21
    • 17044379026 scopus 로고    scopus 로고
    • Promotion Reactance: The Role of Effort-Reward Congruity
    • 72.5-36
    • Kivetz, Ran (2005), "Promotion Reactance: The Role of Effort-Reward Congruity," Journal of Consumer Research, 31 (4), 72.5-36.
    • (2005) Journal of Consumer Research , vol.31 , Issue.4
    • Kivetz, R.1
  • 22
    • 0035995556 scopus 로고    scopus 로고
    • Earning the Right to Indulge: Effort as a Determinant of Customer Preferences Toward Frequency Program Rewards
    • May
    • -, and Itamar Simonson (2002), "Earning the Right to Indulge: Effort as a Determinant of Customer Preferences Toward Frequency Program Rewards," Journal of Marketing Research, 39 (May), 155-70.
    • (2002) Journal of Marketing Research , vol.39 , pp. 155-170
    • Kivetz, R.1    Simonson, I.2
  • 23
    • 0344065101 scopus 로고    scopus 로고
    • The Idiosyncratic Fit Heuristic: Effort Advantage as a Determinant of Consumer Response to Loyalty Programs
    • November
    • -, (2003), "The Idiosyncratic Fit Heuristic: Effort Advantage as a Determinant of Consumer Response to Loyalty Programs," Journal of Marketing Research, 40 (November), 454-67.
    • (2003) Journal of Marketing Research , vol.40 , pp. 454-467
    • Kivetz, R.1    Simonson, I.2
  • 24
    • 4344641092 scopus 로고    scopus 로고
    • The Economic Viability of Frequent Reward Programs in a Strategic Competitive Environment
    • Kopalle, Praveen K. and Scott A. Neslin (2003), "The Economic Viability of Frequent Reward Programs in a Strategic Competitive Environment," Review of Marketing Science, 1, 1-39.
    • (2003) Review of Marketing Science , vol.1 , pp. 1-39
    • Kopalle, P.K.1    Neslin, S.A.2
  • 25
    • 60549110960 scopus 로고    scopus 로고
    • A Dynamic Structural Model of the Impact of Loyalty Programs on Customer Behavior
    • paper presented at the, Groningen, the Netherlands August 22-24
    • -, Baohong Sun, Yacheng Sun, and Vanitha Swaminathan (2007), "A Dynamic Structural Model of the Impact of Loyalty Programs on Customer Behavior," paper presented at the 2007 Marketing Dynamics Conference, Groningen, the Netherlands (August 22-24).
    • (2007) 2007 Marketing Dynamics Conference
    • Kopalle, P.K.1    Neslin, S.A.2    Sun, B.3    Sun, Y.4    Swaminathan, V.5
  • 26
    • 0013223970 scopus 로고    scopus 로고
    • Large Firm Dominance and Price-Cost Margins in Manufacturing Industries
    • Jr, 1977
    • Kwoka, John E., Jr. (1977), "Large Firm Dominance and Price-Cost Margins in Manufacturing Industries," Southern Economic Journal, 44 (1), 183-89.
    • Southern Economic Journal , vol.44 , Issue.1 , pp. 183-189
    • Kwoka, J.E.1
  • 27
    • 28444457977 scopus 로고    scopus 로고
    • The Impact of Frequent Shopper Programs in Grocery Retailing
    • Lal, Rajiv and David E. Bell (2003), "The Impact of Frequent Shopper Programs in Grocery Retailing," Quantitative Marketing and Economics, 1 (2), 179-202.
    • (2003) Quantitative Marketing and Economics , vol.1 , Issue.2 , pp. 179-202
    • Lal, R.1    Bell, D.E.2
  • 28
    • 48749091871 scopus 로고    scopus 로고
    • Which Retailers Adopt a Loyalty Program? An Empirical Study
    • Leenheer, Jorna and Tammo H.A. Bijmolt (2008), "Which Retailers Adopt a Loyalty Program? An Empirical Study," Journal of Retailing and Consumer Services, 15 (6), 429-42.
    • (2008) Journal of Retailing and Consumer Services , vol.15 , Issue.6 , pp. 429-442
    • Leenheer, J.1    Bijmolt, T.H.A.2
  • 29
    • 33847065381 scopus 로고    scopus 로고
    • -, Harald J. van Heerde, Tammo H.A. Bijmolt, and Ale Smidts (2007), Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members, International Journal of Research in Marketing, 24(1), 31-47.
    • -, Harald J. van Heerde, Tammo H.A. Bijmolt, and Ale Smidts (2007), "Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members," International Journal of Research in Marketing, 24(1), 31-47.
  • 30
    • 4344714021 scopus 로고    scopus 로고
    • The Influence of Loyalty Programs and Short-Term Promotions on Customer Retention
    • August
    • Lewis, Michael (2004), "The Influence of Loyalty Programs and Short-Term Promotions on Customer Retention," Journal of Marketing Research, 41 (August), 281-92.
    • (2004) Journal of Marketing Research , vol.41 , pp. 281-292
    • Lewis, M.1
  • 31
    • 36049005291 scopus 로고    scopus 로고
    • The Long-Term Impact of Loyalty Programs on Consumer Purchase Behavior and Loyalty
    • October
    • Liu, Yuping (2007), "The Long-Term Impact of Loyalty Programs on Consumer Purchase Behavior and Loyalty," Journal of Marketing, 71 (October), 19-35.
    • (2007) Journal of Marketing , vol.71 , pp. 19-35
    • Liu, Y.1
  • 32
    • 0037507617 scopus 로고    scopus 로고
    • Share of Wallet in Retailing: The Effects of Customer Satisfaction, Loyalty Cards and Shopper Characteristics
    • Mägi, Anne W. (2003), "Share of Wallet in Retailing: The Effects of Customer Satisfaction, Loyalty Cards and Shopper Characteristics, " Journal of Retailing, 79 (2), 97-106.
    • (2003) Journal of Retailing , vol.79 , Issue.2 , pp. 97-106
    • Mägi, A.W.1
  • 33
    • 33947584449 scopus 로고    scopus 로고
    • The Effects of Loyalty Programs on Customer Lifetime Duration and Share of Wallet
    • Meyer-Waarden, Lars (2007), "The Effects of Loyalty Programs on Customer Lifetime Duration and Share of Wallet," Journal of Retailing, 83 (2), 223-36.
    • (2007) Journal of Retailing , vol.83 , Issue.2 , pp. 223-236
    • Meyer-Waarden, L.1
  • 34
    • 33947601001 scopus 로고    scopus 로고
    • The Impact of Loyalty Programmes on Repeat Purchase Behaviour
    • -, and Christophe Benavent (2006), "The Impact of Loyalty Programmes on Repeat Purchase Behaviour," Journal of Marketing Management, 22 (1-2), 61-88.
    • (2006) Journal of Marketing Management , vol.22 , Issue.1-2 , pp. 61-88
    • Meyer-Waarden, L.1    Benavent, C.2
  • 35
    • 0033247809 scopus 로고    scopus 로고
    • The Contingency Value of Complementary Capabilities in Product Development
    • May
    • Moorman, Christine and Rebecca J. Slotegraaf (1999), "The Contingency Value of Complementary Capabilities in Product Development," Journal of Marketing Research, 36 (May), 239-57.
    • (1999) Journal of Marketing Research , vol.36 , pp. 239-257
    • Moorman, C.1    Slotegraaf, R.J.2
  • 36
    • 0001772207 scopus 로고
    • Frequent Flyer Programs and Business Travellers: An Empirical Investigation
    • Nako, Steven M. (1992), "Frequent Flyer Programs and Business Travellers: An Empirical Investigation," Logistics and Transportation Review, 28 (4), 395-414.
    • (1992) Logistics and Transportation Review , vol.28 , Issue.4 , pp. 395-414
    • Nako, S.M.1
  • 37
    • 33645691822 scopus 로고    scopus 로고
    • Your Loyalty Program Is Betraying You
    • Nunes, Joseph C. and Xavier Drèze (2006), "Your Loyalty Program Is Betraying You," Harvard Business Review, 84 (4), 124-31.
    • (2006) Harvard Business Review , vol.84 , Issue.4 , pp. 124-131
    • Nunes, J.C.1    Drèze, X.2
  • 38
    • 0001816315 scopus 로고
    • Do Rewards Really Create Loyalty?
    • O'Brien, Louise and Charles Jones (1995), "Do Rewards Really Create Loyalty?" Harvard Business Review, 73 (3), 75-82.
    • (1995) Harvard Business Review , vol.73 , Issue.3 , pp. 75-82
    • O'Brien, L.1    Jones, C.2
  • 39
    • 0035995547 scopus 로고    scopus 로고
    • Designing Loyalty-Building Programs for Packaged Goods Brands
    • May
    • Roehm, Michelle, Ellen Bolman Pullins, and Harper A. Roehm Jr. (2002), "Designing Loyalty-Building Programs for Packaged Goods Brands," Journal of Marketing Research, 39 (May), 202-213.
    • (2002) Journal of Marketing Research , vol.39 , pp. 202-213
    • Roehm, M.1    Bolman Pullins, E.2    Roehm Jr., H.A.3
  • 40
    • 77956224951 scopus 로고
    • A Meta-Analysis of National Brand and Store Brand Cross-Promotional Price Elasticities
    • Sethuraman, Raj (1995), "A Meta-Analysis of National Brand and Store Brand Cross-Promotional Price Elasticities," Marketing Letters, 6 (4), 275-86.
    • (1995) Marketing Letters , vol.6 , Issue.4 , pp. 275-286
    • Sethuraman, R.1
  • 41
    • 0031537204 scopus 로고    scopus 로고
    • Loyalty Programs and Their Impact on Repeat-Purchase Loyalty Patterns
    • Sharp, Byron and Anne Sharp (1997), "Loyalty Programs and Their Impact on Repeat-Purchase Loyalty Patterns," International Journal of Research in Marketing, 14 (5), 473-86.
    • (1997) International Journal of Research in Marketing , vol.14 , Issue.5 , pp. 473-486
    • Sharp, B.1    Sharp, A.2
  • 42
    • 20444440013 scopus 로고    scopus 로고
    • Brand Loyalty Programs: Are They Shams?
    • Shugan, Steven M. (2005), "Brand Loyalty Programs: Are They Shams?" Marketing Science, 24 (2), 185-93.
    • (2005) Marketing Science , vol.24 , Issue.2 , pp. 185-193
    • Shugan, S.M.1
  • 43
    • 2342535878 scopus 로고    scopus 로고
    • Manifestations and Measurement of Asymmetric Brand Competition
    • Sivakumar, K. (2004), "Manifestations and Measurement of Asymmetric Brand Competition," Journal of Business Research, 57 (8), 813-20.
    • (2004) Journal of Business Research , vol.57 , Issue.8 , pp. 813-820
    • Sivakumar, K.1
  • 44
    • 28444463670 scopus 로고    scopus 로고
    • Decomposing the Promotional Revenue Bump for Loyalty Program Members Versus Nonmembers
    • November
    • Van Heerde, Harald J. and Tammo H.A. Bijmolt (2005), "Decomposing the Promotional Revenue Bump for Loyalty Program Members Versus Nonmembers," Journal of Marketing Research, 42 (November), 443-57.
    • (2005) Journal of Marketing Research , vol.42 , pp. 443-457
    • Van Heerde, H.J.1    Bijmolt, T.H.A.2
  • 46
    • 22644450778 scopus 로고    scopus 로고
    • Marketing Strategy: An Assessment of the State of the Field and Outlook
    • Varadarajan, P. Rajan and Satish Jayachandran (1999), "Marketing Strategy: An Assessment of the State of the Field and Outlook," Journal of the Academy of Marketing Science, 27 (2), 120-43.
    • (1999) Journal of the Academy of Marketing Science , vol.27 , Issue.2 , pp. 120-143
    • Varadarajan, P.R.1    Jayachandran, S.2
  • 47
    • 0242381929 scopus 로고    scopus 로고
    • Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development
    • October
    • Verhoef, Peter C. (2003), "Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development," Journal of Marketing, 67 (October), 30-45.
    • (2003) Journal of Marketing , vol.67 , pp. 30-45
    • Verhoef, P.C.1
  • 48
    • 62149122106 scopus 로고    scopus 로고
    • Visa USA Research Services (2006), Visa Payment Panel Study: 2006 Payment Trends Summary, Visa U.S.A. Inc, (accessed June 2, 2007), [available at http://www.bos.frb.org/economic/eprg/conferences/payments2006/ papers/hampton.pdf].
    • Visa USA Research Services (2006), "Visa Payment Panel Study: 2006 Payment Trends Summary," Visa U.S.A. Inc, (accessed June 2, 2007), [available at http://www.bos.frb.org/economic/eprg/conferences/payments2006/ papers/hampton.pdf].
  • 49
    • 84989133012 scopus 로고
    • A Resource-Based View of the Firm
    • Wernerfelt, Birger (1984), "A Resource-Based View of the Firm," Strategic Management Journal, 5 (2), 171-80.
    • (1984) Strategic Management Journal , vol.5 , Issue.2 , pp. 171-180
    • Wernerfelt, B.1
  • 50
    • 85074508187 scopus 로고    scopus 로고
    • Market Power and Its Measurement
    • Wood, Lisa (1999), "Market Power and Its Measurement," European Journal of Marketing, 33 (5-6), 612-33.
    • (1999) European Journal of Marketing , vol.33 , Issue.5-6 , pp. 612-633
    • Wood, L.1
  • 52
    • 0037998727 scopus 로고    scopus 로고
    • Effects of Loyalty Programs on Value Perception, Program Loyalty, and Brand Loyalty
    • Yi, Youjae and Hoseong Jeon (2003), "Effects of Loyalty Programs on Value Perception, Program Loyalty, and Brand Loyalty," Journal of the Academy of Marketing Science, 31 (3), 229-40.
    • (2003) Journal of the Academy of Marketing Science , vol.31 , Issue.3 , pp. 229-240
    • Yi, Y.1    Jeon, H.2
  • 53
    • 0033880041 scopus 로고    scopus 로고
    • The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?
    • Zhang, Z. John, Aradhna Krishna, and Sanjay K. Dhar (2000), "The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?" Management Science, 46 (3), 348-62.
    • (2000) Management Science , vol.46 , Issue.3 , pp. 348-362
    • Zhang, Z.J.1    Krishna, A.2    Dhar, S.K.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.