Excess loyalty in online retailing

International Journal of Electronic Commerce

Volumn 16, Issue 2, 2011, Pages 115-133

  Huang, Chun Yao ^a  

^a NATIONAL TAIWAN UNIVERSITY   (Taiwan)

Author keywords

Behavioral loyalty; Dirichlet norm; excess loyalty; online retailing

Indexed keywords

EID: 84555205686     PISSN: 10864415     EISSN: None     Source Type: Journal    
DOI: 10.2753/JEC1086-4415160206     Document Type: Article

References (45)

1. Alexander, N., and Colgate, M. Customers' responses to retail brand extensions. Journal of Marketing Management, 21, 3 (2005), 393-419.
2. Barnard, N., and Ehrenberg, A. Advertising: Strongly persuasive or nudging? Journal of Advertising Research, 37, 1 (1997), 21-31.
3. Berthon, P.; Pitt, L.F.; and Watson, R.T. The World Wide Web as an advertising medium: Toward an understanding of conversion efficiency. Journal of Advertising Research, 36, 1 (1996), 43-53.
4. Bhattacharya, C.B. Is our brand's loyalty too much, too little, or just right? Explaining deviations in loyalty from the Dirichlet norm. International Journal of Research in Marketing, 14, 5 (1997), 421-435. (Pubitemid 127167096)
5. Brown, G.H. Brand loyalty-Fact or fiction? Advertising Age, 23 (June 1952), 53-55.
6. Corstjens, M., and Lal, R. Building store loyalty through store brands. Journal of Marketing Research, 37, 3 (August 2000), 281-291.
7. Cunningham, R.M. Customer loyalty to store and brand. Harvard Business Review, 39 (November-December 1961), 127-137.
8. Danaher, P.J.; Wilson, I.W.; and Davis, R.A. A comparison of online and offline consumer brand loyalty. Marketing Science, 22, 4 (2003), 461-476.
9. Day, G.S. A two-dimensional concept of brand loyalty. Journal of Advertising Research, 9, 3 (1969), 29-35.
10. Delgado-Ballester, E., and Hernández-Espallardo, M. Effect of brand associations on consumer reactions to unknown on-line brands. International Journal of Electronic Commerce, 12, 3 (2008), 81-113.
11. Dick, A.S., and Basu, K. Customer loyalty: Toward an integrated conceptual framework. Journal of Academy of Marketing Science, 22, 2 (1994), 99-112.
12. Dowling, G.R., and Uncles, M. Do customer loyalty programs really work? Sloan Management Review, 38, 4 (summer 1997), 71-82.
13. Ehrenberg, A.S.C. The pattern of consumer purchases. Applied Statistics, 8, 1 (1959), 26-41.
14. Ehrenberg, A.S.C.; Barnard, N.R.; and Sharp, B. Decision models or descriptive models? International Journal of Research in Marketing, 17, 3 (2000), 147-158.
15. Ehrenberg, A.S.C.; Goodhardt, G.J.; and Barwise, T.P. Double jeopardy revisited. Journal of Marketing, 54, 3 (1990), 82-91.
16. Ehrenberg, A.S.C.; Uncles, M.D.; and Goodhardt, G.J. Understanding brand performance measures: Using Dirichlet benchmarks. Journal of Business Research, 57, 12 (2004), 1307-1325. (Pubitemid 39363710)
17. Enis, B.M., and Paul, G.W. "Store loyalty" as a basis for market segmentation. Journal of Retailing, 46, 3 (1970), 42-56.
18. Fader, P.S., and Schmittlein, D.C. Excess behavioral loyalty for highshare brands: Deviations from the Dirichlet model for repeat purchasing. Journal of Marketing Research, 30, 4 (1993), 478-493.
19. Fournier, S., and Yao, J.L. Reviving brand loyalty: A reconceptualization within the framework of consumer-brand relationships. International Journal of Research in Marketing, 14, 5 (1997), 451-472. (Pubitemid 127167098)
20. Garton, P.A. Store loyalty? A view of "differential congruence." International Journal of Retail and Distribution Management, 23, 12 (1995), 29-35.
21. Goodhardt, G.J.; Ehrenberg, A.S.C.; and Chatfield, C. The Dirichlet: A comprehensive model of buying behaviour. Journal of the Royal Statistical Society, Series A, 147, 5 (1984), 621-655.
22. Grosso, C.; McPherson, J.; and Shi, C. Retailing: What's working online. McKinsey Quarterly, 25, 3 (2005) (www.mckinseyquarterly.com/ Retailing-Whats-working-online-1631/).
23. Harris, L.C., and Goode, M.M.H. The four levels of loyalty and the pivotal role of trust: A study of online service dynamics. Journal of Retailing, 80, 2 (2004), 139-158. (Pubitemid 38845363)
24. Johnson, E.J.; Bellman, S.; and Loshe, G.L. Cognitive lock in and the power law of practice. Journal of Marketing, 67, 2 (April 2003), 62-75. (Pubitemid 36515520)
25. Johnson, E.J.; Moe, W.W.; Fader, P.S.; Bellman, S.; and Lohse, G.L. On the depth and dynamics of online search behavior. Management Science, 50, 3 (2004), 299-308.
26. Jeuland, A.P.; Bass, F.M.; and Wright, G.P. A multibrand stochastic model compounding heterogeneous Erlang timing and multinomial choice processes. Operations Research, 28, 2 (1980), 255-277.
27. Kahn, B.E.; Kalwani, M.U.; and Morrison, D.G. Niching versus changeof- pace brands: Using purchase frequencies and penetration rates to infer brand positionings. Journal of Marketing Research, 25, 4 (1988), 384-390.
28. Keng, K.A., and Ehrenberg, A.S.C. Patterns of store choice. Journal of Marketing Research, 21, 4 (November 1984), 399-409.
29. Lessig, V.P. Consumer store images and store loyalties. Journal of Marketing, 37, 4 (1973), 72-74.
30. Macintosh, G., and Lockshin, L.S. Retail relationships and store loyalty: A multi-level perspective. International Journal of Research in Marketing, 14, 5 (1997), 487-497. (Pubitemid 127167099)
31. McAlister, L., and Pessemier, E. Variety seeking behavior: An interdisciplinary review. Journal of Consumer Research, 9, 3 (1982), 311-322.
32. Min, S., and Wolfinbarger, M. Market share, profit margin, and marketing efficiency of early movers, bricks and clicks, and specialists in e-commerce. Journal of Business Research, 58, 8 (2005), 1030-1039. (Pubitemid 40131354)
33. Oliver, R.L. Whence consumer loyalty? Journal of Marketing, 63 (special issue 1999), 33-44.
34. Park, I.; Bhatnagar, A.; and Rao, H.R. Assurance seals, on-line customer satisfaction, and repurchase intention. International Journal of Electronic Commerce, 14, 3 (2010), 11-34.
35. Pentina, I.; Pelton, L.E.; and Hasty, R.W. Performance implications of online entry timing by store-based retailers: A longitudinal investigation. Journal of Retailing, 85, 2 (2009), 177-193.
36. Rabinovich, E.; Maltz, A.; and Sinha, R.K. Assessing markups, service quality, and product attributes in music CDs' Internet retailing. Production and Operations Management, 17, 3 (2008), 320-337.
37. Schmittlein, D.C.; Cooper, L.G.; and Morrison, D.G. Truth in concentration in the land of (80/20) laws. Marketing Science, 12, 2 (1993), 167-183.
38. Sirgy, M.J., and Samli, A.C. A path analytic model of store loyalty involving self-concept, store image, geographic loyalty, and socioeconomic status. Journal of Academy of Marketing Science, 13, 3 (1985), 265-291.
39. Shine, B.C.; Park, J.; and Wyer, R.S., Jr. Brand synergy effects in multiple brand extensions. Journal of Marketing Research, 44, 4 (2007), 663-670.
40. Srinivasan, S.S.; Anderson, R.; and Ponnavolu, K. Customer loyalty in e-commerce: An exploration of its antecedents and consequences. Journal of Retailing, 78, 1 (2002), 41-50.
41. Su, B. Characteristics of consumer search on-line: How much do we search? International Journal of Electronic Commerce, 13, 1 (2008), 109-129.
42. Uncles, M.; Ehrenberg, A.; and Hammond, K. Patterns of buyer behavior: Regularities, models, and extensions. Marketing Science, 14, 3 (Part 2 of 2, 1995), G71-G78.
43. Waldfogel, J., and Chen, L. Does information undermine brand? Information intermediary use and preference for branded Web retailers. Journal of Industrial Economics, 54, 4 (2006), 425-449. (Pubitemid 44967717)
44. Wang, Q.; Chen, Y.; and Xie, J. Survival in markets with network effects: Product compatibility and order-of-entry effects. Journal of Marketing, 74, 4 (2010), 1-14.
45. Zauberman, G. The intertemporal dynamics of consumer lock-in. Journal of Consumer Research, 30, 3 (2003), 405-419. (Pubitemid 38118560)