메뉴 건너뛰기




Volumn 41, Issue 4, 2013, Pages 797-807

Profitability of loyalty reward programs: An analytical investigation

Author keywords

Loyalty program; Marketing; Nonlinear programming; Satisfaction; Valuation

Indexed keywords

CUSTOMER SATISFACTION; NONLINEAR PROGRAMMING; SALES; STOCHASTIC SYSTEMS;

EID: 84869465824     PISSN: 03050483     EISSN: None     Source Type: Journal    
DOI: 10.1016/j.omega.2012.10.003     Document Type: Article
Times cited : (39)

References (33)
  • 1
    • 0031537204 scopus 로고    scopus 로고
    • Loyalty programs and their impact on repeat-purchase loyalty patterns
    • Sharp B, Sharp A Loyalty programs and their impact on repeat-purchase loyalty patterns. The International Journal of Management Science 1997, 14(5):473-486.
    • (1997) The International Journal of Management Science , vol.14 , Issue.5 , pp. 473-486
    • Sharp, B.1    Sharp, A.2
  • 2
    • 10444274107 scopus 로고    scopus 로고
    • Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting
    • Buckinx W, Van den Poel D Customer base analysis: partial defection of behaviourally loyal clients in a non-contractual FMCG retail setting. European Journal of Operational Research 2005, 164(1):252-268.
    • (2005) European Journal of Operational Research , vol.164 , Issue.1 , pp. 252-268
    • Buckinx, W.1    Van den Poel, D.2
  • 3
    • 27744501515 scopus 로고    scopus 로고
    • The impact of supply chain management practices on competitive advantage and organizational performance
    • Li S, Ragu-Nathan B, Ragu-Nathan T, Subba Rao S The impact of supply chain management practices on competitive advantage and organizational performance. Omega 2006, 34(2):107-124.
    • (2006) Omega , vol.34 , Issue.2 , pp. 107-124
    • Li, S.1    Ragu-Nathan, B.2    Ragu-Nathan, T.3    Subba Rao, S.4
  • 4
    • 1842478892 scopus 로고    scopus 로고
    • Customer attrition analysis for financial services using proportional hazard models
    • Van den Poel D, Lariviere B Customer attrition analysis for financial services using proportional hazard models. European Journal of Operational Research 2004, 157(1):196-217.
    • (2004) European Journal of Operational Research , vol.157 , Issue.1 , pp. 196-217
    • Van den Poel, D.1    Lariviere, B.2
  • 5
    • 36049005291 scopus 로고    scopus 로고
    • The long-term impact of loyalty programs on consumer purchase behavior and loyalty
    • Liu Y The long-term impact of loyalty programs on consumer purchase behavior and loyalty. Journal of Marketing 2007, 71(4):19-35.
    • (2007) Journal of Marketing , vol.71 , Issue.4 , pp. 19-35
    • Liu, Y.1
  • 6
    • 2342501837 scopus 로고    scopus 로고
    • Kannan Srinivasan. Managing capacity through reward programs
    • Byung-Do Kim Mengze Shi Kannan Srinivasan. Managing capacity through reward programs. Management Science 2004, 50(4):503-520.
    • (2004) Management Science , vol.50 , Issue.4 , pp. 503-520
    • Byung-Do Kim, M.S.1
  • 7
    • 33746238962 scopus 로고    scopus 로고
    • Maximizing profit of a food retailing chain by targeting and promoting valuable customers using loyalty card and scanner data
    • Pauler G, 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 2006, 174(2):1260-1280.
    • (2006) European Journal of Operational Research , vol.174 , Issue.2 , pp. 1260-1280
    • Pauler, G.1    Dick, A.2
  • 9
    • 75849129773 scopus 로고    scopus 로고
    • The drivers of loyalty program success: an organizing framework and research agenda
    • McCall M, Voorhees C The drivers of loyalty program success: an organizing framework and research agenda. Cornell Hospitality Quarterly 2010, 51(1):35-52.
    • (2010) Cornell Hospitality Quarterly , vol.51 , Issue.1 , pp. 35-52
    • McCall, M.1    Voorhees, C.2
  • 10
    • 61849136139 scopus 로고    scopus 로고
    • It's nice to get a wee treat if you've had a bad week: consumer motivations in retail loyalty scheme points redemption
    • Smith A, Sparks L It's nice to get a wee treat if you've had a bad week: consumer motivations in retail loyalty scheme points redemption. Journal of Business Research 2009, 62(5):542-547.
    • (2009) Journal of Business Research , vol.62 , Issue.5 , pp. 542-547
    • Smith, A.1    Sparks, L.2
  • 11
    • 0001809402 scopus 로고    scopus 로고
    • Do customer loyalty programs really work?
    • Dowling GR, Uncles M Do customer loyalty programs really work?. Sloan Management Review 1997, 38(4):71-82.
    • (1997) Sloan Management Review , vol.38 , Issue.4 , pp. 71-82
    • Dowling, G.R.1    Uncles, M.2
  • 12
    • 33947584449 scopus 로고    scopus 로고
    • The effects of loyalty programs on customer lifetime duration and share of wallet
    • Meyer-Waarden L The effects of loyalty programs on customer lifetime duration and share of wallet. Journal of Retailing 2007, 83(2):223-236.
    • (2007) Journal of Retailing , vol.83 , Issue.2 , pp. 223-236
    • Meyer-Waarden, L.1
  • 13
    • 61849178168 scopus 로고    scopus 로고
    • Customer loyalty programs: are they profitable?
    • Singh SS, Jain DC, Krishnan TV Customer loyalty programs: are they profitable?. Management Science 2008, 54(6):1205-1211.
    • (2008) Management Science , vol.54 , Issue.6 , pp. 1205-1211
    • Singh, S.S.1    Jain, D.C.2    Krishnan, T.V.3
  • 14
    • 38949191314 scopus 로고    scopus 로고
    • The influence of loyalty programme membership on customer purchase behaviour
    • Meyer-Waarden L The influence of loyalty programme membership on customer purchase behaviour. European Journal of Marketing 2008, 42(1/2):87-114.
    • (2008) European Journal of Marketing , vol.42 , Issue.1-2 , pp. 87-114
    • Meyer-Waarden, L.1
  • 15
    • 0035285263 scopus 로고    scopus 로고
    • Reward programs and tacit collusion
    • Kim B, Shi M, Srinivasan K Reward programs and tacit collusion. Marketing Science 2001, 20(2):99-120.
    • (2001) Marketing Science , vol.20 , Issue.2 , pp. 99-120
    • Kim, B.1    Shi, M.2    Srinivasan, K.3
  • 16
    • 0001352705 scopus 로고
    • The costs of substitution
    • Von Weizsacker C The costs of substitution. Econometrica 1984, 52(5):1085-1116.
    • (1984) Econometrica , vol.52 , Issue.5 , pp. 1085-1116
    • Von Weizsacker, C.1
  • 17
    • 0001036311 scopus 로고
    • The competitiveness of markets with switching costs
    • Klemperer P The competitiveness of markets with switching costs. The RAND Journal of Economics 1987, 18(1):138-150.
    • (1987) The RAND Journal of Economics , vol.18 , Issue.1 , pp. 138-150
    • Klemperer, P.1
  • 18
    • 84928844423 scopus 로고
    • Welfare effects of entry into markets with switching costs
    • Klemperer P Welfare effects of entry into markets with switching costs. The Journal of Industrial Economics 1988, 159-165.
    • (1988) The Journal of Industrial Economics , pp. 159-165
    • Klemperer, P.1
  • 19
    • 0001771779 scopus 로고
    • Markets with consumer switching costs
    • Klemperer P Markets with consumer switching costs. The Quarterly Journal of Economics 1987, 102(2):375-394.
    • (1987) The Quarterly Journal of Economics , vol.102 , Issue.2 , pp. 375-394
    • Klemperer, P.1
  • 20
    • 84934563838 scopus 로고
    • Entry deterrence in markets with consumer switching costs
    • Klemperer P Entry deterrence in markets with consumer switching costs. The Economic Journal 1987, 97:99-117.
    • (1987) The Economic Journal , vol.97 , pp. 99-117
    • Klemperer, P.1
  • 22
    • 4344641092 scopus 로고    scopus 로고
    • The economic viability of frequency reward programs in a strategic competitive environment
    • Kopalle PK, Neslin SA The economic viability of frequency reward programs in a strategic competitive environment. Review of Marketing Science 2003, 1(1).
    • (2003) Review of Marketing Science , vol.1 , Issue.1
    • Kopalle, P.K.1    Neslin, S.A.2
  • 24
    • 33646205022 scopus 로고    scopus 로고
    • Do reward programs build loyalty for services?: The moderating effect of satisfaction on type and timing of rewards
    • Keh HT, Lee YH Do reward programs build loyalty for services?: The moderating effect of satisfaction on type and timing of rewards. Journal of Retailing 2006, 82(2):127-136.
    • (2006) Journal of Retailing , vol.82 , Issue.2 , pp. 127-136
    • Keh, H.T.1    Lee, Y.H.2
  • 25
    • 0000396442 scopus 로고
    • A cognitive model of the antecedents and consequences of satisfaction decisions
    • Oliver RL A cognitive model of the antecedents and consequences of satisfaction decisions. Journal of Marketing Research 1980, 17(4):460-469.
    • (1980) Journal of Marketing Research , vol.17 , Issue.4 , pp. 460-469
    • Oliver, R.L.1
  • 26
    • 34247352463 scopus 로고    scopus 로고
    • Explaining information technology usage: a test of competing models
    • Premkumar G, Bhattacherjee A Explaining information technology usage: a test of competing models. Omega 2008, 36(1):64-75.
    • (2008) Omega , vol.36 , Issue.1 , pp. 64-75
    • Premkumar, G.1    Bhattacherjee, A.2
  • 27
    • 0036888865 scopus 로고    scopus 로고
    • A critical review of end-user information system satisfaction research and a new research framework
    • Au N, Ngai EWT, Cheng TCE A critical review of end-user information system satisfaction research and a new research framework. Omega 2002, 30(6):451-478.
    • (2002) Omega , vol.30 , Issue.6 , pp. 451-478
    • Au, N.1    Ngai, E.W.T.2    Cheng, T.C.E.3
  • 28
    • 0034413085 scopus 로고    scopus 로고
    • Waiting: integrating social and psychological perspectives in operations management
    • Nie W Waiting: integrating social and psychological perspectives in operations management. Omega 2000, 28(6):611-629.
    • (2000) Omega , vol.28 , Issue.6 , pp. 611-629
    • Nie, W.1
  • 29
    • 84855433170 scopus 로고    scopus 로고
    • A novel approach to regression analysis for the classification of quality attributes in the Kano model: an empirical test in the food and beverage industry
    • Chen L-F A novel approach to regression analysis for the classification of quality attributes in the Kano model: an empirical test in the food and beverage industry. Omega 2012, 40(5):651-659.
    • (2012) Omega , vol.40 , Issue.5 , pp. 651-659
    • Chen, L.-F.1
  • 31
    • 77958613182 scopus 로고    scopus 로고
    • A customer management dilemma: when is it profitable to reward one's own customers?
    • Shin J, Sudhir K A customer management dilemma: when is it profitable to reward one's own customers?. Marketing Science 2010, 29(4):671-689.
    • (2010) Marketing Science , vol.29 , Issue.4 , pp. 671-689
    • Shin, J.1    Sudhir, K.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.