Understanding customer loyalty programs

Retailing in the 21st Century: Current and Future Trends

Volumn , Issue , 2006, Pages 361-379

  Reinartz, Werner J ^a  

^a INSEAD   (France)

Author keywords

[No Author keywords available]

Indexed keywords

EID: 84891975816     PISSN: None     EISSN: None     Source Type: Book    
DOI: 10.1007/3-540-28433-8_23     Document Type: Chapter

References (16)

1. Bolton, Ruth, P. K. Kannan, and Matthew 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.
2. Dowling, Grahame and Mark Uncles (1997), Do Customer Loyalty Programs Really Work? Sloan Management Review 38(Summer), 71-82.
3. Forrester Research (2003), Rebuilding Consumer Loyalty, Consumer Technographics North America.
4. Kivetz, Ran, 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), 155-170.
5. Lal, Rajiv and David E. Bell (2003), The Impact of Frequent Shopper Programs in Grocery Retailing, Quantitative Marketing and Economics, 1(June), 179-202.
6. Leenheer, J. and T. H. A. Bijmolt (2003), Adoption and Effectiveness of Loyalty Programs: The Retailer's Perspective, tMSI Working Paper Series 03-124.
7. Leenheer, J., T. H. A. Bijmolt, H. J. Van Heerde, and A. Smidts (2002), Do Loyalty Programs Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Program Design and Competitive Effects, CentER Discussion Paper (No. 2002-65), Marketing.
8. Lewis, Michael (2004), The Influence of Loyalty Programs and Short Term Promotions on Customer Retention Journal of Marketing Research, 41(August), 281-292.
9. Mauri, Chiara (2003), Card Loyalty: A New Issue in Grocery Retailing, Journal of Retailing and Consumer Services, 10, 13-25.
10. McKinsey & Company (2000), The Power of Loyalty: Creating Winning Retail Loyalty Programs, [http://www.mckinsey.com/practices/marketing/ ourknowledge/pdf/White-Paper-PowerofLoyalty.pdf].
11. Reinartz, Werner and V. Kumar (2003), The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration, Journal of Marketing, 67(January), 77-99.
12. 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.
13. Roland Berger Consultants (2003), Kundenbindunsgprogramme in deutschen und östereichischen Unternehmen, München: Wien.
14. Sharp, Byron and Anne Sharp (1997), Loyalty Programs and Their Impact on Repeat Purchase Loyalty Patterns, International Journal of Research in Marketing, 14, 473-486.
15. Singh, Siddharth and Dipak Jain (2004), Customer Loyalty Programs: Are they Really Profitable? Working Paper.
16. Ziliani, Cristiana and Silvia Bellini (2004), From Loyalty Cards to Micro-Marketing Strategies: Where Is Europe's Retail Industry Heading? Journal of Targeting, Measurement and Analysis for Marketing, 12(3), 281-289.