Grocery retail loyalty program effects: self-selection or purchase behavior change?

Meyer-Waarden, Lars and Benavent, Christophe (2009) Grocery retail loyalty program effects: self-selection or purchase behavior change? Journal of the Academy of Marketing Science, Vol. 37 (n° 3). pp. 345-358.

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Official URL: http://dx.doi.org/10.1007/s11747-008-0123-z

Abstract

In the retail sector, consumers typically patronize multiple outlets for a variety of products, which raises the important issue of how outlets can gain a greater share of consumer expenditures. One such way is to increase repeat purchases through loyalty programs. This article examines the impact of loyalty programs, which target existing customers, on repurchase behavior in grocery stores. It finds that heavier, more frequent customers of a store enroll in the loyalty program earlier; that buying behavior changes only slightly after buyers join the program; and that small changes in loyalty appear to erode 6-9 months after buyers join. ABSTRACT FROM AUTHOR Copyright of Journal of the Academy of Marketing Science is the property of Springer Science & Business Media B.V. and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.)

Item Type: Article
Language: English
Date: September 2009
Refereed: Yes
Additional Information: Meyer-Waarden, Lars 1; Email Address: lars.meyer-waarden@iut-tlse3.fr; Benavent, Christophe 2; Affiliations: 1: Department of Management and Cognition Sciences (EA 2043, Laboratoire Gestion & Cognition), University Toulouse III Paul Sabatier, Toulouse, France; 2: University Paris 10, Nanterre, France; Issue Info: Fall2009, Vol. 37 Issue 3, p345; Thesaurus Term: RETAIL industry; Thesaurus Term: CONSUMERS; Thesaurus Term: CUSTOMER loyalty programs; Thesaurus Term: CONSUMER behavior; Thesaurus Term: PURCHASING; Thesaurus Term: GROCERY trade; Author-Supplied Keyword: CRM; Author-Supplied Keyword: Loyalty program; Author-Supplied Keyword: MANOVA with repeated measures; Author-Supplied Keyword: Scanner panel; Author-Supplied Keyword: Survival analysis; Author-Supplied Keyword: VAR models; NAICS/Industry Codes: 424490 Other Grocery and Related Products Merchant Wholesalers; NAICS/Industry Codes: 445110 Supermarkets and Other Grocery (except Convenience) Stores; NAICS/Industry Codes: 424410 General Line Grocery Merchant Wholesalers; NAICS/Industry Codes: 453998 All Other Miscellaneous Store Retailers (except Tobacco Stores); Number of Pages: 14p; Illustrations: 8 Charts, 2 Graphs; Document Type: Article
Subjects: C- GESTION
C- GESTION > C4- Management
Divisions: TSM Research (Toulouse)
Site: UT1
Date Deposited: 15 Jun 2015 13:16
Last Modified: 18 Oct 2017 15:16
URI: http://publications.ut-capitole.fr/id/eprint/14673

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