The influence of redemption time frame on responses to incentives

Roehm, Michelle L.; Roehm, Harper A.

doi:10.1007/s11747-010-0201-x

Cited by 38 publications

(23 citation statements)

References 36 publications

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“…We approach nostalgia from the standpoint of construal level theory. Construal level theory is concerned with different forms of psychic distance (e.g., Ding and Keh 2017;Liberman and Trope 2008;Roehm and Roehm 2011). A key tenet of this theory is that distal stimuli are mentally construed because they cannot be experienced directly.…”

Section: Theoretical Frameworkmentioning

confidence: 99%

How nostalgic brand positioning shapes brand equity: differences between emerging and developed markets

Heinberg

Katsikeas

Ozkaya

et al. 2019

J. of the Acad. Mark. Sci.

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Extant research has established the effects of nostalgic brand positioning on brand equity, but studies have only examined individual nostalgic brand relationship dimensions separately. Combining these strands, we offer a holistic perspective of the mediating processes and identify contextual and firm-related moderators that affect the individual linkages. We draw on construal level theory and develop a multilevel model in which emotional attachment, brand local iconness, and brand authenticity explain how nostalgic brand positioning creates brand equity. We posit that country differences between emerging and developed markets and brand innovativeness moderate these mediating effects. The results from large consumer samples suggest that emotional attachment and brand local iconness play a weaker role in mediating the connection of nostalgic brand positioning and brand equity in emerging markets. However, this disadvantage in creating brand equity through nostalgic brand positioning in emerging markets can be attenuated with increasing levels of brand innovativeness.

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Section: Theoretical Frameworkmentioning

confidence: 99%

How nostalgic brand positioning shapes brand equity: differences between emerging and developed markets

Heinberg

Katsikeas

Ozkaya

et al. 2019

J. of the Acad. Mark. Sci.

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show abstract

“…The delayed rewards offered by LPs may be viable in markets that are prone to variety-seeking behaviour (Zhang et al 2000), for high-preference brands (Dhar et al 1996) and among satisfied LP members (Keh and Lee 2006). In an experimental setting, Roehm and Roehm (2010) find that the concrete features of a reward, such as its face value or mode of presentation (e.g. percentages, dollar discounts) are more relevant with regard to the favourability of immediate rewards over delayed rewards.…”

Section: Lp Rewardsmentioning

confidence: 99%

“…1996) and among satisfied LP members (Keh and Lee 2006). In an experimental setting, Roehm and Roehm (2010) find that the concrete features of a reward, such as its face value or mode of presentation (e.g. percentages, dollar discounts) are more relevant with regard to the favourability of immediate rewards over delayed rewards.…”

mentioning

confidence: 99%

Loyalty Programmes: Current Knowledge and Research Directions^*

Dorotić

Bijmolt

Verhoef

2011

Int J Management Reviews

186

182

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Loyalty programmes (LPs) have increased in number and popularity, but their effects on customer behaviour remain equivocal, due to a lack of understanding of the drivers of LP effectiveness and insufficient generalizable conclusions across prior studies. This paper synthesizes current knowledge pertaining to LPs, reconciles opposing findings by exploring the conditions that mediate and moderate the effects of LP participation on consumer responses, and charts important avenues for research. Overall, we find that LPs are effective in increasing consumer purchase behaviours over time, but the impact differs across consumer segments and markets. Currently, neither firms nor consumers fully benefit from the opportunities that LPs offer. To that end, we identify aspects which help researchers and practitioners increase their understanding of LP benefits and pitfalls. Through this study, companies that already have LPs will be able to improve their performance, and those that are about to introduce one will better understand the implications of the LP launch.

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“…The delayed rewards offered by LPs may be viable in markets that are prone to variety-seeking behavior (Zhang et al, 2000), high-preference brands (Dhar et al, 1996), and among satisfied LP members (Keh and Lee, 2006). In an experimental setting, Roehm and Roehm (2010) find that the concrete features of a reward, such as its face value or mode of presentation (e.g., percentages, dollar discounts) are more relevant with regard to the favorability of immediate rewards over delayed rewards. Members respond more favorably to delayed rewards that have high goal congruity and fit with their personal values (e.g., health club gift certificate for members who favor a healthy lifestyle).…”

Section: Frequency Reward Programsmentioning

confidence: 99%