The Effectiveness of a Probabilistic Loyalty Reward Program
Based on lab and field experiments, this paper finds that a probabilistic loyalty reward program (e.g., “buy 9 get 1 free but also a 10% chance to get 1 free after each purchase”) can be more motivating than a traditional loyalty reward program (e.g., “buy 6 get 1 free”).
Citation:
Adrian Camilleri, Liyin Jin, and Zhang Ying (2021) ,"The Effectiveness of a Probabilistic Loyalty Reward Program", in NA - Advances in Consumer Research Volume 49, eds. Tonya Williams Bradford, Anat Keinan, and Matthew Matthew Thomson, Duluth, MN : Association for Consumer Research, Pages: 899-899.
Authors
Adrian Camilleri, University of Technology Sydney
Liyin Jin, Fudan University
Zhang Ying, Peking University
Volume
NA - Advances in Consumer Research Volume 49 | 2021
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