Journal ArticleDOI
Consumer Motivation for Reward Pursuit: A Culture-Based and Progress-Based Model of Loyalty Program Effectiveness
TLDR
The dropout rates of reward or loyalty programs (LPs) have averaged O(n) in the last decade as discussed by the authors, which is the highest dropout rate of any loyalty program.Abstract:
Aided by the exponential rate of globalization and digitalization, reward or loyalty programs (LPs) have attained global reach. Paradoxically, however, dropout rates of LPs have averaged ov...read more
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So Near and Yet So Far: the Mental Representation of Goal Progress
TL;DR: It is proposed that when individuals have just started pursuing a goal and have accumulated only limited progress, they exaggerate the achieved progress level in their mental representation to signal a higher chance of eventual goal attainment and thus elicit greater effort.
The Optimal Choice of Promotional Vehicles: Front-Loaded or Rear-Loaded Incentives?: Front-Loaded or Rear-Loaded Incentives?
TL;DR: In this paper, the authors examine the key factors that influence a firm's decision whether to use frontloaded or rearloaded incentives and show that the innate choice process of consumers in a market (variety-seeking or inertia) is an important determinant of the relative impact of front-loaded and rear-loaded promotions.
Promotion and Prevention across Mental Accounts: When Financial Products Dictate Consumers" Investment Goals
Rongrong Zhou,Michel Tuan Pham +1 more
TL;DR: In this paper, the authors propose that consumers' investment decisions involve processes of promotion and prevention regulation that are managed across separate mental accounts, with different financial products seen as representative of promotion versus prevention, and they show that investors are differentially sensitive to gains and losses and differentially risk seeking depending on the financial products being considered.
Journal ArticleDOI
An institutional perspective on consumers' environmental awareness and pro-environmental behavioral intention: Evidence from 39 countries
TL;DR: In this article, the authors examined the relationship between environmental awareness and pro-environmental behavioral intention at the individual level and compared the moderating effects of regulative, normative, and cognitive social institutions on this relationship.
Journal ArticleDOI
The influence of national culture and industry structure on grocery retail customer loyalty
TL;DR: In this article, the influence of national culture and industry structure on customer loyalty in grocery retailing is examined, for the first time, and theoretical and managerial implications are discussed.
References
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Journal ArticleDOI
Culture and the self: Implications for cognition, emotion, and motivation.
TL;DR: Theories of the self from both psychology and anthropology are integrated to define in detail the difference between a construal of self as independent and a construpal of the Self as interdependent as discussed by the authors, and these divergent construals should have specific consequences for cognition, emotion, and motivation.
Journal ArticleDOI
Rethinking individualism and collectivism: evaluation of theoretical assumptions and meta-analyses.
TL;DR: European Americans were found to be both more individualistic-valuing personal independence more-and less collectivistic-feeling duty to in-groups less-than others, and among Asians, only Chinese showed large effects, being both less individualistic and more collectivist.
Journal ArticleDOI
The Self and Social Behavior in Differing Cultural Contexts
TL;DR: In this article, three dimensions of cultural variation (collectivism, tightness-looseness, cultural complexity) are discussed in relation to the sampling of these three aspects of the self.
Journal ArticleDOI
Beyond pleasure and pain.
TL;DR: In this paper, a regulatory focus is used to distinguish self-regulation with a promotion focus (accomplishments and aspirations) from self-regulatory with a prevention focus (safety and responsibilities).
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