The Paradox of Points: Theoretical Foundation And Empirical Evidence Of Medium Magnitude Effects In Loyalty Programs: Theo by Sören KöcherThe Paradox of Points: Theoretical Foundation And Empirical Evidence Of Medium Magnitude Effects In Loyalty Programs: Theo by Sören Köcher

The Paradox of Points: Theoretical Foundation And Empirical Evidence Of Medium Magnitude Effects In…

bySören Köcher

Paperback | April 21, 2015

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In his research, Sören Köcher provides valuable insights on the paradoxical effects of the magnitude of a loyalty program medium-i.e. the sheer number of points, miles, or stamps credited for every purchase and required for reward redemption-on the central consumer decisions in loyalty program memberships. In sum, the results of twelve empirical studies reveal that high magnitude currencies improve the attractiveness of medium collection but entail reluctant medium spending behavior. These findings provide important implications for a more efficient usage of loyalty programs in business practices. In addition, this dissertation discovers a violation of one of the most fundamental assumptions of rational choice theory and thus contributes to a better understanding of when and why people deviate from rational decision-making.
Dr. Sören Köcher received his doctorate at the Department of Marketing, TU Dortmund University under the guidance of Prof. Dr. Hartmut H. Holzmüller.
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Title:The Paradox of Points: Theoretical Foundation And Empirical Evidence Of Medium Magnitude Effects In…Format:PaperbackDimensions:163 pagesPublished:April 21, 2015Publisher:Springer-Verlag/Sci-Tech/TradeLanguage:English

The following ISBNs are associated with this title:

ISBN - 10:3658095423

ISBN - 13:9783658095420

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Table of Contents

Conceptual background and literature review on loyalty programs.- Rational and descriptive theories of choice.- Empirical examination of medium magnitude effects on the central consumer decision fields in loyaltyprogram memberships?.