{"product_id":"customer-rewards-programs-von-henrik-sallberg","title":"Customer Rewards Programs","description":"\u003cp\u003eFirms have since long given their regular customers  special treatment. With the help of IT, many firms  have established formal ways to do this. An example  is a so-called customer rewards program (CRP), by  which the firm rewards the customer for repeated  purchase.   Firms allocate large resources in these programs  with millions of customers enrolled. Hence, it seems  important that the CRP works effectively. By  effective we mean that it increases sales. Whether  it is effective or not is a matter of how it is  designed.   We study how many membership levels the firm should  offer in an effective program. We also study if  customers prefer individual or group rewards and  whether a CRP can break and create habitual  purchasing behavior. In the study, we also analyze  under what conditions the customer prefers a CRP  over a sales promotion.  In general, the study adds to the understanding of  Customer Rewards Programs as an incentive structure.  There are many different ways to design these  incentives and especially the continuing development  of IT is expected to influence the future design and  role of these types of programs.\u003c\/p\u003e\u003cdiv class=\"aw-variant-hidden-subtitle-div\" id=\"aw-variant-subtitle-9783838345529\"\u003e\u003ch3\u003eDesigning Incentives for Repeated Purchase\u003c\/h3\u003e\u003c\/div\u003e","brand":"Autorenwelt Shop","offers":[{"title":"Softcover - 9783838345529","offer_id":39499092197469,"sku":"9783838345529","price":79.0,"currency_code":"EUR","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0940\/0622\/files\/581d3deb-269e-4cc5-9689-c49dd98acc21.jpg?v=1757656420","url":"https:\/\/shop.autorenwelt.de\/en\/products\/customer-rewards-programs-von-henrik-sallberg","provider":"Autorenwelt Shop","version":"1.0","type":"link"}