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The use of loyalty-cards databases: Differences in regular price and discount sensitivity in the brand choice decision between card and non-card holders

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  • Cortiñas, Mónica
  • Elorz, Margarita
  • Múgica, José Miguel

Abstract

In the retail food sector, databases generated by customer loyalty programs are becoming increasingly important. The information stored in them helps retailers’ decisions relating to pricing policies, promotions, inventories and category management in general. This paper analyzes the data on loyalty-card holders for 10 different product categories using multinomial logit models, and finds that the brand choice information may not be applicable to all purchases made in the outlet. Loyalty-card holders exhibit some distinctive behavior. When there are differences, card holders are less sensitive to regular prices, but they are more sensitive for price promotions in certain product categories.

Suggested Citation

  • Cortiñas, Mónica & Elorz, Margarita & Múgica, José Miguel, 2008. "The use of loyalty-cards databases: Differences in regular price and discount sensitivity in the brand choice decision between card and non-card holders," Journal of Retailing and Consumer Services, Elsevier, vol. 15(1), pages 52-62.
    • Handle: RePEc:eee:joreco:v:15:y:2008:i:1:p:52-62
    DOI: 10.1016/j.jretconser.2007.03.006
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    References listed on IDEAS

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    Cited by:

    1. García Gómez, Blanca & Gutiérrez Arranz, Ana M & Gutiérrez Cillán, Jesús, 2012. "Drivers of customer likelihood to join grocery retail loyalty programs. An analysis of reward programs and loyalty cards," Journal of Retailing and Consumer Services, Elsevier, vol. 19(5), pages 492-500.
    2. Johan Lundberg & Sofia Lundberg, 2010. "Retailer choice and loyalty schemes—evidence from Sweden," Letters in Spatial and Resource Sciences, Springer, vol. 3(3), pages 137-146, October.
    3. Chen, Yanyan & Mandler, Timo & Meyer-Waarden, Lars, 2021. "Three decades of research on loyalty programs: A literature review and future research agenda," Journal of Business Research, Elsevier, vol. 124(C), pages 179-197.
    4. Demoulin, Nathalie T.M. & Zidda, Pietro, 2009. "Drivers of Customers’ Adoption and Adoption Timing of a New Loyalty Card in the Grocery Retail Market," Journal of Retailing, Elsevier, vol. 85(3), pages 391-405.
    5. Cloos, Janis & Mohr, Svenja, 2022. "Acceptance of data sharing in smartphone apps from key industries of the digital transformation: A representative population survey for Germany," Technological Forecasting and Social Change, Elsevier, vol. 176(C).
    6. Lu, Huidi & van der Lans, Ralf & Helsen, Kristiaan & Gauri, Dinesh K., 2023. "DEPART: Decomposing prices using atheoretical regression trees," International Journal of Research in Marketing, Elsevier, vol. 40(4), pages 781-800.
    7. Rucheva, A., 2015. "Determinants of joint supplier-retailer project performance in category management field," Working Papers 6423, Graduate School of Management, St. Petersburg State University.
    8. Sha Zhang & Xiting Wu & Yonggui Wang & Peiqi Jiang, 2024. "Does time of day affect consumers’ price sensitivity?," Palgrave Communications, Palgrave Macmillan, vol. 11(1), pages 1-11, December.
    9. Rains, Tim & Longley, Paul, 2021. "The provenance of loyalty card data for urban and retail analytics," Journal of Retailing and Consumer Services, Elsevier, vol. 63(C).
    10. Alex Belli & Anne-Maree O’Rourke & François A. Carrillat & Ljubomir Pupovac & Valentyna Melnyk & Ekaterina Napolova, 2022. "40 years of loyalty programs: how effective are they? Generalizations from a meta-analysis," Journal of the Academy of Marketing Science, Springer, vol. 50(1), pages 147-173, January.
    11. Aaron Luntala Nsakanda & Moustapha Diaby & Yuheng Cao, 2011. "An aggregate inventory-based model for predicting redemption and liability in loyalty reward programs industry," Information Systems Frontiers, Springer, vol. 13(5), pages 707-719, November.
    12. Helgesen, Øyvind & Ivar Håvold, Jon & Nesset, Erik, 2010. "Impacts of store and chain images on the “quality–satisfaction–loyalty process†in petrol retailing," Journal of Retailing and Consumer Services, Elsevier, vol. 17(2), pages 109-118.

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