Realtional price discounts : (Record no. 11501)
[ view plain ]
| 000 -LEADER | |
|---|---|
| fixed length control field | 02072nam a2200217Ia 4500 |
| 005 - DATE AND TIME OF LATEST TRANSACTION | |
| control field | 20260803094231.0 |
| 008 - FIXED-LENGTH DATA ELEMENTS--GENERAL INFORMATION | |
| fixed length control field | 251212s9999 xx 000 0 und d |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Personal name | 82 |
| 100 ## - MAIN ENTRY--PERSONAL NAME | |
| Dates associated with a name | 1 |
| 110 ## - MAIN ENTRY--CORPORATE NAME | |
| Corporate name or jurisdiction name as entry element | Article |
| 245 1# - TITLE STATEMENT | |
| Title | Realtional price discounts : |
| Remainder of title | consumers' metacognitions and nonlinear effects of initial discounts on customer retention / |
| Statement of responsibility, etc. | M. J. del Rio Olivares, Kristina Wittkowski, Jaakko Aspara, Tomas Falk & Pekka Mattila. |
| 240 1# - UNIFORM TITLE | |
| Uniform title | Journal of Marketing |
| 260 ## - PUBLICATION, DISTRIBUTION, ETC. | |
| Place of publication, distribution, etc. | English : |
| Name of publisher, distributor, etc. | , |
| 250 ## - EDITION STATEMENT | |
| Edition statement | relational price discounts ; marketplace metacognition ; customer retention ; nonlinear effects ; price promotions |
| 300 ## - PHYSICAL DESCRIPTION | |
| Extent | Practitioners increasingly employ relational price discount by granting initial discounts to new customers with the goal of building sustainable relationships. However, extant research has provided mixed findings on the long-term effects of initial discounts on customer retention. The current research aims to reconcile this mixed evidence by exploring nonlinear effects of initial discounts on customer retention. Drawing on marketplace metacognition theory, the authors hypothesize that moderate initial discounts (5% - 35%) have positive effects on customer retention, whereas low (<5%) and high (>35%) discounts have negative effects. Two large-scale field studies in an insurance company`s car insurance branch and property insurance branch provide empirical support for the hypothesized patterns. An additional laboratory experiment tests the psychological mechanism underlying the nonlinear effects. When compared with low and high discounts, moderate initial discounts lead customers to form higher expectations of future relational benefits provided by the firm, as well as to lower their expectations of future discounts. Finally, this research offers customer lifetime valueimplications based on the depicted findings. |
| 700 ## - ADDED ENTRY--PERSONAL NAME | |
| Personal name | 1/1/2018 |
| 700 0# - ADDED ENTRY--PERSONAL NAME | |
| Personal name | 115-131 |
| 942 ## - ADDED ENTRY ELEMENTS (KOHA) | |
| Source of classification or shelving scheme | Library of Congress Classification |
| Koha item type | |
| Institution code [OBSOLETE] | jpascua |
| -- | 2020-11-03 17:33:56 |
| -- | jpascua |
| Edition | 2020-11-03 17:33:56 |
| 943 ## - EQUIVALENCE OR CROSS-REFERENCE--COLLECTIVE TITLE [OBSOLETE] [CAN/MARC only] | |
| -- | 0 |
| -- | 0 |
| Date of treaty signing | 0 |
| -- | 1 |
| Date of a work | 0 |
| Miscellaneous information | 0 |
| Medium | 0 |
| -- | 0 |
| -- | 0 |
| 998 ## - LOCAL CONTROL INFORMATION (RLIN) | |
| MyRDA biblio | 11603 |
No items available.