Please use this identifier to cite or link to this item: https://repository.cihe.edu.hk/jspui/handle/cihe/3599
DC FieldValueLanguage
dc.contributor.authorYu, Irina Yangen_US
dc.contributor.otherZeng, K. J.-
dc.contributor.otherYang, M. X.-
dc.contributor.otherChan, H.-
dc.date.accessioned2022-10-14T01:47:40Z-
dc.date.available2022-10-14T01:47:40Z-
dc.date.issued2022-
dc.identifier.urihttps://repository.cihe.edu.hk/jspui/handle/cihe/3599-
dc.description.abstractDrawing upon goal pursuit research and the social status literature, this paper examines an important and yet unexplored issue in multi-tier loyalty programs (MTLPs): how to use tailor-made progress feedback to motivate members to maintain their tier status. Three experiments conducted in different hospitality settings consistently reveal that an accumulated-focus (remaining-focus) feedback frame that highlights the completed (remaining) progress is more conducive in motivating low-tier (high-tier) members to retain their current tier level. Moreover, this research demonstrates that the progress-framing effects are mediated by confidence in tier status retention (concern for tier status loss) for low-tier (high-tier) members. This paper contributes to the loyalty program (LP) research and the broader customer relationship management literature by establishing progress framing as a strategic tool that can help hospitality and tourism firms retain existing members from different tiers.en_US
dc.language.isoenen_US
dc.publisherElsevieren_US
dc.relation.ispartofTourism Managementen_US
dc.titleCommunication strategies for multi-tier loyalty programs: The role of progress framingen_US
dc.typejournal articleen_US
dc.identifier.doi10.1016/j.tourman.2021.104460-
dc.contributor.affiliationRita Tong Liu School of Business and Hospitality Managementen_US
dc.relation.issn1879-3193en_US
dc.description.volume91en_US
dc.cihe.affiliatedYes-
item.openairetypejournal article-
item.fulltextWith Fulltext-
item.openairecristypehttp://purl.org/coar/resource_type/c_6501-
item.grantfulltextopen-
item.cerifentitytypePublications-
item.languageiso639-1en-
crisitem.author.deptRita Tong Liu School of Business and Hospitality Management-
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