Please use this identifier to cite or link to this item:
https://repository.cihe.edu.hk/jspui/handle/cihe/3599
DC Field | Value | Language |
---|---|---|
dc.contributor.author | Yu, Irina Yang | en_US |
dc.contributor.other | Zeng, K. J. | - |
dc.contributor.other | Yang, M. X. | - |
dc.contributor.other | Chan, H. | - |
dc.date.accessioned | 2022-10-14T01:47:40Z | - |
dc.date.available | 2022-10-14T01:47:40Z | - |
dc.date.issued | 2022 | - |
dc.identifier.uri | https://repository.cihe.edu.hk/jspui/handle/cihe/3599 | - |
dc.description.abstract | Drawing 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.iso | en | en_US |
dc.publisher | Elsevier | en_US |
dc.relation.ispartof | Tourism Management | en_US |
dc.title | Communication strategies for multi-tier loyalty programs: The role of progress framing | en_US |
dc.type | journal article | en_US |
dc.identifier.doi | 10.1016/j.tourman.2021.104460 | - |
dc.contributor.affiliation | Rita Tong Liu School of Business and Hospitality Management | en_US |
dc.relation.issn | 1879-3193 | en_US |
dc.description.volume | 91 | en_US |
dc.cihe.affiliated | Yes | - |
item.openairetype | journal article | - |
item.fulltext | With Fulltext | - |
item.openairecristype | http://purl.org/coar/resource_type/c_6501 | - |
item.grantfulltext | open | - |
item.cerifentitytype | Publications | - |
item.languageiso639-1 | en | - |
crisitem.author.dept | Rita Tong Liu School of Business and Hospitality Management | - |
Appears in Collections: | BHM Publication |
Files in This Item:
File | Description | Size | Format | |
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View Online | 132 B | HTML | View/Open |
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