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Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting

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Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting. / Daryanto, A; de Ruyter, K; Wetzels, M et al.
In: Journal of the Academy of Marketing Science, Vol. 38, No. 5(5), 2010, p. 604-616.

Research output: Contribution to Journal/Magazine › Journal article › peer-review

Harvard

Daryanto, A, de Ruyter, K, Wetzels, M & Patterson, P 2010, 'Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting', Journal of the Academy of Marketing Science, vol. 38, no. 5(5), pp. 604-616. https://doi.org/10.1007/s11747-009-0165-x

APA

Daryanto, A., de Ruyter, K., Wetzels, M., & Patterson, P. (2010). Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting. Journal of the Academy of Marketing Science, 38(5(5)), 604-616. https://doi.org/10.1007/s11747-009-0165-x

Vancouver

Daryanto A, de Ruyter K, Wetzels M, Patterson P. Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting. Journal of the Academy of Marketing Science. 2010;38(5(5)):604-616. doi: 10.1007/s11747-009-0165-x

Author

Daryanto, A ; de Ruyter, K ; Wetzels, M et al. / Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting. In: Journal of the Academy of Marketing Science. 2010 ; Vol. 38, No. 5(5). pp. 604-616.

Bibtex

@article{e6ad962864574aa1863a3d981e28e2af,
title = "Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting",
abstract = "In this paper, we examine the impact of various configurations of regulatory fit on the attitudes, exercise intentions and actual behavior of members of a health club loyalty program. Regulatory fit is conceptualized as both the match between types of program rewards and how they are communicated, as well as the congruence between reward types and regulatory focus as a stable, individual disposition. In two experimental designs, non-point reward programs offering a short-term cash bonus were used. The results of Study 1 suggest that regulatory fit has a positive impact on perceived value, exercise intentions and exercise intensity, but not on visit frequency. Analysis of repeated behavioral measures further reveals that regulatory fit has a stronger impact on exercise intensity over time relative to nonfit. Study 2 also confirms the predictive power of regulatory fit over nonfit when conceptualized as the match between reward type and trait regulatory focus.",
author = "A Daryanto and {de Ruyter}, K and M Wetzels and P Patterson",
year = "2010",
doi = "10.1007/s11747-009-0165-x",
language = "English",
volume = "38",
pages = "604--616",
journal = "Journal of the Academy of Marketing Science",
issn = "0092-0703",
publisher = "Springer New York",
number = "5(5)",

}

RIS

TY - JOUR

T1 - Service firms and customer loyalty programs: a regulatory fit perspective of reward preferences in a health club setting

AU - Daryanto, A

AU - de Ruyter, K

AU - Wetzels, M

AU - Patterson, P

PY - 2010

Y1 - 2010

N2 - In this paper, we examine the impact of various configurations of regulatory fit on the attitudes, exercise intentions and actual behavior of members of a health club loyalty program. Regulatory fit is conceptualized as both the match between types of program rewards and how they are communicated, as well as the congruence between reward types and regulatory focus as a stable, individual disposition. In two experimental designs, non-point reward programs offering a short-term cash bonus were used. The results of Study 1 suggest that regulatory fit has a positive impact on perceived value, exercise intentions and exercise intensity, but not on visit frequency. Analysis of repeated behavioral measures further reveals that regulatory fit has a stronger impact on exercise intensity over time relative to nonfit. Study 2 also confirms the predictive power of regulatory fit over nonfit when conceptualized as the match between reward type and trait regulatory focus.

AB - In this paper, we examine the impact of various configurations of regulatory fit on the attitudes, exercise intentions and actual behavior of members of a health club loyalty program. Regulatory fit is conceptualized as both the match between types of program rewards and how they are communicated, as well as the congruence between reward types and regulatory focus as a stable, individual disposition. In two experimental designs, non-point reward programs offering a short-term cash bonus were used. The results of Study 1 suggest that regulatory fit has a positive impact on perceived value, exercise intentions and exercise intensity, but not on visit frequency. Analysis of repeated behavioral measures further reveals that regulatory fit has a stronger impact on exercise intensity over time relative to nonfit. Study 2 also confirms the predictive power of regulatory fit over nonfit when conceptualized as the match between reward type and trait regulatory focus.

U2 - 10.1007/s11747-009-0165-x

DO - 10.1007/s11747-009-0165-x

M3 - Journal article

VL - 38

SP - 604

EP - 616

JO - Journal of the Academy of Marketing Science

JF - Journal of the Academy of Marketing Science

SN - 0092-0703

IS - 5(5)

ER -