{"id":"https://openalex.org/W2744333552","doi":"https://doi.org/10.1002/mar.21026","title":"Rewards that undermine customer loyalty? A motivational approach to loyalty programs","display_name":"Rewards that undermine customer loyalty? A motivational approach to loyalty programs","publication_year":2017,"publication_date":"2017-08-10","ids":{"openalex":"https://openalex.org/W2744333552","doi":"https://doi.org/10.1002/mar.21026","mag":"2744333552"},"language":"en","primary_location":{"id":"doi:10.1002/mar.21026","doi":"https://doi.org/10.1002/mar.21026","is_oa":false,"landing_page_url":"https://doi.org/10.1002/mar.21026","pdf_url":null,"source":{"id":"https://openalex.org/S102896891","display_name":"Psychology and Marketing","issn_l":"0742-6046","issn":["0742-6046","1520-6793"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-1","norway-1","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Psychology &amp; Marketing","raw_type":"journal-article"},"volume":null,"type":"article","indexed_in":["crossref"],"open_access":{"is_oa":false,"oa_status":"closed","oa_url":null,"any_repository_has_fulltext":false},"authorships":[{"author_position":"first","author":{"id":"https://openalex.org/A5024845041","display_name":"Kyongseok Kim","orcid":"https://orcid.org/0000-0003-1216-1154","observed_orcids":["https://orcid.org/0000-0003-1216-1154"]},"institutions":[{"id":"https://openalex.org/I4322298","display_name":"Towson University","ror":"https://ror.org/044w7a341","country_code":"US","type":"education","lineage":["https://openalex.org/I4322298"]}],"countries":["US"],"is_corresponding":true,"raw_author_name":"Kyongseok Kim","raw_affiliation_strings":["Towson University"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"Towson University","institution_ids":["https://openalex.org/I4322298"]}]},{"author_position":"last","author":{"id":"https://openalex.org/A5007172408","display_name":"Sun Joo Ahn","orcid":"https://orcid.org/0000-0002-6657-3886","observed_orcids":["https://orcid.org/0000-0002-6657-3886"]},"institutions":[{"id":"https://openalex.org/I165733156","display_name":"University of Georgia","ror":"https://ror.org/00te3t702","country_code":"US","type":"education","lineage":["https://openalex.org/I165733156"]}],"countries":["US"],"is_corresponding":false,"raw_author_name":"Sun Joo (Grace) Ahn","raw_affiliation_strings":["University of Georgia"],"raw_orcid":null,"affiliations":[{"raw_affiliation_string":"University of Georgia","institution_ids":["https://openalex.org/I165733156"]}]}],"institutions":[],"countries_distinct_count":1,"institutions_distinct_count":2,"corresponding_author_ids":["https://openalex.org/A5024845041"],"corresponding_institution_ids":["https://openalex.org/I4322298"],"apc_list":{"value":3800,"currency":"USD","value_usd":3800},"apc_paid":null,"fwci":8.884,"has_fulltext":false,"cited_by_count":71,"citation_normalized_percentile":{"value":0.9707154,"is_in_top_1_percent":false,"is_in_top_10_percent":true},"cited_by_percentile_year":{"min":89,"max":99},"biblio":{"volume":"34","issue":"9","first_page":"842","last_page":"852"},"is_retracted":false,"is_paratext":false,"is_xpac":false,"primary_topic":{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9077000021934509,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},"topics":[{"id":"https://openalex.org/T10154","display_name":"Customer Service Quality and Loyalty","score":0.9077000021934509,"subfield":{"id":"https://openalex.org/subfields/1407","display_name":"Organizational Behavior and Human Resource Management"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11161","display_name":"Consumer Market Behavior and Pricing","score":0.03480000048875809,"subfield":{"id":"https://openalex.org/subfields/1406","display_name":"Marketing"},"field":{"id":"https://openalex.org/fields/14","display_name":"Business, Management and Accounting"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}},{"id":"https://openalex.org/T11400","display_name":"Motivation and Self-Concept in Sports","score":0.0142000000923872,"subfield":{"id":"https://openalex.org/subfields/3207","display_name":"Social Psychology"},"field":{"id":"https://openalex.org/fields/32","display_name":"Psychology"},"domain":{"id":"https://openalex.org/domains/2","display_name":"Social Sciences"}}],"keywords":[{"id":"https://openalex.org/keywords/customer-loyalty","display_name":"customer loyalty","score":0.7590000033378601},{"id":"https://openalex.org/keywords/loyalty-programs","display_name":"loyalty programs","score":0.9359999895095825},{"id":"https://openalex.org/keywords/self-determination-theory","display_name":"self-determination theory","score":0.8460000157356262},{"id":"https://openalex.org/keywords/intrinsic-motivation","display_name":"intrinsic motivation","score":0.9240000247955322},{"id":"https://openalex.org/keywords/extrinsic-rewards","display_name":"extrinsic rewards","score":0.8899999856948853},{"id":"https://openalex.org/keywords/verbal-feedback","display_name":"verbal feedback","score":0.6650000214576721},{"id":"https://openalex.org/keywords/retail-loyalty-programs","display_name":"retail loyalty programs","score":0.5820000171661377},{"id":"https://openalex.org/keywords/reward-function-design","display_name":"reward function design","score":0.3409999907016754}],"concepts":[{"id":"https://openalex.org/C2778945127","wikidata":"https://www.wikidata.org/wiki/Q1426546","display_name":"Loyalty program","level":5,"score":0.8870164155960083},{"id":"https://openalex.org/C2776967331","wikidata":"https://www.wikidata.org/wiki/Q1132131","display_name":"Loyalty","level":2,"score":0.8516047596931458},{"id":"https://openalex.org/C15744967","wikidata":"https://www.wikidata.org/wiki/Q9418","display_name":"Psychology","level":0,"score":0.7927390336990356},{"id":"https://openalex.org/C2780719617","wikidata":"https://www.wikidata.org/wiki/Q1030752","display_name":"Salient","level":2,"score":0.7272846102714539},{"id":"https://openalex.org/C65414064","wikidata":"https://www.wikidata.org/wiki/Q484105","display_name":"Autonomy","level":2,"score":0.6349478960037231},{"id":"https://openalex.org/C122980154","wikidata":"https://www.wikidata.org/wiki/Q205555","display_name":"Feeling","level":2,"score":0.5661051869392395},{"id":"https://openalex.org/C146897074","wikidata":"https://www.wikidata.org/wiki/Q1932925","display_name":"Loyalty business model","level":4,"score":0.5604323744773865},{"id":"https://openalex.org/C77805123","wikidata":"https://www.wikidata.org/wiki/Q161272","display_name":"Social psychology","level":1,"score":0.535590648651123},{"id":"https://openalex.org/C146854351","wikidata":"https://www.wikidata.org/wiki/Q1433910","display_name":"Self-determination theory","level":3,"score":0.4206402897834778},{"id":"https://openalex.org/C162853370","wikidata":"https://www.wikidata.org/wiki/Q39809","display_name":"Marketing","level":1,"score":0.27168118953704834},{"id":"https://openalex.org/C144133560","wikidata":"https://www.wikidata.org/wiki/Q4830453","display_name":"Business","level":0,"score":0.11217004060745239},{"id":"https://openalex.org/C41008148","wikidata":"https://www.wikidata.org/wiki/Q21198","display_name":"Computer science","level":0,"score":0.09801051020622253},{"id":"https://openalex.org/C2780378061","wikidata":"https://www.wikidata.org/wiki/Q25351891","display_name":"Service (business)","level":2,"score":0.0},{"id":"https://openalex.org/C140781008","wikidata":"https://www.wikidata.org/wiki/Q1221081","display_name":"Service quality","level":3,"score":0.0},{"id":"https://openalex.org/C17744445","wikidata":"https://www.wikidata.org/wiki/Q36442","display_name":"Political science","level":0,"score":0.0},{"id":"https://openalex.org/C199539241","wikidata":"https://www.wikidata.org/wiki/Q7748","display_name":"Law","level":1,"score":0.0},{"id":"https://openalex.org/C154945302","wikidata":"https://www.wikidata.org/wiki/Q11660","display_name":"Artificial intelligence","level":1,"score":0.0}],"mesh":[],"locations_count":1,"locations":[{"id":"doi:10.1002/mar.21026","doi":"https://doi.org/10.1002/mar.21026","is_oa":false,"landing_page_url":"https://doi.org/10.1002/mar.21026","pdf_url":null,"source":{"id":"https://openalex.org/S102896891","display_name":"Psychology and Marketing","issn_l":"0742-6046","issn":["0742-6046","1520-6793"],"is_oa":false,"is_in_doaj":false,"is_core":true,"listed_in":["abdc-a","anvur-class-a","anvur-scientific","cwts-core","erih-plus","fnege-2","jufo-1","norway-1","poland-100","russia-white-list-1","vabb-shw"],"host_organization":"https://openalex.org/P4310320595","host_organization_name":"Wiley","host_organization_lineage":["https://openalex.org/P4310320595"],"host_organization_lineage_names":["Wiley"],"type":"journal"},"license":null,"license_id":null,"version":"publishedVersion","is_accepted":true,"is_published":true,"raw_source_name":"Psychology &amp; Marketing","raw_type":"journal-article"}],"best_oa_location":null,"sustainable_development_goals":[],"sustainable_development_goals_aurora":[],"study_designs":[],"awards":[],"funders":[],"has_content":{"grobid_xml":false,"pdf":false},"content_urls":null,"referenced_works_count":43,"referenced_works":["https://openalex.org/W649995511","https://openalex.org/W1514621373","https://openalex.org/W1546609325","https://openalex.org/W1855579098","https://openalex.org/W1893693517","https://openalex.org/W1984426948","https://openalex.org/W1994096198","https://openalex.org/W2006451753","https://openalex.org/W2007851141","https://openalex.org/W2017546717","https://openalex.org/W2018689505","https://openalex.org/W2022350928","https://openalex.org/W2033411871","https://openalex.org/W2034232372","https://openalex.org/W2035625557","https://openalex.org/W2048541514","https://openalex.org/W2049080106","https://openalex.org/W2052729098","https://openalex.org/W2065071081","https://openalex.org/W2067121515","https://openalex.org/W2067755834","https://openalex.org/W2069977035","https://openalex.org/W2071464654","https://openalex.org/W2072637467","https://openalex.org/W2075797919","https://openalex.org/W2083473860","https://openalex.org/W2083771381","https://openalex.org/W2093022235","https://openalex.org/W2096671018","https://openalex.org/W2099043863","https://openalex.org/W2100609994","https://openalex.org/W2119775030","https://openalex.org/W2125068113","https://openalex.org/W2128233134","https://openalex.org/W2131600638","https://openalex.org/W2141708418","https://openalex.org/W2155152989","https://openalex.org/W2160104153","https://openalex.org/W2170899200","https://openalex.org/W3114761156","https://openalex.org/W4241244867","https://openalex.org/W4242883546","https://openalex.org/W4255201628"],"related_works":["https://openalex.org/W2965617214","https://openalex.org/W1979139457","https://openalex.org/W4412992186","https://openalex.org/W2061413012","https://openalex.org/W560638552","https://openalex.org/W2591106220","https://openalex.org/W2076235765","https://openalex.org/W1855579098","https://openalex.org/W2529473834","https://openalex.org/W2007851141"],"abstract_inverted_index":{"Abstract":[0],"Guided":[1],"by":[2],"the":[3,12,61,90,98,118],"framework":[4],"of":[5,14,43,53,75,87,94],"self\u2010determination":[6],"theory":[7],"(SDT),":[8],"this":[9],"study":[10],"examined":[11],"effects":[13],"external":[15],"rewards":[16],"on":[17],"undermining":[18],"customers\u2019":[19],"intrinsic":[20,57,92],"motivation":[21,58,93],"to":[22,59],"engage":[23],"in":[24],"a":[25,36,41,68,73,78,129],"retail":[26],"loyalty":[27,62,119,132],"program.":[28,120,133],"Two":[29],"experiments":[30],"revealed":[31],"that":[32],"participants":[33,65],"who":[34,66,96],"received":[35,67,97],"salient,":[37,99],"controlling":[38,100],"reward":[39,44,71,76,101],"(i.e.,":[40,72],"promise":[42,74],"with":[45,77,85,116],"an":[46],"explicit":[47,80],"requirement":[48,81],"and":[49,82],"deadline,":[50,84],"without":[51],"options":[52,86],"choice)":[54],"reported":[55],"lower":[56],"use":[60],"program":[63],"than":[64],"nonsalient,":[69],"autonomy\u2010supportive":[70],"less":[79],"no":[83],"choice).":[88],"However,":[89],"undermined":[91],"those":[95],"was":[102],"enhanced":[103],"when":[104],"they":[105],"were":[106],"given":[107],"verbal":[108],"feedback":[109],"acknowledging":[110],"their":[111],"potential":[112],"negative":[113],"feelings":[114],"associated":[115],"using":[117],"These":[121],"findings":[122],"provide":[123],"important":[124],"practical":[125],"implications":[126],"for":[127],"designing":[128],"more":[130],"effective":[131]},"counts_by_year":[{"year":2026,"cited_by_count":4},{"year":2025,"cited_by_count":8},{"year":2024,"cited_by_count":12},{"year":2023,"cited_by_count":10},{"year":2022,"cited_by_count":11},{"year":2021,"cited_by_count":8},{"year":2020,"cited_by_count":8},{"year":2019,"cited_by_count":7},{"year":2018,"cited_by_count":2},{"year":2017,"cited_by_count":1}],"updated_date":"2026-10-14T16:39:01.820549","created_date":"2017-08-17T00:00:00"}
