The DOI matches its Crossref record; 3 of the 3 references it cites were found in a registry or an index.
Consumption values and relationships: segmenting the market for frequency programs
Abstract
Abstract Because consumers can vary greatly in the nature of their relationship with a service provider, it is reasonable to expect that a wide range of different values may influence consumption behavior. Additionally, consumers' values composition may predispose them to interpret their relationships with service providers differently and those service providers' marketing communications. The present study explores the range of values which motivate business consumers' reactions to service providers, specifically airlines' frequent flyer programs. As part of this process, consumers are segmented in terms of their values and relationships with airlines in order to better understand the motives and behavior that drive choice of service providers. Based on the results, specific communications strategies are offered for each of the identified segments that address the desired benefits sought by each value segment.
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Cites
A Paradigm for Developing Better Measures of Marketing Constructs
Churchill, G. A. (1979) · Journal of Marketing Research · doi:10.1177/002224377901600110 · Cited by 16,549
Developing buyer-seller relationships
Dwyer, F. R., Schurr, P. H., & Oh, S. (1987) · Journal of Marketing · doi:10.1177/002224298705100202 · Cited by 9,139
Construct Validity: A Review of Basic Issues and Marketing Practices
Peter, J. P. (1981) · Journal of Marketing Research · doi:10.2307/3150948 · Cited by 1,189
Cited by
Lin, P.-C., & Huang, Y.-H. (2012) · Journal of Cleaner Production · doi:10.1016/j.jclepro.2011.10.002 · Cited by 854
The effects of brand associations on consumer response
Belén del Río, A., Vázquez, R., & Iglesias, V. (2001) · Journal of Consumer Marketing · doi:10.1108/07363760110398808 · Cited by 567
The value proposition of food delivery apps from the perspective of theory of consumption value
Kaur, P., Dhir, A., Talwar, S., & Ghuman, K. (2021) · International Journal of Contemporary Hospitality Management · doi:10.1108/ijchm-05-2020-0477 · Cited by 377
Food tourism value: Investigating the factors that influence tourists to revisit
Rousta, A., & Jamshidi, D. (2020) · Journal of Vacation Marketing · doi:10.1177/1356766719858649 · Cited by 348
Why do people purchase from online travel agencies (OTAs)? A consumption values perspective
Talwar, S., Dhir, A., Kaur, P., & Mäntymäki, M. (2020) · International Journal of Hospitality Management · doi:10.1016/j.ijhm.2020.102534 · Cited by 322
Metadata
- Authors
- Long, M. M., & Schiffman, L. G.
- Venue
- Journal of Consumer Marketing
- Publisher
- Emerald
- Published
- 2000-06
- Volume
- 17
- Issue
- 3
- Pages
- 214-232
- ISSN
- 0736-3761 (ISSN-L)
- OpenAlex
- W2062018793
- Cited by
- 251
- References
- 3
- FWCI
- 3.69
- Type
- journal article
- Language
- en
- Open access
- closed
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Data sources
Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
