The Impact of Subscription Programs on Customer Purchases
Subscription programs have become increasingly popular among a wide variety of retailers and marketplace platforms. Subscription programs give members access to a set of exclusive benefits for a fixed fee up front. In this article, the authors examine the causal effect of a subscription program on c...
Saved in:
Published in | Journal of marketing research Vol. 59; no. 6; pp. 1101 - 1119 |
---|---|
Main Authors | , , |
Format | Journal Article |
Language | English |
Published |
Los Angeles, CA
SAGE Publications
01.12.2022
SAGE PUBLICATIONS, INC |
Subjects | |
Online Access | Get full text |
Cover
Loading…
Abstract | Subscription programs have become increasingly popular among a wide variety of retailers and marketplace platforms. Subscription programs give members access to a set of exclusive benefits for a fixed fee up front. In this article, the authors examine the causal effect of a subscription program on customer behavior. To account for self-selection and identify the individual-level treatment effects, they combine a difference-in-differences approach with a generalized random forests procedure that matches each member of the subscription program with comparable nonmembers. The authors find that subscription leads to a large increase in customer purchases. The effect of subscription is economically significant, persistent over time, and heterogeneous across customers. Interestingly, only one-third of the effect on customer purchases is due to the economic benefits of the subscription program, and the remaining two-thirds is attributed to the noneconomic effect. Evidence supports that members experience a sunk cost fallacy due to the up-front payment that subscription programs entail. Finally, the authors illustrate how firms can calculate the profitability of a subscription program and discuss the implications for customer retention and subscription programs. |
---|---|
AbstractList | Subscription programs have become increasingly popular among a wide variety of retailers and marketplace platforms. Subscription programs give members access to a set of exclusive benefits for a fixed fee up front. In this article, the authors examine the causal effect of a subscription program on customer behavior. To account for self-selection and identify the individual-level treatment effects, they combine a difference-in-differences approach with a generalized random forests procedure that matches each member of the subscription program with comparable nonmembers. The authors find that subscription leads to a large increase in customer purchases. The effect of subscription is economically significant, persistent over time, and heterogeneous across customers. Interestingly, only one-third of the effect on customer purchases is due to the economic benefits of the subscription program, and the remaining two-thirds is attributed to the noneconomic effect. Evidence supports that members experience a sunk cost fallacy due to the up-front payment that subscription programs entail. Finally, the authors illustrate how firms can calculate the profitability of a subscription program and discuss the implications for customer retention and subscription programs. |
Author | Iyengar, Raghuram Park, Young-Hoon Yu, Qi |
Author_xml | – sequence: 1 givenname: Raghuram surname: Iyengar fullname: Iyengar, Raghuram email: riyengar@wharton.upenn.edu – sequence: 2 givenname: Young-Hoon surname: Park fullname: Park, Young-Hoon – sequence: 3 givenname: Qi orcidid: 0000-0001-7889-0806 surname: Yu fullname: Yu, Qi email: qiyu@smu.edu.sg |
BookMark | eNp1kM1Lw0AQxRepYFv9A7wFPKfO7CTZ7FGKH4WCBes5bLaTfmCycTc5-N-bUMGDOJcZmN97D95MTBrXsBC3CAtEpe4BpJQJKSkRcsCMLsQU00TFCjVNxHT8xyNwJWYhnGAYBDUVenvgaFW3xnaRq6K3vgzWH9vu6Jpo493emzpEw73sQ-dq9tGm9_ZgAodrcVmZj8A3P3su3p8et8uXeP36vFo-rGNLCXWxlUmK1U5JqjKlrUadpWUOpaFdmiomSBjzhC3tVGk4Q9IgK0qVZYsIJdJc3J19W-8-ew5dcXK9b4bIQioCrTPKRwrPlPUuBM9V0fpjbfxXgVCMDRV_Gho0i7MmmD3_uv4v-Ab-mWVY |
CitedBy_id | crossref_primary_10_3390_jtaer18040106 crossref_primary_10_1108_JSM_01_2023_0023 crossref_primary_10_1007_s12525_024_00710_6 crossref_primary_10_1007_s13132_023_01638_6 crossref_primary_10_1080_15332969_2024_2313873 crossref_primary_10_1177_10591478241231854 crossref_primary_10_2139_ssrn_4733905 crossref_primary_10_1287_mnsc_2022_4415 crossref_primary_10_1016_j_elerap_2023_101344 crossref_primary_10_2139_ssrn_4772449 crossref_primary_10_1108_JCM_06_2023_6099 crossref_primary_10_1287_mksc_2022_1406 crossref_primary_10_1177_00222429231158116 crossref_primary_10_1016_j_indmarman_2024_01_014 crossref_primary_10_1108_JOSM_10_2023_0438 crossref_primary_10_1016_j_jbusres_2024_114638 crossref_primary_10_1177_00222429241239892 |
Cites_doi | 10.1177/00222437211016360 10.2307/j.ctvcm4j72 10.1509/jmkr.41.3.281.35986 10.1287/mksc.2019.1169 10.1198/jasa.2009.ap08746 10.1162/003355304772839588 10.1111/1468-0262.00442 10.1287/mnsc.1080.0932 10.1287/mksc.2020.1268 10.1007/978-0-387-84858-7 10.1016/j.jcps.2009.08.003 10.1086/593946 10.1016/j.ijresmar.2006.10.005 10.1146/annurev-psych-122216-011542 10.1111/ectj.12097 10.1177/002224378802500401 10.1287/mksc.2017.1051 10.1287/mnsc.1100.1246 10.2307/j.ctv14jx6sm 10.1016/j.jretai.2005.11.005 10.1023/A:1024682529912 10.1509/jmkr.42.2.141.62296 10.1093/biomet/70.1.41 10.1007/s11129-007-9035-3 10.1509/jm.10.0162 10.1093/biomet/73.1.13 10.1086/341578 10.1017/CBO9781139025751 10.1509/jmkg.71.4.019 10.1287/mnsc.2016.2651 10.1086/259864 10.1287/mksc.1070.0295 10.1214/18-AOS1709 10.1177/0092070304263341 10.1509/jm.15.0519 10.1177/0092070300281009 10.1016/0167-2681(80)90051-7 10.1509/jmkg.71.2.169 10.1287/mksc.1110.0687 10.1287/mksc.1050.0150 10.1287/mksc.2014.0890 10.1287/mksc.1110.0655 10.1016/0749-5978(85)90049-4 10.1509/jmkr.38.2.216.18843 10.1509/jmr.14.0518 10.1287/mksc.2017.1047 |
ContentType | Journal Article |
Copyright | American Marketing Association 2022 |
Copyright_xml | – notice: American Marketing Association 2022 |
DBID | AAYXX CITATION |
DOI | 10.1177/00222437221080163 |
DatabaseName | CrossRef |
DatabaseTitle | CrossRef |
DatabaseTitleList | CrossRef |
DeliveryMethod | fulltext_linktorsrc |
Discipline | Business |
EISSN | 1547-7193 |
EndPage | 1119 |
ExternalDocumentID | 10_1177_00222437221080163 10.1177_00222437221080163 |
GroupedDBID | -ET -TM -~X ..I 0R3 0R~ 1OL 29K 2AX 3EH 3R3 3V. 4.4 41~ 54M 5GY 5WV 6OB 7WY 85S 8FI 8FJ 8FL 8H~ 8R4 8R5 8VB 96U AABCJ AADHG AADUE AAGGD AAHPS AAIKC AAKYL AAMNW AAPEO AARIX AATAA AATGF AAUIH AAULN AAWLO AAYOK AAZCK ABBHK ABCCA ABDNZ ABFXH ABGFU ABIVO ABJNI ABKRH ABKTN ABKVW ABPNF ABPPZ ABQDK ABQDR ABQPY ABRHV ABTAH ABUWG ABXSQ ABYRZ ABYTW ABYYQ ACDXX ACFZE ACGFO ACHQT ACIOK ACMJI ACNCT ACOFE ACOXC ACREJ ACROE ACSIQ ACUFS ACUIR ACVFL ACYGS ADACV ADBBV ADCHZ ADEIA ADGDI ADPEE ADRRZ ADSFD ADUKL ADULT AELLO AEMOZ AERSA AESZF AEUPB AEWDL AEWHI AEXNY AFAZI AFFNX AFKRA AFKRG AFMOU AFQAA AFUIA AGDVU AGKLV AGNHF AGNWV AGUGZ AHAJD AHWHD AIAGR AIOMO AJUZI AKBRZ AKSRI AKVCP ALIPV ALMA_UNASSIGNED_HOLDINGS ANDLU ARTOV AS~ AYPQM AZQEC BENPR BEZIV BHOJU BKOMP BPACV BPHCQ BVXVI CBRKF CBXGM CCGJY CCPQU CEADM CHNMF CS3 D-I DOPDO DU5 DV7 DV8 DWQXO E.L EBA EBE EBO EBR EBS EBU ECE ECVKH EJD EMK F20 F5P FHBDP FRNLG FYUFA GIFXF GNUQQ GROUPED_ABI_INFORM_ARCHIVE GROUPED_ABI_INFORM_COMPLETE GROUPED_ABI_INFORM_RESEARCH GROUPED_SAGE_PREMIER_JOURNAL_COLLECTION HECYW HGD HVGLF HYQOX H~9 IN- IPSME J8X JAA JAAYA JBMMH JBU JBZCM JCYGO JENOY JHFFW JKQEH JLEZI JLXEF JPL JPPEU JSODD JST K1G K60 K6~ KQ2 L7B LGEZI LOTEE LPU LXY LXZ M0C M2M M4V NADUK NXXTH O-F P-O P2P PQBIZ PQBZA PQQKQ PROAC PSYQQ PZZ Q1R Q2X Q5E QWB RNS RWL RXW SA0 SAFTQ SCNPE SFC SJN TAE TH9 TN5 U5U UKHRP UKR UNMZH VQA WH7 XYO XZL YCJ YK4 YYP YZZ ZCA ZCG ZL0 ZPLXX ZPPRI ZRQ ZY4 ~32 ~34 ~A~ ~OB ~OC ~OG ~ZZ AAYXX ACJER AEDXQ CITATION H13 |
ID | FETCH-LOGICAL-c343t-c2451fd723f679c91965b80ba3d557e304e184ec3d7bae613902f357cec110b13 |
ISSN | 0022-2437 |
IngestDate | Fri Sep 13 02:34:02 EDT 2024 Thu Sep 12 18:15:47 EDT 2024 Tue Jul 16 20:39:37 EDT 2024 |
IsDoiOpenAccess | false |
IsOpenAccess | true |
IsPeerReviewed | true |
IsScholarly | true |
Issue | 6 |
Keywords | subscription program generalized random forest sunk cost fallacy e-commerce retailing causal inference machine learning |
Language | English |
LinkModel | OpenURL |
MergedId | FETCHMERGED-LOGICAL-c343t-c2451fd723f679c91965b80ba3d557e304e184ec3d7bae613902f357cec110b13 |
ORCID | 0000-0001-7889-0806 |
OpenAccessLink | https://ink.library.smu.edu.sg/lkcsb_research/7020 |
PQID | 2730996381 |
PQPubID | 40686 |
PageCount | 19 |
ParticipantIDs | proquest_journals_2730996381 crossref_primary_10_1177_00222437221080163 sage_journals_10_1177_00222437221080163 |
PublicationCentury | 2000 |
PublicationDate | 2022-12-01 |
PublicationDateYYYYMMDD | 2022-12-01 |
PublicationDate_xml | – month: 12 year: 2022 text: 2022-12-01 day: 01 |
PublicationDecade | 2020 |
PublicationPlace | Los Angeles, CA |
PublicationPlace_xml | – name: Los Angeles, CA – name: Chicago |
PublicationTitle | Journal of marketing research |
PublicationTitleAlternate | Journal of Marketing Research |
PublicationYear | 2022 |
Publisher | SAGE Publications SAGE PUBLICATIONS, INC |
Publisher_xml | – name: SAGE Publications – name: SAGE PUBLICATIONS, INC |
References | Leenheer, van Heerde, Bijmolt, Smidts 2007; 24 Lewis 2004; 41 Bertrand, Duflo, Mullainathan 2004; 119 Venkatesan, Farris 2012; 76 Bijmolt, van Heerde, Pieters 2005; 42 Hirano, Imbens, Ridder 2003; 71 Prins, Verhoef 2007; 71 Grier, Deshpandé 2001; 38 Goli, Chintagunta, Sriram 2021; 59 Goldfarb, Tucker 2011; 57 Wood, Neal 2009; 19 Forman, Ghose, Goldfarb 2009; 55 Hanushek 1974; 28 McCarthy, Fader, Hardie 2017; 81 Datta, Knox, Bronnenberg 2017; 37 Liu 2007; 71 Chernozhukov, Chetverikov, Demirer, Duflo, Hansen, Newey 2018; 21 Gopalakrishnan, Jiang, Nevskaya, Thomadsen 2021; 40 Tellis 1988; 25 Ho, Png, Reza 2017; 64 Dubé, Hitsch, Rossi 2018; 37 Iyengar, Jedidi, Essegaier, Danaher 2011; 30 Thaler 1980; 1 Lewis, Singh, Fay 2006; 25 Rosenbaum, Rubin 1983; 70 Lewis 2006; 82 Gourville, Soman 2002; 80 Athey, Tibshirani, Wager 2019; 47 Galak, Redden 2018; 69 Liang, Zeger 1986; 73 Bolton, Lemon, Verhoef 2004; 32 Drèze, Nunes 2009; 35 Manchanda, Packard, Pattabhiramaiah 2015; 34 Hartmann, Viard 2008; 6 Bolton, Kannan, Bramlett 2000; 28 Sato 1972; 80 Bertini, Wathieu 2008; 27 Abadie, Diamond, Hainmueller 2010; 105 Narang, Shankar 2019; 38 Wang, Goldfarb 2017; 54 Kopalle, Sun, Neslin, Sun, Swaminathan 2012; 31 Arkes, Blumer 1985; 35 Baumgartner 2002; 29 Lal, Bell 2003; 1 bibr5-00222437221080163 bibr28-00222437221080163 bibr10-00222437221080163 bibr30-00222437221080163 bibr36-00222437221080163 bibr50-00222437221080163 Hanushek Eric A. (bibr23-00222437221080163) 1974; 28 bibr4-00222437221080163 bibr44-00222437221080163 bibr27-00222437221080163 bibr37-00222437221080163 bibr47-00222437221080163 bibr1-00222437221080163 bibr31-00222437221080163 bibr11-00222437221080163 bibr21-00222437221080163 bibr19-00222437221080163 bibr3-00222437221080163 bibr9-00222437221080163 bibr32-00222437221080163 bibr29-00222437221080163 bibr42-00222437221080163 bibr22-00222437221080163 bibr39-00222437221080163 bibr49-00222437221080163 bibr48-00222437221080163 bibr12-00222437221080163 bibr2-00222437221080163 bibr40-00222437221080163 bibr8-00222437221080163 bibr18-00222437221080163 bibr38-00222437221080163 bibr46-00222437221080163 bibr13-00222437221080163 bibr26-00222437221080163 bibr33-00222437221080163 bibr7-00222437221080163 bibr41-00222437221080163 bibr17-00222437221080163 bibr24-00222437221080163 bibr34-00222437221080163 bibr14-00222437221080163 bibr6-00222437221080163 bibr16-00222437221080163 Gourville John (bibr20-00222437221080163) 2002; 80 bibr35-00222437221080163 bibr45-00222437221080163 bibr25-00222437221080163 bibr15-00222437221080163 Rogers Everett M. (bibr43-00222437221080163) 2003 |
References_xml | – volume: 54 start-page: 706 issue: 5 year: 2017 end-page: 19 article-title: Can Offline Stores Drive Online Sales? publication-title: Journal of Marketing Research contributor: fullname: Goldfarb – volume: 71 start-page: 19 issue: 4 year: 2007 end-page: 35 article-title: The Long-Term Impact of Loyalty Programs on Consumer Purchase Behavior and Loyalty publication-title: Journal of Marketing contributor: fullname: Liu – volume: 25 start-page: 51 issue: 1 year: 2006 end-page: 64 article-title: An Empirical Study of the Impact of Nonlinear Shipping and Handling Fees on Purchase Incidence and Expenditure Decisions publication-title: Marketing Science contributor: fullname: Fay – volume: 42 start-page: 141 issue: 2 year: 2005 end-page: 56 article-title: New Empirical Generalizations on the Determinants of Price Elasticity publication-title: Journal of Marketing Research contributor: fullname: Pieters – volume: 21 start-page: C1 issue: 1 year: 2018 end-page: C68 article-title: Double/Debiased Machine Learning for Treatment and Structural Parameters publication-title: Econometrics Journal contributor: fullname: Newey – volume: 37 start-page: 22 issue: 1 year: 2018 end-page: 53 article-title: Income and Wealth Effects on Private-Label Demand: Evidence from the Great Recession publication-title: Marketing Science contributor: fullname: Rossi – volume: 32 start-page: 271 issue: 3 year: 2004 end-page: 92 article-title: The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research publication-title: Journal of the Academy of Marketing Science contributor: fullname: Verhoef – volume: 38 start-page: 756 issue: 5 year: 2019 end-page: 72 article-title: Mobile App Introduction and Online and Offline Purchases and Product Returns publication-title: Marketing Science contributor: fullname: Shankar – volume: 47 start-page: 1148 issue: 2 year: 2019 end-page: 78 article-title: Generalized Random Forests publication-title: Annals of Statistics contributor: fullname: Wager – volume: 57 start-page: 57 issue: 1 year: 2011 end-page: 71 article-title: Privacy Regulation and Online Advertising publication-title: Management Science contributor: fullname: Tucker – volume: 40 start-page: 508 issue: 3 year: 2021 end-page: 26 article-title: Can Non-tiered Customer Loyalty Programs Be Profitable? publication-title: Marketing Science contributor: fullname: Thomadsen – volume: 119 start-page: 249 issue: 1 year: 2004 end-page: 75 article-title: How Much Should We Trust Differences-in-Differences Estimates? publication-title: Quarterly Journal of Economics contributor: fullname: Mullainathan – volume: 71 start-page: 1161 issue: 4 year: 2003 end-page: 89 article-title: Efficient Estimation of Average Treatment Effects Using the Estimated Propensity Score publication-title: Econometrica contributor: fullname: Ridder – volume: 27 start-page: 236 issue: 2 year: 2008 end-page: 46 article-title: Research Note—Attention Arousal Through Price Partitioning publication-title: Marketing Science contributor: fullname: Wathieu – volume: 73 start-page: 13 issue: 1 year: 1986 end-page: 22 article-title: Longitudinal Data Analysis Using Generalized Linear Models publication-title: Biometrika contributor: fullname: Zeger – volume: 105 start-page: 493 issue: 490 year: 2010 end-page: 505 article-title: Synthetic Control Methods for Comparative Case Studies: Estimating the Effect of California's Tobacco Control Program publication-title: Journal of the American Statistical Association contributor: fullname: Hainmueller – volume: 80 start-page: 102 issue: 1 year: 1972 end-page: 24 article-title: Additive Utility Functions with Double-Log Consumer Demand Functions publication-title: Journal of Political Economy contributor: fullname: Sato – volume: 31 start-page: 216 issue: 2 year: 2012 end-page: 35 article-title: The Joint Sales Impact of Frequency Reward and Customer Tier Components of Loyalty Programs publication-title: Marketing Science contributor: fullname: Swaminathan – volume: 69 start-page: 1 year: 2018 end-page: 25 article-title: The Properties and Antecedents of Hedonic Decline publication-title: Annual Review of Psychology contributor: fullname: Redden – volume: 70 start-page: 41 issue: 1 year: 1983 end-page: 55 article-title: The Central Role of the Propensity Score in Observational Studies for Causal Effects publication-title: Biometrika contributor: fullname: Rubin – volume: 38 start-page: 216 issue: 2 year: 2001 end-page: 24 article-title: Social Dimensions of Consumer Distinctiveness: The Influence of Social Status on Group Identity and Advertising Persuasion publication-title: Journal of Marketing Research contributor: fullname: Deshpandé – volume: 28 start-page: 95 issue: 1 year: 2000 end-page: 108 article-title: Implications of Loyalty Program Membership and Service Experiences for Customer Retention and Value publication-title: Journal of the Academy of Marketing Science contributor: fullname: Bramlett – volume: 59 start-page: 11 issue: 1 year: 2021 end-page: 34 article-title: Effect of Payment on User Engagement in Online Courses publication-title: Journal of Marketing Research contributor: fullname: Sriram – volume: 19 start-page: 579 issue: 4 year: 2009 end-page: 92 article-title: The Habitual Consumer publication-title: Journal of Consumer Psychology contributor: fullname: Neal – volume: 37 start-page: 5 issue: 1 year: 2017 end-page: 21 article-title: Changing Their Tune: How Consumers’ Adoption of Online Streaming Affects Music Consumption and Discovery publication-title: Marketing Science contributor: fullname: Bronnenberg – volume: 80 start-page: 90 issue: 9 year: 2002 end-page: 96 article-title: Pricing and the Psychology of Consumption publication-title: Harvard Business Review contributor: fullname: Soman – volume: 82 start-page: 13 issue: 1 year: 2006 end-page: 23 article-title: The Effect of Shipping Fees on Customer Acquisition, Customer Retention, and Purchase Quantities publication-title: Journal of Retailing contributor: fullname: Lewis – volume: 29 start-page: 286 issue: 2 year: 2002 end-page: 92 article-title: Toward a Personology of the Consumer publication-title: Journal of Consumer Research contributor: fullname: Baumgartner – volume: 30 start-page: 820 issue: 5 year: 2011 end-page: 36 article-title: The Impact of Tariff Structure on Customer Retention, Usage, and Profitability of Access Services publication-title: Marketing Science contributor: fullname: Danaher – volume: 28 start-page: 66 issue: 2 year: 1974 end-page: 67 article-title: Efficient Estimators for Regressing Regression Coefficients publication-title: The American Statistician contributor: fullname: Hanushek – volume: 55 start-page: 47 issue: 1 year: 2009 end-page: 57 article-title: Competition Between Local and Electronic Markets: How the Benefit of Buying Online Depends on Where You Live publication-title: Management Science contributor: fullname: Goldfarb – volume: 1 start-page: 39 issue: 1 year: 1980 end-page: 60 article-title: Toward a Positive Theory of Consumer Choice publication-title: Journal of Economic Behavior and Organization contributor: fullname: Thaler – volume: 34 start-page: 367 issue: 3 year: 2015 end-page: 87 article-title: Social Dollars: The Economic Impact of Customer Participation in a Firm-Sponsored Online Customer Community publication-title: Marketing Science contributor: fullname: Pattabhiramaiah – volume: 1 start-page: 179 issue: 2 year: 2003 end-page: 202 article-title: The Impact of Frequent Shopper Programs in Grocery Retailing publication-title: Quantitative Marketing and Economics contributor: fullname: Bell – volume: 71 start-page: 169 issue: 2 year: 2007 end-page: 83 article-title: Marketing Communication Drivers of Adoption Timing of a New E-Service among Existing Customers publication-title: Journal of Marketing contributor: fullname: Verhoef – volume: 76 start-page: 76 issue: 1 year: 2012 end-page: 94 article-title: Measuring and Managing Returns from Retailer-Customized Coupon Campaigns publication-title: Journal of Marketing contributor: fullname: Farris – volume: 35 start-page: 890 issue: 6 year: 2009 end-page: 905 article-title: Feeling Superior: The Impact of Loyalty Program Structure on Consumers’ Perceptions of Status publication-title: Journal of Consumer Research contributor: fullname: Nunes – volume: 64 start-page: 1761 issue: 4 year: 2017 end-page: 78 article-title: Sunk Cost Fallacy in Driving the World’s Costliest Cars publication-title: Management Science contributor: fullname: Reza – volume: 25 start-page: 331 issue: 4 year: 1988 end-page: 41 article-title: The Price Elasticity of Selective Demand: A Meta-Analysis of Econometric Models of Sales publication-title: Journal of Marketing Research contributor: fullname: Tellis – volume: 35 start-page: 124 issue: 1 year: 1985 end-page: 40 article-title: The Psychology of Sunk Cost publication-title: Organizational Behavior and Human Decision Processes contributor: fullname: Blumer – volume: 41 start-page: 281 issue: 3 year: 2004 end-page: 92 article-title: The Influence of Loyalty Programs and Short-Term Promotions on Customer Retention publication-title: Journal of Marketing Research contributor: fullname: Lewis – volume: 6 start-page: 109 issue: 2 year: 2008 end-page: 37 article-title: Do Frequency Reward Programs Create Switching Costs? A Dynamic Structural Analysis of Demand in a Reward Program publication-title: Quantitative Marketing and Economics contributor: fullname: Viard – volume: 24 start-page: 31 issue: 1 year: 2007 end-page: 47 article-title: Do Loyalty Programs Really Enhance Behavioral Loyalty? An Empirical Analysis Accounting for Self-Selecting Members publication-title: International Journal of Research in Marketing contributor: fullname: Smidts – volume: 81 start-page: 17 issue: 1 year: 2017 end-page: 35 article-title: Valuing Subscription-Based Businesses Using Publicly Disclosed Customer Data publication-title: Journal of Marketing contributor: fullname: Hardie – ident: bibr18-00222437221080163 doi: 10.1177/00222437211016360 – volume: 80 start-page: 90 issue: 9 year: 2002 ident: bibr20-00222437221080163 publication-title: Harvard Business Review contributor: fullname: Gourville John – ident: bibr2-00222437221080163 doi: 10.2307/j.ctvcm4j72 – ident: bibr33-00222437221080163 doi: 10.1509/jmkr.41.3.281.35986 – ident: bibr40-00222437221080163 doi: 10.1287/mksc.2019.1169 – ident: bibr1-00222437221080163 doi: 10.1198/jasa.2009.ap08746 – ident: bibr7-00222437221080163 doi: 10.1162/003355304772839588 – ident: bibr26-00222437221080163 doi: 10.1111/1468-0262.00442 – ident: bibr15-00222437221080163 doi: 10.1287/mnsc.1080.0932 – ident: bibr19-00222437221080163 doi: 10.1287/mksc.2020.1268 – ident: bibr25-00222437221080163 doi: 10.1007/978-0-387-84858-7 – ident: bibr50-00222437221080163 doi: 10.1016/j.jcps.2009.08.003 – ident: bibr13-00222437221080163 doi: 10.1086/593946 – ident: bibr32-00222437221080163 doi: 10.1016/j.ijresmar.2006.10.005 – ident: bibr16-00222437221080163 doi: 10.1146/annurev-psych-122216-011542 – ident: bibr11-00222437221080163 doi: 10.1111/ectj.12097 – ident: bibr46-00222437221080163 doi: 10.1177/002224378802500401 – ident: bibr12-00222437221080163 doi: 10.1287/mksc.2017.1051 – ident: bibr17-00222437221080163 doi: 10.1287/mnsc.1100.1246 – ident: bibr22-00222437221080163 doi: 10.2307/j.ctv14jx6sm – ident: bibr34-00222437221080163 doi: 10.1016/j.jretai.2005.11.005 – ident: bibr31-00222437221080163 doi: 10.1023/A:1024682529912 – ident: bibr8-00222437221080163 doi: 10.1509/jmkr.42.2.141.62296 – ident: bibr44-00222437221080163 doi: 10.1093/biomet/70.1.41 – ident: bibr24-00222437221080163 doi: 10.1007/s11129-007-9035-3 – ident: bibr48-00222437221080163 doi: 10.1509/jm.10.0162 – ident: bibr36-00222437221080163 doi: 10.1093/biomet/73.1.13 – ident: bibr5-00222437221080163 doi: 10.1086/341578 – ident: bibr28-00222437221080163 doi: 10.1017/CBO9781139025751 – ident: bibr37-00222437221080163 doi: 10.1509/jmkg.71.4.019 – volume: 28 start-page: 66 issue: 2 year: 1974 ident: bibr23-00222437221080163 publication-title: The American Statistician contributor: fullname: Hanushek Eric A. – ident: bibr42-00222437221080163 – ident: bibr27-00222437221080163 doi: 10.1287/mnsc.2016.2651 – ident: bibr45-00222437221080163 doi: 10.1086/259864 – ident: bibr6-00222437221080163 doi: 10.1287/mksc.1070.0295 – ident: bibr4-00222437221080163 doi: 10.1214/18-AOS1709 – ident: bibr10-00222437221080163 doi: 10.1177/0092070304263341 – ident: bibr39-00222437221080163 doi: 10.1509/jm.15.0519 – volume-title: Diffusion of Innovations year: 2003 ident: bibr43-00222437221080163 contributor: fullname: Rogers Everett M. – ident: bibr9-00222437221080163 doi: 10.1177/0092070300281009 – ident: bibr47-00222437221080163 doi: 10.1016/0167-2681(80)90051-7 – ident: bibr41-00222437221080163 doi: 10.1509/jmkg.71.2.169 – ident: bibr30-00222437221080163 doi: 10.1287/mksc.1110.0687 – ident: bibr35-00222437221080163 doi: 10.1287/mksc.1050.0150 – ident: bibr38-00222437221080163 doi: 10.1287/mksc.2014.0890 – ident: bibr29-00222437221080163 doi: 10.1287/mksc.1110.0655 – ident: bibr3-00222437221080163 doi: 10.1016/0749-5978(85)90049-4 – ident: bibr21-00222437221080163 doi: 10.1509/jmkr.38.2.216.18843 – ident: bibr49-00222437221080163 doi: 10.1509/jmr.14.0518 – ident: bibr14-00222437221080163 doi: 10.1287/mksc.2017.1047 |
SSID | ssj0000107 |
Score | 2.5242856 |
Snippet | Subscription programs have become increasingly popular among a wide variety of retailers and marketplace platforms. Subscription programs give members access... |
SourceID | proquest crossref sage |
SourceType | Aggregation Database Publisher |
StartPage | 1101 |
SubjectTerms | Consumer behavior Marketing Profitability Retailing industry Subscriptions |
Title | The Impact of Subscription Programs on Customer Purchases |
URI | https://journals.sagepub.com/doi/full/10.1177/00222437221080163 https://www.proquest.com/docview/2730996381/abstract/ |
Volume | 59 |
hasFullText | 1 |
inHoldings | 1 |
isFullTextHit | |
isPrint | |
link | http://utb.summon.serialssolutions.com/2.0.0/link/0/eLvHCXMwnV1LT-MwELZ4SKu9IB6LKC_lgIRE5VUSxzg-VjzU8lJ4SXCKYtcGDm1RaQ_w6xkndpoUWLFcosiRHMkzmfkm4-8zQjtE0khAGsJcS4KjUIeY-7HGVGkuJIdCSJhC8fxiv30bndzRu4mgQs4uGYm_8u1TXslPrApjYFfDkv0Py5aTwgDcg33hChaG67dt3ClpjrUYkBT7rvJmwMEYEF5PDZuJOfkJ0tbLF5C05yjQTasBVP4r7ryq_kM2bF5lD4_jYdarBQvcHhS9-6RC_Lkfm5HLp-pvhTCc2qLxgc9c40-VPAAjZ1hkEhs-I4ZZUJx56OKrVfx--hAsAXkElcQLUZd_HtTztnJO2zVdxtBsiwxsWKwJaLdb12lyeJyedS5OZ9F8yDiFeny-dZ9cnlc0xXzmJOTNfLbVnatwTb-iDlYmFUhl01-OQ24W0YK1ltcqvGEJzaj-Mvrl-AsriINTeIVTeAPtVZ3Cc07hwb1zCq90ij_o9vjo5qCN7fkYWJKIjLAMIxroLguJ3mdcciMOKWJfZKRLKVPEjxTU70qSLhOZAtwGn54mlEklYelFQFbRXH_QV2vI0zKTgN6EH4s40pTHGWQypRjgX-FDxdtAe24h0udCBiUNnFL89Ko10KZbqtR-LS8pwGQoRiDaBw20a5Zv8ujLidb_PdEG-j3x3E00NxqO1RZAxJHYtkZ_BwLDXac |
link.rule.ids | 315,786,790,27957,27958 |
linkProvider | SAGE Publications |
openUrl | ctx_ver=Z39.88-2004&ctx_enc=info%3Aofi%2Fenc%3AUTF-8&rfr_id=info%3Asid%2Fsummon.serialssolutions.com&rft_val_fmt=info%3Aofi%2Ffmt%3Akev%3Amtx%3Ajournal&rft.genre=article&rft.atitle=The+Impact+of+Subscription+Programs+on+Customer+Purchases&rft.jtitle=Journal+of+marketing+research&rft.au=Iyengar+Raghuram&rft.au=Young-Hoon%2C+Park&rft.au=Yu%2C+Qi&rft.date=2022-12-01&rft.pub=SAGE+PUBLICATIONS%2C+INC&rft.issn=0022-2437&rft.eissn=1547-7193&rft.volume=59&rft.issue=6&rft.spage=1101&rft.epage=1119&rft_id=info:doi/10.1177%2F00222437221080163&rft.externalDBID=HAS_PDF_LINK |
thumbnail_l | http://covers-cdn.summon.serialssolutions.com/index.aspx?isbn=/lc.gif&issn=0022-2437&client=summon |
thumbnail_m | http://covers-cdn.summon.serialssolutions.com/index.aspx?isbn=/mc.gif&issn=0022-2437&client=summon |
thumbnail_s | http://covers-cdn.summon.serialssolutions.com/index.aspx?isbn=/sc.gif&issn=0022-2437&client=summon |