title: Do loyalty programs really enhance behavioral loyalty? An empirical analysis accounting for self-selecting members

authors: Leenheer, Jorna

subjects: loyalty programs

abstract: One of the pressing issues in marketing is whether loyalty programs really enhance behavioral loyalty. Loyalty program members may have a much higher share-of-wallet at the firm with the loyalty program than non-members have, but this does not necessarily imply that loyalty programs are effective. Loyal customers may select themselves to become members in order to benefit from the program. Since this implies that program membership is endogenous, we estimate models for both the membership decision (using instrumental variables) and for the effect of membership on share-of-wallet, our measure of behavioral loyalty. We use panel data from a representative sample of Dutch households who report their loyalty program memberships for all seven loyalty programs in grocery retailing as well as their expenditures at each of the 20 major supermarket chains. We find a small positive yet significant effect of loyalty program membership on share-of-wallet. This effect is seven times smaller than is suggested by a naïve model that ignores the endogeneity of program membership. The predictive validity of the proposed model is much better than for the naïve model. Our results show that creating loyalty program membership is a crucial step to enhance share-of-wallet, and we provide guidelines on how to achieve this.

text: Do loyalty programs really enhance behavioral loyalty? An empirical analysis accounting for self-selecting members One of the pressing issues in marketing is whether loyalty programs really enhance behavioral loyalty. Loyalty program members may have a much higher share-of-wallet at the firm with the loyalty program than non-members have, but this does not necessarily imply that loyalty programs are effective. Loyal customers may select themselves to become members in order to benefit from the program. Since this implies that program membership is endogenous, we estimate models for both the membership decision (using instrumental variables) and for the effect of membership on share-of-wallet, our measure of behavioral loyalty. We use panel data from a representative sample of Dutch households who report their loyalty program memberships for all seven loyalty programs in grocery retailing as well as their expenditures at each of the 20 major supermarket chains. We find a small positive yet significant effect of loyalty program membership on share-of-wallet. This effect is seven times smaller than is suggested by a naïve model that ignores the endogeneity of program membership. The predictive validity of the proposed model is much better than for the naïve model. Our results show that creating loyalty program membership is a crucial step to enhance share-of-wallet, and we provide guidelines on how to achieve this.

year: 2007

title: Relating bridge analysis for heat exchanger network retrofit identification to retrofit design

authors: Walmsley, Timothy Gordon

abstract: The aim of the paper is to improve a recently developed automated HEN retrofit targeting method by linking the shapes of the Exchanger Shifted Composite Curve (ESCC) and Exchanger Grand Composite Curve (EGCC) to the required HEN retrofit design measures. The automated HEN retrofit targeting method is based on Bridge Analysis, which identifies new and existing utility paths for energy saving through the enhancement and/or addition of heat exchanger area and the installation of new exchangers. To build the required understanding, generic cases are analysed, one of which is presented. Links between the Exchanger Composite Curves with the required HEN retrofit design are established. The analysis concludes that the Heat Surplus-Deficit Cascade for some recovery exchangers may be divided two sections – Pinched and non-Pinched sections – to better represent and identify the number and type of modifications that a retrofit opportunity will require.

text: Relating bridge analysis for heat exchanger network retrofit identification to retrofit design The aim of the paper is to improve a recently developed automated HEN retrofit targeting method by linking the shapes of the Exchanger Shifted Composite Curve (ESCC) and Exchanger Grand Composite Curve (EGCC) to the required HEN retrofit design measures. The automated HEN retrofit targeting method is based on Bridge Analysis, which identifies new and existing utility paths for energy saving through the enhancement and/or addition of heat exchanger area and the installation of new exchangers. To build the required understanding, generic cases are analysed, one of which is presented. Links between the Exchanger Composite Curves with the required HEN retrofit design are established. The analysis concludes that the Heat Surplus-Deficit Cascade for some recovery exchangers may be divided two sections – Pinched and non-Pinched sections – to better represent and identify the number and type of modifications that a retrofit opportunity will require.

year: 2018

title: Māori language procreation on social media

authors: Keegan, Te Taka Adrian Gregory

abstract: The Māori language has taken seed and grown on social media. This presentation will examine this presence, exploring the forms it has taken and the influence it is having. It will look at Facebook groups devoted to the Māori language and the birth of the 'Māhuru Māori' (Māori September) movement. It will consider the increasing use of the Māori language on Twitter especially Tweets around a 'kaupapa' (shared purpose). It will also report some anecdotal evidence regarding the use of the Māori language on SnapChat, WhatsApp, and Messenger.

text: Māori language procreation on social media The Māori language has taken seed and grown on social media. This presentation will examine this presence, exploring the forms it has taken and the influence it is having. It will look at Facebook groups devoted to the Māori language and the birth of the 'Māhuru Māori' (Māori September) movement. It will consider the increasing use of the Māori language on Twitter especially Tweets around a 'kaupapa' (shared purpose). It will also report some anecdotal evidence regarding the use of the Māori language on SnapChat, WhatsApp, and Messenger.

year: 2019