研究者詳細 - 西尾　和生

西尾　和生（ニシオ　カズキ）

Nishio, Kazuki

写真a

所属（所属キャンパス）: 経済学部（三田）

職名: 助教（有期）

Scopus 論文情報

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Quantifying the short- and long-term effects of promotional incentives in a loyalty program: Evidence from birthday rewards in a large retail company

Nishio K., Hoshino T.

Journal of Retailing and Consumer Services 81 2024年11月

ISSN 09696989

　概要を見る

Nowadays, many retail companies implement their original loyalty programs to stimulate the willingness of their customers to make a purchase. In these programs, promotional incentives are often incorporated to further enhance customer loyalty; however, few previous studies have assessed the effectiveness of such incentives. Therefore, our study examined both short- and long-term effects of promotional incentives in a loyalty program on customer purchase behavior by analyzing a loyalty program using birthday rewards implemented by a major retail company in Japan. For the analysis, we used the Weibull proportional hazards model, generalized linear model, and Pareto/NBD & gamma-gamma framework after implementing propensity score matching. The estimation results indicated that promotional incentives in a loyalty program temporarily weaken the points pressure effect on the purchase frequency. In addition, promotional incentives in a loyalty program had no positive effect of increasing the customer lifetime value. Furthermore, our study revealed that the lifetime values of loyalty program members who do not exhibit their active purchasing behavior for a certain period of time after impulsive actions induced by promotional incentives are particularly low. These findings will help companies to decide how promotional incentives should be incorporated into their loyalty programs.
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Joint modeling of effects of customer tier program on customer purchase duration and purchase amount

Nishio K., Hoshino T.

Journal of Retailing and Consumer Services 66 2022年05月

ISSN 09696989

　概要を見る

Nowadays, many supermarkets implement a customer tier program to increase their profits because it is expected to raise customers' willingness to purchase by setting thresholds. However, designing an appropriate program is difficult because each customer's heterogeneous purchase behavior is difficult to capture. Therefore, we simultaneously modeled purchase frequency and amount through a marked point process approach while considering program effects and customer characteristics. The results clarified that the points pressure effect was particularly strong among customers who originally visited the store infrequently and had not attained the threshold set up in the customer tier program many times in the past. In addition, we found that the three-tier customer tier program was superior to the two-tier program with respect to the operating income in supermarkets.
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