We develop an incentive-aligned experimental paradigm to study how consumer purchase dynamics are affected by the interplay between the loyalty programs and the pricing and promotional strategies of competing firms. In our experiment, subjects made sequential choices between two competing...

It is standard procedure to use short-term measures for designing customized marketing campaigns and evaluating their success. We consider the integration of customer lifetime value (CLV) thinking into the category selection problem for targeted coupons. This problem involves two primary...

Firms use coupons to stimulate demand. Although couponing is popular in practice, limited research has examined the causal effects of coupons on visit, search, and purchase behaviors among heterogeneous customers. In this paper, we explore coupon effects using data from a randomized field...

Coupon promotions have been increasingly used with the development of electronic commerce technologies. The outcomes of the long-term effect of coupon promotions have been mixed, likely due in part to the challenge in data and methodology. Using two field experiments at a firm that owns and...

Using a unique data set that includes individually identifiable consumer online browsing and purchase data in the restaurant industry, this paper examines how individual consumer shopping characteristics and product characteristics moderate the effect of online reviews on individual consumer...