Coalition Program Research Articles

The essence of trade marketing as the main tool of sales promotion

The article is devoted to highlighting the essence of the concept of trade marketing, its main components and their importance for the sales activity of the enterprise. The main tasks, main advantages and disadvantages of measures used in the system of trade-marketing tools depending on the subjects of stimulation are analyzed. Measures that help in the formation of marketing activities of the enterprise are considered, some practical examples are given: goals and psychological methods of merchandising; essence of discount programs and loyalty programs; the concept of coalition programs (participation in coalition programs significantly reduces the cost of its support for each participant, creates a consumer portrait, exchanges of client base).On-line tools of trade marketing, as a new direction of sales stimulation, which are used in the activity of a trading institution during the placement of promotional offers with the help of banners, media advertising on the Internet, have been studied; promotion of goods in social networks on the company's website; the possibility of ordering products via the Internet; individualization of the consumer when determining the needs and preferences of the client thanks to the capabilities of Analytic tools. Recommendations are given on the effectiveness of the implementation of trade marketing tools to stimulate the sales policy of the enterprise, as an important component for ensuring its functioning, which will contribute to the retention of existing customers and the attraction of new ones, the stimulation of buyers to make repeat purchases, the formation of emotional attachment and loyalty of consumers to the establishment, the improvement of advertising and communication policy of the institution, increasing sales volumes, an increase in the number of visitors to a trade establishment, an increase in the average check, an increase in the customer loyalty index, the formation of communication indicators that are indirectly related to an increase in the popularity of a trade establishment, and an increase in the establishment's image. It is concluded that the intelligent use of modern trade marketing tools will enable Ukrainian manufacturers and entrepreneurs to increase sales volumes and enter new markets.

Which loyalty program do customers prefer: a coalition program or a single-firm program?

Purpose This study aims to examine consumers’ responses to two types of loyalty programs: coalition and single-firm programs. This study explains the mechanism underlying the link between this program structure and consumers’ program evaluation by incorporating the type of firm offering the program (i.e. a more hedonic or a more utilitarian disposition), the type of rewards (i.e. presence/absence of experiential rewards) and consumers’ reactance. Design/methodology/approach Two online experiments were employed to test the proposed framework. Findings Consumers commonly preferred a coalition program to a single-firm program. This preference for the coalition program was strengthened when a utilitarian-dominant firm offered the program. Additionally, consumers evaluated the program lower when a utilitarian-dominant firm provided experiential rewards. Furthermore, situational reactance toward the program mediated the effect of the program structure on the program evaluation. Practical implications This study’s findings suggest that firms should consider whether the value consumers predominantly perceive from the firms is utilitarian or hedonic when launching coalition programs. Consumers may not be pleased by the coalition programs offered by hedonic-dominant firms as much as those provided by utilitarian-dominant firms. Moreover, this study’s results help design reward options. Consumers may not well evaluate the inclusion of experiential rewards when offered by utilitarian-dominant firms. For utilitarian-dominant firms, rewards requiring less time and effort may be more suitable. Originality/value This research significantly contributes to the literature on loyalty programs. This study showed that consumers viewed single-firm and coalition programs differently and elucidated the mechanism behind the response.

Cross-reward effects in a coalition loyalty program: The impact of a point currency devaluation

While single-brand reward programs encourage customers to remain loyal to that one brand, coalition programs encourage customers to be “promiscuous” by offering points redeemable across partner stores. Despite the benefits of this “open relationship” with customers, store managers face uncertainty as to how rewards offered by partners influence transactions at their own stores. We use a model of multi-store purchase incidence and spend to show how the value of points shared among partner stores can explain patterns in customer-level purchases across them. We also allow reward spillovers to be moderated by three measures of store affinity that characterize a coalition’s portfolio: the relative popularity, geographic distance, and overlap in product categories between each pair of stores.For the coalition studied, popularity affinity was the main determinant of the valence of cross-reward effects, both before and after the devaluation. In contrast, category and geographic affinity had a smaller and more heterogenous impact. Through the use of an event where the loyalty program uniformly devalued the entire coalition’s value of reward points, we show that cross-reward effects changed (lessened), leading to larger financial losses for the most popular stores. While we do not observe changes to the composition of the coalition’s portfolio, our results also suggest that the value of a shared reward currency may be driven by the inclusion of smaller partners.

Separating customer heterogeneity, points pressure and rewarded behavior to assess a retail loyalty program

Analyses of loyalty programs typically show collection spikes around redemptions. A spike might be caused by increased collector spending to facilitate a redemption (points pressure). The redemption might also encourage increased spending following it (rewarded behavior). These are the program’s incentive effects. Alternatively, the spike might be unrelated to the incentives, merely revealing pre-existing customer heterogeneity, e.g., in effortless collection, in bonus points collection, and reward timing selection. Understanding the cause of collection spikes is necessary to effectively assess and design programs. Our indirect inference approach isolates the incentive effects in a coalition program that has recurring modest value cash-type rewards. Most of the collection spike is not caused by incentives, yet 1.74% of sales are incentive driven. In contrast to prior findings, the incentive effects are driven by rewarded behavior, not points pressure. We attribute this to the program’s modest cash-type rewards that are unlikely to induce conscious pursuit.

Fênix Sorri - O Caso Smiles

O objetivo deste caso é apresentar a evolução do modelo de negócio do Smiles, desde a sua criação, como um programa de fidelidade da maior companhia aérea brasileira na época, a VARIG, até o momento mais recente, como uma companhia independente de capital aberto, que se transformou em um programa de coalizão. Ao longo do caso, o leitor se deparará com várias situações ligadas à gestão de negócios, especialmente do ponto de vista das decisões estratégias e de definições relacionadas ao tripé configuração, construção e apropriação de valor, inerentes aos estudos relacionados à Modelo de Negócios, assim como conceitos provenientes de diversas áreas do conhecimento em Administração de Empresas. Espera-se que sua utilização contribua para o enriquecimento dos estudos, cujas temáticas estejam associadas às áreas de Estratégia e, sobretudo, de Modelo de Negócios, valendo-se de uma situação real, que permitirá aos leitores maior vivência da realidade de uma das principais companhias brasileiras no seu setor de atuação. Notas de ensino são apresentadas ao final propondo formas para utilização do caso, embasamento teórico e sugestão de questões para discussão. O presente estudo foi realizado em 2015, com consentimento da então “Head of Marketing” da companhia, para fins acadêmicos, e atualizado, por meio de dados secundários, em 2017.

The Impact of Coalition Loyalty Program Evolution on Member Purchases and Redemptions

This paper uses a new dataset from a major European credit card issuer to fill an important gap in the study of coalition loyalty program effectiveness by analyzing how complex spatial relationships influence card spend and redemption activity. A coalition program offers incentives to customers at multiple businesses; the primary challenge facing coalition managers is determining the value of each store in the network. We use detailed, individual-level transaction data to analyze how the spatial evolution of a coalition loyalty program network influences card usage and redemption activity. By augmenting traditional spatial models with advances in machine learning methods we are able to properly account for the influence of complex spatial interactions and provide actionable analyses to managers. Our results suggest that if the coalition reduces the size of their network to only include key branch locations estimated credit card revenue increases substantially.

Market Positioning Using Cross-Reward Effects in a Coalition Loyalty Program

While single-brand reward programs encourage customers to remain loyal to that one brand, coalition programs encourage customers to be “promiscuous” by offering points redeemable across partner stores. Despite the benefits of this “open relationship” with customers, store managers face uncertainty as to how rewards offered by partners influence transactions at their own stores. We use a model of multi-store purchase incidence to show how the value of points shared among partner stores can explain patterns in customer-level purchases across them. The model is used to empirically test hypotheses on how reward spillovers among partners are driven by: (1) differences in policies on reward redemption, (2) the overlap in product categories between stores, and (3) geographic distance between stores within a city. In addition, we leverage variation generated by a natural experiment, i.e., a devaluation of the program's points, to demonstrate how the value of points influences the positioning of partner stores within the coalition and the purchasing patterns across them. We conclude by delineating some managerial implications for the design of a coalition's reward policies, including a simulation showing that customer-centric targeted rewards can be an effective strategy to compensate for the devaluation.

Consumer psychological reactance to coalition loyalty program: price-consciousness as a moderator

Loyalty programs have been widely adopted by firms in service industries, which have led to the popularity of coalition loyalty programs. However, loyalty programs may prevent consumers from buying from an attractive firm as a result in increases in psychological reactance toward such programs. This study mainly focuses on how consumers evaluate the information of a coalition loyalty program based on perceived advantage, perceived complexity, and perceived risk, which expect to lead consumer psychological reactance. If consumer psychological reactance can be mitigated, consumers are predicted to be more loyal to such programs. Moreover, price-consciousness is expected to play a moderating role in the model. 395 valid questionnaires were collected and analyzed using SEM techniques. The results showed significance in all direct effects in the model, but only two moderating effects were supported by the competing model, e.g., the effects of perceived advantage on psychological reactance, and psychological reactance on coalition program loyalty. The study suggested that service firm managers should put more attention to the information about consumer buying habits, the advantages of program activities, as well as product price in order to attract consumers and enhance both the program and firm competitiveness, ultimately reducing consumer psychological reactance and retaining their loyalty to the program.

Equal Treatment, Labor Promotion, or Social Investment? Reconciliation Policy in Finnish and Dutch Coalition Programs 1995–2016

This article investigates government‐level intentions on work/family reconciliation policies in Finland and the Netherlands. By analyzing the coalition programs between 1995 and 2016, it traces three dominant ideas of equal treatment, employment promotion, and social investment in the reconciliation policy discourses in these countries. The content analysis shows a general tendency toward labor promotion in both countries and weak steps toward social investment have been taken. The dominant ideas seem, however, reasonably stable over time.

Sustaining Physics Teacher Education Coalition programs in physics teacher education

Thriving physics teacher preparation programs require a local champion and institutional commitment.

Do Coalition Loyalty Programs Really Work? Analyzing the Effect of Coalition Loyalty Program

Background: This study is the continuation of earlier studies of analyzing the effectiveness of coalition loyalty programs for partner companies. This study includes an analysis of some effects of the Malina Coalition Program. Method: Popular lift and shift efficiency criteria have been chosen for the analysis. Statistical studies of turnout indexes, associated with various consumer categories, new consumers, prices, etc. were conducted. The following hypothesis of this study was developed: great share of effects achieved by the partner company, which is participated in the loyalty program could not be referred only to the shift and lift effects Findings: According to our analysis, the effectiveness of coalition loyalty programs could be one of the question for some companies to make a decision to participate in such programs. While applying well-known methods for efficiency analysis and evaluation, lack of criterial validity record refers expansion of product’s consumption, generated by new customers, participating in the program; and increase the buying activity of the existing customers, participating in the program, to the coalition loyalty program, which has been shown in the study. Applications/Improvements: Additional effects of participation in coalition loyalty programs are neglected due to the limitations of popular methods for effectiveness evaluation, like lift and shift effects. Research had shown that impact of these and other factors should be taken into account in combination for every case for coalition loyalty program partners and for the operator of the program.

Review of Suicide Prevention Programs: Massachusetts, United States, in Comparison with Seoul.

Suicide is a tragedy that has massive impact on society. In order to prevent suicide, active government intervention is necessary. The suicide rate in Seoul is rapidly increasing and is more than five times higher than that in the state of Massachusetts (MA) during the last decade, especially in the elderly. The suicide prevention program of MA is one of the most effective suicide prevention programs in the United States. The program views suicide as a preventable public health problem, and emphasizes treatment of depression and de-stigmatization of mental health illnesses to prevent suicide. Also, through active collaboration with mental health professionals, they try to identify at-risk populations and help them to get medical interventions. The program also actively collaborates with the regional coalition program and the Samaritans in taking care of the elderly, and supports the elderly in feeling worthwhile after retirement by helping them to work for communities as volunteers. For its part, the Seoul suicide prevention program puts more emphasis on "life respect culture" and "emotional support to high risk individuals by regular visiting". The annual budget of the Seoul suicide prevention program is one-quarter and that for mental health is about one-twentieth that of MA. Considering the high suicide rate and lower mental health service usage in Seoul, it is crucial to raise awareness of depression and decrease the stigma on mental illnesses. Furthermore, educational efforts with long-term investment in research on suicide are necessary.

Leadership Insights from the National Science Foundation Engineering Education Coalitions Program and Other Large Curriculum Initiatives

Leadership Insights from the National Science Foundation Engineering Education Coalitions Program and Other Large Curriculum Initiatives

Variety Seeking Behaviour as a Measure of Enduring Loyalty

PurposeThe following paper aims to study how the variety seeking behaviour impacts the value creation process and in turn has implications on customer loyalty. It also tries to measure the success of the coalition loyalty programmes which satisfy the variety seeking behaviour. Design/Methodology/Approach: A structured questionnaire was developed and various aspects of the loyalty programme were studied. The data analysis consisted of exploratory factor analysis, chi-square analysis and Fisher's exact analysis test. Findings: The study reveals the importance of acceptance of variety seeking behaviour as a value which the customer derives by joining the coalition based loyalty programmes. It also reveals how the ease and simplicity of joining the coalition programme has an impact on the loyalty levels. Practical implications: We believe that this research will benefit the managers in strategizing for particular segments of their loyalty programme members. It will enable their understanding of the fact the greater customer co-creation, higher are the loyalty levels. Originality/Value: There has been little research on the variety seeking behaviour and its impact on the loyalty levels of the customer. This research paper tries to fill in this gap. It also tries to link Co-creation of the consumption experience and its impact on the loyalty levels. Limitations/Future research: This research was done in India and therefore a wider geographic and demographic reach and study across comparative coalition loyalty programmes will help to establish the model proposed.

The 2011 AV Referendum or the attempt to change the UK parliamentary voting system

As the Lords Constitution Committee pointed out in its fifteenth report devoted to "the process of constitutional change" (6th July 2011) "The Constitution is the foundation upon which law and government are built. Yet, the United Kingdom has no agreed process for constitutional change. We do not accept that the government should be able to pick and choose which processes to apply when proposing significant constitutional change". This statement came as a reaction to the way the coalition government rushed the Parliamentary Voting System and Constituencies Bill through Parliament that was to serve as the legislative framework for the referendum on the Alternative Vote, with no prior consultation or pre-legislative scrutiny. Members of the Constitution Committee did not so much challenge the government’s right to initiate constitutional change but emphasize the pressing need to hold it to account and especially to make sure that the whole process is democratic and transparent as well as respectful of parliamentary scrutiny. Although constitutional change did not rank high among the 31 points listed by the Coalition Programme for Government following the May 2010 general election, some were to be given priority such as an overhaul of the voting system from first-past-the-post to Alternative Vote, a reduction of the number of MPs in the House of Commons to 600, establishing fixed-term parliaments and, in the longer run, turning the House of Lords into a wholly, or mainly, elected second chamber based on some form of proportional representation. The wish of the Conservatives to set up new constituency boundaries, and the opposition of the Liberal Democrats to the first-past-the-post system gave the two parties that now form the coalition the basis for a deal agreed during the five days of coalition negotiations in May 2010 without which the coalition itself might not have come into being. Besides, there was no sustained public demand for such constitutional change. Indeed, British voters had not sought a coalition government nor did they particularly want electoral or parliamentary reform. So it seems that those constitutional change proposals were doomed to fail from the outset as there was an absence of consensus within the government as well as a lack of consultation and no consideration of the wider impact of those changes on constitutional arrangements.

English Rapport: The Coalition and the Constitution

This articles discusses a number of constitutional issues arising out of the Coalition's Programme for government in the UK. It examines the issue of elections to the House of Commons and a fixed-term Parliament, which leads to a second issue, namely, reform of the House of Lords, Parliament's secondchamber. It then looks at the relationship between the UK and Europe, in the shape of the European Union and the European Convention on Human Rights. A final section looks at changes in relation to devolution, both planned and speculative. A major theme is that the recent constitutionalchanges in the UK, both those in the past and those that are currently being considered, are not part of an over-arching programme of constitutional reform based on some set of coherent principles. Understandable though this is in the context of a Coalition government, it remains a major problem.

Riots, Demonstrations, Strikes and the Coalition Programme

The current UK government's policies include headlong spending cuts and a far-reaching restructuring of public provision. State welfare arguably contributes to political legitimacy and social stability, as well as to better social conditions and economic prosperity. The fact that current policies bear disproportionately on lower income groups may damage legitimacy.This article analyses a dataset covering twenty-six countries for more than two decades to show that spending cuts, privatisation and increases in poverty undermine legitimacy. It uses a direct measure of legitimacy in terms of the frequency of riots and political demonstrations and strikes, rather than the usual indirect measures in terms of attitudes and trust in government. Findings in relation to the increased work-centredness of the benefit and labour market reforms are more equivocal: a stricter benefit regime may not undermine legitimacy.

Back to the Local? Recalibrating the Regional Tier of Governance in England

By contrast to the far-reaching devolution settlements elsewhere in the UK, political agreement on the governance of England outside London remains unsettled. There is cross- party consensus on the need to ‘decentre down’ authority to regions and localities, but limited agreement on how this should be achieved. This paper explores the welter of initiatives adopted by the recent Labour government that were ostensibly designed to make the meso-level of governance more coherent, accountable and responsive to meeting territorial priorities. Second, it explores the current Conservative–Liberal Democrat Coalition's programme of reform that involves the elimination of Labour's regional institutional architecture and is intended to restore powers to local government and communities and promote local authority co-operation around sub-regions. Labour's reforms were ineffective in achieving any substantial transfer of authority away from Whitehall and, given the Coalition's plans to cut public expenditure, the likelihood of any significant recalibration in central–local relations also appears improbable.

Comment: If you ask me

The UK's coalition government was formed in May 2010 on the basis of a common policy platform thrashed out over several politically charged days. That platform, the coalition programme, contains significant commitments to a low-carbon transition. These lie at the heart of the government's promise to be the 'greenest ever' and should increase the UK's economic resilience by decreasing our dependency on fossil fuels.

Root and Branch Restructuring to Achieve Major Cuts: The Social Policy Programme of the 2010 UK Coalition Government

AbstractThe 2010 Coalition has set itself the challenge of combining an unprecedentedly rapid and profound retrenchment with a fundamental restructuring of the public sector, both to be accomplished within five years. The immediate justification is a presumed need to reduce national indebtedness. The longer‐term goal is to shrink the state, free up the market and set British political economy on a new course.The programme has encountered a number of set‐backs and some elements appear more likely to be realized than others. This article considers the objectives of the Coalition programme and the likely outcomes, using evidence from a number of sources including comparisons with the experience of retrenchment elsewhere and analysis of previous rounds of public spending cut‐backs.