Take it or leave it: using regulatory fit theory to understand reward redemption in channel reward programs

Channel Reward Programs (CRPs) facilitate relationship management within reseller networks in distribution channels, yet a persistent problem is that rewards are not seen as valuable, which can reduce program investment. By applying Regulatory Fit theory, to understand how to sustain goal orientatio...

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Bibliographic Details
Main Authors: Debbie Keeling, Ahmad Daryanto, Ko de Ruyter, Martin Wetzels
Format: Default Article
Published: 2013
Subjects:
Other commerce, management, tourism and services not elsewhere classified
Regulatory fit
Regulatory focus
Feeling right
Cognitive engagement
Loyalty programs
Business and Management not elsewhere classified
Online Access:https://hdl.handle.net/2134/17123
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