The Design and Targeting of Compliance Promotions

The authors thank seminar participants at the 2022 Frank M. Bass University of Texas at Dallas Frontiers of Research in Marketing Science Conference, Boston College, Boston University, Duke University, Johns Hopkins University, the 2021 INFORMS Society for Marketing Science Marketing Science Conference, KU Leuven, the 2022 Summer Institute in Competitive Strategy, the University of Chicago, and the University of Washington as well as Bryan Bollinger, Andrey Fradkin, Xiang Hui, Przemyslaw Jeziorski, Garrett Johnson, Byungyeon Kim, Aurélie Lemmens, Martina Pocchiari, Kosuke Uetake, and Levin Zhu for helpful comments and suggestions; Marketing Science Institute for their support; and Siddharth Prusty and Donggwan Kim for their research assistance. Authors are listed alphabetically. Competing interests: Carl F. Mela is an associate editor at Marketing Science. Song Yao is a member of the editorial board at Marketing Science. Jim Sprigg was a full-time salaried employee at InterContinental Hotel Group from the time the data were collected through manuscript submission. The authors agreed the research would not use or disclose personal or private company information but are not generally otherwise restricted.