On the Value of Coalition Loyalty Programs
Published Online:17 Jun 2026https://doi.org/10.1287/mksc.2024.1138
References
- (1998) Similarities in choice behavior across multiple categories. Marketing Sci. 17(2):91–106.Link, Google Scholar
- (1998) Shopping behavior and consumer preference for store price format: Why “large basket” shoppers prefer EDLP. Marketing Sci. 17(1):66–88.Link, Google Scholar
- (2001) Customer referral management: Optimal reward programs. Marketing Sci. 20(1):82–95.Link, Google Scholar
- (2017) The effect of loyalty program expiration policy on consumer behavior. Marketing Lett. 28(4):537–550.Crossref, Google Scholar
- (2015) Interfirm bundling and vertical product differentiation. Scandinavian J. Econom. 117(1):1–27.Crossref, Google Scholar
- (2014) Strategic loyalty reward in dynamic price discrimination. Marketing Sci. 33(5):725–742.Link, Google Scholar
- (2007) Are loyalty-rewarding pricing schemes anti-competitive? Internat. J. Indust. Organ. 25(4):657–674.Crossref, Google Scholar
- (2019) Strategic consumers, revenue management, and the design of loyalty programs. Management Sci. 65(9):3969–3987.Link, Google Scholar
- (2020) Loyalty program liabilities and point values. Manufacturing Service Oper. Management 22(2):257–272.Link, Google Scholar
- (2022) Dynamic pricing with point redemption. Manufacturing Service Oper. Management 24(4):2134–2149.Link, Google Scholar
- (2011) Do vendors benefit from promotions in a multi-vendor loyalty program? Marketing Lett. 22(4):341–356.Crossref, Google Scholar
- (2021) Synergistic and cannibalization effects in a partnership loyalty program. J. Acad. Marketing Sci. 49(5):1021–1042.Crossref, Google Scholar
- (2006) Paying for loyalty: Product bundling in oligopoly. J. Indust. Econom. 54(1):43–62.Crossref, Google Scholar
- (2018) Coalition loyalty program not working? Perhaps you’re doing it wrong. Preprint, submitted March 10, https://doi.org/10.2139/ssrn.3137383.Google Scholar
- (2011) Cross-market discounts. Marketing Sci. 30(1):134–148.Link, Google Scholar
- (2021) Can non-tiered customer loyalty programs be profitable? Marketing Sci. 40(3):508–526.Link, Google Scholar
- InsideFlyer (2006) The big 2-5—Celebrating 25 years of frequent flyer programs. Accessed June 6, 2026, https://insideflyer.com/2006/05/12/the-big-2-5-celebrating-25-years-of-frequent-flyer-programs/.Google Scholar
- (2024) Dual value of delayed incentives: An empirical investigation of gift card promotions. Manufacturing Service Oper. Management 26(5):1806–1825.Link, Google Scholar
- (1994) Purchase frequency, sample selection, and price sensitivity: The heavy-user bias. Marketing Lett. 5(1):57–67.Crossref, Google Scholar
- (2001) Reward programs and tacit collusion. Marketing Sci. 20(2):99–120.Link, Google Scholar
- (2004) Managing capacity through reward programs. Management Sci. 50(4):503–520.Link, Google Scholar
- (2003) The effects of effort and intrinsic motivation on risky choice. Marketing Sci. 22(4):477–502.Link, Google Scholar
- (2012) The joint sales impact of frequency reward and customer tier components of loyalty programs. Marketing Sci. 31(2):216–235.Link, Google Scholar
- (2010) Optimal referral bonuses with asymmetric information: Firm-offered and interpersonal incentives. Marketing Sci. 29(1):108–121.Link, Google Scholar
- (2021) Benefits of customer loyalty in markets with endogenous search costs. Management Sci. 67(4):2171–2190.Link, Google Scholar
- (2024) On the profitability of loyalty. Marketing Sci. 44(2):306–326.Link, Google Scholar
- (2009) The reinforcing effects of loyalty program partnerships and core service usage: A longitudinal analysis. J. Service Res. 11(4):357–370.Crossref, Google Scholar
- (2024) Loyalty currency and mental accounting: Do consumers treat points like money? Manufacturing Service Oper. Management 26(5):1878–1896.Link, Google Scholar
- (2007) The long-term impact of loyalty programs on consumer purchase behavior and loyalty. J. Marketing 71(4):19–35.Crossref, Google Scholar
- (2020) Understanding consumer dynamic decision making under competing loyalty programs. J. Marketing Res. 57(3):422–444.Crossref, Google Scholar
- (2009) Competing loyalty programs: Impact of market saturation, market share, and category expandability. J. Marketing 73(1):93–108.Crossref, Google Scholar
- (2021) An analysis of “buy X, get one free” reward programs. Oper. Res. 69(6):1823–1841.Link, Google Scholar
- Mirage News (2023) Qantas, Accent Group launch new frequent flyer partnership. Mirage News (November 30), https://www.miragenews.com/qantas-accent-group-launch-new-frequent-flyer-1133858/.Google Scholar
- (2022) Cross-merchant spillovers in coalition loyalty programs. Preprint, submitted April 26, https://doi.org/10.2139/ssrn.4094153.Google Scholar
- (2022) Reaching for gold: Frequent-flyer status incentives and moral hazard. Marketing Sci. 41(3):548–574.Link, Google Scholar
- Qantas (2017) Delivering against clear strategic pillars. Accessed June 6, 2026, https://investor.qantas.com/FormBuilder/_Resource/_module/AH_NGR9NxUaXc0W8Qv3Kfg/docs/QantasAnnualReview2017-06-Delivering-Against-Clear-Strategic-Pillars.pdf.Google Scholar
- (2020) Increasing retailer loyalty through the use of cash back rebate sites. Marketing Sci. 39(4):743–762.Link, Google Scholar
- (2018) Lower price or higher reward? Measuring the effect of consumers’ preferences on reward programs. Management Sci. 64(9):4451–4470.Link, Google Scholar
- (2023) Consumer loyalty programs and retail prices: Evidence from gasoline markets. Marketing Sci. 42(4):794–818.Link, Google Scholar
- (2016) Price discrimination through multi-level loyalty programs. Marketing Lett. 27(4):687–697.Crossref, Google Scholar
- (2014) Spillover effects of service failures in coalition loyalty programs: The buffering effect of special treatment benefits. J. Retailing 90(1):111–118.Crossref, Google Scholar
- (2023) Which loyalty program do customers prefer: A coalition program or a single-firm program? J. Services Marketing 37(5):563–573.Crossref, Google Scholar
- (2008) Research note—Customer loyalty programs: Are they profitable? Management Sci. 54(6):1205–1211.Link, Google Scholar
- SkyMiles (2026) Mileage accrual and redemption. Accessed June 6, 2026, https://www.delta.com/us/en/skymiles/program-resources/program-rules.Google Scholar
- Sky News (2023) Sainsbury’s in Nectar card shake-up to rival Tesco Clubcard. Sky News (April 11), https://news.sky.com/story/sainsburys-in-nectar-card-shake-up-to-rival-tesco-clubcard-12854951.Google Scholar
- (2020) When loyalty goes mobile: Effects of mobile loyalty apps on purchase, redemption, and competition. Inform. Systems Res. 31(3):835–847.Link, Google Scholar
- (2023) Cross-reward effects in a coalition loyalty program: The impact of a point currency devaluation. Internat. J. Res. Marketing 40(2):276–293.Crossref, Google Scholar
- (2019) A model of customer reward programs with finite expiration terms. Management Sci. 65(8):3889–3903.Link, Google Scholar
- (2022) Controlling for retailer synergies when evaluating coalition loyalty programs. Working paper, Cox School of Business, Southern Methodist University, Dallas.Google Scholar
- (2020) Fee-based loyalty programs: An empirical investigation of benefit redemption behavior and its effects on loyalty. Service Sci. 12(2–3):100–118.Link, Google Scholar
- (2016) Enduring effects of goal achievement and failure within customer loyalty programs: A large-scale field experiment. Marketing Sci. 35(4):565–575.Link, Google Scholar
- (2020) Referral reward size and new customer profitability. Marketing Sci. 39(6):1166–1180.Link, Google Scholar

