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Promotion Reactance: The Role of Effort‐Reward Congruity
16 references·16 citing·50 second hopsampled
Promotion Reactance: The Role of Effort‐Reward Congruity (2005)Promotion Reactance: The Role of Effort‐R…Mental Accounting and Consumer Choice (2008)Mental Accounting and Consume…Reactance to Recommendations: When Unsolicited Advice Yields Contrary Responses (2004)Reactance to Recommendations:…The Effects of Effort and Intrinsic Motivation on Risky Choice (2003)The Effects of Effort and Int…The Effect of Forced Choice on Choice (2003)The Effect of Forced Choice o…Earning the Right to Indulge: Effort as a Determinant of Customer Preferences toward Frequency Program Rewards (2002)Earning the Right to Indulge:…Consumer Response to Stockouts (2000)Consumer Response to StockoutsAttribute-Task Compatibility as a Determinant of Consumer Preference Reversals (1997)Attribute-Task Compatibility …Refinement of the Hong Psychological Reactance Scale (1996)Refinement of the Hong Psycho…The Persuasion Knowledge Model: How People Cope with Persuasion Attempts (1994)The Persuasion Knowledge Mode…The Effect of Purchase Quantity and Timing on Variety-Seeking Behavior (1990)The Effect of Purchase Quanti…Priming Price: Prior Knowledge and Context Effects (1989)Priming Price: Prior Knowledg…Intrinsic Motivation and Self-Determination in Human Behavior (1988)Intrinsic Motivation and Self…Impact of Deals and Deal Retraction on Brand Switching (1978)Impact of Deals and Deal Retr…Telling more than we can know: Verbal reports on mental processes. (1977)Telling more than we can know…Undermining children's intrinsic interest with extrinsic reward: A test of the "overjustification" hypothesis. (1973)Undermining children's intrin…A Theory of Psychological Reactance (1968)A Theory of Psychological Rea…The Structure of Intrinsic Motivation (2021)The Structure of Intrinsic Mo…The Influence of Social Norms on Consumer Behavior: A Meta-Analysis (2021)The Influence of Social Norms…Three decades of research on loyalty programs: A literature review and future research agenda (2020)Three decades of research on …The Importance of Trust for Personalized Online Advertising (2015)The Importance of Trust for P…When Identity Marketing Backfires: Consumer Agency in Identity Expression (2014)When Identity Marketing Backf…Enjoy! Hedonic Consumption and Compliance with Assertive Messages (2012)Enjoy! Hedonic Consumption an…An Investigation of the Effectiveness of Uncertainty in Marketing Promotions Involving Free Gifts (2012)An Investigation of the Effec…The Impact of an Item-Based Loyalty Program on Consumer Purchase Behavior (2011)The Impact of an Item-Based L…Loyalty Programmes: Current Knowledge and Research Directions* (2011)Loyalty Programmes: Current K…Enough Is Enough! The Fine Line in Executing Multichannel Relational Communication (2011)Enough Is Enough! The Fine Li…Managing rewards to enhance relational worth (2010)Managing rewards to enhance r…The Drivers of Loyalty Program Success (2009)The Drivers of Loyalty Progra…Competing Loyalty Programs: Impact of Market Saturation, Market Share, and Category Expandability (2008)Competing Loyalty Programs: I…How Effective Are Loyalty Reward Programs in Driving Share of Wallet? (2007)How Effective Are Loyalty Rew…Consumer reactance against loyalty programs (2007)Consumer reactance against lo…How Customer Self-Determination Influences Relational Marketing Outcomes: Evidence from Longitudinal Field Studies (2006)How Customer Self-Determinati…The Psychology of Interpersonal Relations. 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References

  • 1988Intrinsic Motivation and Self-Determination in Human Behavior15,312 cited
  • 1977Telling more than we can know: Verbal reports on mental processes.11,315 cited
  • 1968A Theory of Psychological Reactance4,758 cited
  • 1994The Persuasion Knowledge Model: How People Cope with Persuasion Attempts3,796 cited
  • 2008Mental Accounting and Consumer Choice3,415 cited
  • 1973Undermining children's intrinsic interest with extrinsic reward: A test of the "overjustification" hypothesis.2,442 cited
  • 2002Earning the Right to Indulge: Effort as a Determinant of Customer Preferences toward Frequency Program Rewards835 cited
  • 2003The Effect of Forced Choice on Choice639 cited
  • 2004Reactance to Recommendations: When Unsolicited Advice Yields Contrary Responses603 cited
  • 1990The Effect of Purchase Quantity and Timing on Variety-Seeking Behavior558 cited
  • 1996Refinement of the Hong Psychological Reactance Scale519 cited
  • 2000Consumer Response to Stockouts514 cited
  • 1978Impact of Deals and Deal Retraction on Brand Switching405 cited
  • 1997Attribute-Task Compatibility as a Determinant of Consumer Preference Reversals342 cited
  • 1989Priming Price: Prior Knowledge and Context Effects

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331 cited
  • 2003The Effects of Effort and Intrinsic Motivation on Risky Choice170 cited
  • Cited by

    • 2015The Importance of Trust for Personalized Online Advertising527 cited
    • 2021The Structure of Intrinsic Motivation332 cited
    • 2021The Influence of Social Norms on Consumer Behavior: A Meta-Analysis250 cited
    • 2020Three decades of research on loyalty programs: A literature review and future research agenda249 cited
    • 2011Loyalty Programmes: Current Knowledge and Research Directions*234 cited
    • 2008Competing Loyalty Programs: Impact of Market Saturation, Market Share, and Category Expandability205 cited
    • 2010Managing rewards to enhance relational worth199 cited
    • 2007How Effective Are Loyalty Reward Programs in Driving Share of Wallet?198 cited
    • 2014When Identity Marketing Backfires: Consumer Agency in Identity Expression183 cited
    • 2009The Drivers of Loyalty Program Success175 cited
    • 2012An Investigation of the Effectiveness of Uncertainty in Marketing Promotions Involving Free Gifts161 cited
    • 2007Consumer reactance against loyalty programs157 cited
    • 2011Enough Is Enough! The Fine Line in Executing Multichannel Relational Communication153 cited
    • 2012Enjoy! Hedonic Consumption and Compliance with Assertive Messages146 cited
    • 2011The Impact of an Item-Based Loyalty Program on Consumer Purchase Behavior144 cited
    • 2006How Customer Self-Determination Influences Relational Marketing Outcomes: Evidence from Longitudinal Field Studies138 cited