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

journal contribution
posted on 2023-06-09, 06:46 authored by Debbie KeelingDebbie Keeling, Ahmad Daryanto, Ko de Ruyter, Martin Wetzels
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 orientation (promotion or prevention) and stimulate task engagement through a match with the manner of goal pursuit, this study demonstrates that the presentation style suppliers adopt influences resellers' perceptions of reward value and their rate of point redemption with respect to CRPs. Two field studies demonstrate the mechanisms driving this effect. First, fit effects result from the interaction between reward type and presentation format (i.e., verbal vs. numerical) and affect perceived reward values and investment decisions. Second, cognitive engagement and “feeling right” about reward redemption mediate the effects of fit on investment opportunity evaluations. In turn, the findings demonstrate that CRP efficacy can be enhanced by stimulating regulatory orientations that match the presentation formats of the reward and that the dual affective–cognitive processes affect probabilistic judgments of rewards. This additional mechanism can further stimulate resellers' engagement with and investment in CRPs within complex decision-making contexts.

History

Publication status

  • Published

File Version

  • Published version

Journal

Industrial Marketing Management

ISSN

0019-8501

Publisher

Elsevier

Issue

8

Volume

42

Page range

1345-1356

Department affiliated with

  • Business and Management Publications

Full text available

  • No

Peer reviewed?

  • Yes

Legacy Posted Date

2017-06-19

First Compliant Deposit (FCD) Date

2017-06-16

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