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Reward me or charity: The impact of mobile e-commerce platforms' loyalty programme reward types on participation intention

Yanju Zhou (Hunan University of Technology and Business, Changsha, China) (School of Business, Central South University, Changsha, China)
Cuilian Lu (School of Business, Central South University, Changsha, China)
Yi Yu (Hunan University of Technology and Business, Changsha, China)

Asia Pacific Journal of Marketing and Logistics

ISSN: 1355-5855

Article publication date: 4 January 2023

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Abstract

Purpose

With the development of e-commerce, loyalty programmes (LPs) are gradually being adopted in the online retailing environment to improve consumer loyalty. This article determines the factors that affect consumers' LP participation intention on mobile e-commerce platforms to help these platforms improve their performance.

Design/methodology/approach

This article focusses on LP reward types and divides them into self-oriented rewards or altruistic rewards. Two experiments are conducted to test the proposed hypotheses. After online data collection, data analysis is performed.

Findings

LP participation intention with altruistic rewards is significantly stronger than that with self-oriented rewards. Perceived value plays a complete mediating role in the impact of reward type on participation intention, while a point leaderboard plays a positive moderating role in the impact of reward type on perceived value.

Practical implications

This study’s findings can improve the design of LPs by mobile e-commerce platforms.

Originality/value

This article focusses on LPs in the online environment, a stream of research that is limited. The results also have implications for prosocial relationship marketing programmes.

Keywords

Acknowledgements

Funding: This work is funded by the Major Program (No. 71991463 and No. 72091313) of the National Natural Science Foundation of China and the Program of Education Department of Hunan Province (22B0656).

Conflict of interest: Author Yanju Zhou declares that she has no conflict of interest. Author Cuilian Lu declares that she has no conflict of interest. Author Yi Yu declares that she has no conflict of interest.

Citation

Zhou, Y., Lu, C. and Yu, Y. (2023), "Reward me or charity: The impact of mobile e-commerce platforms' loyalty programme reward types on participation intention", Asia Pacific Journal of Marketing and Logistics, Vol. ahead-of-print No. ahead-of-print. https://doi.org/10.1108/APJML-03-2022-0231

Publisher

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Emerald Publishing Limited

Copyright © 2022, Emerald Publishing Limited

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