المحتوى

Part I: The Power of Loyalty

1. History of Loyalty Marketing

2. Facts & Figures

3. The Monetary Value of Loyal Customers
    

Part II: Principles of Loyalty Marketing

1. 7 Falsehoods about Loyalty

2. Angus’s 10 Laws of Loyalty Marketing

3. Frequency vs. Loyalty
    

Part III: Effects of Loyalty Programs on Consumer Behavior

1. Loyalty Programs & Value Perception

2. Bystanders Effect

3. Self-Determination Theory

4. Loyalty Programs & Regulatory Focus

5. Loyalty programs & Maslow Pyramid of Needs

6. Loyalty Programs & Cialdini’s 6 Persuasion Principles

7.  

Part IV: Psychological Tactics to Loyalty Marketing

Extrinsic Loyalty

1. Fresh Starts

2. Illusionary Progress in Loyalty Programs

3. Instant Gratification

4. The Power of Fuel Reward

5. Experiential Rewards

6. Minimal vs. Extended Efforts

7. Coalition vs Proprietary Loyalty Programs

8. Unlimited vs. Limited Duration

9. Participation Cost vs. No Participation Cost

10. Dripping Rewards

11. Zeroing Wallets
     

Intrinsic Loyalty

1. Personalization

2. Prioritizing

3. Badging

4. Repetition

5. Profiling

6. Exclusive Group

7. Solidarity

8. Sense of Community

9. Reciprocity

10. Scarcity

11. Surprise

12. Gamification

Part V: Loyalty Program Design​

1. Designing Loyalty Reward Programs

2. Loyalty Defensive Strategy

3. Loyalty Program Checklist

Part VI: Case Studies​

Failed Loyalty Programs

1. Chiptopia

2. Starbucks

3. TESLA

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Successful Loyalty Programs

1. Starbucks

2. Dunkin’ Donuts

3. Amazon Prime