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Case
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Reference no. UVA-M-0753
Subject category: Marketing
Authors: Rajkumar Venkatesan (Darden School of Business, University of Virginia); Paul W Farris (Darden School of Business, University of Virginia)
Published by: Darden Business Publishing
Published in: 2007
Length: 15 pages
Data source: Published sources
Topics: Customer loyalty; Return on investment; Price promotions; ROI
Share a link: https://casecent.re/p/88617
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Abstract

Ukrop''s has developed a unique coupon dispenser that is placed in front of the store. Customer''s with Ukrop''s loyalty card can use this system to obtain coupons that are customized for them. The case explores the impact of this system on customer loyalty and store profitability. The case presents an opportunity to discuss the process of establishing the return on investment from such a loyalty program.
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Abstract

Ukrop''s has developed a unique coupon dispenser that is placed in front of the store. Customer''s with Ukrop''s loyalty card can use this system to obtain coupons that are customized for them. The case explores the impact of this system on customer loyalty and store profitability. The case presents an opportunity to discuss the process of establishing the return on investment from such a loyalty program.

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