Analyses of loyalty programs typically show collection spikes around redemptions. A spike might be caused by increased collector spending to facilitate a redemption (points pressure). The redemption might also encourage increased spending following it (rewarded behavior). These are the program’s incentive effects. Alternatively, the spike might be unrelated to the incentives, merely revealing pre-existing customer heterogeneity, e.g., in effortless collection, in bonus points collection, and reward timing selection. Understanding the cause of collection spikes is necessary to effectively assess and design programs. Our indirect inference approach isolates the incentive effects in a coalition program that has recurring modest value cash-type rewards. Most of the collection spike is not caused by incentives, yet 1.74% of sales are incentive driven. In contrast to prior findings, the incentive effects are driven by rewarded behavior, not points pressure. We attribute this to the program’s modest cash-type rewards that are unlikely to induce conscious pursuit.

忠诚度计划的分析通常显示赎回过程中的征款高峰。峰值可能是由于收集者增加支出以促进赎回（点压力）所致。赎回也可能鼓励增加跟随的支出（奖励行为）。这些是该计划的激励效果。替代地，峰值可能与激励无关，仅显示出先前存在的顾客异质性，例如，毫不费力地收集，奖励积分收集和奖励时机选择。了解收集高峰的原因对于有效评估和设计程序是必要的。我们的间接推论方法隔离了具有经常性价值现金型奖励的联合计划中的激励作用。大部分的收入飙升不是由激励措施引起的，但是1.74％的销售额是由激励驱动的。与先前的发现相反，激励作用是由奖励行为而非分数压力驱动的。我们将此归因于该计划的适度现金型奖励，这不太可能引起有意识的追求。