• 제목/요약/키워드: Customers Commitment

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Effects of Customer Value Proposals on the Service Trade Repurchase Intentions of Sharing-Economy Users

  • Cho, Woo-Sung;Yoo, Seung-Gyun;Jeon, Ki-Hong;Choi, Chang-Youl
    • Journal of Korea Trade
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    • 제23권8호
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    • pp.73-88
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    • 2019
  • Purpose - This paper finds the repurchase intentions of customers in a sharing economy via Airbnb and Uber, which are classic sharing-economy service businesses. Design/methodology - This paper analyzes sharing economy effects using variables in a structural equation model. Findings - We verified that values have a significant effect on the trust in a platform. We also verified that the effects that value propositions have on repurchase intention are significant. Research Limitations/Implications - First, there may be some distinction between men and women with regard to divided trust. Second, if commitment is divided into commitment to the host and commitment to the platform, as is the case for trust, the results will not be as expected. Third, if results could be categorized by nationality after gathering more samples, each nationality might have different opinions about these factors. Finally, the sharing economy can be identified and analyzed for various industries, such as space, transportation, and service. At this point, it is inconvenient to not have more implications. Originality/value - This study focuses on the repurchase intentions of customers. Unlike earlier studies, it is meaningful that trust is divided between the host and the platform, and that it can be analyzed. It is also important to establish the relationship between trust and commitment, and the relationship toward repurchasing in the shared-economy.

한식프랜차이즈 업체와 고객간의 관계형성 결정요인에 관한 연구 (Relationship-Making Factors in Franchised Korean Restaurants)

  • 김명희;김준원;박성배;홍금주
    • 한국식생활문화학회지
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    • 제24권4호
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    • pp.413-418
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    • 2009
  • Existing literature on the CRM [Customer Relationship Management] has emphasized the marketing strategies between the franchisor and franchisee. In this study, we focused instead on factors involved in forging relationships based on marketing strategies between franchisee and the customers. A survey questionnaire was completed by 250 customers of Korean-style food franchises located in Seoul and Inchon. Each questions is based on a 5-point likert-type scale. After initial data recording, 41 questionnaires were deleted from the data set because of missing or insincerely answer. Finally, the sample data of 209 questionnaires were used for the statistical analysis. The data were analyzed with SPSS version 13.0 software to assess consumer satisfaction, trust, and support/reputation on flexibility and commitment. Regression analysis was performed to analyze the relationship between flexibility and commitment. Satisfaction and support/reputation significantly influenced flexibility, both satisfaction and trust significantly influenced commitment, and both flexibility and commitment significantly influenced the restaurant-consumer relationship.

The Effects of the Attractiveness of an Internet Shopping Mall and Flow on Affective Commitment

  • Kang, Sung-Ju;Kim, Jae-Yeong;Park, Young-Kyun
    • 유통과학연구
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    • 제9권4호
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    • pp.29-42
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    • 2011
  • With the many advantages of the internet, online shopping has become one of the fastest growing types of retail businesses. However, internet-based firms are much more firmly required to retain existing customers rather than secure new ones, and to make them revisit the site by strengthening trust and loyalty, thereby improving profits and outrivaling competitors. Commitment is an essential part of successful long-term relationships between buyers and sellers. Although commitments by both parties in an exchange can provide the foundation for the development of relational social norms, disproportionate commitments can lead to opportunism by the less committed partner. Moreover, flow, which is characterized by intense concentration and enjoyment, was found to be significantly linked with exploratory use behavior, which in turn was linked to the extent of computer use. The level of flow was, itself, determined by the individual's sense of being in control, and the level of challenge perceived in maneuvering a website. Website attractiveness goes hand in hand with the attractiveness of an internet shopping mall, and it can be conceptualized as the persuasive effectiveness of a message by the use of familiarity, favor, similarity, etc. It occurs when information receivers try to achieve self-satisfaction when they actually or emotionally identify themselves with an information source. This study investigates the relationship between the perceived system characteristics of an internet shopping mall and the loyalty of online consumers, and it examines how perceived website attractiveness and flow play mediating roles between the perceived system characteristics of an internet shopping mall and the affective commitment in the context of a clothes internet shopping mall. For these purposes, a structural model comprising several variables was developed. That model was tested with an analysis of moment structure (AMOS) using data from respondents who had purchased clothing through the internet during the past three months. In this model, the perceived system characteristics of an internet shopping mall, such as familiarity, reputation, uniqueness, positive emotions, self-efficacy, and interactivity, were proposed to affect the website's attractiveness and flow, and lead to a higher affective commitment over time. Thus, the perceived website attractiveness and flow were proposed as core mediating variables between perceived system characteristics and affective commitment. The results of a reliability test using Cronbach's Alpha, and a confirmatory factor analysis warranted using unidimensionality for the measures for each construct. In addition, the nomological validity of the measures was warranted from the results of a correlation analysis. The results of empirical analyses indicated that systematic attributes resulting in website attractiveness and user's characteristics, thereby triggering customers' flow, play a crucial role in inducing customers' affective commitment, and a user's characteristics are twice as important as systematic attributes in this study. Moreover, familiarity, reputation, and uniqueness all have a significant effect on website attractiveness, and the research showed that uniqueness took the first place, and that familiarity and reputation followed in order of magnitude. The fact that reputation was not the most important factor that affects the attractiveness of an internet shopping mall, with uniqueness or familiarity having a greater impact, suggests much deeper implications. Finally, positive emotion, self-efficacy, and interactivity all have a significant effect on customers' flow. In particular, the fact that positive emotion, compared to self-efficacy or interactivity, has much more impact on flow is very suggestive.

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The Effect of Relationship Marketing on Service Quality and Customer Loyalty: An Empirical Study in Indonesia

  • MAMUSUNG, Robby Tanod;NIMRAN, Umar;SUHARYONO, Suharyono;KUSUMAWATI, Andriani
    • The Journal of Asian Finance, Economics and Business
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    • 제8권7호
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    • pp.533-543
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    • 2021
  • The purpose of this research is to examine and analyze the effect of Relationship Marketing on service quality and customer loyalty, especially in the context of the retail industry. In retail industry, Relationship Marketing is the key to increase and maintain a large pool of customers. This research was conducted in North Sulawesi Province with a sample size of 155 supermarket customers. The sampling technique used for the study is the purposive sampling. Data was analyzed using SEM based on GeSCA components. The results showed that Relationship Marketing had a significant positive effect both on service quality and customer loyalty. The commitment, communication, conflict handling, and competence play an important role in improving service quality which ultimately makes customers loyal. In addition, the relationship between service quality and customer loyalty, also has significant positive findings. These findings are in line with the concept of SERVQUAL and The Commitment-Trust Theory. The implication of the managerial research is that supermarket managers in North Sulawesi must focus and emphasize more on the Relationship Marketing dimension especially in terms of commitment, communication, conflict handling, and competence. Once these factors can be met, the quality of service will increase, and it causes an increase in customer loyalty to shop more at the supermarket.

고객관계관리가 고객 충성도에 미치는 영향에 관한 연구 : 서비스 품질을 매개로 (A Study on the Impacts of CRM on the Customer Loyalty : Mediation of the Service Quality)

  • 한동균;조성민;이선로
    • Journal of Information Technology Applications and Management
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    • 제14권1호
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    • pp.99-116
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    • 2007
  • This study intends to examine the effects of CRM on the customer loyalty. Service quality, customer satisfaction, and organizational committment have been tested as mediating factors between the customers' perceived relational efforts and their loyalty. From 236 customers of insurance firms survey data have been collected and analyzed based on the structural equation modeling. The results show that firms' relational efforts have positive impacts on service quality and customer loyalty. Also, this study shows that service quality can play an important mediating role between CRM activities and customer satisfaction as well as organizational commitment, which have shown positive impacts on customer loyalty Consequently, firms need to design their CRM activities paying more attentions to the service qualify attributes, rather than asking too much from the target customers.

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고객지식을 활용한 병원 CRM활동이 고객관계상태 및 향후 행동 의도에 미치는 영향 (The Effects of Hospitals' CRM Activities on Customers' Relationship States and Customers' Behavior Intention)

  • 강수영;오평석;김상만
    • 지식경영연구
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    • 제12권3호
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    • pp.39-58
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    • 2011
  • As the information from today's knowledge-based society alters the awareness of patients and provides a wider selection of medical institutions, the reality of medical institution management is struggling compared to the past. CRM was introduced to domestic hospitals as marketing strategy to dominate the competition under varying medical environment. Thus, this research invests on CRM activity types used in hospitals and the effects of CRM activities toward loyalty and switching intention. Futhermore, we investigate the mediating role of customer relationship commitment and termination in CRM activities. The subjects in this study included three hundred customers who are using hospital settings or who had experience with using the hospital settings. The researcher collected 262 survey questionnaires from May 23th, 2011 to June first. In order to evaluate the hypothesis in this study, structural equation model was analyzed by using AMOS 18.0.

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A Structural Relationship between Pleasure and Customer Satisfaction, Switching Costs, and Relationship Commitment in Fitness Center

  • Kim, Yang-Young;Byun, Kyung-Won
    • International journal of advanced smart convergence
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    • 제10권4호
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    • pp.158-164
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    • 2021
  • The purpose of this study is to analyze the structural relationship between customer's pleasure, customer satisfaction, switching cost, and relationship commitment using the fitness center and provide implications. Specifically, this study aims to investigate the effect of the degree of customer's awareness of pleasure on the relationship commitment through the medium of customer satisfaction and switching cost. For this purpose, the structural equation model was constructed based on the previous studies, and the exogenous variables were pleasure, and the endogenous variables were customer satisfaction, switching costs and relationship commitment. The subjects of this study were customers who used fitness centers in the metropolitan area. The sampling method for the sample survey was a total of 277 people using convenience sampling. 257 copies were used as final data except for 20 samples that were not appropriate for the study. The statistical program for data analysis was IBM SPSS Ver. 26.0 and Amos 21.0. The specific data processing method is as follows: First, frequency analysis was conducted to understand the general characteristics of the subjects. In order to verify the validity and reliability of the research tools, confirmatory factor analysis and reliability analysis were conducted. In order to understand the theoretical relationship between each variable, structural equation model was conducted. The results of data processing on the research model are as follows: First, the pleasure of the fitness center customers had a positive effect on customer satisfaction. Second, customer satisfaction had a positive effect on the switching costs. Third, customer satisfaction had a positive effect on the customer commitment. Fourth, switching costs had a positive effect on customer commitment.

컨테이너터미널의 관계혜택, 보상프로그램 및 전환비용이 관계결속에 미치는 영향 (The Effect of Relational Benefits, Reward Programs and Switching Costs on Relational Commitment in Container Terminals)

  • 양윤옥;신창훈
    • 한국항해항만학회지
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    • 제36권8호
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    • pp.673-681
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    • 2012
  • 항만 간 경쟁이 심화되면서 기존 선사들의 이탈을 방지하고, 신규 선사를 유치하기 위한 새로운 마케팅 전략과 기존의 핵심서비스와 다른 차별화된 수단이 필요하게 되었다. 부가서비스와 보상프로그램의 체계를 살펴본 후, 이들 변수가 고객유지에 대한 관점에서 관계결속에 어떠한 영향을 미치는지 알아보았다. 또한 기존에 소비재시장에서 이루어진 차별화된 서비스 제공이 컨테이너터미널 대상으로 산업재시장에서는 어떠한 영향을 미치는지에 대하여 살펴보았다. 컨테이너터미널을 이용하는 고객들을 심리적 행동관점에서 살펴보았다. 이를 바탕으로 공급사슬에서 발생하는 혜택과 보상이 전환비용과 관계결속에 미치는 영향을 구조방정식모형으로 제시하였다. 제안된 연구모형을 컨테이너 터미널의 이용자를 대상으로 실증 분석하여 시사점을 도출하였다.

프랜차이즈 조직의 학습지향성과 관계마케팅지향성이 직무만족에 미치는 영향 (The Effects of Franchise's Learning Orientation and Relationship Marketing Orientation on the Job Satisfaction)

  • 황윤용;서창선;최수아
    • 유통과학연구
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    • 제11권6호
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    • pp.51-58
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    • 2013
  • Purpose - Nowadays, more than ever before, fierce competition, deep market segmentation, short product life cycles, and intensifying customer needs are putting increasing pressure on franchise's organizations to satisfy their customers by creating market-oriented relationships with and enhancing their market knowledge of them. One way that this might be achieved is by establishing deep ties (i.e., job commitment and job satisfaction) with their employees. Therefore, the purpose of this study is to examine how two important constructs of franchises' strategic efforts, LO (learning orientation) and RMO (relationship marketing orientation), affect job satisfaction, given the mediating role of job commitment. A franchise system comprises a set of contractual arrangements by which mutual obligations are performed. An organizational learning goal motivates employees to improve their abilities and master the tasks they perform. Relationship marketing, in addition, is to identify, establish, maintain, and enhance relationships with customers and other stakeholders to ensure that the objectives of all parties are met and this is done through the mutual exchange of promises. In a relationship marketing orientation, then, a firm creates, maintains, and enhances a strong relationship with its customers by sustaining long-term ties. This study was designed to examine the evolution of various theoretical approaches to franchise systems in order to determine whether theories about firms have significantly affected the franchise system. To this end, the authors developed a structural model consisting of several constructs. Previous studies have suggested that franchises' learning and relationship marketing orientations are important occupational immersion dimensions driving job satisfaction. Research design, data, methodology - We empirically tested a process of how the learning orientation and the relationship marketing orientation influence job commitment and job satisfaction using survey data drawn from 150 responding franchisees who were interviewed about their individual tendencies. Results - The results of this study provide empirical evidence that learning orientation, relationship marketing orientation, and job commitment all influence franchisees' job satisfaction. The results of this study indicate that, first, learning orientation had a significant effect on job satisfaction; second, relationship marketing orientation was positively related to job commitment; third, job commitment had a significant effect on job satisfaction. We also found that relationship marketing orientation and job satisfaction were mediated by job commitment. Conclusions - The findings of this study confirm the importance of learning orientation and relationship marketing orientation in maintaining a positive marketing relationship between franchiser and franchisee from to the perspective of the market. This indicates that franchiser support such as educational programs provided by the franchiser will help franchisees attain higher business management achievement and satisfaction. Moreover, a positive relationship between franchisees and consumers can be maintained through tie effects. Our findings also suggest that learning orientation plays a critical role in job satisfaction within the franchise system.

특급호텔 고객의 서비스 공정성 인식이 고객만족과 관계품질에 미치는 영향 -서울지역 특1등급 호텔 중심으로- (Effects of Customers' Perceived Service Justice in Membership Discount on Customer's Satisfaction and Relationship Quality in Deluxe Hotel)

  • 박정준
    • 융합정보논문지
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    • 제8권1호
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    • pp.265-274
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    • 2018
  • 본 연구는 대 고객 서비스 관점에서 호텔종사원들의 호텔서비스 고객에게 적절하게 전달함으로서 고객이 느끼는 서비스공정성이 서비스 대상기업으로부터 지속적 관계를 유지하고 그 고객이 고객 만족을 얼마나 느끼는지 연구결과를 분석하는 연구이다. 고객이 만족하는 관점에서 서비스공정성, 제공의 공정성, 과정의 공정성, 인식의 공정성, 신뢰가 고객의 관계품질과 고객만족에 유의한 결과로 나타났다. 서울지역 특급호텔 250명 고객에게 데이터를 수집하여 분석하였다. 그리고 가설7개는 적절한 연구모델을 나타내고 있다. 이 연구는 호텔서비스 경영자에게 강력한 종사원에게 신뢰 위임 활용이 필요하며 고객관계를 형성하고 고객만족에 다양한 신뢰가 필요하다.