Antecedents and consequences of commitment in marketing research services: The client's perspective

Čater, Barbara; Žabkar, Vesna

doi:10.1016/j.indmarman.2007.10.004

Cited by 209 publications

(199 citation statements)

References 86 publications

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“…Empirical evidence also points to the fact that when political behavior within organization rises and workers feel that they have been treated unfairly, their organizational commitment decreases (Ferris et al, 2002;Valle & Witt, 2001). A sizable number of recent studies seem to support the inverse relationship between employees' perceptions of organizational politics and organizational commitment (Vigoda-Gadot, Vinarski-Peretz & Ben-Zion, 2003;Cater & Zabka, 2009;Sieger et al, 2011). Conceivably, when SMEs employees perceive unfair treatment as a result of organizational politics at their workplace, they are likely to reduce their organizational commitment.…”

Section: Employee Perception Of Organizational Politics and Organizatmentioning

confidence: 99%

The influence of employees’ perceptions of organizational politics on turnover intentions in Zimbabwe’s SME sector

Chinomona

2013

SAJBM

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Despite increasing awareness of the importance of managing the negative effects of organizational politics at the workplace, research on consequences relating to employees' perceptions of the same in small and medium enterprises (SMEs) in Africa has received little attention. Therefore, using data from 250 SMEs in Zimbabwe, this study examines the effects of employees' perceptions of organizational politics on turnover intentions and the mediating influence of employees' perceptions of equity and organizational commitment. All the posited six hypotheses were supported by the sample data. Managerial implications of the findings are discussed and limitations and future research directions are indicated.

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Section: Employee Perception Of Organizational Politics and Organizatmentioning

confidence: 99%

The influence of employees’ perceptions of organizational politics on turnover intentions in Zimbabwe’s SME sector

Chinomona

2013

SAJBM

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“…The results of Chen and Mau (2009) studies show that ethical sales behavior plays a major role in affecting customer trust. Cater and Zabkar (2008) suggests that in relationships where trust is high, it is more likely that clients will continue the relationship because they like the provider and enjoy working with him. Researches indicate that successful relationship marketing efforts improve customer loyalty and firm performance through stronger relational bonds (e.g., De Wulf et al 2001;Sirdeshmukh et al 2002;Alrubaiee and Alnazer 2010;Alrubaiee 2012).…”

Section: Loyaltymentioning

confidence: 99%

Analyzing the Influence of Ethical Sales Behavior on Customers Loyalty through Customer Satisfaction and Trust in Insurance Company

Pezhman¹,

Javadi²,

Shahin³

2013

IJARBSS

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The purpose of this study is to analysis of a model for investigation the influences of ethical sales behavior on customer loyalty in insurance industry with a case study in Parsian Insurance Company in Iran. The theoretical topics collected by means of library and Internet and the data was obtained from questionnaire. To analyze the data, the structural equation modeling embedded in the AMOS software was applied. The results of analyzing data reveal that the presented model is an appropriate model for investigation the influence of ethical sales behavior on customer loyalty in insurance company. Results also show that the salesperson's ethical behavior has an important influence on customer satisfaction from salesperson and their trust to the seller. Ethical behavior also has great impact on customer loyalty to the insurance; however this influence is not proven directly, it is mediated by customer satisfaction and trust to the salesperson. International Journal of Academic Research in Business and Social SciencesSeptember , Vol. 3, No. 9 ISSN: 2222 755 www.hrmars.com/journals Introduction Nowadays economical countries are moving toward service industries. In this regard, we could point to the insurance industry, which is operating in various branches throughout the world. On the other hand, the customer ability of selection among various companies has led to more competition in the market of this industry. Customer satisfaction is also not enough for companies, since it is not the sign of repurchasing, and so companies are looking for developing the loyalty among their customers. Loyal customers by their repurchasing, advertising with the word of mouth and … consider as a profitable and long-term investments for companies. On the other hand, in services, the effect of ethical sales behavior observe far greater than sales of tangible goods. Ethical sales behavior could name as a non-price factor, however it has a high financial impact. The focus on building successful customer relationships puts salespeople in a critical strategic position relative to the customer (Alrubaiee 2012; Hansen and Riggle 2009). Also it could nominate as a means of differentiation to achieve higher revenue growth and improved market share. In this way, the purpose of this study is to propose and analysis of a model for investigation the influences of ethical sales behavior on customer loyalty in insurance industry with a case study in Parsian Insurance Company in Iran.

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“…According to Ruyter et al (2001) "trust leads to a high level of affective commitment or, in other words, a strong desire to maintain a relationship" (p.273). Cater and Zabkar's (2009) study suggests "the dominant role of affective commitment and the non-significant role of calculative and normative commitment in marketing relationships (p.793). Morgan and Hunt (1994) also suggest that trust is important to a buyer when deciding to invest efforts into a relationship.…”

Section: Conceptual Model and Hypothesesmentioning

confidence: 99%

Properties of quality constructs in Canadian business relationships

Hutchinson¹,

Singh²,

Svensson³

et al. 2012

IJBEX

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This paper investigates whether satisfaction, in B2B relationships, is a mediating construct between the antecedents, trust and commitment, and subsequent outcomes. Using data from a survey of Canadian managers and executives, the study tested a structural equation model, the trust, commitment, satisfaction (TCS) model, where the antecedent constructs, trust and commitment, are mediated by the satisfaction construct, which in turn influences coordination, cooperation and continuity or 'consequence' constructs. The tested model indicated an acceptable fit, validity and reliability. The analysis in the present study reinforces the argument that satisfaction plays a mediating role in creating enduring relationships in business contexts.

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Antecedents and consequences of commitment in marketing research services: The client's perspective

Cited by 209 publications

References 86 publications

The influence of employees’ perceptions of organizational politics on turnover intentions in Zimbabwe’s SME sector

The influence of employees’ perceptions of organizational politics on turnover intentions in Zimbabwe’s SME sector

Analyzing the Influence of Ethical Sales Behavior on Customers Loyalty through Customer Satisfaction and Trust in Insurance Company

Properties of quality constructs in Canadian business relationships

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