Experience as a moderator of involvement and satisfaction on brand loyalty in a business-to-business setting 02-314R

Russell‐Bennett, Rebekah; Härtel, C. E. J.; McColl‐Kennedy, Janet R.

doi:10.1016/j.indmarman.2004.08.003

Cited by 262 publications

(170 citation statements)

References 52 publications

(79 reference statements)

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“…Many companies, instead, search for their ideal partners for co-branding alliances from among their more loyal buyers, but as the current research demonstrates, loyalty is not a predictor of how buyers will perceive the value of a co-branding alliance. Specifying the type of value provided by ingredient brand loyalty to buyers, our paper enhances the knowledge offered by previous industrial marketing studies that found a positive relationship between brand loyalty and a general quality and value created by inter-firm relationships (Bennett, Härtel, & McColl-Kennedy, 2005;Cretu & Brodie, 2007;Kim & Hyun, 2011;Leischnig & Enke, 2011;Michell et al, 2001;Van Riel et al, 2005).…”

Section: Discussionsupporting

confidence: 58%

Industrial Ingredient Co-branding: A Brand Relationship Approach

Andreini¹,

Bergamaschi²,

Pedeliento³

et al. 2016

IJBM

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Existing research on industrial ingredient co-branding alliances has largely focused on the functional and transactional value that ingredient brands provide to ingredient buyers and sellers. The current research draws on the brand relationship perspective to investigate how the relational assets of ingredient brands generate value for both ingredient buyers and for the ingredient supplier itself. For the former, such value manifests in ingredient co-branding value, and for the latter, the value lies in brand equity. The results are derived from a survey of 107 ingredient buyers from a multinational ingredient manufacturer aiming to initiate ingredient co-branding agreements in the energy component industry. The results of the structural equation model reveal that ingredient brand trust directly affects both ingredient brand loyalty and ingredient co-branding value, but indicate no significant effect between brand loyalty and ingredient co-branding value. Moreover, ingredient co-branding value proved to be a driver of ingredient supplier brand equity.Keywords: industrial markets, ingredient brand equity, ingredient brand loyalty, ingredient brand trust, ingredient co-branding value, inter-firm relationship value

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Section: Discussionsupporting

confidence: 58%

Industrial Ingredient Co-branding: A Brand Relationship Approach

Andreini¹,

Bergamaschi²,

Pedeliento³

et al. 2016

IJBM

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“…We posit, in the present study, that length of employment and prior business experience specific to the institution involved may be instrumental in ensuring the success of guanxi as a conflict management tool due to the increased knowledge and access to network resources, such as the relationship to advisors and key decision makers and leaders within the firm (Bennett, Härtel, & McColl-Kennedya, 2005). Employees with better institutional knowledge and experience are more able to handle the peculiarities of guanxi in a more nuanced manner that fits each complex situation.…”

Section: Moderating Role Of Length Of Employmentmentioning

confidence: 95%

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

Yen

Abosag

Huang

et al. 2017

Industrial Marketing Management

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A B S T R A C TThis paper challenges the existing view of guanxi as comprising one combined notion, and thus proposes to investigate guanxi's sub-dimensions individually. Developed from Confucius Relationalism, the proposed GRX conflict management framework argues that ganqing (emotional attachment), renqing (reciprocal favour exchange) and xinren (interpersonal trust) have different effects on reducing task and emotional conflict. Empirical findings based on 300 Sino-US business relationships reveal that ganqing and xinren can significantly reduce both emotional and task conflict, whilst renqing does not have a significant effect on reducing either. Nevertheless, upon moderation analysis, the effects of ganqing and renqing in reducing emotional and task conflict become more significant when dealing with the more experienced buyer (with a longer length of employment), whilst xinren's impact on reducing task conflict is lessened in more mature relationships (those with a longer business relationship duration), compared to less developed business relationships. The findings shed new light to guanxi literature, with evidence highlighting how GRX dimensions may be employed individually to effectively reduce conflict in Sino-US business relationships.

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“…Product information plays a critical role in purchasing decision in e-stores. Information and knowledge about the product are positively related to customer satisfaction [51]. H 4 = A product information is positively related to customer satisfaction on re-purchase intention in e-stores.…”

Section: Product Informationmentioning

confidence: 95%

An Empirical Study of Perceived Factors Affecting Customer Satisfaction to Re-Purchase Intention in Online Stores in China

Khan¹,

Ling

Shahzad³

2015

JSSM

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Online stores (e-stores) are growing in China. Consumers perceive some factors affecting their satisfaction to re-purchase intention in e-stores. This study investigates the perceived factors affecting customer satisfaction to re-purchase intention in e-stores. The satisfaction toward the online stores channel environment depends on the customer's perception and also online consumer experiences (OCEs) of the active online shopping stores. From a questionnaire survey, 302 usable data are obtained and hypotheses are tested using multiple regression analysis. The analysis suggests that seven constructs-price, convenience, product information, return policy, financial risk, product risk and delivery risk-are significant with customer satisfaction to re-purchase in estores. This study emphasizes that the importance of customer satisfaction provides more benefits and less risk to re-purchase in e-stores. The finding of this study will help e-store's managers/ owners to understand customer's perceptions in online shopping stores and their satisfaction.

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Experience as a moderator of involvement and satisfaction on brand loyalty in a business-to-business setting 02-314R

Cited by 262 publications

References 52 publications

Industrial Ingredient Co-branding: A Brand Relationship Approach

Industrial Ingredient Co-branding: A Brand Relationship Approach

Guanxi GRX ( ganqing , renqing , xinren ) and conflict management in Sino-US business relationships

An Empirical Study of Perceived Factors Affecting Customer Satisfaction to Re-Purchase Intention in Online Stores in China

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