Managing customer loyalty in liberalized residential energy markets: The impact of energy branding

Hartmann, Patrick; Ibáñez, Vanessa Apaolaza

doi:10.1016/j.enpol.2006.09.016

Cited by 81 publications

(65 citation statements)

References 72 publications

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“…However, there is a positive influence of the transmission of information on the confidence in the other partner (Hypothesis 4). in this way, our results support the social perspective that associates transmission of information with the generation of trust (Achim 2003;Hartmann and Apaolaza ibáñez 2007;Levin et al 2006;Wang et al 2006;Yang et al 2008).…”

Section: Discussionsupporting

confidence: 77%

“…in this regard, Caves and Bradburd (1988) justify that the transmission of information is more efficient through the vertical integration of its best qualities of coordination. However, on the other hand, the transmission of information enhances the relational environment (Brush and Rexha 2007;Mukherji and Francis 2003;Patnayakuni et al 2006;Rodríguez del Bosque Rodríguez et al 2006), the commitment between parties (Kent and Mentzer 2003) and the generation of trust (Achim 2003;Hartmann and Apaolaza ibáñez 2007;Levin et al 2006;Wang et al 2006;Yang et al 2008).…”

Section: Characteristics Of the Relationshipmentioning

confidence: 99%

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Exploring quality generating factors in customer-supplier relationships

López

Diz-Comesaña

Mondragón

2017

Gospodarka Surowcami Mineralnymi

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The analysis of interorganizational relationships continues to attract academic research because of the influence that management of supply chain relationships has in business competitiveness. However, there are almost no studies about this decision in the mineral products industry. The purpose of this study is to investigate customer-supplier relationships in the non-metallic mineral products mining and manufacturing industry in order to determine what relational forms enable achieving better business competitiveness and higher quality relationships. To carry out this research, we propose a cohesive model comprising variables to characterize the transactions, the forms of governance and both economic and relational results. The paper is based on a transactional framework; thus, the adoption of one or another form of governance is addressed through the length of the relationship, the transmission of information and the dependencies between the agents. As for the outcome, the quality of the relationship is highlighted because of its importance in business competitiveness. The relational quality is understood as the stability of the relationship or the importance given by the buyer to maintaining the relationship or relational commitment.The hypotheses generated are contrasted by a structural equation model in a sample of 293 Spanish companies. The results confirm the importance of past relationships and integrated forms to get better results. In this sense, managers should encourage trust and dependencies because they positively affect performance. Trust and dependencies determine the choice of a vertical form of governance, and these factors, along with information, intervene in the quality of business relationships. Thus, it is possible to say that forms of governance do have effects on the interrelations between the characteristics of the transactions and the business performance.

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Section: Discussionsupporting

confidence: 77%

Section: Characteristics Of the Relationshipmentioning

confidence: 99%

Exploring quality generating factors in customer-supplier relationships

López

Diz-Comesaña

Mondragón

2017

Gospodarka Surowcami Mineralnymi

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“…The coe¢ -cient on the lagged endogenous variable is now 0.809, and still strongly signi…cantly smaller than unity, the ranking and relative magnitudes of the …rm level coe¢ cients are unchanged from those shown for Estimation III. 19 It should be stressed again that these results should be interpreted as largely descriptive, nevertheless, even under cautious examination, they do establish two …nal stylised facts: Contrary to the existing theoretical predictions, these …ndings suggest that …rms may have chosen to deliberately di¤erentiate their FM ratio. Indeed, the …ndings appear consistent with an increased awareness by entrants that segmentation of the market by consumer volume might be preferable to a simple strategy of matching the tari¤ structure of either the incumbent or the main entrant.…”

mentioning

confidence: 50%

Nonlinear Pricing and Tariff Differentiation: Evidence from the British Electricity Market

Davies¹,

Price²,

Wilson³

2014

The Energy Journal

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Liberalisation of the British household electricity market, in which previously monopolised regional markets were exposed to large-scale entry, is used as a natural experiment on oligopolistic nonlinear pricing. Each oligopolist offered a single two-part electricity tariff, but inconsistent with current theory, the two-part tariffs were heterogeneous in ways that cannot be attributed to explanations such as asymmetric costs or variations in brand loyalty. Instead, the evidence suggests that firms deliberately differentiated their tariff structures, resulting in market segmentation according to consumers’ usage.

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“…115-120;Bansal et al, 2005, p. 107;Henseler, 2006, pp. 144-154;Hartmann and Apaolaza Ibáñez, 2007, pp. 2664-2667Tilikidou and Delistravrou, 2008, p. 69).…”

Section: Psychological Constructsmentioning

confidence: 99%

Determinants of price mark‐up tolerance for green electricity – lessons for environmental marketing strategies from a study of residential electricity customers in Germany

Gerpott

Mahmudova

2009

Bus Strat Env

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This paper develops hypotheses on the effects of various attitudinal and perceptual variables as well as socio-demographic characteristics of residential electricity customers on an individual's willingness to pay a mark-up for electricity generated from renewable energy sources compared with the price due for electricity from conventional sources. The hypotheses are tested with data from a standardized telephone survey of 238 household electricity consumers in Germany. 53.4% of the participants are willing to pay a mark-up for green electricity. 26.1% report a price tolerance equal to a 5-10% increase in their current electricity bill. Binary logistic and ordinal regression analyses indicate that price tolerance for green electricity is particularly infl uenced by attitudes (1) towards environmental issues and (2) towards one's current power supplier, (3) perceptions of the evaluation of green energy by an individual's social reference groups, (4) household size and (5) current electricity bill level. The fi ndings are used to derive suggestions for energy related informational activities of public institutions, green marketing strategies of energy companies and future consumer research regarding demand for pro-environmental goods.

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Managing customer loyalty in liberalized residential energy markets: The impact of energy branding

Cited by 81 publications

References 72 publications

Exploring quality generating factors in customer-supplier relationships

Exploring quality generating factors in customer-supplier relationships

Nonlinear Pricing and Tariff Differentiation: Evidence from the British Electricity Market

Determinants of price mark‐up tolerance for green electricity – lessons for environmental marketing strategies from a study of residential electricity customers in Germany

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