The role of price-matching characteristics in influencing store loyalty

Customer retention and price matching: The AFPs case

“…However, full understanding of customer post-purchase response to price matching, requires taking of various individual customer characteristics into account. For example, highly price-conscious customers should perceive high levels of price matching as more beneficial, and their repeat purchase behavior should be more strongly affected than that of less priceconscious customers (Kukar-Kinney, 2006). Furthermore, it may very well be that various bonds (e.g., default option, status quo), which act as switching barriers for customers, are what influences repeat purchasing behavior, instead of a mere preferential disposition (Liljander and Strandvik, 1997).…”

“…Nevertheless, previous research findings suggest that repeat (i.e., existing) customers focus less on price savings than new customers do (Reichheld and Sasser, 1990). Understanding long-term price matching effects on customers is important in order to determine whether price matching has a lasting impact on customer behavior that is evaluating the effectiveness of these policies in stimulating customer retention, in addition to customer acquisition (Kukar-Kinney, 2006).…”

Factors Influencing Customer Repurchase Intention in the Fast Food Industry. A Case Study of Innscor Mutare, Zimbabwe

“…It is perceived that price set is likely to improve both post-purchase satisfaction and repurchase intention (Liu and Arnett, 2000;Srivastava and Lurie, 2001). Firms should also match prices with the value of the offerings to encourage repeat purchases which in turn influences customer acquisition and retention (Kukar-Kinney, 2006). From a company's point of view, the price is reward or value given in return of need fulfilment to the company.…”

Enhancing perceptions of price–value associated with price-matching guarantees

“…Estelami, Grewal, and Roggeveen (2007) found that PMGs influenced post-purchase perceptions of perceived price and service quality even when retailers justifiably refused to honor the PMG. Kukar-Kinney (2006) found that refund depth did not positively impact store loyalty and suggested that retailers should match lower competitive prices only. Overall, prior research has given much attention to understanding consumers' reactions to PMGs and the immediate and downstream consequences for such a pricing approach, yet researchers have left largely unexamined exactly how retailers might use PMGs more effectively.…”