메뉴 건너뛰기




Volumn 16, Issue 4, 2007, Pages 17-31

Buyer loyalty development through seller education of service buyers

Author keywords

Buyer loyalty; Buyer seller relationship; Seller education; Service buyers; Sweden

Indexed keywords

CONSUMPTION BEHAVIOR; EDUCATION; MODELING; SERVICE SECTOR;

EID: 36549013239     PISSN: 10496483     EISSN: 15286967     Source Type: Journal    
DOI: 10.1300/J037v16n04_03     Document Type: Article
Times cited : (7)

References (58)
  • 1
    • 36549078230 scopus 로고    scopus 로고
    • Anderson, E.W., Claes Fornell, and DR. Lehman (1994), 'Customer Satisfaction, Market Share, and Profitability: Findings from Sweden', Journal of Marketing, 58, July, pp. 53-66.
    • Anderson, E.W., Claes Fornell, and DR. Lehman (1994), 'Customer Satisfaction, Market Share, and Profitability: Findings from Sweden', Journal of Marketing, 58, July, pp. 53-66.
  • 2
    • 0000906501 scopus 로고
    • The Use of Pledges to Build and Sustain Commitment in Distribution Channels
    • Anderson, Erin and Barton Weitz (1992) 'The Use of Pledges to Build and Sustain Commitment in Distribution Channels', Journal of Marketing Research. Vol. XXIX, pp. 18-34.
    • (1992) Journal of Marketing Research , vol.29 , pp. 18-34
    • Anderson, E.1    Weitz, B.2
  • 3
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working partnerships
    • January
    • Anderson, James C. and James A. Narus (1990) 'A model of distributor firm and manufacturer firm working partnerships', Journal of Marketing, 54 (January), 42-58.
    • (1990) Journal of Marketing , vol.54 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 4
    • 0002086304 scopus 로고
    • Looking Inside for Competitive Advantage
    • Barney, J. (1995), 'Looking Inside for Competitive Advantage', Academy of Management Executive, 9(4): 49-61
    • (1995) Academy of Management Executive , vol.9 , Issue.4 , pp. 49-61
    • Barney, J.1
  • 5
    • 0036018695 scopus 로고    scopus 로고
    • Managing Customer Services: Human Resources Practices, Quit Rates and Sales Growth
    • Batt, R. (2002) 'Managing Customer Services: Human Resources Practices, Quit Rates and Sales Growth', Academy of Management Journal, 45, 3, 587-597.
    • (2002) Academy of Management Journal , vol.45 , Issue.3 , pp. 587-597
    • Batt, R.1
  • 6
    • 0033455916 scopus 로고    scopus 로고
    • Buyer Supplier Relations in Industrial Markets: When do Buyers Risk Making Idiosyncratic Investments?
    • Bensau, M. and Anderson E. (1999) 'Buyer Supplier Relations in Industrial Markets: When do Buyers Risk Making Idiosyncratic Investments?', Organization Science, 10, 4, 460-481.
    • (1999) Organization Science , vol.10 , Issue.4 , pp. 460-481
    • Bensau, M.1    Anderson, E.2
  • 7
    • 84951661416 scopus 로고
    • Building Service Relationships: It's all About Prornises
    • Bitner, M.J. (1995), "Building Service Relationships: It's all About Prornises", Journal of the Academy of Marketing Science, 23 (4), 246-251.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 246-251
    • Bitner, M.J.1
  • 8
    • 0000402203 scopus 로고    scopus 로고
    • Value Creation through Mutual Commitment to Business Network Relationships
    • Blankenburg Holm, D., Eriksson, K., & Johanson, J. (1999), "Value Creation through Mutual Commitment to Business Network Relationships", The Strategic Management Journal, No. 20, pp. 467-486.
    • (1999) The Strategic Management Journal , Issue.20 , pp. 467-486
    • Blankenburg Holm, D.1    Eriksson, K.2    Johanson, J.3
  • 10
    • 0003780883 scopus 로고
    • Bollen, Kenneth A. and Scott J. Long Eds, Newbury Park: Sage
    • Bollen, Kenneth A. and Scott J. Long (Eds.) (1993), Testing Structural Equation Models. Newbury Park: Sage.
    • (1993) Testing Structural Equation Models
  • 11
    • 0033247750 scopus 로고    scopus 로고
    • A Dynamic Model of Customers' Usage of Services: Usage as an Antecedent and Consequence of Satisfaction
    • May, pp
    • Bolton, Ruth N. and Katherine N. Lemon (1999), 'A Dynamic Model of Customers' Usage of Services: Usage as an Antecedent and Consequence of Satisfaction', Journal of Marketing Research, XXXVI, May, pp. 171-186.
    • (1999) Journal of Marketing Research , vol.36 , pp. 171-186
    • Bolton, R.N.1    Lemon, K.N.2
  • 12
    • 23044520418 scopus 로고    scopus 로고
    • Bolton, Ruth N., P.K. Kannan, and Matthew D. Bramlett (2000), 'Implications of Loyalty Program Membership and Service Experiences for Customer Retention and Value', Journal of the Academy of Marketing Science, 28, 1, pp. 95-108.
    • Bolton, Ruth N., P.K. Kannan, and Matthew D. Bramlett (2000), 'Implications of Loyalty Program Membership and Service Experiences for Customer Retention and Value', Journal of the Academy of Marketing Science, 28, 1, pp. 95-108.
  • 13
    • 0003056894 scopus 로고
    • Relationship Quality in Service Selling: An Interpersonal Influence Perspective
    • Crosby, L. A, Evans, Kenneth R. and Cowles, D. (1990), Relationship Quality in Service Selling: An Interpersonal Influence Perspective, Journal of Marketing, 54: 68-81
    • (1990) Journal of Marketing , vol.54 , pp. 68-81
    • Crosby, L.1    Evans, A.2    Kenneth, R.3    Cowles, D.4
  • 15
    • 0037959620 scopus 로고    scopus 로고
    • Tight-Loose Coupling with Customers: The Enactment of Customer Orientation
    • Daneels, Erwin (2003) 'Tight-Loose Coupling with Customers: The Enactment of Customer Orientation', Strategic Management Journal, 24, 559-576.
    • (2003) Strategic Management Journal , vol.24 , pp. 559-576
    • Daneels, E.1
  • 16
    • 0002829174 scopus 로고
    • Free Competition and the Optimal Amount of Fraud
    • Darby, M.R. and E. Kami (1973), 'Free Competition and the Optimal Amount of Fraud' Journal of Law and Economics, 16(1), pp. 67-88.
    • (1973) Journal of Law and Economics , vol.16 , Issue.1 , pp. 67-88
    • Darby, M.R.1    Kami, E.2
  • 17
    • 0040984002 scopus 로고
    • The Capabilities of Market Driven Organizations
    • Day, George S. (1994), The Capabilities of Market Driven Organizations, Journal of Marketing, 58: 37-52.
    • (1994) Journal of Marketing , vol.58 , pp. 37-52
    • Day, G.S.1
  • 18
  • 19
    • 0032348699 scopus 로고    scopus 로고
    • The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage
    • Dyer, Jeffrey H. and Harbir Singh (1998), "The Relational View: Cooperative Strategy and Sources of Interorganizational Competitive Advantage," The Academy of Management Review, 23 (2), 660-79.
    • (1998) The Academy of Management Review , vol.23 , Issue.2 , pp. 660-679
    • Dyer, J.H.1    Singh, H.2
  • 21
    • 0041363269 scopus 로고    scopus 로고
    • Modeling Uncertainty in Buyer Seller Relationships
    • Eriksson, K. & D. D. Sharma (2003), 'Modeling Uncertainty in Buyer Seller Relationships', Journal of Business Research. 56, 961-970.
    • (2003) Journal of Business Research , vol.56 , pp. 961-970
    • Eriksson, K.1    Sharma, D.D.2
  • 22
    • 0033459627 scopus 로고    scopus 로고
    • Rediscovering Satisfaction
    • Fournier, Susan and David G. Mick, (1999), Rediscovering Satisfaction, Journal of Marketing, 63, pp. 5-23.
    • (1999) Journal of Marketing , vol.63 , pp. 5-23
    • Fournier, S.1    Mick, D.G.2
  • 23
    • 0002554407 scopus 로고
    • Interorganizational Exchange Behaviour in Marketing Channels: A Behavioural Perspective
    • Frazier, Gary L. (1983), Interorganizational Exchange Behaviour in Marketing Channels: A Behavioural Perspective, Journal of Marketing 47:39-50.
    • (1983) Journal of Marketing , vol.47 , pp. 39-50
    • Frazier, G.L.1
  • 24
    • 0002719650 scopus 로고
    • Just-In-Time Exchange Relationships in Industrial Markets
    • October
    • Frazier, G. L., R.E. Spekman and C. R. O'Neal (1988), "Just-In-Time Exchange Relationships in Industrial Markets." Journal of Marketing 52 (October), 52-67.
    • (1988) Journal of Marketing , vol.52 , pp. 52-67
    • Frazier, G.L.1    Spekman, R.E.2    O'Neal, C.R.3
  • 25
    • 36549072093 scopus 로고    scopus 로고
    • Understanding the Customer Base of Service Providers: An Examination of the Differences Between Switchers and Stayers
    • April, pp
    • Ganesh, Jaishankar, Mark J. Arnold and Kristy E. Reynolds (2000), 'Understanding the Customer Base of Service Providers: An Examination of the Differences Between Switchers and Stayers', Journal of Marketing 58, April, pp. 1-19.
    • (2000) Journal of Marketing , vol.58 , pp. 1-19
    • Ganesh, J.1    Arnold, M.J.2    Reynolds, K.E.3
  • 26
    • 36549026968 scopus 로고    scopus 로고
    • Goodman, Paul S., Fichman, M., Lerch, F. J., Snyder, P. R. (1995), Customer-Firm Relationships. Involvement, and Customer Satisfaction, Academy of Management Journal, 38: 1310-1324.
    • Goodman, Paul S., Fichman, M., Lerch, F. J., Snyder, P. R. (1995), Customer-Firm Relationships. Involvement, and Customer Satisfaction, Academy of Management Journal, 38: 1310-1324.
  • 27
    • 21344443040 scopus 로고
    • Social Structure and Alliance Formation Patterns: A Longitudinal Analysis
    • December
    • Gulati, Ranjay (1995), "Social Structure and Alliance Formation Patterns: A Longitudinal Analysis," Administrative Science Quarterly 40 (December), 619-630.
    • (1995) Administrative Science Quarterly , vol.40 , pp. 619-630
    • Gulati, R.1
  • 28
    • 0345851249 scopus 로고
    • Total quality management: Empirical, conceptual, and practical issues
    • Jun
    • Hackman, J. Richard and Wageman, Ruth (1995), 'Total quality management: empirical, conceptual, and practical issues', Administrative Science Quarterly, Jun 95, Vol. 40, Issue 2, p. 309-344.
    • (1995) Administrative Science Quarterly , vol.40 , Issue.2 , pp. 309-344
    • Hackman, J.R.1    Wageman, R.2
  • 29
    • 0002338090 scopus 로고
    • Interfirm Adaptation in Business Relationships
    • April
    • Hallén, Lars, Nazeem Seyed-Mohamed and Jan Johanson (1991), "Interfirm Adaptation in Business Relationships," Journal of Marketing, 55 (April), 29-37.
    • (1991) Journal of Marketing , vol.55 , pp. 29-37
    • Hallén, L.1    Seyed-Mohamed, N.2    Johanson, J.3
  • 30
    • 0032385877 scopus 로고    scopus 로고
    • Hurley, Robert, F. and G. Tomas M. Hult (1998), 'Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination', Journal of Marketing, 62, July, pp. 42-54.
    • Hurley, Robert, F. and G. Tomas M. Hult (1998), 'Innovation, Market Orientation, and Organizational Learning: An Integration and Empirical Examination', Journal of Marketing, 62, July, pp. 42-54.
  • 32
    • 21144463066 scopus 로고
    • Market Orientation: Antecedents and Consequences
    • Jaworski B.J. and A.J. Kohli (1993), 'Market Orientation: Antecedents and Consequences' Journal of Marketing, 57, 3, 57-70.
    • (1993) Journal of Marketing , vol.57 , Issue.3 , pp. 57-70
    • Jaworski, B.J.1    Kohli, A.J.2
  • 33
    • 0001848840 scopus 로고
    • Why Satisfied Customers Defect
    • November-December, pp
    • Jones, T.O. and W.E. Jr. Sasser (1995), 'Why Satisfied Customers Defect', Harvard Business Review, 73, November-December, pp. 88-99.
    • (1995) Harvard Business Review , vol.73 , pp. 88-99
    • Jones, T.O.1    Sasser Jr., W.E.2
  • 34
    • 0037398903 scopus 로고    scopus 로고
    • Firm Market Orientation and Salesperson Customer Orientation: Interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-seller relationships
    • Jones, E., P. Busch, and P. Dacin (2003), 'Firm Market Orientation and Salesperson Customer Orientation: Interpersonal and intrapersonal influences on customer service and retention in business-to-business buyer-seller relationships' Journal of Business Research, 56, 323-340.
    • (2003) Journal of Business Research , vol.56 , pp. 323-340
    • Jones, E.1    Busch, P.2    Dacin, P.3
  • 36
    • 85107930007 scopus 로고
    • Long-term manufacturer-supplier relationships: Do they pay off for supplier firms?
    • January
    • Kalwany, M.U., & N. Narayandas (1995), Long-term manufacturer-supplier relationships: Do they pay off for supplier firms? Journal of Marketing, 59 (January), 1-16.
    • (1995) Journal of Marketing , vol.59 , pp. 1-16
    • Kalwany, M.U.1    Narayandas, N.2
  • 37
    • 10844274370 scopus 로고    scopus 로고
    • Tradeoffs in Marketing Exploitation and Exploration Strategies: The Overlooked Role of Market Orientation
    • Kyriakopoulos, K., and C. Moorman (2004), 'Tradeoffs in Marketing Exploitation and Exploration Strategies: The Overlooked Role of Market Orientation' International Journal of Research in Marketing, 21, pp. 219-240.
    • (2004) International Journal of Research in Marketing , vol.21 , pp. 219-240
    • Kyriakopoulos, K.1    Moorman, C.2
  • 38
    • 0030493427 scopus 로고    scopus 로고
    • Customer Contributions to Quality: A Different View of the Customer-Oriented Firm
    • Lengnick-Hall, Cynthia A. (1996), Customer Contributions to Quality: A Different View of the Customer-Oriented Firm, Academy of Management Review, 21(3), 791-824.
    • (1996) Academy of Management Review , vol.21 , Issue.3 , pp. 791-824
    • Lengnick-Hall, C.A.1
  • 39
    • 84936527391 scopus 로고
    • Dynarnics of Interorganizational Attachments: Auditor-Client Relationships
    • Levinthal, D.A. and Fichman, M. (1988) 'Dynarnics of Interorganizational Attachments: Auditor-Client Relationships', Administrative Science Quarterly, 33, pp. 345-369.
    • (1988) Administrative Science Quarterly , vol.33 , pp. 345-369
    • Levinthal, D.A.1    Fichman, M.2
  • 40
    • 0001956947 scopus 로고    scopus 로고
    • Cost, Value and Foreign Market Entry Mode: The Transaction and the Firm
    • Madhok, Anoop (1997), "Cost, Value and Foreign Market Entry Mode: The Transaction and the Firm," Strategic Management Journal, 18 (1), 39-61.
    • (1997) Strategic Management Journal , vol.18 , Issue.1 , pp. 39-61
    • Madhok, A.1
  • 41
    • 0013010572 scopus 로고    scopus 로고
    • Service Recovery's Influence on Consumer Satisfaction, Positive Word-to-Mouth, and Purchase Intention
    • Maxham III, J. G. (2001), Service Recovery's Influence on Consumer Satisfaction, Positive Word-to-Mouth, and Purchase Intention, Journal of Business Research, 54: 11-24.
    • (2001) Journal of Business Research , vol.54 , pp. 11-24
    • Maxham III, J.G.1
  • 42
    • 21344475322 scopus 로고
    • The Commitment-Trust Theory of Relationship Marketing
    • July, pp
    • Morgan, Robert M. and Hunt, Shelby D. (1994) 'The Commitment-Trust Theory of Relationship Marketing', Journal of Marketing, 58 (July), pp. 20-38.
    • (1994) Journal of Marketing , vol.58 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 43
    • 0001769563 scopus 로고    scopus 로고
    • Global Mind-Sets and Cognitive Shift in a Complex Multinational Corporation
    • Murtha, Thomas P., Stefanie Ann Lenway, and Richard P. Bagozzi (1998), "Global Mind-Sets and Cognitive Shift in a Complex Multinational Corporation," Strategic Management Journal, 19 (2), 97-114.
    • (1998) Strategic Management Journal , vol.19 , Issue.2 , pp. 97-114
    • Murtha, T.P.1    Ann Lenway, S.2    Bagozzi, R.P.3
  • 44
    • 0033439536 scopus 로고    scopus 로고
    • Whence Consumer Loyalty
    • Oliver, Richard L. (1999), Whence Consumer Loyalty, Journal of Marketing, 63, special issue, pp. 33-44.
    • (1999) Journal of Marketing , vol.63 , Issue.SPEC. ISSUE , pp. 33-44
    • Oliver, R.L.1
  • 45
    • 36549020107 scopus 로고    scopus 로고
    • Oxford English Dictionary (1989), 2nd ed.
    • Oxford English Dictionary (1989), 2nd ed.
  • 46
    • 0000125450 scopus 로고
    • Some Correlates of Experience Job Stress: A Boundary Role Study
    • Parkington John J. and Benjarnin Schneider (1979), 'Some Correlates of Experience Job Stress: A Boundary Role Study', Academy of Management Journal, 22, 2, pp. 270-281.
    • (1979) Academy of Management Journal , vol.22 , Issue.2 , pp. 270-281
    • Parkington John, J.1    Schneider, B.2
  • 49
    • 0000821057 scopus 로고
    • What the Hell is 'Market Orientation'?
    • November/December, pp
    • Shapiro, Benson P. (1988), 'What the Hell is 'Market Orientation'?', Harvard Business Review, 66, November/December, pp. 119-25.
    • (1988) Harvard Business Review , vol.66 , pp. 119-125
    • Shapiro, B.P.1
  • 50
    • 24644516223 scopus 로고    scopus 로고
    • Agency and Trust Mechanisms in Consumer Satisfaction and Loyalty Judgments
    • Singh, Jagdip and Deepak Sideshmuckh (2000), Agency and Trust Mechanisms in Consumer Satisfaction and Loyalty Judgments, Journal of the Academy of Marketing Science, 28, 1, pp. 150-167.
    • (2000) Journal of the Academy of Marketing Science , vol.28 , Issue.1 , pp. 150-167
    • Singh, J.1    Sideshmuckh, D.2
  • 51
    • 84992988776 scopus 로고
    • Market Orientation and the Learning Organization
    • Slater, Stanley, and John C. Narver (1995), Market Orientation and the Learning Organization, Journal of Marketing, 59, 3, pp. 63-74.
    • (1995) Journal of Marketing , vol.59 , Issue.3 , pp. 63-74
    • Slater, S.1    Narver, J.C.2
  • 52
    • 0000837771 scopus 로고    scopus 로고
    • Customer-Led and Market-Oriented: Let's not Confuse the Two
    • 19, pp, 1-6
    • Slater, Stanley, and John C. Narver (1998), Customer-Led and Market-Oriented: Let's not Confuse the Two, Strategic Management Journal, 19, pp. 100 1-6.
    • (1998) Strategic Management Journal , pp. 100
    • Slater, S.1    Narver, J.C.2
  • 53
    • 36549047564 scopus 로고
    • The Effects of Consumer Education on Consumer Product Safety Behavior
    • Staelin, Richard (1978), The Effects of Consumer Education on Consumer Product Safety Behavior, Journal of Consumer Research, 5, pp. 30-40.
    • (1978) Journal of Consumer Research , vol.5 , pp. 30-40
    • Staelin, R.1
  • 54
    • 0032372563 scopus 로고    scopus 로고
    • Customer Evaluations of Service Complaint Experience: Implications for Relationship Marketing
    • Tax, S., Brown, S., and Chandrashekahran, M. (1998), Customer Evaluations of Service Complaint Experience: Implications for Relationship Marketing, Journal of Marketing, 62: 60-78.
    • (1998) Journal of Marketing , vol.62 , pp. 60-78
    • Tax, S.1    Brown, S.2    Chandrashekahran, M.3
  • 56
    • 0002829543 scopus 로고
    • Effectiveness in Sales Interactions: A Contingency Framework
    • Weitz, B. A. (1981), Effectiveness in Sales Interactions: A Contingency Framework, Journal of Marketing, 45: 85-103.
    • (1981) Journal of Marketing , vol.45 , pp. 85-103
    • Weitz, B.A.1
  • 57
    • 84989133012 scopus 로고
    • A Resource BasedView of the Firm
    • Wernerfelt, Birger (1984), "A Resource BasedView of the Firm" Strategic Management Journal, 5, 171-180.
    • (1984) Strategic Management Journal , vol.5 , pp. 171-180
    • Wernerfelt, B.1
  • 58
    • 0002840875 scopus 로고
    • Communication and Control Processes in the Delivery of Service Quality
    • April
    • Zeithaml, V., Berry, L.L., and Parasuraman, A. (1988), "Communication and Control Processes in the Delivery of Service Quality", Journal of Marketing, 52 (April), 35-48.
    • (1988) Journal of Marketing , vol.52 , pp. 35-48
    • Zeithaml, V.1    Berry, L.L.2    Parasuraman, A.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.