메뉴 건너뛰기




Volumn 22, Issue 6, 2008, Pages 445-453

Retaining customers through relationship quality: A services business marketing case

Author keywords

Case studies; Customer relations; Customer service management

Indexed keywords


EID: 53749086211     PISSN: 08876045     EISSN: None     Source Type: Journal    
DOI: 10.1108/08876040810901864     Document Type: Article
Times cited : (15)

References (52)
  • 1
    • 33746584802 scopus 로고    scopus 로고
    • "Determining relationship quality in the development of business-to-business financial services"
    • Athanassopoulou, P. (2006), "Determining relationship quality in the development of business-to-business financial services", Journal of Business-to-Business Marketing, Vol. 13 No. 1, pp. 87-120.
    • (2006) Journal of Business-to-Business Marketing , vol.13 , Issue.1 , pp. 87-120
    • Athanassopoulou, P.1
  • 2
    • 53749102054 scopus 로고    scopus 로고
    • "Measuring the equity in customer relationships"
    • in Chakrapani, C. (Ed.), American Marketing Association, Chicago, IL
    • Barnes, J.G. (2000), "Measuring the equity in customer relationships", in Chakrapani, C. (Ed.), Marketing Research: State-of-the-Art Perspectives, American Marketing Association, Chicago, IL, pp. 497-518.
    • (2000) Marketing Research: State-of-the-Art Perspectives , pp. 497-518
    • Barnes, J.G.1
  • 4
    • 0031285852 scopus 로고    scopus 로고
    • "Relationship marketing: Evolution, present state, and future"
    • Bejou, D. (1997), "Relationship marketing: Evolution, present state, and future", Psychology and Marketing, Vol. 14 No. 8, pp. 727-36.
    • (1997) Psychology and Marketing , vol.14 , Issue.8 , pp. 727-736
    • Bejou, D.1
  • 5
    • 0013309745 scopus 로고    scopus 로고
    • "Business relationships: An examination of the effects of buyer-salesperson relationships on customer retention and willingness to refer and recommend"
    • Boles, J.S., Barksdale, H.C. and Johnson, J.T. (1997), "Business relationships: An examination of the effects of buyer-salesperson relationships on customer retention and willingness to refer and recommend", Journal of Business & Industrial Marketing, Vol. 12 Nos 3-4, pp. 248-58.
    • (1997) Journal of Business & Industrial Marketing , vol.12 , Issue.3-4 , pp. 248-258
    • Boles, J.S.1    Barksdale, H.C.2    Johnson, J.T.3
  • 7
    • 0042309888 scopus 로고    scopus 로고
    • "From brand values to customer value"
    • Christopher, M. (1996), "From brand values to customer value", Journal of Marketing Practice, Vol. 2 No. 1, pp. 55-66.
    • (1996) Journal of Marketing Practice , vol.2 , Issue.1 , pp. 55-66
    • Christopher, M.1
  • 10
    • 0003056894 scopus 로고
    • "Relationship quality in services selling: An interpersonal influence perspective"
    • Crosby, L.A., Evans, K.R. and Cowles, D. (1990), "Relationship quality in services selling: An interpersonal influence perspective", Journal of Marketing, Vol. 54 No. 3, pp. 68-81.
    • (1990) Journal of Marketing , vol.54 , Issue.3 , pp. 68-81
    • Crosby, L.A.1    Evans, K.R.2    Cowles, D.3
  • 11
    • 0037345538 scopus 로고    scopus 로고
    • "Business services in Germany: Bridges for innovation"
    • Czarnitzki, D. and Spielkamp, A. (2003), "Business services in Germany: Bridges for innovation", The Service Industries Journal, Vol. 23 No. 2, pp. 1-30.
    • (2003) The Service Industries Journal , vol.23 , Issue.2 , pp. 1-30
    • Czarnitzki, D.1    Spielkamp, A.2
  • 12
    • 0032369532 scopus 로고    scopus 로고
    • "The role of relationship quality in the stratification of vendors as perceived by customers"
    • Dorsch, M.J., Swanson, S.R. and Kelley, S.W. (1998), "The role of relationship quality in the stratification of vendors as perceived by customers", Journal of the Academy of Marketing Science, Vol. 26 No. 2, pp. 128-42.
    • (1998) Journal of the Academy of Marketing Science , vol.26 , Issue.2 , pp. 128-142
    • Dorsch, M.J.1    Swanson, S.R.2    Kelley, S.W.3
  • 13
    • 0001073758 scopus 로고
    • "Building theories from case study research"
    • Eisenhardt, K.M. (1989), "Building theories from case study research", Academy of Management Review, Vol. 14 No. 4, pp. 532-50.
    • (1989) Academy of Management Review , vol.14 , Issue.4 , pp. 532-550
    • Eisenhardt, K.M.1
  • 16
    • 84905082651 scopus 로고
    • "From marketing mix to relationship marketing: Towards a paradigm shift in marketing"
    • Grönroos, C. (1994), "From marketing mix to relationship marketing: Towards a paradigm shift in marketing", Management Decisions, Vol. 32 No. 2, pp. 4-20.
    • (1994) Management Decisions , vol.32 , Issue.2 , pp. 4-20
    • Grönroos, C.1
  • 17
    • 0040149095 scopus 로고    scopus 로고
    • "Relationship marketing: The route to marketing efficiency and effectiveness"
    • Gruen, T.W. (1997), "Relationship marketing: The route to marketing efficiency and effectiveness", Business Horizons, Vol. 40 No. 6, pp. 32-8.
    • (1997) Business Horizons , vol.40 , Issue.6 , pp. 32-38
    • Gruen, T.W.1
  • 19
  • 20
    • 2342439451 scopus 로고
    • "Analysing business relationships"
    • in Ford, D. (Ed.), 2nd ed., Routledge, London
    • Håkansson, H. and Snehota, I. (1995/2000), "Analysing business relationships", in Ford, D. (Ed.), Understanding Business Markets, 2nd ed., Routledge, London, pp. 151-75.
    • (1995) Understanding Business Markets , pp. 151-175
    • Håkansson, H.1    Snehota, I.2
  • 21
    • 1542584867 scopus 로고    scopus 로고
    • "Relationship quality and customer retention through strategic communication of customer skill"
    • Hennig-Thurau, T. (2000), "Relationship quality and customer retention through strategic communication of customer skill", Journal of Marketing Management, Vol. 16 Nos 1-3, pp. 55-79.
    • (2000) Journal of Marketing Management , vol.16 , Issue.1-3 , pp. 55-79
    • Hennig-Thurau, T.1
  • 23
    • 0031475579 scopus 로고    scopus 로고
    • "The impact of customer satisfaction and relationship quality on customer retention: A critical reassessment and model development"
    • Hennig-Thurau, T.H. and Klee, A. (1997), "The impact of customer satisfaction and relationship quality on customer retention: A critical reassessment and model development", Psychology & Marketing, Vol. 14 No. 8, pp. 737-65.
    • (1997) Psychology & Marketing , vol.14 , Issue.8 , pp. 737-765
    • Hennig-Thurau, T.H.1    Klee, A.2
  • 24
    • 0003948715 scopus 로고    scopus 로고
    • "Perceived quality in business relationship"
    • PhD thesis No. 66, Swedish School of Economics and Business Administration, Helsinki
    • Holmlund, M. (1997), "Perceived quality in business relationship", PhD thesis No. 66, Swedish School of Economics and Business Administration, Helsinki.
    • (1997)
    • Holmlund, M.1
  • 25
    • 53749106908 scopus 로고    scopus 로고
    • "Stress in business relationships"
    • University of Lugano, Lugano, 4-6 September, available at: (accessed 7 February 2004)
    • Holmlund-Rytkönen, M. and Strandvik, T. (2003), "Stress in business relationships", Proceedings of the 19th Annual IMP Conference, University of Lugano, Lugano, 4-6 September, available at: www.impgroup.org/papers.php?viewPaper=4355 (accessed 7 February 2004).
    • (2003) Proceedings of the 19th Annual IMP Conference
    • Holmlund-Rytkönen, M.1    Strandvik, T.2
  • 26
    • 33644692389 scopus 로고    scopus 로고
    • "A causal model of customer loyalty in professional service firms"
    • Hong, S.C. and Goo, Y.J.J. (2004), "A causal model of customer loyalty in professional service firms", International Journal of Management, Vol. 21 No. 4, pp. 531-41.
    • (2004) International Journal of Management , vol.21 , Issue.4 , pp. 531-541
    • Hong, S.C.1    Goo, Y.J.J.2
  • 27
    • 0036532525 scopus 로고    scopus 로고
    • "Virtual factory and relationship marketing - A case study of a Taiwanese semiconductor manufacturing company"
    • Hsieh, Y.C., Lin, N.P. and Chiu, H.C. (2002), "Virtual factory and relationship marketing - a case study of a Taiwanese semiconductor manufacturing company", Internal Journal of Information Management, Vol. 22 No. 2, pp. 109-26.
    • (2002) Internal Journal of Information Management , vol.22 , Issue.2 , pp. 109-126
    • Hsieh, Y.C.1    Lin, N.P.2    Chiu, H.C.3
  • 28
    • 0033229191 scopus 로고    scopus 로고
    • "Relationship quality and buyer-seller interactions in channels of distribution"
    • Jap, S.D., Manolis, C. and Weitz, B.A. (1999), "Relationship quality and buyer-seller interactions in channels of distribution", Journal of Business Research, Vol. 46 No. 3, pp. 303-13.
    • (1999) Journal of Business Research , vol.46 , Issue.3 , pp. 303-313
    • Jap, S.D.1    Manolis, C.2    Weitz, B.A.3
  • 29
    • 0005928476 scopus 로고    scopus 로고
    • "Evaluation of relationship quality in business relationships"
    • MSc thesis, School of Business Administration, University of Tampere, Tampere
    • Järvelin, A.-M. (2001), "Evaluation of relationship quality in business relationships", MSc thesis, School of Business Administration, University of Tampere, Tampere.
    • (2001)
    • Järvelin, A.-M.1
  • 31
    • 85107907642 scopus 로고
    • "The effects of supplier fairness on vulnerable resellers"
    • Kumar, N., Scheer, L.K. and Steenkamp, J.-B.E.M. (1995), "The effects of supplier fairness on vulnerable resellers", Journal of Marketing Research, Vol. 32 No. 1, pp. 54-65.
    • (1995) Journal of Marketing Research , vol.32 , Issue.1 , pp. 54-65
    • Kumar, N.1    Scheer, L.K.2    Steenkamp, J.-B.E.M.3
  • 32
    • 0002148874 scopus 로고
    • "The relevance of ethical salesperson behavior on relationship quality: The pharmaceutical industry"
    • Lagace, R.R., Dahlstrom, R. and Gassenheimer, J.B. (1991), "The relevance of ethical salesperson behavior on relationship quality: The pharmaceutical industry", Journal of Personal Selling & Sales Management, Vol. 11 No. 4, pp. 39-47.
    • (1991) Journal of Personal Selling & Sales Management , vol.11 , Issue.4 , pp. 39-47
    • Lagace, R.R.1    Dahlstrom, R.2    Gassenheimer, J.B.3
  • 33
    • 12344327561 scopus 로고    scopus 로고
    • "The RELQUAL Scale: A measure of relationship quality in export market ventures"
    • Lages, C., Lages, C.R. and Lages, L.F. (2005), "The RELQUAL Scale: a measure of relationship quality in export market ventures", Journal of Business Research, Vol. 58 No. 8, pp. 1040-8.
    • (2005) Journal of Business Research , vol.58 , Issue.8 , pp. 1040-1048
    • Lages, C.1    Lages, C.R.2    Lages, L.F.3
  • 34
    • 23644440146 scopus 로고    scopus 로고
    • "In search of relationship quality, customer retention and shareholder value: Findings from an exploratory, qualitative study"
    • Lindgreen, A. (2001), "In search of relationship quality, customer retention and shareholder value: Findings from an exploratory, qualitative study", Chain and Network Science, Vol. 1 No. 1, pp. 49-63.
    • (2001) Chain and Network Science , vol.1 , Issue.1 , pp. 49-63
    • Lindgreen, A.1
  • 37
    • 53749105996 scopus 로고    scopus 로고
    • "Relationship quality in the media and advertising industry"
    • in Håkansson, H. (Ed.) BI Norwegian Business School, Oslo, 9-11 September, (CD-ROM)
    • Myhal, G.C., Buttle, F.A. and Murphy, J.A. (2001), "Relationship quality in the media and advertising industry", in Håkansson, H. (Ed.), Proceedings of the 17th Annual IMP Conference, BI Norwegian Business School, Oslo, 9-11 September, (CD-ROM).
    • (2001) Proceedings of the 17th Annual IMP Conference
    • Myhal, G.C.1    Buttle, F.A.2    Murphy, J.A.3
  • 38
    • 53749087014 scopus 로고    scopus 로고
    • "The defining elements of relationship quality: The story so far"
    • Stockholm
    • Page, N. and Sharp, B. (1998), "The defining elements of relationship quality: The story so far", Proceedings of the 17th EMAC Conference, Stockholm.
    • (1998) Proceedings of the 17th EMAC Conference
    • Page, N.1    Sharp, B.2
  • 39
    • 85009605945 scopus 로고    scopus 로고
    • "The evolution of an idea: An environmental explanation of relationship marketing"
    • Palmer, A. (2002), "The evolution of an idea: An environmental explanation of relationship marketing", Journal of Relationship Marketing, Vol. 1 No. 1, pp. 79-94.
    • (2002) Journal of Relationship Marketing , vol.1 , Issue.1 , pp. 79-94
    • Palmer, A.1
  • 40
    • 0001312089 scopus 로고
    • "SERVQUAL: A multiple item scale for measuring consumer perceptions of service quality"
    • Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1988), "SERVQUAL: a multiple item scale for measuring consumer perceptions of service quality", Journal of Retailing, Vol. 64 No. 1, pp. 12-40.
    • (1988) Journal of Retailing , vol.64 , Issue.1 , pp. 12-40
    • Parasuraman, A.1    Zeithaml, V.A.2    Berry, L.L.3
  • 42
    • 0031138573 scopus 로고    scopus 로고
    • "A study of 'best' versus 'average' buyer-seller relationships"
    • Paun, D.A. (1997), "A study of 'best' versus 'average' buyer-seller relationships", Journal of Business Research, Vol. 29 No. 1, pp. 13-21.
    • (1997) Journal of Business Research , vol.29 , Issue.1 , pp. 13-21
    • Paun, D.A.1
  • 43
    • 85035987954 scopus 로고    scopus 로고
    • "Measuring the quality of relationships in consumer services: An empirical study"
    • Roberts, K., Varki, S. and Brodie, R. (2003), "Measuring the quality of relationships in consumer services: An empirical study", European Journal of Marketing, Vol. 37 Nos 1-2, pp. 169-96.
    • (2003) European Journal of Marketing , vol.37 , Issue.1-2 , pp. 169-196
    • Roberts, K.1    Varki, S.2    Brodie, R.3
  • 44
    • 53749108482 scopus 로고    scopus 로고
    • "Philosophising on the elusiveness of relationship marketing theory in consumer markets: A case for reassessing ontological and epistemological assumptions"
    • Shrivastava, S. and Kale, S.H. (2003), "Philosophising on the elusiveness of relationship marketing theory in consumer markets: A case for reassessing ontological and epistemological assumptions", Australasian Marketing Journal, Vol. 11 No. 3, pp. 61-71.
    • (2003) Australasian Marketing Journal , vol.11 , Issue.3 , pp. 61-71
    • Shrivastava, S.1    Kale, S.H.2
  • 47
    • 0001997876 scopus 로고
    • "Managing quality in business-to business services"
    • Szmigin, I. (1992), "Managing quality in business-to business services", European Journal of Marketing, Vol. 27 No. 1, pp. 5-21.
    • (1992) European Journal of Marketing , vol.27 , Issue.1 , pp. 5-21
    • Szmigin, I.1
  • 48
    • 85051585117 scopus 로고    scopus 로고
    • "Cultural sensitivity and its impact on business relationship quality"
    • Lugano University, Lugano, 4-6 September, available at: (accessed 8 February 2005)
    • Trang, N.T.M., Barret, N.J. and Tho, N.D. (2003), "Cultural sensitivity and its impact on business relationship quality", Proceedings of the 19th Annual IMP Conference, Lugano University, Lugano, 4-6 September, available at: www.impgroup.org/ papers.php?viewPaper=4291 (accessed 8 February 2005).
    • (2003) Proceedings of the 19th Annual IMP Conference
    • Trang, N.T.M.1    Barret, N.J.2    Tho, N.D.3
  • 50
    • 84986104499 scopus 로고    scopus 로고
    • "An examination of the relationship between trust, commitment and relationship quality"
    • Wong, A. and Sohal, A. (2002), "An examination of the relationship between trust, commitment and relationship quality", International Journal of Retail & Distribution Management, Vol. 30 No. 1, pp. 34-50.
    • (2002) International Journal of Retail & Distribution Management , vol.30 , Issue.1 , pp. 34-50
    • Wong, A.1    Sohal, A.2
  • 52
    • 0000544724 scopus 로고
    • "Measuring the involvement construct"
    • Zaichkowsky, J.L. (1985), "Measuring the involvement construct", Journal of Consumer Research, Vol. 12 No. 3, pp. 341-52.
    • (1985) Journal of Consumer Research , vol.12 , Issue.3 , pp. 341-352
    • Zaichkowsky, J.L.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.