메뉴 건너뛰기




Volumn , Issue 31, 2011, Pages 49-56

The influence of relationship marketing tactics on customer's loyalty in B2C relationship-the role of communication and personalization

Author keywords

Communication; Customer's loyalty; Personalization; Relationship marketing; Relationship satisfaction

Indexed keywords


EID: 79955953512     PISSN: 14502275     EISSN: 14502275     Source Type: Journal    
DOI: None     Document Type: Article
Times cited : (28)

References (45)
  • 1
    • 31144453871 scopus 로고    scopus 로고
    • Enhancing Customer - needs - driven CRM strategies: Core selling teams, knowledge management competence, and relationship marketing competence
    • Arnett, Dennis B., & Badrinarayanan, Vishag. (2005). Enhancing Customer - needs - driven CRM strategies: core selling teams, knowledge management competence, and relationship marketing competence. Journal of Personal Selling & Sales Management, 25(4), 329-343.
    • (2005) Journal of Personal Selling & Sales Management , vol.25 , Issue.4 , pp. 329-343
    • Arnett, D.B.1    Badrinarayanan, V.2
  • 2
    • 0442266457 scopus 로고    scopus 로고
    • Effects of suppliers' marketing program variables on industrial buyers' relationship satisfaction and commitment
    • Abdul-Muhmin AG. (2002). Effects of suppliers' marketing program variables on industrial buyers' relationship satisfaction and commitment. J Bus Ind Mark; 17(7):637-49.
    • (2002) J Bus Ind Mark , vol.17 , Issue.7 , pp. 637-649
    • Abdul-Muhmin, A.G.1
  • 3
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working partnerships
    • Anderson, J.C., and Narus, J.A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing Research, 54, 42-58.
    • (1990) Journal of Marketing Research , vol.54 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 4
    • 0002951664 scopus 로고
    • Stage of the Product Life Cycle, Business Strategy and Business Performance
    • Anderson, Carl R. and Zeithaml, Carl P. (1984). "Stage of the Product Life Cycle, Business Strategy and Business Performance". Academy of Management Journal, 27 (1), 5-24.
    • (1984) Academy of Management Journal , vol.27 , Issue.1 , pp. 5-24
    • Anderson, C.R.1    Zeithaml, C.P.2
  • 5
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working partnerships
    • Anderson, J.C., and Narus, J.A. (1990). A model of distributor firm and manufacturer firm working partnerships. Journal of Marketing Research, 54, 42-58.
    • (1990) Journal of Marketing Research , vol.54 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 6
    • 0031539651 scopus 로고    scopus 로고
    • The effects of organizational differences and trust on the effectiveness of selling partner relationships
    • Barclay, D.W. and Smith, J. B. (1997), "The effects of organizational differences and trust on the effectiveness of selling partner relationships", Journal of Marketing, Vol. 61 No. 1, p p. 3-20.
    • (1997) Journal of Marketing , vol.61 , Issue.1 , pp. 3-20
    • Barclay, D.W.1    Smith, J.B.2
  • 7
    • 0347308484 scopus 로고    scopus 로고
    • How salespeople build quality relationships: A replication and extension
    • Boles J. S., Johnson J. T., and Barksdale H. C. (2000), how salespeople build quality relationships: A replication and extension, Journal of Business Research, 48, 1, 7581.
    • (2000) Journal of Business Research , vol.48 , Issue.1 , pp. 7581
    • Boles, J.S.1    Johnson, J.T.2    Barksdale, H.C.3
  • 8
    • 23044520418 scopus 로고    scopus 로고
    • Implications of loyalty program membership and service experiences for customer retention and value
    • Bolton RN, Kannan PK, Bramlett MD (2000). Implications of loyalty program membership and service experiences for customer retention and value. J. Acad. Mark. 28:95-108.
    • (2000) J. Acad. Mark , vol.28 , pp. 95-108
    • Bolton, R.N.1    Kannan, P.K.2    Bramlett, M.D.3
  • 9
    • 0001786592 scopus 로고
    • Relationship Marketing
    • L.L. Berry, G.L. Shostack, and G.D. Upah, eds. Chicago: American Marketing Association
    • Berry, Leonard L. (1983). Relationship Marketing, in Emerging Perspectives on Services Marketing, L.L. Berry, G.L. Shostack, and G.D. Upah, eds. Chicago: American Marketing Association, 25-28.
    • (1983) In Emerging Perspectives On Services Marketing , pp. 25-28
    • Berry, L.L.1
  • 11
    • 84992904961 scopus 로고    scopus 로고
    • Suprenant, Intentions to Use Self-Service Technologies: A Confluence of Multiple Attitudes
    • Curran, J.M.; M.L. Meuter; C.F. (2003).Suprenant, "Intentions to Use Self-Service Technologies: A Confluence of Multiple Attitudes," Journal of Service Research, 5, 209-224.
    • (2003) Journal of Service Research , vol.5 , pp. 209-224
    • Curran, J.M.1    Meuter, C.F.M.L.2
  • 12
    • 23044519752 scopus 로고    scopus 로고
    • Managing market relationships
    • winter
    • Day, G.S. (2000), "Managing market relationships", Journal of the Academy of Marketing Science, Vol.28, No.1, winter pp 24-30.
    • (2000) Journal of the Academy of Marketing Science , vol.28 , Issue.1 , pp. 24-30
    • Day, G.S.1
  • 13
    • 0035637894 scopus 로고    scopus 로고
    • Investments in Consumer Relationships: A Cross-Country and Cross-industry Exploration
    • De Wulf, K, Odekerken-Schroder, G., Iacobucci, D., (2001). 'Investments in Consumer Relationships: A Cross-Country and Cross-industry Exploration', Journal of Marketing, vol. 65, no. 4, pp.33-50.
    • (2001) Journal of Marketing , vol.65 , Issue.4 , pp. 33-50
    • de Wulf, K.1    Odekerken-Schroder, G.2    Iacobucci, D.3
  • 14
    • 1542563234 scopus 로고    scopus 로고
    • The effects of market orientation on trust and commitment. The case of the sponsorship business - to - business relationship
    • Farrelly, Francis & Quester, Pascale. (2003). The effects of market orientation on trust and commitment. The case of the sponsorship business - to - business relationship. Journal of Marketing, 37 (3/4), 530-553.
    • (2003) Journal of Marketing , vol.37 , Issue.3-4 , pp. 530-553
    • Farrelly, F.1    Quester, P.2
  • 15
    • 0002469577 scopus 로고
    • A National Customer Satisfaction Barometer: The Swedish Experience
    • Jan
    • Fornell, Claes. (1992). A National Customer Satisfaction Barometer: The Swedish Experience. Journal of Marketing, 56, (1) (Jan.), 6-21.
    • (1992) Journal of Marketing , vol.56 , Issue.1 , pp. 6-21
    • Fornell, C.1
  • 16
    • 84953588856 scopus 로고
    • The Marketing Strategy Continuum. A Marketing Concept for the 1990.s
    • Grönroos, C. (1991),.The Marketing Strategy Continuum. A Marketing Concept for the 1990.s., Management Decision, Vol. 29, No.1, pp.7-13
    • (1991) Management Decision , vol.29 , Issue.1 , pp. 7-13
    • Grönroos, C.1
  • 17
    • 21844506036 scopus 로고
    • Relationship Marketing: The Strategy Continuum
    • Grönroos, Christian. (1995). Relationship Marketing: The Strategy Continuum. Journal of the Academy of Marketing Science, 23 (4), 252-254.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.4 , pp. 252-254
    • Grönroos, C.1
  • 19
    • 0033468720 scopus 로고    scopus 로고
    • A Meta-Analysis of Satisfaction in Marketing Channel Relationships
    • Geyskens, Inge, Jan-Benedict E.M. Steenkamp and Nirmalya Kumar. (1999). A Meta-Analysis of Satisfaction in Marketing Channel Relationships. Journal of Marketing Research, 36 (2), 223-238.
    • (1999) Journal of Marketing Research , vol.36 , Issue.2 , pp. 223-238
    • Geyskens, I.1    Jan-Benedict, S.E.M.2    Kumar, N.3
  • 20
    • 0034377224 scopus 로고    scopus 로고
    • Understanding the customer base of service providers: An examination of the differences between switchers and stayers
    • Ganesh, J., Arnold, M. J. & Relnolds, K. E. (2000). Understanding the customer base of service providers: an examination of the differences between switchers and stayers. Journal of Marketing, 64, 65-87.
    • (2000) Journal of Marketing , vol.64 , pp. 65-87
    • Ganesh, J.1    Arnold, M.J.2    Relnolds, K.E.3
  • 21
    • 33645216696 scopus 로고    scopus 로고
    • The explanatory foundations of relationship marketing theory
    • S. Arnett, D. and Madhavaram, S. (2006). The explanatory foundations of relationship marketing theory. Journal of Business & Industrial Marketing. Vol. 21 (2), pp. 72-87.
    • (2006) Journal of Business & Industrial Marketing , vol.21 , Issue.2 , pp. 72-87
  • 22
    • 2342433059 scopus 로고    scopus 로고
    • Competing through relationships: Grounding relationship marketing in resource-advantage theory
    • Hunt, S. D. (1997). Competing through relationships: grounding relationship marketing in resource-advantage theory. Journal of Marketing Management, 13(5), 431-445.
    • (1997) Journal of Marketing Management , vol.13 , Issue.5 , pp. 431-445
    • Hunt, S.D.1
  • 23
    • 0002103863 scopus 로고    scopus 로고
    • Defining the Social Network of a Strategic Alliance
    • Hutt, Michael D., Stafford, Edwin R., Walker, Beth A., Reinegen, Peter H. (2000), "Defining the Social Network of a Strategic Alliance," Sloan Management Review, Vol. 41, Issue 2, pp. 51-62.
    • (2000) Sloan Management Review , vol.41 , Issue.2 , pp. 51-62
    • Hutt, M.D.1    Stafford, E.R.2    Walker, B.A.3    Reinegen, P.H.4
  • 25
    • 1042281169 scopus 로고    scopus 로고
    • The effects of customer satisfaction and switching barrier on customer loyalty in Korean mobile telecommunication services. Telecom
    • Kim MK, Park MC, Jeong DH (2004). The effects of customer satisfaction and switching barrier on customer loyalty in Korean mobile telecommunication services. Telecom. Policy, 28(2): 145-159.
    • (2004) Policy , vol.28 , Issue.2 , pp. 145-159
    • Kim, M.K.1    Park, M.C.2    Jeong, D.H.3
  • 26
    • 85107930007 scopus 로고
    • Long-Term Manufacturer-Supplier Relationships: Do They Pay Off for Supplier Firms
    • January
    • Kalwani, ManoharU and Narakessari Narayandas (1995), "Long-Term Manufacturer-Supplier Relationships: Do They Pay Off for Supplier Firms?" Journal of Marketing, 5 9 (January), 1-16.
    • (1995) Journal of Marketing , vol.5 , Issue.9 , pp. 1-16
    • Kalwani, M.1    Narayandas, N.2
  • 27
    • 11144279356 scopus 로고    scopus 로고
    • Measuring the Electronic Commerce Impact on Customer Satisfaction: Experiences, Problems and expectations of the banking sector in the UK
    • Singapore
    • Kardaras, D. & Karakostas, V. (1999) "Measuring the Electronic Commerce Impact on Customer Satisfaction: Experiences, Problems and expectations of the banking sector in the UK". IN: Proceeding of the International conference of the Measurement of Electronic Commerce, Singapore.
    • (1999) Proceeding of the International Conference of the Measurement of Electronic Commerce
    • Kardaras, D.1    Karakostas, V.2
  • 30
    • 0037252945 scopus 로고    scopus 로고
    • Amazon.com Recommendation: Item-to-Item Collaborative Filtering
    • Linden, G., Smith, B., York, J. (2003). Amazon.com Recommendation: Item-to-Item Collaborative Filtering. IEEE Internet Computing, 7(1), 76-80.
    • (2003) IEEE Internet Computing , vol.7 , Issue.1 , pp. 76-80
    • Linden, G.1    Smith, B.2    York, J.3
  • 31
    • 21344475322 scopus 로고
    • The Commitment-Trust Theory of Relationship Marketing
    • July
    • Morgan, R. M., and Hunt, S. D. (1994). The Commitment-Trust Theory of Relationship Marketing. Journal of Marketing, 58(3) (July), 20-38.
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 32
    • 0030522029 scopus 로고    scopus 로고
    • Collaborative communication in interfirm relationships: Moderating effects of integration and control
    • Mohr, Jakki J, Fisher, Robert J, and Nevin, John R, (1996), Collaborative communication in interfirm relationships: Moderating effects of integration and control, Journal of Marketing, 60(3), 103-117.
    • (1996) Journal of Marketing , vol.60 , Issue.3 , pp. 103-117
    • Mohr, J.J.1    Fisher, R.J.2    Nevin, J.R.3
  • 33
    • 67649229147 scopus 로고    scopus 로고
    • Relationship Marketing in Fortune 500 U.S. and Chinese Web Sites
    • Mishra, Karen E., and Li, Cong. (2008). Relationship Marketing in Fortune 500 U.S. and Chinese Web Sites. Journal of Relationship Marketing, 7 (1), 29-43.
    • (2008) Journal of Relationship Marketing , vol.7 , Issue.1 , pp. 29-43
    • Mishra, K.E.1    Li, C.2
  • 34
    • 0001154055 scopus 로고
    • Relationships between Providers and Users of Market Research: The Dynamics of Trust within and Between Organizations
    • Moorman, Christine, Zaltman, Gerald and Deshpandé, Rohit. (1992). Relationships between Providers and Users of Market Research: The Dynamics of Trust within and Between Organizations. Journal of Marketing Research, 29 (3), 314-329.
    • (1992) Journal of Marketing Research , vol.29 , Issue.3 , pp. 314-329
    • Moorman, C.1    Zaltman, G.2    Deshpandé, R.3
  • 35
  • 36
    • 33750824287 scopus 로고    scopus 로고
    • Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis
    • October
    • Palmatier, Robert W., Dant, Rajiv P., Grewal, Dhruv & Evans, Kenneth R. (2006). Factors Influencing the Effectiveness of Relationship Marketing: A Meta-Analysis. Journal of Marketing, 70 (4) (October), 136-53.
    • (2006) Journal of Marketing , vol.70 , Issue.4 , pp. 136-153
    • Palmatier, R.W.1    Dant, R.P.2    Grewal, D.3    Evans, K.R.4
  • 37
    • 85035987954 scopus 로고    scopus 로고
    • Measuring the quality of relationships in consumer services: An empirical study
    • Roberts K., Varki S., Brodie R. (2003). Measuring the quality of relationships in consumer services: an empirical study. European Journal of Marketing; 37 (1/2): 169-196.
    • (2003) European Journal of Marketing , vol.37 , Issue.1-2 , pp. 169-196
    • Roberts, K.1    Varki, S.2    Brodie, R.3
  • 38
    • 0003821850 scopus 로고    scopus 로고
    • MA: Harvard Business School Press Cambridge
    • Reichheld, F. (2001). The loyalty effect. Cambridge, MA: Harvard Business School Press.
    • (2001) The Loyalty Effect
    • Reichheld, F.1
  • 39
    • 0012984170 scopus 로고    scopus 로고
    • Competencies of high- performing strategic alliances
    • Rule, E., and Keown, S. (1998). Competencies of high- performing strategic alliances. Strategy and Leadership, 26 (4), pp. 36-44.
    • (1998) Strategy and Leadership , vol.26 , Issue.4 , pp. 36-44
    • Rule, E.1    Keown, S.2
  • 40
    • 3242753566 scopus 로고
    • Relationship Marketing in Consumer Markets: Antecedents and Consequences
    • Sheth, Jagdish N. and Atul Parvatiyar (1995), "Relationship Marketing in Consumer Markets: Antecedents and Consequences," Journal of the Academy of Marketing Science, pp. 255-271.
    • (1995) Journal of the Academy of Marketing Science , pp. 255-271
    • Sheth, J.N.1    Parvatiyar, A.2
  • 41
    • 15544389047 scopus 로고    scopus 로고
    • Relationship Orientation, Relationship Marketing Orientation, and Business Performance: The Moderating Effects of Economic Ideology and Industry Type
    • Sin, L., Tse, A., Yau, O., Chow, R., Lee, J., Lau, L., (2005). Relationship Orientation, Relationship Marketing Orientation, and Business Performance: The Moderating Effects of Economic Ideology and Industry Type, Journal of International Marketing, 13, (1), 36-57.
    • (2005) Journal of International Marketing , vol.13 , Issue.1 , pp. 36-57
    • Sin, L.1    Tse, A.2    Yau, O.3    Chow, R.4    Lee, J.5    Lau, L.6
  • 42
    • 0242381929 scopus 로고    scopus 로고
    • Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development
    • October
    • Verhoef, P. C. (2003). Understanding the Effect of Customer Relationship Management Efforts on Customer Retention and Customer Share Development. Journal of Marketing, 67(October), 30-45.
    • (2003) Journal of Marketing , vol.67 , pp. 30-45
    • Verhoef, P.C.1
  • 43
    • 0038164197 scopus 로고    scopus 로고
    • Bridging the Gap between Suppliers and Customers through Relationship Promoters: A Theoretical and Empirical Analysis
    • Walter, A. und Gemünden, H. G. (2000): Bridging the Gap between Suppliers and Customers through Relationship Promoters: A Theoretical and Empirical Analysis. Journal of Business & Industrial Marketing, Jhg. 15, S. 86-105.
    • (2000) Journal of Business & Industrial Marketing, Jhg , vol.15 , pp. 86-105
    • Walter, A.1    Gemünden, H.G.2
  • 44
    • 58149260194 scopus 로고    scopus 로고
    • Strengthening Customer Loyalty through Intimacy and Passion: Roles of Customer - firm Affection and Customer -Staff Relationships in Services
    • (Bennett), TSE, December
    • Yim, Chi Kin (Bennett), TSE, David K., & Chan, Kimmy Wa. (2008). Strengthening Customer Loyalty through Intimacy and Passion: Roles of Customer - firm Affection and Customer -Staff Relationships in Services. Journal of Marketing Research, 45 (December), 741- 756.
    • (2008) Journal of Marketing Research , vol.45 , pp. 741-756
    • Yim, C.K.1
  • 45
    • 27744515795 scopus 로고    scopus 로고
    • A customer perspective of e-service quality
    • Zhang, X. and V.R. Prybutok, (2005). A customer perspective of e-service quality. IEEE Tran. Eng.Manage. 52:461-477.
    • (2005) IEEE Tran. Eng.Manage , vol.52 , pp. 461-477
    • Zhang, X.1    Prybutok, V.R.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.