메뉴 건너뛰기




Volumn 23, Issue 2, 2009, Pages 70-78

The role of rapport in professional services: Antecedents and outcomes

Author keywords

Customer satisfaction; Professional services; Trust

Indexed keywords


EID: 84993029749     PISSN: 08876045     EISSN: None     Source Type: Journal    
DOI: 10.1108/08876040910946332     Document Type: Article
Times cited : (42)

References (30)
  • 2
    • 0001944139 scopus 로고    scopus 로고
    • Customers' motivations for maintaining relationships with service providers
    • Bendapudi, N. and Berry, L.L. (1997), “Customers' motivations for maintaining relationships with service providers”, Journal of Retailing, Vol. 73 No. 1, pp. 15-37.
    • (1997) Journal of Retailing , vol.73 , Issue.1 , pp. 15-37
    • Bendapudi, N.1    Berry, L.L.2
  • 3
    • 84951659358 scopus 로고
    • Relationship marketing in services: growing interest, emerging perspectives
    • Berry, L.L. (1995), “Relationship marketing in services: growing interest, emerging perspectives”, Journal of the Academy of Marketing Science, Vol. 23, Fall, pp. 236-245.
    • (1995) Journal of the Academy of Marketing Science , vol.23 , Issue.Fall , pp. 236-245
    • Berry, L.L.1
  • 4
    • 84992967918 scopus 로고
    • The service encounter: diagnosing favorable and unfavorable incidents
    • Bitner, M.J., Booms, B. and Tetreault, M.S. (1990), “The service encounter: diagnosing favorable and unfavorable incidents”, Journal of Marketing, Vol. 54, January, pp. 71-85.
    • (1990) Journal of Marketing , vol.54 , Issue.January , pp. 71-85
    • Bitner, M.J.1    Booms, B.2    Tetreault, M.S.3
  • 5
    • 84993012489 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, July, pp. 68-81.
    • (1990) Journal of Marketing , vol.54 , Issue.July , pp. 68-81
    • Crosby, L.A.1    Evans, K.R.2    Cowles, D.3
  • 6
    • 0003217223 scopus 로고
    • Managing relationships with customers: a differentiation philosophy of marketing
    • Jossey-Bass San Francisco, CA
    • Czepiel, J.A. (1990), “Managing relationships with customers: a differentiation philosophy of marketing”, in Ed. Brown, D.E., Ed. Chase, R.B. and Ed. Cummings, T.G. (Eds), Service Management Effectiveness, Jossey-Bass, San Francisco, CA, pp. 299-323.
    • (1990) Service Management Effectiveness , pp. 299-323
    • Czepiel, J.A.1    Brown, D.E.2    Chase, R.B.3    Cummings, T.G.4
  • 7
    • 84990317186 scopus 로고    scopus 로고
    • Rethinking service recovery strategies: the effect of rapport on consumer responses to service failure
    • De Witt, T. and Brady, M.K. (2003), “Rethinking service recovery strategies: the effect of rapport on consumer responses to service failure”, Journal of Service Research, Vol. 6, November, pp. 193-207.
    • (2003) Journal of Service Research , vol.6 , Issue.November , pp. 193-207
    • De Witt, T.1    Brady, M.K.2
  • 8
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • Doney, P.M. and Cannon, J.P. (1997), “An examination of the nature of trust in buyer-seller relationships”, Journal of Marketing, Vol. 61, April, pp. 35-51.
    • (1997) Journal of Marketing , vol.61 , Issue.April , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 9
    • 0001624114 scopus 로고
    • Word-of-mouth effects in professional services buyer behavior
    • File, K.M., Cermak, D.S.P. and Prince, R.A. (1994), “Word-of-mouth effects in professional services buyer behavior”, Service Industries Journal, Vol. 14 No. 3, pp. 301-314.
    • (1994) Service Industries Journal , vol.14 , Issue.3 , pp. 301-314
    • File, K.M.1    Cermak, D.S.P.2    Prince, R.A.3
  • 10
    • 48249088250 scopus 로고
    • Evaluating structural equation models with unobservable variables and measurement error
    • Fournell, C. and Larcker, D.F. (1981), “Evaluating structural equation models with unobservable variables and measurement error”, Journal of Marketing Research, Vol. 18, February, pp. 39-50.
    • (1981) Journal of Marketing Research , vol.18 , Issue.February , pp. 39-50
    • Fournell, C.1    Larcker, D.F.2
  • 11
    • 21744461739 scopus 로고    scopus 로고
    • Communality as a dimension of service relationships
    • Goodwin, C. (1996), “Communality as a dimension of service relationships”, Journal of Consumer Psychology, Vol. 5 No. 4, pp. 387-415.
    • (1996) Journal of Consumer Psychology , vol.5 , Issue.4 , pp. 387-415
    • Goodwin, C.1
  • 12
    • 84986116799 scopus 로고    scopus 로고
    • Trust in industrial service relationships: behavioral consequences, antecedents, and the moderating effect of the duration of the relationship
    • Gournaris, S.P. and Venetis, K. (2002), “Trust in industrial service relationships: behavioral consequences, antecedents, and the moderating effect of the duration of the relationship”, Journal of Services Marketing, Vol. 16 No. 7, pp. 636-655.
    • (2002) Journal of Services Marketing , vol.16 , Issue.7 , pp. 636-655
    • Gournaris, S.P.1    Venetis, K.2
  • 13
    • 10344253477 scopus 로고    scopus 로고
    • Service loyalty: antecedents, components, and outcomes
    • (Eds), 1998 AMA Winter Educator's Conference: Marketing Theory and Applications American Marketing Association Chicago, IL
    • Gremler, D.D. and Brown, S. (1998), “Service loyalty: antecedents, components, and outcomes”, in Ed. Grewal, D. and Ed. Poechmann, C. (Eds), 1998 AMA Winter Educator's Conference: Marketing Theory and Applications, American Marketing Association, Chicago, IL, pp. 165-6.
    • (1998) , pp. 165-166
    • Gremler, D.D.1    Brown, S.2    Grewal, D.3    Poechmann, C.4
  • 14
    • 0002667595 scopus 로고    scopus 로고
    • Customer-employee rapport in service relationships
    • Gremler, D.D. and Gwinner, K.P. (2000), “Customer-employee rapport in service relationships”, Journal of Service Research, Vol. 3, August, pp. 82-104.
    • (2000) Journal of Service Research , vol.3 , Issue.August , pp. 82-104
    • Gremler, D.D.1    Gwinner, K.P.2
  • 15
    • 0035578559 scopus 로고    scopus 로고
    • Generating positive word-of-mouth communication through customer-employee relationships
    • Gremler, D.D., Gwinner, K.P. and Brown, S.W. (2001), “Generating positive word-of-mouth communication through customer-employee relationships”, International Journal of Service Industries Management, Vol. 12 No. 1, pp. 44-59.
    • (2001) International Journal of Service Industries Management , vol.12 , Issue.1 , pp. 44-59
    • Gremler, D.D.1    Gwinner, K.P.2    Brown, S.W.3
  • 16
    • 34547432282 scopus 로고    scopus 로고
    • Rapport-building strategies used by service employees: a critical incident study
    • (Eds), 2002 AMA Summer Educator's Conference: Enhancing Knowledge Development in Marketing American Marketing Association Chicago, IL
    • Gremler, D.D., Rinaldo, S. and Kelley, S.W. (2002), “Rapport-building strategies used by service employees: a critical incident study”, in Ed. Kehoe, W.J. and Ed. Lindren, J.H. Jr (Eds), 2002 AMA Summer Educator's Conference: Enhancing Knowledge Development in Marketing, American Marketing Association, Chicago, IL, pp. 73-74.
    • (2002) , pp. 73-74
    • Gremler, D.D.1    Rinaldo, S.2    Kelley, S.W.3    Kehoe, W.J.4    Lindren, J.H.5
  • 18
    • 17144412019 scopus 로고    scopus 로고
    • Exchange-specific self-disclosure, social self-disclosure, and personal selling
    • Jacobs, R.S., Hyman, M.R. and Mc Quitty, S. (2001), “Exchange-specific self-disclosure, social self-disclosure, and personal selling”, Journal of Marketing Theory and Practice, Vol. 9, pp. 48-62.
    • (2001) Journal of Marketing Theory and Practice , vol.9 , pp. 48-62
    • Jacobs, R.S.1    Hyman, M.R.2    Mc Quitty, S.3
  • 19
    • 10144256263 scopus 로고    scopus 로고
    • Building trust and satisfaction in travel counselor/client relationship
    • Macintosh, G. (2002), “Building trust and satisfaction in travel counselor/client relationship”, Journal of Travel and Tourism Marketing, Vol. 12 No. 4, pp. 59-73.
    • (2002) Journal of Travel and Tourism Marketing , vol.12 , Issue.4 , pp. 59-73
    • Macintosh, G.1
  • 21
    • 84993039016 scopus 로고
    • Factors affecting trust in market research relationships
    • Moorman, C., Deshpandé, R. and Zaltman, G. (1993), “Factors affecting trust in market research relationships”, Journal of Marketing, Vol. 57, January, pp. 81-101.
    • (1993) Journal of Marketing , vol.57 , Issue.January , pp. 81-101
    • Moorman, C.1    Deshpandé, R.2    Zaltman, G.3
  • 22
    • 84993002780 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan, R.M. and Hunt, S.D. (1994), “The commitment-trust theory of relationship marketing”, Journal of Marketing, Vol. 58, July, pp. 20-38.
    • (1994) Journal of Marketing , vol.58 , Issue.July , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 23
    • 0002441636 scopus 로고
    • A test of services marketing theory: consumer information acquisition activities
    • Murray, K.B. (1991), “A test of services marketing theory: consumer information acquisition activities”, Journal of Marketing, Vol. 55, January, pp. 10-25.
    • (1991) Journal of Marketing , vol.55 , Issue.January , pp. 10-25
    • Murray, K.B.1
  • 24
    • 23044524740 scopus 로고    scopus 로고
    • The role of interpersonal liking in building trust in long-term channel relationships
    • Nicholson, C., Compeau, L.D. and Sethi, R. (2001), “The role of interpersonal liking in building trust in long-term channel relationships”, Journal of the Academy of Marketing Science, Vol. 29, Winter, pp. 3-15.
    • (2001) Journal of the Academy of Marketing Science , vol.29 , Issue.Winter , pp. 3-15
    • Nicholson, C.1    Compeau, L.D.2    Sethi, R.3
  • 25
    • 0033411585 scopus 로고    scopus 로고
    • Commercial friendships: service provider-client relationships in context
    • Price, L.L. and Arnould, E.J. (1999), “Commercial friendships: service provider-client relationships in context”, Journal of Marketing, Vol. 63, October, pp. 38-56.
    • (1999) Journal of Marketing , vol.63 , Issue.October , pp. 38-56
    • Price, L.L.1    Arnould, E.J.2
  • 27
    • 0033092548 scopus 로고    scopus 로고
    • Customer benefits and company consequences of customer-salesperson relationships in retailing
    • Reynolds, K.E. and Beatty, S.E. (1999), “Customer benefits and company consequences of customer-salesperson relationships in retailing”, Journal of Retailing, Vol. 75, Spring, pp. 11-32.
    • (1999) Journal of Retailing , vol.75 , Issue.Spring , pp. 11-32
    • Reynolds, K.E.1    Beatty, S.E.2
  • 28
    • 0000925204 scopus 로고
    • The nature of rapport and its nonverbal correlates
    • Tickle-Degnen, L. and Rosenthal, R. (1990), “The nature of rapport and its nonverbal correlates”, Psychological Inquiry, Vol. 1 No. 4, pp. 285-293.
    • (1990) Psychological Inquiry , vol.1 , Issue.4 , pp. 285-293
    • Tickle-Degnen, L.1    Rosenthal, R.2


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.