2,661
Views
46
CrossRef citations to date
0
Altmetric
ARTICLES

Relationship Marketing, Customer Satisfaction and Loyalty: A Theoretical and Empirical Analysis From an Asian Perspective

, &
Pages 5-16 | Received 01 Nov 2006, Accepted 01 Nov 2007, Published online: 02 Jan 2009

REFERENCES

  • Anderson , E. and Weitz , B. 1989 . Determinants of continuity in conventional industrial channels dyads . Marketing Science , 8 ( 4 ) : 310 – 323 .
  • Anderson , E. W. 1994 . Cross-category variation in customer satisfaction and retention . Marketing Letters , 4 ( 1 ) : 19 – 30 .
  • Anderson , J. C. and Narus , J. A. 1990 . A model of distributor firm and working partnerships . Journal of Marketing , 54 ( 1 ) : 42 – 58 .
  • Baron , R. M. and Kenney , D. A. 1986 . The moderator-mediator variable distinction in social psychological research: Conceptual, strategic and statistical considerations . Journal of Personality and Social Psychology , 51 ( 6 ) : 1173 – 1182 .
  • Berry , L. L. 1983 . “ Relationship marketing ” . In Emerging Perspectives of Services Marketing , Edited by: Berry , L. L. , Shostack , G. L. and Upah , G. D. 25 – 28 . Chicago : American Marketing Association .
  • Bloemer , J. , de Ruyter , K. and Wetzels , M. 1999 . Linking perceived service quality and service loyalty: A multi-dimensional perspectives . Journal of Marketing , 33 ( 11/12 ) : 1082 – 1106 .
  • Blomqvist , R. , Dahl , J. and Haeger , T. 1993 . Relationsmarknadsforing: Strategi och metod for servicekonkurren (Relationship marketing: Strategy and methods for service competition) , Goteborg, , Sweden : IHM Forlag .
  • Calonius , H. 1988 . “ A buying process model ” . In Innovative Marketing—A European Perspective, Proceedings of the XVIIth Annual Conference of the European Marketing Academy , Edited by: Blois , K. and Parkinson , S. 86 – 103 . England : University of Bradford .
  • Christopher , M. , Payne , A. and Ballantyne , D. 1991 . Relationship marketing: Bringing quality, customer service and marketing together , London : Butterworth-Heinemann .
  • Churchill , G. A. Jr. 1979 . A paradigm for developing better measures of marketing constructs . Journal of Marketing Research , 16 ( 1 ) : 64 – 73 .
  • Churchill , G. A. Jr. and Surprenant , C. 1982 . An investigation into the determinants of customer satisfaction . Journal of Marketing Research , 19 ( 4 ) : 491 – 504 .
  • Cohen , J. and Cohen , P. 1975 . Applied multiple regression/correlation analysis for the behavioral sciences , Hillsdale, NJ : Lawrence Erlbaum Associate Publishers .
  • Crosby , L. A. , Evans , K. R. and Cowles , D. 1990 . Relationship quality in services selling: An interpersonal influence perspective . Journal of Marketing , 54 ( 3 ) : 68 – 81 .
  • Drucker , P. F. 2001 . The new workforce . The Economist , November 3 : 8 – 12 .
  • Dwyer , F. R. , Schurr , P. H. and Oh , S. 1987 . Developing buyer-seller relationships . Journal of Marketing , 51 ( 2 ) : 11 – 27 .
  • Fornell , C. 1992 . A national customer satisfaction barometer: The Swedish experience . Journal of Marketing , 56 ( 6 ) : 6 – 21 .
  • Frazier , G. L. and Rody , R. C. 1991 . The use of influence strategies in interfirm relationships in industrial product channels . Journal of Marketing , 55 ( 1 ) : 52 – 69 .
  • Grönroos , C. 1990a . Relationship approach to the marketing function in service contexts: The marketing and organizational behavior interface . Journal of Business Research , 20 ( 1 ) : 3 – 12 .
  • Grönroos , C. 1990b . Service management and marketing , New York : Lexington/Macmillan .
  • Grossman , R. P. 1998 . Developing and managing effective consumer relationships . Journal of Product and Brand Management , 7 ( 1 ) : 1 – 10 .
  • Gummesson , E. 1991 . Marketing revisited: The crucial role of the part-time marketers . European Journal of Marketing , 25 ( 2 ) : 60 – 67 .
  • Gummesson , E. 1999 . Total relationship marketing, rethinking marketing management: From 4Ps to 30Rs , Oxford, , England : Butterworth-Heinemann .
  • Gummesson , E. 2004 . Return on relationships (ROR): The value of relationship marketing and CRM in business-to-business contexts . Journal of Business and Industrial Marketing , 19 ( 2 ) : 136 – 148 .
  • Hair , J. F. Jr. , Anderson , R. E. , Tatham , R. L. and Black , W. C. 1998 . Multivariate data analysis , Upper Saddle River, NJ : Prentice Hall .
  • Hennig-Thurau , T. and Hansen , U. 2000 . “ Relationship marketing—Some reflections on the state-of-the-art of the relational concept ” . In Relationship Marketing: Gaining Competitive Advantage through Customer Satisfaction and Customer Retention , Edited by: Hennig-Thurau , T. and Hansen , U. Berlin : Springer-Verlag .
  • Hirchman , A. O. 1970 . Exit, voice, and loyalty; responses to decline in firms, organizations and states , Cambridge, MA : Harvard University Press .
  • Jackson , B. B. 1985 . Building customer relationships that last . Harvard Business Review , 63 ( November-December ) : 120 – 128 .
  • Lovelock , C. H. , Patterson , P. G. and Walker , R. H. 1998 . Services marketing: Australia and New Zealand , Sydney, , Australia : Prentice-Hall .
  • Low , B. 1996 . “ Opportunistic behavior in business relationship: A synthesis of the transaction cost economics and the network governance structures ” . In Development, Management and Governance of Relationships: Proceedings of the 1996 International Conference on Relationship Marketing , Edited by: Sheth , J. N. and Sollner , A. 35 – 49 . Berlin : Humbold University Press .
  • Malhotra , N. K. 2001 . Cross-cultural marketing research in the twenty-first century . International Marketing Review , 18 ( 3 ) : 230 – 234 .
  • Malhotra , N. K. 2004 . Marketing research, an applied orientation , Upper Saddle River, NJ : Prentice-Hall .
  • Malhotra , N. K. and Agarwal , J. 2002 . A stakeholder perspective on relationship marketing: Framework and propositions . Journal of Relationship Marketing , 1 ( 2 ) : 3 – 37 .
  • McShane , S. and Travaglione , T. 2007 . Organisational behaviour on the Pacific Rim , North Ryde, N.S.W., , Australia : McGraw-Hill .
  • Metcalf , L. E. , Frear , C. L. and Krishnan , R. 1992 . Buyer-seller relationships: An application of the IMP interaction model . European Journal of Marketing , 26 ( 2 ) : 27 – 46 .
  • Moorman , C. , Deshpande , R. and Zaltman , G. 1993 . Relationship between providers and users of market research: The role of personal trust , Cambridge, MA : Marketing Science Institute .
  • Morgan , R. M. and Hunt , S. D. 1994 . The commitment-trust theory of relationship marketing . Journal of Marketing , 58 ( 3 ) : 20 – 38 .
  • Ndubisi , N. O. 2003 . Service quality: Understanding customer perception and reaction, and its impact on business . International Journal of Business , 5 ( 2 ) : 207 – 219 .
  • Ndubisi , N. O. 2006 . Effect of gender on customer loyalty: A relationship marketing approach . Marketing Intelligence & Planning , 24 ( 1 ) : 48 – 61 .
  • Ndubisi , N. O. and Chan , K. W. 2005 . Factorial and discriminant analyses of the underpinnings of relationship marketing and customer satisfaction . International Journal of Bank Marketing , 23 ( 3 ) : 542 – 557 .
  • Ndubisi , N. O. , Chan , K. W. and Ndubisi , G. C. 2007 . Supplier-customer relationship management and customer loyalty: The banking industry perspective . Journal of Enterprise Information Management , 20 ( 2 ) : 222 – 236 .
  • Normann , R. 1991 . Service management , Chichester, , England : Wiley .
  • Nunnally , J. C. 1978 . Psychometric theory , New York : McGraw-Hill .
  • Oliver , R. L. 1980 . A cognitive model of the antecedents and consequences of satisfaction decisions . Journal of Marketing Research , 17 ( 4 ) : 460 – 469 .
  • Oliver , R. L. 1999 . Whence consumer loyalty? . Journal of Marketing , 63 ( Special Issue ) : 33 – 44 .
  • Palmer , A. 1997 . Defining relationship marketing: An international perspective . Management Decision , 35 ( 4 ) : 319 – 321 .
  • Rakstis , T. J. 1996 . How to keep your customers , New York : Kiwanis .
  • Rapp , S. and Collins , T. 1990 . The great marketing turnaround , Englewood Cliffs, NJ : Prentice-Hall .
  • Reichheld , F. E. 1993 . Loyalty-based management . Harvard Business Review , 71 ( March-April ) : 64 – 73 .
  • Reichheld , F. E. 1996 . The loyalty effect , Cambridge, MA : Harvard Business School Press .
  • Reichheld , F. E. and Sasser , W. E. Jr. 1990 . Zero defections: Quality comes to service . Harvard Business Review , 68 ( 5 ) : 105 – 111 .
  • Richins , M. 1983 . Negative word-of-mouth by dissatisfied consumers: A pilot study . Journal of Marketing , 47 ( 1 ) : 68 – 78 .
  • Rosenberg , L. and Czepiel , J. 1983 . A marketing approach for consumer retention . Journal of Consumer Marketing , 1 ( 2 ) : 45 – 51 .
  • Rusbult , C. E. , Farrell , D. , Rogers , D. and Mainous , A. G. 1988 . Impact of exchange variables on exit, voice, loyalty, and neglect: An integrative model of responses to declining job satisfaction . Academy of Management Journal , 31 ( 3 ) : 599 – 627 .
  • Sabel , C. F. 1993 . Studied trust: Building new forms of cooperation in a volatile economy . Human Relations , 46 ( 9 ) : 1133 – 1170 .
  • Schlesinger , L. A. and Hallowell , R. H. 1994 . “ Putting the service profit chain work ” . In The Service Quality Handbook , Edited by: Scheuing , E. E. and Christopher , W. F. New York : Amacom .
  • Selnes , F. 1998 . Antecedents and consequences of trust and satisfaction in buyer–seller relationships . European Journal of Marketing , 32 ( 3/4 ) : 305 – 322 .
  • Singh , J. 1988 . Consumer complaint intentions and behavior, definitional and taxonomical issues . Journal of Marketing , 52 ( 1 ) : 93 – 107 .
  • Storbacka , K. , Strandvik , T. and Grönroos , C. 1994 . Managing customer relationships for profit: The dynamics of relationship quality . Service Industry Management , 5 ( 5 ) : 21 – 38 .
  • Vavra , T. G. 1992 . After marketing: Hope to keep customers for life through relationship marketing , Homewood, IL : Business One Irwin .
  • Webster , F. E. Jr. 1992 . The changing role of marketing in the corporations . Journal of Marketing , 56 ( 4 ) : 1 – 17 .

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.