Investments in consumer relationships: a critical reassessment and model extension

This study is a critical reassessment and extension of De Wulf et al.'s (2001) framework investigating retail investments in consumer relationships. Their initial model relates four types of relationship marketing efforts to perceived relationship investment, in turn influencing relationship quality and ultimately behavioural loyalty. Based upon signalling theory, we extend this model by introducing product and service efforts as additional antecedents. Moreover, in contrast to the use of self-reported measures in the initial model, we apply customer database information in order to measure the construct of behavioural loyalty. Based upon 187 consumers reporting on their relationship with a Belgian apparel retailer, the SEM results provide guidelines for retailers how to increase the quality of their relationships with consumers by strengthening consumers' perceptions of relationship investment.     

Serious games and the gamification of tourism

Gamification has become a focus of attention in an increasing number of fields including business, education, and health care. Through a wide range of applications and support functions, its potential for the tourism industry is significant. Gamification of tourism can contribute to a more rewarding interactions and higher level of satisfaction, as well as increase brand awareness and loyalty to the destination. As one of the first attempts to conceptualize gamification of tourism, this paper examines gaming in general terms and the application of it in specific tourism fields. It identifies game design elements that can contribute to a meaningful gamification. A few cases of best practices are presented to show how this innovative concept can benefit tourism marketing. Implications for tourism marketing and management are discussed as well as future research recommendations.     

Effects of loyalty program rewards on store loyalty

This investigation examines consumers' preferred loyalty program (LP) designs across two retail contexts, grocery retailing and perfumery, with varying degrees of personal involvement. The research employs in-store full profile conjoint analysis by using the following attributes: timing of the reward, reward compatibility with the store's image, and tangibility.Our research reveals that the underlying effects of reward types on preferences and intended store loyalty differ depending on the level of consumers' personal involvement. In sectors with high personal involvement, compatibility with the store's image and intangible rewards increase LP preference and loyalty intentions. The time required to obtain the reward (immediate/delayed) has no impact. In sectors with low personal involvement, immediate and tangible rewards increase LP preference and loyalty intentions. Compatibility with the store image has no impact.     

Customer happiness as a function of perceived loyalty program benefits - A quantile regression approach

Customers consider pursuit of happiness to be fundamental to their purchase experiences; thus, companies are increasingly looking for opportunities to bring happiness to customers especially in their consumption activity. The current study undertakes analysis of effect of perceived benefits of loyalty programs and customer satisfaction on customer happiness/purchase enjoyment if he/she has loyalty program membership. Empirical study with 407 participants found that Discovery and Entertainment Benefit (DEB) and Satisfaction Derived (SD) have an effect on customer happiness/purchase enjoyment while being a loyalty program member. Quantile regression analysis was used to analyze if independent variables have a differential effect on different levels of the dependent variable i.e. customer happiness/purchase enjoyment from use of loyalty programs. Since DEB and SD were found to be positively significant in influencing customer happiness/purchase enjoyment, companies should focus on balancing these aspects of customers’ consumption experience.     

Managing opportunism in a developing interfirm relationship: The interrelationship of calculative and loyalty commitment

This research develops a framework for investigating associations among the duration of an exchange relationship, the interrelationship between a supplier's calculative and loyalty commitment, and opportunistic behavior on the part of a buyer. The findings indicate that (1) calculative commitment and loyalty commitment by suppliers function as substitutes; (2) a supplier's loyalty commitment increases gradually as a developing exchange relationship endures, whereas calculative commitment increases and then decreases; and (3) a supplier's calculative commitment leads to an increase in a buyer's opportunism, whereas the supplier's loyalty commitment leads to a decrease, and a supplier's loyalty commitment decreases the positive impact of calculative commitment on opportunism. These findings provide insights into how relationship duration affects buyers' opportunism through the interrelation between suppliers' calculative and loyalty commitment.     

Why the tripartite relationship of place attachment,loyalty, and pro-environmental behaviour matter?

The tripartite relationship among loyalty, pro-environmental (PEB) behaviour, and place attachment (PA) was explored to capture the variability and complexity of both loyalty and PEB dynamics. Further, the tripartite model was extended to another precedent variable of destination image to more broadly explain the process of tourist behavioural change in nature-based tourism (NBT) destinations. The study found that PA is the critical factor beneficial to sustainable management of NBT context and cognitive destination image increases the psychological attachment to destinations. Particularly, this study suggests that the reciprocal synergy between loyalty and PEB intentions can be achieved by strengthening PA for the destination.     

Tourist loyalty to a local cultural event: The case of Turkmen handicrafts festival

The purpose of this research was to examine a comprehensive model of attendee loyalty at a local festival. More specifically, the research tested a model linking festival authenticity to festival quality, value, satisfaction, trust and loyalty to a given festival. Using convenience sampling method, empirical data was collected at the Turkmen handicrafts festival in Gonbad-e-Kavoos, the most important city in the Turkmen Sahra region, Iran. A sample of 301 domestic tourists who attended the festival was surveyed. Applying structural equation modeling, the findings showed that perceived authenticity influenced perceived quality, value and satisfaction. Perceived quality was found to have the direct effect on perceived value, satisfaction and trust. Perceived value affected satisfaction, trust and loyalty. Satisfaction had the direct effect on loyalty and so did trust.     

The Effect of Compensation on Repurchase Intentions in Service Recovery

To explore when the presence of compensation enhances repurchase intentions after a service failure, the authors use an experimental procedure and evaluate the impact of compensation in different stability and locus of responsibility conditions. Findings from three studies using scenarios from different service industries indicate that compensation is necessary only when the company is responsible for the failure and the failure occurs frequently. If the failure occurs infrequently or the company is not responsible, compensation does not affect repurchase intentions. The results further demonstrate that stability and locus of responsibility attributions influence the perceived equity of the exchange, which mediates the effectiveness of compensation as a recovery effort. The authors discuss the theoretical and managerial implications.     

Assessing customers’ perceived value of the online channel of multichannel retailers: A two country examination

Given the constant and often dramatic technological advancements that facilitate retailing, especially online channel adoption by industry and customers, research focusing on customers perceived value of the online channel of multi-channel retailer’s requires conceptual and empirical elaboration. This study advances understanding of customer perceived online channel value and how customer perceptions of value effect online channel satisfaction and online channel loyalty. Using data from a multi-country study, we provide a deeper understanding for multi-channel retailers of how to balance investments in various value drivers to enhance online channel satisfaction and customer loyalty.     

Living “up in the air”: Meeting the frequent flyer passenger

This paper uses a large database of approximately 37,000 passengers and three different estimates to analyse the characteristics of the frequent flyer and the differences between frequent flyers and occasional flyers. The results show that frequent flyers are middle-aged men with a high level of education who take domestic flights for business reasons at both hub and regional airports, where they make a purchase and/or consume F&B. Frequent flyers fly on both low-cost and traditional airlines, are more likely to stay overnight at a relative's or friend's home and travel to the airport by private or rented car.