Kontakt
Jak kupować
Dostawa
Doradca ds. zakupów
Customer Relationship Strength in Relationship Marketing
An Investigation with Empirical Evidence from the Insurance Industry in China
Angielski
166 b
Nawet do 30 dni na zwrot
Klienci kupili także
/
Miękka
42.50
zł
/
Miękka
146.47
zł
/
Miękka
53.66
zł
Customer relationship strength and its antecedents and consequences were studied in the context of policyholder and agent relationships in the life insurance industry in China. A three-dimension measurement model for customer relationship strength was proposed involving affective strength, cognitive strength and conative strength. A measurement scale for customer relationship strength was developed and validated based on 207 matched questionnaires (insurance agents and their clients) from a major Chinese insurance company. Empirical results indicated acceptable levels of reliability, unidimensionality, convergent validity and discriminant validity for the measures. Results from structural equation modeling suggest that a customer s perceptions of relationship value, termination cost, salesperson likeability, personal selling behavior, and the customer s innovativeness and complaint propensity are significantly correlated with customer relationship strength. The empirical findings further show that customer relationship strength significantly influences sales effectiveness and relationship profitability.
Informacje o książce
Angielski
Podaruj tę książkę jeszcze dziś
To łatwe
1 Dodaj książkę do koszyka i wybierz „dostarczyć jako prezent” 2 W odpowiedzi wyślemy Ci bon 3 Książka dotrze na adres obdarowanegoMogłoby Cię także zainteresować
/
Miękka
63.09
zł
/
Gra
310.77
zł
/
Adobe ePub DRM
389.44
zł
/
Twarda
787.07
zł
Cześć! Jestem Libroamiko, Twój doradca książkowy.
Jak mogę Ci pomóc?