Links

Tools

Export citation

Search in Google Scholar

The impact of Consumer-Brand Relationships on Brand Loyalty: Evidence from the High-Tech Services Context.

Proceedings article published in 2015 by Apostolos N. Giovanis, Pinelopi Athanasopoulou
This paper is available in a repository.
This paper is available in a repository.

Full text: Download

Question mark in circle
Preprint: policy unknown
Question mark in circle
Postprint: policy unknown
Question mark in circle
Published version: policy unknown

Abstract

The aim of this paper is to investigate the antecedents of three manifestations of brand loyalty, repurchase intentions; positive recommendations, and price tolerance, for high tech services, such as fixed broadband internet services. Using the relationship commitment theory as theoretical background, the study proposes and empirically tests a modelling framework to estimate the direct and indirect effects of trust; satisfaction, and commitment on customers’ behavioural intentions, in terms of repurchase intentions; the spread of positive recommendations, and willingness to pay more. Data were collected from a survey of 779 customers and were analysed using PLS. Results indicate that brand trust is the major driver of consumers’ behavioral intentions and this effect is further enhanced if it can be efficiently converted to brand satisfaction and relationship commitment. On the other hand, trust is not directly related to price tolerance, which is mostly affected by consumers’ commitment and attitude and to a lesser extent by satisfaction. Theoretical and managerial implications, limitations and suggestions for further research are provided at the end of the paper.