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This research aims to investigate how the guanxi will influence the interorganizational commitment in an industrial market. A model is proposed demonstrating the influence of guanxi on interpersonal commitment, and interorganizational commitment. Data was collected from the salespersons of equipment in the oil industry of China. Partial least square (PLS) method is applied to analyze the collected...
This empirical research is among the earliest studies attempting to examine how guanxi influences the organizational behavior in transactions with SOEs of China. A model is proposed demonstrating the influence of guanxi on opportunistic behavior and special treatment. Data is collected from the salespersons of equipment in the oil industry. Partial least square (PLS) method is applied to analyze the...
The purpose of this study was to investigate how guanxi-oriented attitude, of salespersons will influence their behaviors, such as the selection of communication modality, under friction events. Data was collected via questionnaire from persons selling equipment in the oil industry. The partial least squares (PLS) method is applied to analyze the collected data. The study finds that the guanxi-oriented...
In recent years, loyalty program as an important means of relationship marketing, has been highly concerned by scholars and enterprises. However, there are many problems when execute the loyalty program. The traditional loyalty program only focus on short-term economic profits is clearly needed to be improved. This paper explores the impact of loyalty programs on relationship benefits and customer...
This paper explores the antecedent influencing factors of relationship benefits form the perspective of personality traits. Empirical study in service context shows that social affiliation has directly and positively impact on perception of confidence benefits and social benefits. Need for variety negatively influences the perception of confidence benefits and marginal negatively influences perception...
In recent years, as the relationship marketing becomes an important part of enterprises' marketing activities, more enterprises start to take seriously to the relationship with the customers, based on this, there comes the concept of relationship benefits. Scholars believe that the establishment of strong customer relationship should be an important means for an enterprise to gain competitive advantage...
Relational benefit is the key of relationship marketing. Exploring the source of relational benefits has great theories and practical value. This paper explores the affect mechanism between corporation social responsibility and relational benefit. Firstly, we find consumer perceived corporation social responsibility consists of product responsibility, environment responsibility and social responsibility...
The developed division and specialization exists in the industrial cluster between enterprises. The transactions of intermediate products between upstream and downstream enterprises of the same product are so frequent that the competitiveness of the final product enterprises in the consumer market depends on the specialization and cooperation of the upstream enterprises. Therefore, the division of...
This thesis first discusses the concepts of customer value and satisfaction and relationship between them, as well as the components of customer value, including benefit and sacrifice, which have different impact on customer satisfaction. Furthermore, we make classification of benefit and sacrifice, summarized into inherent, expected and surprising levels, based on the comparison between customers'...
This paper studies the forming process of customer value based on grounded theory. Through mining the factors and analyzing the relationship between them during the customer value formation, the model of customer value is constructed in a business to customer market. At the same time, the paper build the measuring model and propose four types of customer measurement: the measurement of each factor...
From October 2008 the interconnection between northeast and north power grid switched from alternating current to direct current. It is urgent to research the stability of northeast power grid based on the real network data. This paper studied the stability changing by applying real-time time-domain simulation method and frequency-domain analysis method. Research result indicated that the stability...
This paper studies the forming process of customer value based on grounded theory. Through mining the factors and analyzing the relationship between them during the customer value formation, the model of customer value is constructed in a business to customer market. At the same time, we build the measuring model and propose four types of customer measurement: the measurement of each factor of customer...
This paper mainly talks about optimal advertising expenditure based on customer value. Building on earlier work, this thesis develops a customer value model to analyze the relationship between advertisement and customer value. The relationship illustrates that advertisement promotes selling through enhancing customer value and improving the transfer of customer to upper customer value group. This...
Based on the results of the previous studies on customer value construct and measurement in recent years, theoretical framework on customer value construct are advanced, which is applicable for consumable markets. Following this framework, the approach of conjoint analysis is practiced in customer value measurement based on utility theory. Meanwhile, this paper also demonstrates the process of customer...
This article first presents a conceptual model to explain how to calculate customer lifetime value and measure customer equity for a multi-brands firm using the brand-switching matrix. The change in the firm's customer equity is the change in its current and future customers' lifetime values, summed across all customers in the market. Each customer's lifetime value results from the frequency of category...
This paper first puts forward that the measurement of customer value needs the selection and confirmative application of the existing methods. Then on the basis of positive study, the paper concludes that the consumers have two factors towards the automobile products value property and finds out that it is obvious that the consumers have higher perceived value towards the foreign brands than the national...
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