Customer benefits and company consequences of customer-salesperson relationships in retailing
Abbreviated Journal Title
STRUCTURAL EQUATION MODELS; BUYER-SELLER RELATIONSHIPS; SERVICE; ENCOUNTERS; SATISFACTION; QUALITY; PERSPECTIVE; DEFECTIONS; CONSUMERS; STRATEGY; Business
Building customer relationships is a top priority in many firms. This study examines the benefits customers receive from relationships with clothing/accessories salespeople. We found that relationship benefits are positively associated with satisfaction, loyalty, word of mouth and purchases. Implications and directions for future research are given based on these findings.
Journal of Retailing
"Customer benefits and company consequences of customer-salesperson relationships in retailing" (1999). Faculty Bibliography 1990s. 2807.