Importance of the Corporate Reputation in B2B Context in Iran: An Empirical Study
TL;DR: In this article, the authors developed an integrated model that indicates the influence of corporate reputation on customer loyalty in Business-to-Business (B2B) markets by implementing the model of Cretu and Brodie (2007) with additional concentration on personal relationship in B2B.
Abstract: Corporate reputation researches have largely focus on consumer market and attention has been given to the business market recently. The purpose of this paper is to develop an integrated model that indicates the influence of corporate reputation on customer loyalty in Business-to-Business (B2B) markets by implementing the model of Cretu and Brodie (2007) with additional concentration on personal relationship in B2B. To achieve this purpose, a structured questionnaire distributed among 80 executive managers who work in variety industries such as construction, mining and generator motor equipment in Iran. The results prove that corporate reputation has effect on loyalty but with less impact in compared to satisfaction; moreover the personal relation has no significant impact on loyalty.
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TL;DR: Consumer trust is expected to encourage customers to make repurchases in online stores in Indonesia, which implies for website designers to design an online store capable of increasing trust and strengthening the repurchase intention.
Abstract: The rapid growth of the internet users in Indonesia poses a challenge to marketers to explore and develop the potential for e-commerce. In this article, consumer trust is expected to encourage customers to make repurchases in online stores. This article aims to build a determinant model of repurchase intention at online stores in Indonesia. This article is based on a survey of Indonesian online store consumers. Respondents were asked to provide responses related to satisfaction, trust, website quality, and repurchase intention. There were 193 final respondents obtained from 300 distributed questionnaires. The model was tested using Structural Equation Modeling (SEM) with AMOS 18. The results revealed the role of the mediating variable of customer satisfaction on repurchase intention. The findings are expected to contribute ideas related to the formation of model reinforce the repurchase intention of online store customers. This implies for website designers to design an online store capable of increasing trust and strengthening the repurchase intention.
17 citations
Dissertation•
01 Jan 2017
TL;DR: In this paper, some modifications to the DeLone and McLean Model (2003) of information systems are proposed whereby the model may be applicable to post adoption customer satisfaction, especially in the e-commerce context.
Abstract: Mobile banking is the latest technology offered by service providers that allows
customers to conduct banking transactions via mobile terminals. Mobile banking like
other online transactions involve great uncertainty and risk, thus, customers need to
build trust to alleviate perceived risk and facilitate their transactions. Owing to its
significant role, trust has received considerable attention in information systems (IS)
research, especially in the e-commerce context. However, little research has been done
on the success of this technology, especially when investigating customer satisfaction.
In this study, some modifications to the DeLone and McLean Model (2003) of IS
Success are proposed whereby the model may be applicable to post adoption customer
satisfaction. The target population is the users of mobile banking in Somaliland where
mobile banking is at peak prevalence. Quantitative research method is deemed to be
the suitable way of study. Partial Least Square (PLS) is the research instrument used
to examine the role of trust in mediating the effects of independent variables on
customer satisfaction. The findings suggest that quality factors and structural
assurance have significant direct effect on both trust and customer satisfaction.
Meanwhile, company reputation positively affects trust but not customer satisfaction.
Trust is also shown to fully mediate the interrelationships of information quality,
system quality and company reputation on customer satisfaction. Theoretical
contributions of the findings are discussed and suggestions for future research are
presented.
11 citations
TL;DR: In this paper, the authors examined the effect of organizational reputation on e-loyalty with the roles of E-trust and E-satisfaction. But they did not investigate the relationship between reputation, trust, satisfaction, and loyalty.
Abstract: Purpose- The purpose of this paper is to examine how effect of Organizational Reputation on E-loyalty with the Roles of E-trust and E-satisfaction. Design/methodology/approach- A quantitative approach was undertaken to analyze. The study used Structural Equation Modelling (SEM) operated by LISREL program to analyze the hypothesis. This paper tests the model by using data from 450 customers of Digikala firm in Iran. Findings- Results indicated that organizational reputation affects e-satisfaction significantly and the impact of organizational reputation on e-trust is significant in the selected population. Originality/value- This study emphasized on the impact of corporate reputation on increasing customer satisfaction, customer trust, and customer loyalty in the electronic commerce company. Hence, this paper investigates the interrelationships between reputation, trust, satisfaction, and loyalty as a unique context.
9 citations
Cites background from "Importance of the Corporate Reputat..."
...…can define reputation as a functional phenomenon originating from the creation of a diversity of noteworthy properties that distinguishes companies, nurtures relationships, and makes businesses over time through the formal and informal lines of organisational relationships (Miremadi et al., 2011)....
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...On the other hand, (helm, 2007) suggest that although many researchers had found the direct and significant relation between satisfaction and loyalty, satisfaction is not always the only and reliable antecedent of loyalty (Miremadi et al., 2011)....
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...Also Loureiro and Kastenholz (2011), Miremadi et al. (2011), and Walsh et al. (2006) have confirmed significant impact of organizational reputation on customer satisfaction in their research too....
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Dissertation•
01 May 2014
TL;DR: In this article, the Stereotype Content Model was used to examine the moderating effects of corporate reputation on supplier decisions and the results demonstrate that various dimensions of reputation differentially moderate the effects of intentions-based purchasing criteria versus ability-based criteria.
Abstract: Contrary to the conventional belief that organisational supplier choice decisions are predominantly objective, this research draws on the Stereotype Content Model to examine the moderating effects of corporate reputation on supplier decisions. In an international field study with buying centre members, the results demonstrate that various dimensions of reputation differentially moderate the effects of intentions-based purchasing criteria versus ability-based criteria on supplier selection and termination behaviour. Specifically, only in the absence of a strongly Agreeable or Competent reputation do intentions and warm abilities-based purchasing criteria respectively have a significant influence on selection and termination. Conversely, only in the presence of a strongly Ruthless reputation do cold abilities-based purchasing criteria exert a significant influence on supplier selection or termination. These findings have implications for the corporate reputation and industrial buying literatures, as well as managerial practice.
Keywords: corporate reputation, moderation, supplier selection, termination
8 citations
Posted Content•
TL;DR: In this paper, the internal brand equity in service industries is measured and empirical data was provided by a sample of 533 industrial workers and 208 managers, which was then analyzed. And the main conclusions of this research lead us to confirm the positive relationship between determinants of internal Brand equity and its influence on building strong internal and external brand equity.
Abstract: In the business-to-business sector, employees are playing a pivotal role in the success of corporate brands. Thus, measuring the internal brand equity in service industries can significantly highlight the potential role of the workforce in internal and external brand performance. To this end, 105 service firms were examined and empirical data was provided by a sample of 533 industrial workers and 208 managers, which was then analyzed. The main conclusions of this research lead us to confirm the positive relationship between determinants of internal brand equity and its influence on building strong internal and external brand equity. Conclusions are drawn for management practice and future research. Classification- JEL:
3 citations
References
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TL;DR: In this article, the authors provide an understanding of how satisfaction, quality, and value affect repurchase and positive word-of-mouth in a business-to-business (B2B) setting.
Abstract: Purpose – The aim of this article is to provide an understanding of how satisfaction, quality, and value affect repurchase and positive word‐of‐mouth in a business‐to‐business (B2B) setting. Most previous studies in this area apply to business‐to‐consumer (B2C) situations.Design/methodology/approach – A survey of 382 users of freight services was undertaken in the USA. An exploratory pilot study was undertaken to gain a better understanding of these users and to test the research instrument. Structural equation modeling was used to test the constructs.Findings – The results showing the best‐fit model identified a number of relationships that were unexpected. These are discussed in detail.Practical implications – Managers have a model, survey instrument and methodology that service firms can use to establish what they are doing right or wrong to retain customers. Managers are also given guidelines on how to increase customer satisfaction in B2B services.Originality/value – This paper deals with these const...
247 citations
TL;DR: In this article, the authors examine the extent to which marketing researchers might leverage that which is known about interpersonal relationships to understand the structure and characteristics of commercial dyads, and find strong support of a relationship paradigm in considering marketing phenomena in the context of relational dyads.
240 citations
TL;DR: In this paper, the authors discuss findings of a study among German investors of a publicly traded company that put into perspective the aforementioned detrimental choice-effect, the impact of reputation on individual investor behavior and reveals a diversity of loyalty effects of corporate reputation.
Abstract: Prior research suggests that corporate reputation is a determinant of initial investment decisions, possibly leading to detrimental stock choices. Its effect on established investor relationships, namely investor satisfaction and loyalty, are novel research areas. The present paper discusses findings of a study among German investors of a publicly traded company that put into perspective the aforementioned detrimental choice-effect, the impact of reputation on individual investor behavior and reveals a diversity of loyalty effects of corporate reputation.
240 citations
"Importance of the Corporate Reputat..." refers background in this paper
...On the other hand, (helm, 2007) suggested that although many researchers had found the direct and significant relation between satisfaction and loyalty, satisfaction is not always the only and reliable antecede of loyalty....
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TL;DR: In this article, a conceptual model presents the likely influence of customer relationships with service workers on the development of true customer loyalty to the service firm, as positive attitudes towards service staff are transferred directly to the firm.
Abstract: True loyalty, defined by a high relative attitude in addition to high repeat purchase, is an extremely valuable asset to the service firm – as the customer’s search motivation for competitive alternatives is reduced, he/she shows an immunity to the pull of competition and provides favourable word of mouth. A conceptual model presents the likely influence of customer relationships with service workers on the development of true customer loyalty to the service firm. It is suggested that strong customer relationships with a firm’s service personnel lead to true customer loyalty to the service firm, as positive attitudes towards service staff are transferred directly to the firm. In situations where a strong relationship develops between the customer and only one particular service worker, true loyalty to the service firm will be an outcome of high personal loyalty and therefore be dependent on the continued availability of the service worker. To assist managers in encouraging relationship development between...
225 citations
TL;DR: In this paper, the authors propose a conceptual model that positions value creation and value appropriation as focal variables within the nomological net of business relationships, and find that value appropriation is the strongest driver of project satisfaction.
196 citations
"Importance of the Corporate Reputat..." refers methods in this paper
...―PLS provides an iterative combination of principal components analysis that relates measures to constructs and path analysis that captures the structural model of constructs (Wagner et al. 2010)....
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