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: Based on theory from consumer behavior and cognitive psychology, the purpose of this paper is to discuss and test corporate image and customer satisfaction as two routes to customer loyalty as mentioned in this paper, which is consistent with high and low service expertise.
Abstract: Based on theory from consumer behavior and cognitive psychology, the purpose of this paper is to discuss and test corporate image and customer satisfaction as two routes to customer loyalty. Based on data from 600 individual customers categorized as having high or low service expertise of three companies within the package tour industry, a conceptual model is proposed and tested empirically using structural equation modeling. The data used in the study are included in The Norwegian Customer Satisfaction Barometer. The paper concludes by claiming that for complex services, corporate image and customer satisfaction are not two separate routes to customer loyalty. Corporate image impacts customer loyalty directly whereas customer satisfaction does not. This finding was consistent with high and low service expertise. These results challenge the disconfirmation paradigm which predicts customer satisfaction as the primary route to customer loyalty. From a managerial perspective, information regarding the relative strength of the two routes is vital with regard to resource allocation in order to improve customer loyalty.
1,442 citations
"Importance of the Corporate Reputat..." refers background in this paper
...Although the impact of corporate reputation is stated by many studies (Andreassen & Lindestad, 1997, 1998; O’Loughlin & Coenders, 2002), limited research investigates the importance of corporate reputation in B2B, therefore discovered variable in the extended model can be contribution of this study....
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TL;DR: The authors examined the relationship between four key post-purchase constructs: perceived performance, satisfaction, perceived value, and repurchase intentions, in a causal path framework in an empirical study of business-to-business professional services.
Abstract: Examines the relationship between four key post‐purchase constructs: perceived performance, satisfaction, perceived value, and repurchase intentions, in a causal path framework in an empirical study of business‐to‐business professional services. Attempts to disaggregate performance into its component multiple dimensions, and assess the individual impact of each on post‐purchase evaluation processes. Shows that the effect of perceived value on repurchase intentions is completely mediated through satisfaction. Confirms six performance dimensions, each having a significant impact on both value and satisfaction and adds new insight to our understanding of the respective roles of perceived value, satisfaction and post‐purchase intentions.
1,244 citations
Additional excerpts
...(Anderson, Fornell, & Lehmann, 1994; Eggertt & Ulga, 2002; Lam, Shankar, Erramilli, & Murthy, 2004; Patterson & Spreng, 1997; Zins, 2001)....
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Posted Content•
TL;DR: In this paper, the authors investigated the relationship between customer satisfaction and customer value in a cross-sectional survey with purchasing managers in Germany and found that perceived value is mediated by satisfaction.
Abstract: In recent years, there has been a resurgence of interest in the value construct among both marketing researchers and practitioners. Despite a growing body of research, it is still not clear how value interacts with related marketing constructs. Researchers have called for an investigation of the interrelationship between customer satisfaction and customer value to reduce the ambiguities surrounding both concepts. Investigates whether customer value and satisfaction represent two theoretically and empirically distinct concepts. Also addresses whether value is a better predictor of behavioral outcomes than satisfaction in a business marketing context. Two alternative models are developed and empirically tested in a cross-sectional survey with purchasing managers in Germany. The first model suggests a direct impact of perceived value on the purchasing managers' intentions. In the second model, perceived value is mediated by satisfaction. This research suggests that value and satisfaction can be conceptualized and measured as two distinct, yet complementary constructs.
1,134 citations
TL;DR: In this paper, the authors present an approach to understand the dynamics of the service provider-customer relationship. But, the authors focus on the long-term dynamics of service provider relationships, rather than the short-term relationships.
Abstract: As firms seek ways to manage customer relationships over the long term, understanding the dynamics of the service provider–customer relationship becomes a key priority. In this article, the authors...
1,096 citations
01 Jan 1994
1,083 citations