:::

詳目顯示

回上一頁
題名:顧客關係破壞因素的影響與轉換障礙干擾效果之研究
書刊名:管理實務與理論研究
作者:蔡翼擎 引用關係張惠真
作者(外文):Tsai, Yi-chingChang, Hui-chen
出版日期:2012
卷期:6:4
頁次:頁77-93
主題關鍵詞:關係破壞因素轉換障礙顧客反應Relationship destroying factorsSwitching barrierCustomer reaction
原始連結:連回原系統網址new window
相關次數:
  • 被引用次數被引用次數:期刊(0) 博士論文(0) 專書(0) 專書論文(0)
  • 排除自我引用排除自我引用:0
  • 共同引用共同引用:0
  • 點閱點閱:30
自從政府開放行動電話號碼可攜業務之後,轉換門檻大幅下降,消費者可以原號碼自由選擇轉換其他電信系統業者。近年來因為智慧型手機與平板電腦等行動上網裝置熱銷,行動上網的需求越來越高,但是顧客抱怨的聲浪卻不減反增,究其原因,包括系統服務失誤、人員服務失誤,以及其他同業的促銷方案等因素,皆可能破壞雙方交易關係,導致顧客抱怨或轉換意圖。因此本研究針對行動電話與3G行動上網消費者,探討顧客關係破壞因素、轉換障礙與顧客反應行為之間的關係,經由網路問卷調查收集資料並進行假說驗證。資料分析採用一般線性模式(GLM)進行假說檢定。研究結果發現,行動通訊業者因系統失誤與人員失誤會導致顧客的抱怨與轉換的意圖;然而來自競爭者吸引力對顧客的轉換與抱怨意圖並未有顯著影響;行動通訊業者建立社會性轉換障礙將可顯著降低顧客的轉換意圖;但卻顯著加深顧客的抱怨行為;業者建立經濟性轉換障礙並未顯著抑制顧客的轉換意圖,且會增加顧客的抱怨行為。此研究成果應能裨益行動通訊業者對於強化顧客服務、降低客訴、提升顧客續留等顧客關係管理方面的策略意涵。
The switching threshold of mobile phone numbers between different mobile communication service providers has largely decreased since the government lifted the ban on mobile phone number portability service. The users may convert their mobile communication service from current provider to others with their existed phone numbers. The demand for mobile communication services has been increasing along with the hot selling of smart phone and tablet PCs. However, there are more and more complaints which might caused by the system service failures, employee service mistakes, and the sales promotion activities offered from competitors, could destroy the trading relationship. All the above factors will lead to the customers' intentions of complaining and switching to another service provider. This study aims to explore the relationship between destroy factors in trading relations, switching barriers of changing service provider, and the outcome of customer default. The empirical data collected from mobile service users through online interviewing. Using the General Linear Model (GLM) to test the research hypotheses and shows the following major results: 1. The relationship destroy factors including service system failures and personnel service errors will positively impact the customer complaining and switching intentions, 2. The social switching barriers will strengthen the effect on the customer complaining behavior although it may decrease the influence of relationship destroy factors on the customer switching intention, 3. The economic switching barriers will positively affect the customer complaining behavior. Finally, this research also offers mobile communication services providers with strategic implications in customer relationship management.
期刊論文
1.Morgan, Robert M.、Hunt, Shelby D.(1994)。The Commitment-Trust Theory of Relationship Marketing。Journal of Marketing,58(3),20-38。  new window
2.Jones, M. A.、Mothersbaugh, D. L.、Beatty, S. E.(2000)。Switching Barriers and Repurchase Intentions in Services。Journal of Retailing,76(2),259-274。  new window
3.Keaveney, S. M.(1995)。Customer switching behavior in service industries: an exploratory study。Journal of Marketing,59(2),71-82。  new window
4.Alicke, M. D.、Braun, J. C.、Glor, J. E.、Klotz, M. L.、Magee, J.(1992)。Complaining behavior in social interaction。Personality and Social Psychology Bulletin,18(3),286-295。  new window
5.Allen, N. J.、Meyer, J. P.(1990)。The measurement and antecedents of affective, continuance and normative commitment to the organization。Journal of Occupational Psychology,63(1),1-18。  new window
6.Bendapudi, Neeli、Berry, Leonard L.(1997)。Customers' Motivations for Maintaining Relationships with Service Providers。Journal of Retailing,73(1),15-37。  new window
7.Bitner, M. J.、Booms, B. H.、Mohr, L. A.(1994)。Critical service encounters: the employee's viewpoint。The Journal of Marketing,58(10),95-106。  new window
8.Chelminski, Piotr、Coulter, Robin A.(2011)。An examination of consumer advocacy and complaining behavior in the context of service failure。Journal of Services Marketing,25(5),361-370。  new window
9.Dowling, G. R.、Staelin, R.(1994)。A model of perceived risk and intended risk-handling activity。Journal of consumer Research,21(1),119-134。  new window
10.Flanagan, J. C.(1954)。The critical incident technique。Psychological Bulletin,51(4),327。  new window
11.Fornell, C. R.、Larcker, D. F.(1981)。Structural Equation Models with Unobservable Variables and Measurement Error。Journal of Marketing Research,18,39-51。  new window
12.Hocutt, M. A.(1998)。Relationship dissolution model: Antecedents of relationship commitment and the likelihood of dissolving a relationship。International Journal of Service Industry Management,9(2),189-200。  new window
13.Hoffman, K. D.、Kelley, S. W.、Rotalsky, H. M.(1995)。Tracking service failures and employee recovery efforts。Journal of Services Marketing,9(2),49-61。  new window
14.Hui, M. K.、Xiande, Z.、Xiucheng, F.、Kevin, A.(2004)。When does the service process matter? A test of two competing theories。Journal of consumer Research,31(2),465-475。  new window
15.Hunt, S. D.(1991)。Positivism and paradigm dominance in consumer research: Toward critical pluralism and rapprochement。Journal of Consumer Research,18(1),32-44。  new window
16.Kalamas, M.、Laroche, M.、Makdessian, L.(2008)。Reaching the boiling point: Consumers' negative affective reactions to firm-attributed service failures。Journal of Business Research,61(8),813-824。  new window
17.Mattila, A. S.(2001)。Emotional Bonding and Restaurant Loyalty。Cornell Hotel and Restaurant Administration Quarterly,42(6),73-79。  new window
18.Pass, M. W.(2006)。Western US college students: Banking preferences and marketplace performance。Journal of Financial Services Marketing,11(1),49-63。  new window
19.Patterson, P. G.、Smith, T.(2003)。A cross-cultural study of switching barriers and propensity to stay with service providers。Journal of Retailing,79(2),107-120。  new window
20.Ping, R. A.(1993)。The effects of satisfaction and structural constraints on retailer exiting, voice, loyalty, opportunism, and neglect。Journal of Retailing,69(3),320-352。  new window
21.Pont, M.、McQuilken, L.(2005)。An empirical investigation of customer satisfaction and loyalty across two divergent bank segments。Journal of Financial Services Marketing,9(4),344-359。  new window
22.Power, C.、Driscoll L.、Bohn, E.(1992)。Smart selling: how companies are winning over today’s tougher customer。Business Week,3277(3),46。  new window
23.Rust, R. T.、Zahorik, A. J.(1993)。Customer Satisfaction, Customer Retention and Market Share。Journal of Retailing,69(2),193-215。  new window
24.Samaha, S. A.、Palmatier, R. W.、Dant, R. P.(2011)。Poisoning Relationships: Perceived Unfairness in Channels of Distribution。Journal of Marketing,75(3),99-117。  new window
25.Stauss, B.、Friege, C.(1999)。Regaining Service Customers。Journal of Service Research,1(4),347-361。  new window
26.Tsai, H. T.、Huang, H. C.、Jaw, Y. L.、Chen, W. K.(2006)。Why online customers remain with a particular eretailer: An integrative model and empirical evidence。Psychology and Marketing,23(5),447-464。  new window
27.Woisetschlager, D. M.、Lentz, P.、Evanschitzky, H.(2010)。How habits, social ties, and economic switching barriers affect customer loyalty in contractual service settings。Journal of Business Research,64(8),800-808。  new window
28.Vázquez-Carrasco, R.、Foxall, G. R.(2006)。Positive vs. negative switching barriers: The influence of service consumers' need for variety。Journal of Consumer Behavior,5(4),367-379。  new window
29.Bolton, R. N.、Kannan, P. K.、Bramlett, M. D.(2000)。Implications of loyalty program membership and service experiences for customer retention and value。Journal of the Academy of Marketing Science,28(1),95-108。  new window
30.Smith, A. K.、Bolton, R. N.、Wagner, J.(1999)。A model of customer satisfaction with service encounters involving failure and recover。Journal of Marketing Research,36(3),356-372。  new window
31.Sengupta, S.、Krapfel, R. E.、Pusateri, M. A.(1997)。Switching Costs in Key Account Relationships。Journal of Personal Selling and Sales Management,17(4),9-16。  new window
32.Mittal, B.、Lassar, W. M.(1998)。Why do Customers Switch? The Dynamics of Satisfaction Versus Loyalty。Journal of Services Marketing,12(3),177-194。  new window
33.Ping, R. A. Jr.(1994)。Does satisfaction moderate the association between alternative attractiveness and exit intention in a marketing channel?。Journal of the Academy of Marketing Science,22(4),364-371。  new window
34.Ping, R. A. Jr.(1995)。Some uninvestigated antecedents of retailer exit intention。Journal of Business Research,34(3),171-180。  new window
35.Brady, Michael K.、Cronin, J. Joseph Jr.(2001)。Some New Thoughts on Conceptualizing Perceived Service Quality: a Hierarchical Approach。Journal of Marketing,65(3),34-49。  new window
36.Hellier, Phillip K.、Geursen, Gus M.、Carr, Rodney A.、Rickard, John A.(2003)。Customer repurchase intention: A general structural equation model。European Journal of Marketing,37(11/12),1762-1800。  new window
37.Bitner, Mary Jo(1990)。Evaluating Service Encounters: The Effects of Physical Surroundings and Employee Responses。Journal of Marketing,54(2),69-82。  new window
圖書
1.Hair, J. F., Jr.、Anderson, R. E.、Tatham, R. L.、Black, W. C.(1998)。Multivariate data analysis。Upper saddle River, NJ:Englewood Cliffs, New Jersey:Prentice Hall:Prentice Hall。  new window
2.Berry, Leonard L.(1983)。Relationship Marketing。Emerging Perspectives on Services Marketing, American Marketing Association。Chicago, IL:American Marketing Association。  new window
3.Peppers, Don、Rogers, Martha(1993)。The one to one future: Building relationships one customer at a time。New York, NY:Doubleday。  new window
4.黃芳銘(2003)。結構方程模式--理論與應用。五南。  延伸查詢new window
 
 
 
 
第一頁 上一頁 下一頁 最後一頁 top
QR Code
QRCODE