Exploring nexus among sensory marketing and repurchase intention: Application of S-O-R Model

Abstract

The primary objective of the present research is to examine the impact of touch and gustatory stimuli on airline image and repurchase intention. Furthermore, the present research examines the moderating role of price fairness and mediation impact of airline image. The researchers gather data from the customers of PIA and Airblue travelling abroad from Islamabad International Airport, Karachi International airport and Lahore International airport by employing multi-stage sampling technique. Total of 576 questionnaires was distributed among the respondents, and the response rate was 68.9%. For the analysis of data received, the researcher employed PLS-SEM. The finding of the study confirmed the significant impact of touch and gustatory stimuli on airline image and repurchase intention. Findings of the study revealed the mediating role of airline image among touch, gustatory and repurchase intention was significant as well. At the end, perceived price fairness also moderated the relationship of airline image and repurchase intention. The present study fills the gap of limited studies conducted in the past regarding sensory stimuli in the context of the airline industry, the role of airline image as a mediator under SOR model and moderating impact of perceived price. Findings of the present study are helpful for policymakers and practitioners of the airline industry in Pakistan to develop the strategy by which they can retain their customers on international routes.

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