2007
DOI: 10.1016/j.jretai.2006.10.007
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Understanding brand and dealer retention in the new car market: The moderating role of brand tier

Abstract: Dealers may contribute to brand retention through their sales and service efforts. In this study we investigate the degree to which dealers contribute to brand retention and how this contribution is moderated by brand tier. To this end we distinguish between economy, volume and prestige brands. We also investigate how the effectiveness of dealer instruments to increase dealer retention differs across these brand tiers. We collected data on brand retention and dealer retention among consumers who recently purch… Show more

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Cited by 151 publications
(123 citation statements)
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“…Despite the large number of studies on customer loyalty drivers, existing knowledge is still highly fragmented and the results are mixed [21]. Among other determinants, customer loyalty is strongly affected by different types of relational bonds or ties.…”
Section: Customer Relationships and Loyaltymentioning
confidence: 99%
“…Despite the large number of studies on customer loyalty drivers, existing knowledge is still highly fragmented and the results are mixed [21]. Among other determinants, customer loyalty is strongly affected by different types of relational bonds or ties.…”
Section: Customer Relationships and Loyaltymentioning
confidence: 99%
“…Similarly to other industries, the delivery of value to customers in the sugarcane segment derived from the exchange process with the dealers may be reflected in results that influence the loyalty to the manufacturer's brand, given that the customer typically perceives the dealer as a manufacturer extension in the relationship process (Kotler & Keller, 2006;Verhoef, Langerak & Donkers, 2007). In line with the above, Choi, Cho, Lee, Lee and Kim (2004) and Fazlzadeh, Bagherzadeh & Mohamadi (2011) postulate that the perceived value contributes to building the customer satisfaction process and influence their behavior and future intentions.…”
Section: Business-to-business (B2b) Relationshipmentioning
confidence: 99%
“…Verhoef et al (2007) state that, while there are efforts by manufacturers to improve customer retention rates, the decision to remain loyal to a brand is typically the direct result of trust on the dealer service performance. This argument reinforces what is defended by Yee et al (2009), who indicate that satisfied customers tend to be loyal to their service providers.…”
Section: Dealer Networkmentioning
confidence: 99%
“…Segundo [Verhoef et al, 2007] tanto a marca como o concessionário podem contribuir para reter o cliente, apesar desta relação variar em função da imagem da marca (volume, prestigio, económica).…”
Section: ª Conferência Da Associação Portuguesa De Sistemas De Infounclassified