Organizational legitimacy and retail store patronage
Article Abstract:
A study on the effects of a retailer's symbolic acts such as community charities, frontdoor greeters and patriotic displays, on consumer preference is presented. In the retail industry, consumer patronage is measured from store choice. Consumers patronize stores that are easier to go to and offer lower prices. However, the impact of symbolic actions can influence store choice better than previously viewed determinants. Retailers can enhance loyalty if they relate to community norms.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 1996
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A transaction approach to understanding and managing customer equity
Article Abstract:
A study to develop the concept of customer equity in the retail trade is presented. Customer equity is the value of resources, such as prepaid products or services, invested by customers in a particular retailer. Customer equity could be assessed by developing equity scales and customer profile surveys. Retailers should examine their customer relations to develop long lasting financial and social investments.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 1996
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How relational norms affect compliance in industrial buying
Article Abstract:
The degree of relational norms affects the dependence-compliance relationship of suppliers and buyers. An experimentation of 147 purchasing managers reveals that high relational norms positively affects the dependence-compliance relationship of suppliers and buyers. On the other hand, the compliance of a buyer does not increase despite the presence of dependence whenever low relational norms exist.
Publication Name: Journal of Business Research
Subject: Business, general
ISSN: 0148-2963
Year: 1998
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