EVALUATION OF THE RELATIONSHIP BETWEEN CUSTOMER LOYALTY AND RELATIONSHIP SELLING IN INDUSTRIAL MARKETS

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HEIDARZADEH K.; RAMEZANIGHOMI M.R.

مرکز اطلاعات علمی Scientific Information Database (SID) - Trusted Source for Research and Academic Resources

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Paper Information

Journal: Journal of Management Future Research Year:2009 | Volume:20 | Issue:82 Page(s): 21-36

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Information Journal Paper

Title

EVALUATION OF THE RELATIONSHIP BETWEEN CUSTOMER LOYALTY AND RELATIONSHIP SELLING IN INDUSTRIAL MARKETS

Author(s)

HEIDARZADEH K. | RAMEZANIGHOMI M.R. | Issue Writer Certificate

Keywords

RELATIONSHIP SELLINGQ3

LOYALTY BEHAVIORSQ3

ATTITUDINAL LOYALTYQ2

CUSTOMER SATISFACTIONQ3

TRUST IN THE SUPPLIERQ1

ANTICIPATED FUTURE INTERACTION WITH SALESPERSONQ3

Abstract

Examines how customers loyalty is influenced by their relationship with the firm at two distinct levels: The specific relationship customers have with their salesperson; and the overall relationship customers have with the firm. The findings highlight the importance of strong customer-salesperson relationships in the development of customers overall evaluations of the supplier firm.Furthermore, both types of relationship were found to impact positively on the probability of customers exhibiting behavioral loyalty.

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APA: Copy

HEIDARZADEH, K., & RAMEZANIGHOMI, M.R.. (2009). EVALUATION OF THE RELATIONSHIP BETWEEN CUSTOMER LOYALTY AND RELATIONSHIP SELLING IN INDUSTRIAL MARKETS. JOURNAL OF MANAGEMENT FUTURES RESEARCH(JOURNAL OF MANAGEMENT RESEARCH), 20(82), 21-36. SID. https://sid.ir/paper/204219/en

Vancouver: Copy

HEIDARZADEH K., RAMEZANIGHOMI M.R.. EVALUATION OF THE RELATIONSHIP BETWEEN CUSTOMER LOYALTY AND RELATIONSHIP SELLING IN INDUSTRIAL MARKETS. JOURNAL OF MANAGEMENT FUTURES RESEARCH(JOURNAL OF MANAGEMENT RESEARCH)[Internet]. 2009;20(82):21-36. Available from: https://sid.ir/paper/204219/en

IEEE: Copy

K. HEIDARZADEH, and M.R. RAMEZANIGHOMI, “EVALUATION OF THE RELATIONSHIP BETWEEN CUSTOMER LOYALTY AND RELATIONSHIP SELLING IN INDUSTRIAL MARKETS,” JOURNAL OF MANAGEMENT FUTURES RESEARCH(JOURNAL OF MANAGEMENT RESEARCH), vol. 20, no. 82, pp. 21–36, 2009, [Online]. Available: https://sid.ir/paper/204219/en

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