지원사업
학술연구/단체지원/교육 등 연구자 활동을 지속하도록 DBpia가 지원하고 있어요.
커뮤니티
연구자들이 자신의 연구와 전문성을 널리 알리고, 새로운 협력의 기회를 만들 수 있는 네트워킹 공간이에요.
초록· 키워드
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This study investigated the links between personal characteristics and the relational benefits sought by service customers. Service customers were categorized into 3 groups of innate characteristics: namely, task-oriented, interaction-oriented, and self-oriented. It was found that social benefits were most importantly sought by interaction-oriented customers,while financial benefits and customization benefits were mainly sought by task-oriented customers and self-oriented customers, respectively. The influence of the perceived relational benefits on the service value perception was also found to be significantly different depending upon individual customers' traits. The results of this study indicate that the adaptive selling approach needs to be adopted in customer retention strategy
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참고문헌 (33)
참고문헌 신청
Sheth, J. N / 1976 / Buyer-Seller Interaction: A Conceptual Framework / Proceedings of the Association for Consumer Research :382~386
Sheth, J.N / 1995 / Relationship Marketing in Consumer Markets: Antecedents and Consequences / Journal of the Academy of Marketing Science 23(Fall):255~271
Williams, K.C / 1985 / Communication Style in the Slesperson-Customer Dyad / Journal of Marketing Research 21:434~442
Athanassopoulos, A. D / 2000 / Customer Satisfaction Cues to Support Market Segmentation and Explain Switching Behavior / Journal of Business Research 47 (3) : 191 ~ 207
Bass, B.M / 1960 / Leadership, Psychology and Organizational Behavior / Haper Brothers
Sheth, J.N / 1995 / Relationship Marketing in Consumer Markets: Antecedents and Consequences / Journal of the Academy of Marketing Science 23(Fall):255~271
Williams, K.C / 1985 / Communication Style in the Slesperson-Customer Dyad / Journal of Marketing Research 21:434~442
Athanassopoulos, A. D / 2000 / Customer Satisfaction Cues to Support Market Segmentation and Explain Switching Behavior / Journal of Business Research 47 (3) : 191 ~ 207
Bass, B.M / 1960 / Leadership, Psychology and Organizational Behavior / Haper Brothers
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