Authors
Timothy L Keiningham, Carly M Frennea, Lerzan Aksoy, Alexander Buoye, Vikas Mittal
Publication date
2015/11
Journal
Journal of Service Research
Volume
18
Issue
4
Pages
433-450
Publisher
SAGE Publications
Description
Empirical studies in marketing conceptualize commitment as a three-component construct comprised of affective, normative, and calculative commitment. We develop and empirically test a five-component typology of consumer commitment—affective, normative, economic, forced, and habitual commitment. The broadened conceptualization of commitment is tested using qualitative and quantitative studies with data from 9,000 consumers and 10 countries. The broadened five-component commitment model demonstrates high levels of reliability, convergent and discriminant validity, and stability, as well as unique associations with repurchase intentions. Managerially, it provides a roadmap for optimizing commitment: while forced commitment should be minimized, economic and habitual commitment should be enhanced. These prescriptions vary for goods and services. Namely, affective, normative, and habitual …
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