Authors
Glenn B Voss, Andrea Godfrey, Kathleen Seiders
Publication date
2010/11
Journal
Journal of Marketing
Volume
74
Issue
6
Pages
111-127
Publisher
SAGE Publications
Description
Customer satisfaction is universally acknowledged as a key driver of customer repurchase behavior, but recent evidence suggests that satisfaction has no effect on repurchase under certain circumstances. In this study, the authors develop a framework for understanding the complex relationships among satisfaction, moderating variables, and repurchase. They propose that the satisfaction–repurchase link is subject to complementary and substitute effects and present satiation and inertia as key theoretical mechanisms that explain and predict those effects. In weak-satiation purchase categories, complementary effects are more likely, which suggests that managers should invest in customer satisfaction and complementary initiatives simultaneously. In strong-satiation purchase categories, substitute effects are more likely, which suggests that managers should invest in either customer satisfaction or substitute …
Total citations
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