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The customer satisfaction‐customer loyalty relationship: Reassessing customer and relational characteristics moderating effects

Helena Martins Gonçalves (Department of Management, Technical University of Lisbon, ISEG, Lisbon, Portugal)
Patrícia Sampaio (Department of Management, Technical University of Lisbon, ISEG, Lisbon, Portugal)

Management Decision

ISSN: 0025-1747

Article publication date: 12 October 2012

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Abstract

Purpose

This study aims to examine the moderating effects of gender, income, age, customer involvement and length of the relationship on the customer satisfaction (CS)‐customer loyalty (CL) relationship in a contractual service context. CL is assessed using customer repurchase intention (RI) and repurchase behavior (RB).

Design/methodology/approach

Using a postal mail survey, the authors measure the CS, RI involvement and socio‐demographic characteristics of customers who use a credit card. RB is measured by the number of transactions and the corresponding amount spent by clients, based on data provided by the company. The proposed hypotheses are tested using random sampling and hierarchical regressions.

Findings

The significant moderators are different depending on the CL measure used. When RI is utilized, the gender and age of the client have a positive effect on the CS‐CL relationship. However, when RB is assessed using the number of transactions made by the credit card's owner, the length of the relationship becomes the significant moderator.

Research limitations/implications

The study is limited to a single firm, from one industry sector, but provides future researchers a multitude of replication opportunities.

Practical implications

Demographic and relational variables are important in explaining the CS‐CL relationship. Customer relationship strategies have positive results. RB is preferred to RI when evaluating and explaining CL.

Originality/value

The assessment of customer and relational characteristics as moderating variables in the CS‐CL relationship, and comparing different measures of CL in a contractual service adds value to this research.

Keywords

Citation

Martins Gonçalves, H. and Sampaio, P. (2012), "The customer satisfaction‐customer loyalty relationship: Reassessing customer and relational characteristics moderating effects", Management Decision, Vol. 50 No. 9, pp. 1509-1526. https://doi.org/10.1108/00251741211266660

Publisher

:

Emerald Group Publishing Limited

Copyright © 2012, Emerald Group Publishing Limited

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