Effect of social influence on repurchase intentions

Abstract

The social interaction between customers and individual employees can be critical for business success. Similarly, factors such as customer convenience and value for money are important to repeat purchase. Frontline employees often face the dilemma of how much social interaction is appropriate. Data were collected in a cross‐sectional survey of 406 customers to determine the relative importance of social influence on repurchase intentions across three services. The findings show that social influence variables can be as important as convenience and value for money factors. Further, the data indicate that the nature of the interaction is the critical factor, rather than the amount of social interaction. For naturopathic clinics, the enthusiasm shown by the health care professional is the key factor, whereas in hairdressing salons, making the customer feel relaxed and comfortable is critical.

Citation

Butcher, K., Sparks, B. and O’Callaghan, F. (2002), "Effect of social influence on repurchase intentions", Journal of Services Marketing, Vol. 16 No. 6, pp. 503-514. https://doi.org/10.1108/08876040210443382