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Understanding the salience of cultural dimensions on relationship marketing, it’s underpinnings and aftermaths

Nelson Oly Ndubisi (Head, Post‐graduate Studies & Research, Labuan International Campus, University of Malaysia Sabah, 87015 F.T. Labuan, Malaysia. E‐mail: nels@ums.edu.my)

Cross Cultural Management: An International Journal

ISSN: 1352-7606

Article publication date: 1 September 2004

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Abstract

The current work demonstrates how relationship marketing (RM) application in cultures of low power distance, collectivism, femininity, high uncertainty avoidance, and long‐term orientation, can bring about customer’s repeat purchase, customer retention and sustained loyalty via superior customer value delivery. The paper also shows the moderation and mediation effects of trust, equity, empathy, and commitment, which are the underpinnings of a relationship as well as important values in the above cultures. Theoretical and managerial implications are discussed.

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Citation

Oly Ndubisi, N. (2004), "Understanding the salience of cultural dimensions on relationship marketing, it’s underpinnings and aftermaths", Cross Cultural Management: An International Journal, Vol. 11 No. 3, pp. 70-89. https://doi.org/10.1108/13527600410797855

Publisher

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Emerald Group Publishing Limited

Copyright © 2004, Emerald Group Publishing Limited