Functional vs relational benefits: what matters most in affinity marketing?

Abstract

Purpose

The purpose of this paper is to classify and compare the importance of the benefits consumers derive from affinity credit card programmes.

Design/methodology/approach

A random sample of affinity credit card holders of a major Greek athletic club (AC) was surveyed and a multi-group structural equation model was run to assess the hypothesised relationships among the study constructs.

Findings

Overall, the relational benefits of affinity credit cards outperform the functional ones. However, this finding depends on the number of additional credit cards held by affinity credit card holders.

Originality/value

The study is the first one to test formally the viability of a core services marketing theory (relational benefits) within the affinity marketing field as a means of explaining consumer behaviour within such a context.

Citation

Koritos, C., Koronios, K. and Stathakopoulos, V. (2014), "Functional vs relational benefits: what matters most in affinity marketing?", Journal of Services Marketing, Vol. 28 No. 4, pp. 265-275. https://doi.org/10.1108/JSM-10-2012-0213