Pub Date : 2022-06-01DOI: 10.1080/15332667.2022.2079340
D. Petzer, M. Roberts-Lombard
Abstract The paper investigates the dimensional nature of commitment (affective and calculative) within a retail banking setting. The study tests two models that include antecedents and an outcome of commitment as a unidimensional and a multidimensional construct. The target population for the study included adult customers of retail banks residing in an emerging market. To collect data, self-administered questionnaires were fielded purposively among respondents, with 599 usable responses being collected for analysis. The study highlights the irrelevance of the dimensional nature of commitment (unidimensional or multidimensional) on future behavioral intention within a retail banking setting and established the significance of perceived value, customer orientation, and information sharing on commitment.
{"title":"Investigating Commitment as a Unidimensional or a Multidimensional Construct in a Retail Banking Setting","authors":"D. Petzer, M. Roberts-Lombard","doi":"10.1080/15332667.2022.2079340","DOIUrl":"https://doi.org/10.1080/15332667.2022.2079340","url":null,"abstract":"Abstract The paper investigates the dimensional nature of commitment (affective and calculative) within a retail banking setting. The study tests two models that include antecedents and an outcome of commitment as a unidimensional and a multidimensional construct. The target population for the study included adult customers of retail banks residing in an emerging market. To collect data, self-administered questionnaires were fielded purposively among respondents, with 599 usable responses being collected for analysis. The study highlights the irrelevance of the dimensional nature of commitment (unidimensional or multidimensional) on future behavioral intention within a retail banking setting and established the significance of perceived value, customer orientation, and information sharing on commitment.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-06-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45091087","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-04-23DOI: 10.1080/15332667.2022.2061835
Andreas Samudro, Vonny Susanti
Abstract This paper aims to develop the loyalty model with rational constructs as antecedents and investigate the relevant moderating variables. It is to ensure the authenticity of satisfaction and loyalty in the industrial context by exercising switching costs; moreover, exercising relevant moderators on the model. Partial least squares structural equation modeling (PLS-SEM) is employed to analyze 259 responses in Indonesia's chemical resin markets. The empirical study demonstrates five findings, with the central finding being the authenticity of quality and value as the root of loyalty, not switching costs. Moreover, company reputation, safety, and environmental concerns have the potency to strengthen the link of quality–value; meanwhile, the personal relationship tends to be a predictor of satisfaction and loyalty. The research has a limitation where it is conducted in a developing country; a country such as Indonesia faces a tough challenge to ensure the implementation of safety and environmental regulations. Therefore, the role of safety and environmental concerns might be different in other countries whose stronger law enforcement. The role of personal relationships could also be different in other countries with different cultural backgrounds. The finding implies that chemical firms must keep improving quality aspects and services.
{"title":"Assessing Antecedents of Loyalty in the Industrial Relationship Model: An Examination of Base Model Constituents and Moderators","authors":"Andreas Samudro, Vonny Susanti","doi":"10.1080/15332667.2022.2061835","DOIUrl":"https://doi.org/10.1080/15332667.2022.2061835","url":null,"abstract":"Abstract This paper aims to develop the loyalty model with rational constructs as antecedents and investigate the relevant moderating variables. It is to ensure the authenticity of satisfaction and loyalty in the industrial context by exercising switching costs; moreover, exercising relevant moderators on the model. Partial least squares structural equation modeling (PLS-SEM) is employed to analyze 259 responses in Indonesia's chemical resin markets. The empirical study demonstrates five findings, with the central finding being the authenticity of quality and value as the root of loyalty, not switching costs. Moreover, company reputation, safety, and environmental concerns have the potency to strengthen the link of quality–value; meanwhile, the personal relationship tends to be a predictor of satisfaction and loyalty. The research has a limitation where it is conducted in a developing country; a country such as Indonesia faces a tough challenge to ensure the implementation of safety and environmental regulations. Therefore, the role of safety and environmental concerns might be different in other countries whose stronger law enforcement. The role of personal relationships could also be different in other countries with different cultural backgrounds. The finding implies that chemical firms must keep improving quality aspects and services.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-04-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44814139","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2022-02-11DOI: 10.1080/15332667.2022.2035198
Wanda Wandoko, Ignatius Enda Panggati
Abstract Pandemic COVID-19 brought an impact on the decline of the economy in Indonesia. However, in the pandemic COVID-19, a lot of retailers switch their business to online shops that use e-marketplace. The study aims to empirically investigate factors that build customer repurchase intention toward Indonesia's online shop in the e-marketplace and explore the mediating impact of trust on repurchase intention. This study employs quantitative analyses. The respondent from this study is customers of online shop that use e-marketplaces in Indonesia. This study used SEM-PLS to analyze the research model and data. The model was empirically tested using 407 respondents’ data. The result showed that customer trust, digital influencer influence, social e-WOM, information quality positively impacted customer repurchase intention. The result also showed that customer trust mediates the relationship between variable digital influencer influence, information quality, and social e-WOM with customer repurchase intention. Moreover, social e-WOM and information quality are essential predictors in building customer repurchase intention. This study tries to reduce the gap in the marketing literature by providing empirical evidence about the influence of digital influencers on customer decision-making.
{"title":"The Influence of Digital Influencer, e-WOM and Information Quality on Customer Repurchase Intention toward Online Shop in e-Marketplace during Pandemic COVID-19: The Mediation Effect of Customer Trust","authors":"Wanda Wandoko, Ignatius Enda Panggati","doi":"10.1080/15332667.2022.2035198","DOIUrl":"https://doi.org/10.1080/15332667.2022.2035198","url":null,"abstract":"Abstract Pandemic COVID-19 brought an impact on the decline of the economy in Indonesia. However, in the pandemic COVID-19, a lot of retailers switch their business to online shops that use e-marketplace. The study aims to empirically investigate factors that build customer repurchase intention toward Indonesia's online shop in the e-marketplace and explore the mediating impact of trust on repurchase intention. This study employs quantitative analyses. The respondent from this study is customers of online shop that use e-marketplaces in Indonesia. This study used SEM-PLS to analyze the research model and data. The model was empirically tested using 407 respondents’ data. The result showed that customer trust, digital influencer influence, social e-WOM, information quality positively impacted customer repurchase intention. The result also showed that customer trust mediates the relationship between variable digital influencer influence, information quality, and social e-WOM with customer repurchase intention. Moreover, social e-WOM and information quality are essential predictors in building customer repurchase intention. This study tries to reduce the gap in the marketing literature by providing empirical evidence about the influence of digital influencers on customer decision-making.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2022-02-11","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42120528","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-11-13DOI: 10.1080/15332667.2021.1933876
Jyh-Liang Guan, T. Lee, Carmen Otero-Neira, G. Svensson, Nils M. Høgevold
Abstract Purpose To test a research model consisting of hypothesized relationships within and between the domains of action and social alignment based on buyer and seller perspectives in B2B relationships. Design/Methodology/Approach Based on two cross-industrial samples of 218 buyer B2B relationships and 208 seller B2B relationships in Taiwan. Findings Findings relate to the dual facets of the domain of membership theory. Cooperation represents more likely intangible and subjective interests of alignment, and coordination represents more likely tangible and objective actions of alignment, in buyer and seller B2B relationships. Research limitations/Implications Validates a research model of action and social alignment in the context of buyer and seller B2B relationships. Contributes to comparing buyer and seller perspectives in relation to existing theory and previous studies on quality constructs in B2B relationships. Offers suggestions for further research. Managerial Implications Practitioners in B2B settings need to focus on joint actions as well as joint interests, and vice versa, as the economic and non-economic satisfaction of a business relationship complement each other. Originality/Value Validates the research model of action and social alignment in the context of buyer and seller B2B relationships. Provides multiple contributions to existing theory and previous studies of relationship quality based on buyer and seller perspectives in B2B settings.
{"title":"Action and Social Alignment Constituents of Collaboration in B2B Relationships: Buyer and Seller Perspectives","authors":"Jyh-Liang Guan, T. Lee, Carmen Otero-Neira, G. Svensson, Nils M. Høgevold","doi":"10.1080/15332667.2021.1933876","DOIUrl":"https://doi.org/10.1080/15332667.2021.1933876","url":null,"abstract":"Abstract Purpose To test a research model consisting of hypothesized relationships within and between the domains of action and social alignment based on buyer and seller perspectives in B2B relationships. Design/Methodology/Approach Based on two cross-industrial samples of 218 buyer B2B relationships and 208 seller B2B relationships in Taiwan. Findings Findings relate to the dual facets of the domain of membership theory. Cooperation represents more likely intangible and subjective interests of alignment, and coordination represents more likely tangible and objective actions of alignment, in buyer and seller B2B relationships. Research limitations/Implications Validates a research model of action and social alignment in the context of buyer and seller B2B relationships. Contributes to comparing buyer and seller perspectives in relation to existing theory and previous studies on quality constructs in B2B relationships. Offers suggestions for further research. Managerial Implications Practitioners in B2B settings need to focus on joint actions as well as joint interests, and vice versa, as the economic and non-economic satisfaction of a business relationship complement each other. Originality/Value Validates the research model of action and social alignment in the context of buyer and seller B2B relationships. Provides multiple contributions to existing theory and previous studies of relationship quality based on buyer and seller perspectives in B2B settings.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2021-11-13","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"46963211","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-07-29DOI: 10.1080/15332667.2021.1889743
M. Shabankareh, Mohammad Ali Shabankareh, A. Nazarian, Alireza Ranjbaran, Nader Seyyedamiri
Abstract In today’s competitive world, organizations are in a constant struggle to retain their current customers while attracting new customers through various methods. Customer churn is a major challenge in different industries and companies. Despite their initial successful attempts at attracting customers, organizations soon face the fact that their current customers may turn away toward their rivals. By identifying churn candidates, organizations will be able to guarantee their future success by revising their customer relationship management policy. Analyzing the data of the telecommunications industries, this study provided an effective early-churn-detection solution using modern techniques by stacking data mining algorithms. Research findings indicate that integrating support vector machines (SVMs) with the chi-square automatic interaction detection (CHAID) decision tree can yield the best outcome. The results show the proper accuracy of the proposed churn prediction solution. In addition, stacking contributed to improved customer churn detection results.
{"title":"A Stacking-Based Data Mining Solution to Customer Churn Prediction","authors":"M. Shabankareh, Mohammad Ali Shabankareh, A. Nazarian, Alireza Ranjbaran, Nader Seyyedamiri","doi":"10.1080/15332667.2021.1889743","DOIUrl":"https://doi.org/10.1080/15332667.2021.1889743","url":null,"abstract":"Abstract In today’s competitive world, organizations are in a constant struggle to retain their current customers while attracting new customers through various methods. Customer churn is a major challenge in different industries and companies. Despite their initial successful attempts at attracting customers, organizations soon face the fact that their current customers may turn away toward their rivals. By identifying churn candidates, organizations will be able to guarantee their future success by revising their customer relationship management policy. Analyzing the data of the telecommunications industries, this study provided an effective early-churn-detection solution using modern techniques by stacking data mining algorithms. Research findings indicate that integrating support vector machines (SVMs) with the chi-square automatic interaction detection (CHAID) decision tree can yield the best outcome. The results show the proper accuracy of the proposed churn prediction solution. In addition, stacking contributed to improved customer churn detection results.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2021-07-29","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2021.1889743","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42473796","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-07-28DOI: 10.1080/15332667.2021.1889744
Davood Ghorbanzadeh
Abstract Advances in virtual reality technology have had an increasing impact on tourism, changing the way tourists experience a destination or attraction, allowing them to have a more interactive and diverse experience. This study aims to examine the relationships between the virtual reality experiences dimensions, the experiential relationship quality dimensions and experiential advocacy. A convenience sample of 344 tourists who visited at one virtual reality park in Mashhad City of Iran was surveyed. The results indicate that among virtual reality experiences of immersion, interaction and illusion have a positive effect on experiential satisfaction and experiential satisfaction has a direct and indirect effect on experiential advocacy through experiential loyalty. Ultimately, experiential trust does not directly, but through experiential loyalty, lead to the formation of experiential advocacy. The results will assist virtual reality park management in developing and implementing market-orientated service strategies to increase perceptions of the dimensions of virtual reality experiences, the experiential relationship quality dimensions and create experiential advocacy.
{"title":"Relationships Between Virtual Reality Experiences, Experiential Relationship Quality and Experiential Advocacy: The Case of Virtual Reality Park","authors":"Davood Ghorbanzadeh","doi":"10.1080/15332667.2021.1889744","DOIUrl":"https://doi.org/10.1080/15332667.2021.1889744","url":null,"abstract":"Abstract Advances in virtual reality technology have had an increasing impact on tourism, changing the way tourists experience a destination or attraction, allowing them to have a more interactive and diverse experience. This study aims to examine the relationships between the virtual reality experiences dimensions, the experiential relationship quality dimensions and experiential advocacy. A convenience sample of 344 tourists who visited at one virtual reality park in Mashhad City of Iran was surveyed. The results indicate that among virtual reality experiences of immersion, interaction and illusion have a positive effect on experiential satisfaction and experiential satisfaction has a direct and indirect effect on experiential advocacy through experiential loyalty. Ultimately, experiential trust does not directly, but through experiential loyalty, lead to the formation of experiential advocacy. The results will assist virtual reality park management in developing and implementing market-orientated service strategies to increase perceptions of the dimensions of virtual reality experiences, the experiential relationship quality dimensions and create experiential advocacy.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2021-07-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2021.1889744","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43159918","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-06-04DOI: 10.1080/15332667.2021.1933870
Vahideh Arghashi, Zehra Bozbay, A. Karami
Abstract Increasing acceptance of social media among users show that consumers are making deep emotional connections with them. The purpose of this study is to apply the concept of brand love to social media as a brand and investigate its antecedents and outcomes via examining the mediating effect of consumer satisfaction and attitude in social media brand love that eventually leads to positive brand outcomes. In total, 461 valid questionnaires were collected from Turkish students who have active accounts on social media (Instagram, Facebook, LinkedIn, or Twitter). Structural equation modeling (SEM) and Hayes Process macro were conducted to assess the hypothesizes. Findings supported the conceptual model and confirmed the significant relationships between focal variables. The study suggested that social media managers can use communication strategies to increase brand identification, brand image, and consumer satisfaction to improve their attitudes toward social media and develop brand love and positive brand outcomes.
{"title":"An Integrated Model of Social Media Brand Love: Mediators of Brand Attitude and Consumer Satisfaction","authors":"Vahideh Arghashi, Zehra Bozbay, A. Karami","doi":"10.1080/15332667.2021.1933870","DOIUrl":"https://doi.org/10.1080/15332667.2021.1933870","url":null,"abstract":"Abstract Increasing acceptance of social media among users show that consumers are making deep emotional connections with them. The purpose of this study is to apply the concept of brand love to social media as a brand and investigate its antecedents and outcomes via examining the mediating effect of consumer satisfaction and attitude in social media brand love that eventually leads to positive brand outcomes. In total, 461 valid questionnaires were collected from Turkish students who have active accounts on social media (Instagram, Facebook, LinkedIn, or Twitter). Structural equation modeling (SEM) and Hayes Process macro were conducted to assess the hypothesizes. Findings supported the conceptual model and confirmed the significant relationships between focal variables. The study suggested that social media managers can use communication strategies to increase brand identification, brand image, and consumer satisfaction to improve their attitudes toward social media and develop brand love and positive brand outcomes.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2021-06-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2021.1933870","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45417869","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-02-08DOI: 10.1080/15332667.2020.1855068
D. Petzer, M. Roberts-Lombard
Abstract The study investigates the role of customer delight and calculative commitment in mediating the satisfaction-loyalty link. It also investigates the role of perceived employee skills in strengthening the link between satisfaction, calculative commitment, and customer delight. Data were collected from retail banking customers who consider themselves overall satisfied with their bank. The study establishes the importance of generating customer delight and fostering affective commitment to strengthen the satisfaction-loyalty link and signposts the influence of the perceived skills (information sharing and expertise) of bank employees on the relationships between satisfaction, affective commitment, and customer delight in retail banking.
{"title":"Delight and Commitment—Revisiting the Satisfaction-Loyalty Link","authors":"D. Petzer, M. Roberts-Lombard","doi":"10.1080/15332667.2020.1855068","DOIUrl":"https://doi.org/10.1080/15332667.2020.1855068","url":null,"abstract":"Abstract The study investigates the role of customer delight and calculative commitment in mediating the satisfaction-loyalty link. It also investigates the role of perceived employee skills in strengthening the link between satisfaction, calculative commitment, and customer delight. Data were collected from retail banking customers who consider themselves overall satisfied with their bank. The study establishes the importance of generating customer delight and fostering affective commitment to strengthen the satisfaction-loyalty link and signposts the influence of the perceived skills (information sharing and expertise) of bank employees on the relationships between satisfaction, affective commitment, and customer delight in retail banking.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2021-02-08","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2020.1855068","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"41285894","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Pub Date : 2021-01-16DOI: 10.1080/15332667.2020.1865124
J. Qi, Yong-Pin Zhou, Jia Li
Abstract The measurement of customer lifetime value (CLV) has long been of primary interest to marketing research. To date, almost all CLV modeling studies have been conducted in either the contractual or the non-contractual transaction setting. The semi-contractual transaction setting, however, has been increasingly observed lately but rarely studied. In this article, we deal with the CLV measurement in one type of semi-contractual transaction setting, in which firms can unilaterally terminate their transaction relationship with customers under certain conditions, resulting customers’ survival duration being artificially truncated. We propose an innovative model to capture CLV in the setting, which consists of two sub-models. The first sub-model is a novel customer base analysis (CBA) model, BG-t/BB. It adds an “artificially truncated” feature to the classic BG/BB model. This BG-t/BB model is then augmented by a monetary value (MV) sub-model, Gamma-Gamma, so that we can capture each customer’s overall monetary value. We also develop and report a systematic plan for data collection and model testing, and then discuss how our model can be used to support managers to determine the optimal customer termination timing.
{"title":"Measuring Customer Lifetime Value in a Semi-Contractual Transaction Setting with Artificially Truncated Duration","authors":"J. Qi, Yong-Pin Zhou, Jia Li","doi":"10.1080/15332667.2020.1865124","DOIUrl":"https://doi.org/10.1080/15332667.2020.1865124","url":null,"abstract":"Abstract The measurement of customer lifetime value (CLV) has long been of primary interest to marketing research. To date, almost all CLV modeling studies have been conducted in either the contractual or the non-contractual transaction setting. The semi-contractual transaction setting, however, has been increasingly observed lately but rarely studied. In this article, we deal with the CLV measurement in one type of semi-contractual transaction setting, in which firms can unilaterally terminate their transaction relationship with customers under certain conditions, resulting customers’ survival duration being artificially truncated. We propose an innovative model to capture CLV in the setting, which consists of two sub-models. The first sub-model is a novel customer base analysis (CBA) model, BG-t/BB. It adds an “artificially truncated” feature to the classic BG/BB model. This BG-t/BB model is then augmented by a monetary value (MV) sub-model, Gamma-Gamma, so that we can capture each customer’s overall monetary value. We also develop and report a systematic plan for data collection and model testing, and then discuss how our model can be used to support managers to determine the optimal customer termination timing.","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2021-01-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2020.1865124","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"47660409","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
Abstract In the new approach to the supply chain, the emphasis is on securing the benefits of all the categories in the chain and providing ways to improve the performance of the chain in order to achieve the desired goal. Due to the production of people's daily commodities and the low durability of some products, supply is important because supply and demand must be proportionate. This case study was conducted on tomato crop and selecting the model of contract of sale of agricultural products to wholesalers in order to maximize the whole supply chain profit. By reviewing the literature on supply chain contracts, 5 coordinated contract models were identified and tested through an empirical experiment on the supply chain wholesalers. The results of the experiment compared to the optimum value determined by the newsvendor model show that the order value received in each of the contracts did not reach the optimum value (280).
{"title":"Selection of Agricultural Contract Sales Models to Wholesalers to Maximize Supply Chain Profit (an Experimental Study)","authors":"Nasser Motahari Farimani, Javad Bagherzadeh, Shiva Mohammadi","doi":"10.1080/15332667.2020.1858738","DOIUrl":"https://doi.org/10.1080/15332667.2020.1858738","url":null,"abstract":"Abstract In the new approach to the supply chain, the emphasis is on securing the benefits of all the categories in the chain and providing ways to improve the performance of the chain in order to achieve the desired goal. Due to the production of people's daily commodities and the low durability of some products, supply is important because supply and demand must be proportionate. This case study was conducted on tomato crop and selecting the model of contract of sale of agricultural products to wholesalers in order to maximize the whole supply chain profit. By reviewing the literature on supply chain contracts, 5 coordinated contract models were identified and tested through an empirical experiment on the supply chain wholesalers. The results of the experiment compared to the optimum value determined by the newsvendor model show that the order value received in each of the contracts did not reach the optimum value (280).","PeriodicalId":35385,"journal":{"name":"Journal of Relationship Marketing","volume":null,"pages":null},"PeriodicalIF":0.0,"publicationDate":"2020-12-17","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"https://sci-hub-pdf.com/10.1080/15332667.2020.1858738","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"44878466","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
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