Evaluation of The Relationship Between Customer Loyalty And Relationship Selling in Industrial Markets

Subject Areas : Futurology

K. Heidarzadeh ¹ , M. R. Ramezanighomi ²

1 - نویسنده مسئول یا طرف مکاتبه
2 - ندارد

Received: 2014-11-12 Accepted : 2014-11-12 Published : 2009-10-23

Keywords: Relationship selling, Loyalty behaviors, Attitudinal Loyalty, Customer Satisfaction, trust in the&#x0D, &#x0D, supplier, Anticipated future interaction,

Abstract :

Examines how customers loyalty is influenced by their relationship with the firm at two distinct levels:The specific relationship customers have with their salesperson ; and the overall relationshipcustomers have with the firm . The findings highlight the importance of strong customer-salespersonrelationships in the development of customers overall evaluations of the supplier firm.Furthermore , both types of relationship were found to impact positively on the probability ofcustomers exhibiting behavioral loyalty.