Assessing the Mediating Mechanism of Relationship Quality and the Moderating Effects of Prior Experience in ISP Service
Subject Areas : Jounal of Marketing Management
M. Mousakhani
1
(
)
M. H. Nasrabadi
2
(
)
Keywords: Relationship Quality, Satisfaction, Trust, Network Quality, Relational Selling Behavior, Service Recovery, loyalty,
Abstract :
This study presents a thorough understanding of how relational sellin behavior, network quality, and service recovery indirectly influence ISP customer loyalty through satisfaction and trust and how prior IT experience moderates the above relationships in ISP service. ISPs are seeking customers by offering highly competitive packages. Undoubtedly, a focused approach to establishing the strengths and unique competitive edge of a company is essential for survival given the intense competition. ISPs must create a powerful relationship between Internet and user. Relationship quality is a general assessment of relationship strength and the extent to which a relationship meets the needs and expectations of the parties involved based on a history of successful or unsuccessful encounters or events. This research presents two models of relationship quality that evaluate the indirect influence of relational sellin behavior, network quality, and service recovery on ISP customer loyalty through satisfaction and trust and how prior IT experience moderates the above relationships in ISP services. Data was obtained from questionnaires distributed to ADSL customers of the largest ISP in Iran. The results found that relational selling behavior, network quality, and service recovery indirectly influence loyalty through relationship quality. The effects of relational selling behavior on satisfaction are stronger for inexperienced customers.
