Evaluation of The Relationship Between Customer Loyalty And Relationship Selling in Industrial Markets
Subject Areas : Futurology
K. Heidarzadeh
1
(نویسنده مسئول یا طرف مکاتبه)
M. R. Ramezanighomi
2
(ندارد)
Keywords: Relationship selling, Loyalty behaviors, Attitudinal Loyalty, Customer Satisfaction, trust in the
, 
, 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.