تدوین مدل ساختاری وفاداری مشتریان در خدمات ورزشی بر اساس بازاریابی رابطهمند
محورهای موضوعی : علوم ورزش
سجاد مومنی پیری
1
(استادیار مدیریت ورزشی دانشکده علوم ورزشی ،دانشگاه بوعلی سینا ، همدان، ایران)
غلامرضا شعبانی بهار
2
(استاد دانشگاه علامه طباطبایی تهران،تهران،ایران)
مجید کیانی
3
(دانشکده علوم ورزشی دانشگاه بوعلی سینا ، همدان، ایران.)
پروین محمدی پاکروان
4
(دانشگاه آزاد اسلامی، همدان، ایران.)
کلید واژه: "بازاریابی رابطهمند", "باشگاههای تندرستی", "وفاداری مشتریان",
چکیده مقاله :
امروزه وفاداری مشتریان ورزشی به عنوان کلید موفقیت و اساس سودآوری باشگاه‌ها مطرح می‌باشد. لذا هدف از تحقیق حاضر تدوین مدل ساختاری وفاداری مشتریان در خدمات ورزشی بر اساس بازاریابی رابطهمند با استفاده از روش مدل‌سازی معادلات ساختاری حداقل مجذورات جزئی بود. جامعه آماری شامل کلیه مشتریان (زن، مرد) باشگاههای تندرستی شهر همدان بود، تعداد 376 نفر به روش نمونه‌گیری تصادفی انتخاب شدند. ابزار اندازه‌گیری جمع‌آوری داده‌ها شامل پرسشنامه وفاداری مشتریان (هوانگ ، 1998) و بازاریابی‌رابطه‌مند (عباسی، 1382) بود که روایی و پایانی آن‌ها مورد تأیید قرار گرفت. داده‌ها با استفاده از مدل‌سازی معادلات ساختاری و روش حداقل مربعات جزئی با استفاده از نرم‌افزار اسمارت پی ال اس 3 مورد تجزیه و تحلیل قرار گرفتند. نتایج نشان داد که بازاریابی رابطهمند تأثیر مثبتی بر وفاداری مشتریان ورزشی دارد به طوری که اثر آن برابر 391/0=β می‌باشد. بررسی تأثیر مؤلفه‌های بازاریابی رابطهمند بر وفاداری مشتریان نشان داد که تنها مؤلفه کیفیت خدمات تأثیر معنادار مثبتی 303/0=β بر وفاداری مشتریان داشته است. نتایج اجرای مدل ساختاری بازاریابی رابطهمند بر وفاداری مشتریان نشان دهنده تأیید مدل مفهومی پژوهش می‌باشد. لذا با عنایت به نتایج پژوهش حاضر می‌توان گفت، توجه به تمامی مؤلفه بازاریابی رابطه مند به عنوان یک استراتژی می‌تواند بر وفاداری مشتریان باشگاههای ورزشی مؤثر باشد. بنابراین می‌توان به مدیران و مالکان باشگاه‌ها پیشنهاد داد که به منظور ارتباط پایدار و بلندمدت مشتریان با باشگاههای ورزشی، توجه ویژه‌ای را به بنیان‌های بازاریابی رابطهمند را در دستور کار خود قرار دهند.
Currently, customer loyalty is one of the keys to success and a basis for the profitability of the Sports Clubs. Hence, the purpose of this study was to develop structural modeling of customer loyalty in sports services based on relationship marketing by using structural equation modeling partial least square method.The population was included all both customers’ genders in fitness clubs of the Hamedan city (n=376), that were selected by random sampling. Measurement tools in the study for gathering data were the relationship marketing questionnaire (Abasi, 2002) and customer loyalty questionnaire (Huang, 1998), and the validity and reliability were approved. SmartPls v.3 and IBM SPSS Softwares were used to analyze the structural equation modeling and partial least square method. The results revealed that relationship marketing had a significant effect on customer loyalty that it is equal to β=0.391. An examination of the effect of relationship marketing components on customer loyalty showed that only the quality-of-service component had a significant effect on customer loyalty (β=0.303). In conclusion, paying attention to the total relationship marketing components is a strategy to influence customer loyalty in Sports Clubs. Consequently, there is a need for club managers and owners to pay particular attention to the basic elements of relational marketing in order to retain a stable and long-term relationship with their customers.
منابع
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