Importance Of Long-term Relationships Research Articles

ANALISA PENGARUH KUALITAS HUBUNGAN DAN LOYALITAS PELANGGAN DENGAN ETIKA PERILAKU PENJUALAN DI INDUSTRY KEUANGAN DI PEKANBARU (STUDI KASUS PADA SECTOR LEASING/PEMBIAYAAN MOBIL)

Today the awareness of the ethical behavior getting higher in competitive pressures, the implications of ethical conduct for leasing institutions have become an important determinant of customer loyalty. The aim of this study was to develop a conceptual framework to investigate the relationship between sales of ethical behavior, relationship quality and customer loyalty. The proposed model is tested on data collected from 70 people salesman from various leasing in Pekanbaru. Structural equation modeling techniques are employed using SPSS V.17 to verify the reliability and validity of the scale and to test the effect of. Results showed that positive ethical behavior is influenced by the quality of relationships and costumer loyalty on sales operation. The findings also show that customer confidence in leasing has a positive effect on leasing customer commitment. Results of this study the position of customer trust and customer commitment as the main mechanism through which the beneficial effects of the ethical behavior of sales is realized. However, research shows that the perception of ethical behavior has a huge impact on the development and maintenance of customer relationships with leasing institutions. For the leasing manager, who appreciate the importance of long-term relationships with their customers, should minimize unethical sales behavior to reaches the environment of intense competition.

Loyalty programs (FPs) in tourism: Importance of long term relationship with customers

This paper emphasizes the significance of developing long-term relationships with customers through the introduction of loyalty programs in everyday business. The paper further presents a link between the creation of a solid consumer base and their value in providing stable profits to companies for a longer period of time. Thus, in order to better understand the importance of customer lifetime value, authors gave a simple example how companies could calculate potential profit of a single consumer. Also, the paper explains the principle of CRM and presents the rules in creating incentives for customers to engage in frequent purchases of tourism products. Especially, authors of this paper highlight the need of developing frequency programs (FPs) as a guideline in creation of customized relationships with customers, using examples from companies operating in the tourism sector.

STRATEGIC RELATIONSHIP MARKETING LEADS TO THE SUCCESS OF INSURANCE BUSINESSES IN THAILAND

ABSTRACT Recently, the importance of long-term relationships with customers is realized, especially by business firms such as insurance companies. The objective of this paper is to examine the relationships among strategic relationship marketing and its antecedents and consequences. By data collected from the insurance businesses in Thailand, the impact of the four relationship marketing strategies on the outcomes including brand trust, customer commitment, market reliability, and market success are investigated. The relationships among the strategic relationship marketing dimensions and the antecedents, namely, market driving vision, partnership mindset, collaboration experience, environmental changes, and market knowledge, are also examined. The results indicate that the fundamental aspects of market success of insurance businesses in Thailand are customer commitment and market reliability. The findings also show that personalization and communication are two key strategies that can lead insurance firms to market success. In addition, the market driving vision of managers is found to be a key factor that can enhance the implementation of strategic relationship marketing. Finally, the contributions and suggestions for future research as well as conclusion are presented. Keywords Strategic Relationship Marketing, Marketing Strategy, Preferential Treatment, Communication, Rewarding Program, Personalization, Brand Trust, Customer Commitment, Market Reliability, Market Success, Market Driving Vision, Partnership Mindset, Collaboration Experience, Market Knowledge, Environmental Changes, Insurance Business

Exploring the Relationship between Ethical Sales Behavior, Relationship Quality, and Customer Loyalty

In today's heightened ethical awareness and increased competitive pressure, the implications of ethical behavior for financial institutions have become a vital determinant of customer loyalty. The purpose of this study is to develop a conceptual framework to investigate the relationship between ethical sales behavior, relationship quality, and customer loyalty. The proposed model is tested on data collected from 217 bank customers. Structural equation modeling technique was employed using AMOS 7.0 to verify the reliability and validity of the multi-item scales and to test the hypothesized relationships. Result indicates that ethical behavior did increase customer loyalty to the bank; yet this effect was not direct, but mediated by customer trust and customer commitment to the bank. Findings also indicate that, customer trust in the bank has positive effects on customer commitment to the bank. The result of this study positions customer trust and customer commitment as the primary mechanism through which the beneficial effects of ethical sales behavior are realized. However, the study show that perceived ethical behavior has a major impact on the development and maintenance of the customer-bank relationship. Bank manager, which value the critical importance of long term relationships with their customers, should achieve an environment where the potential for unethical behavior is at a minimum.

Integration or co-optation? Traditional knowledge and science in the Alaska Beluga Whale Committee

Traditional ecological knowledge (TEK) has become a focus of increasing attention by natural resource managers over the past decade, particularly in the context of the shared management authority between resource users and government agencies (co-management). Little work has been done on how TEK can be successfully integrated with science and applied in contemporary science-based resource management institutions, and the efficacy and legitimacy of co-management and associated attempts to document TEK or integrate it with science have recently been questioned. The cooperative research programme of one co-management group, the Alaska Beluga Whale Committee (ABWC), was studied to describe how TEK and science are integrated and applied in the research process, document perceptions and attitudes of native hunters and scientists towards TEK and science, and identify organizational characteristics that facilitate knowledge integration. Hunters and TEK played a variety of roles in ABWC's research programme, including hypothesis generation, sample collection and data interpretation. Hunters and scientists defined TEK similarly, but differed in their views of science, which hunters often perceived as a tool of state control. Despite political undercurrents, the ABWC displayed several indicators of successful knowledge integration. Organizational characteristics that facilitated integration included a membership structure fostering genuine power-sharing and a range of opportunities for formal and informal interactions among hunters and scientists leading to long-term relationships and an organizational culture of open communication and transparency in decision-making. Given the importance of long-term relationships between scientists and hunters for successful knowledge integration, this study raises questions about (1) the potential for meaningful integration in short-term projects such as environmental impact assessment and (2) the use of TEK documentation studies in the absence of other forms of active participation by TEK- holders.