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Potential effects of psychological reactance and relationship proneness on relationships marketing programmes
Darpy, Denis; Prim-Allaz, Isabelle - Université Paris-Dauphine (Paris IX) - 2008
to better understand trust and commitment. A second section develops an integrative conceptual framework of the different …
Persistent link: https://www.econbiz.de/10010708194
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Réactance psychologique et confiance : le refus de l'engagement et les limites du marketing relationnel
Darpy, Denis; Prim-Allaz, Isabelle - Université Paris-Dauphine (Paris IX) - 2006
trust between the customer and the service provider. However, customers may reject commitment, because of psychological …Relationship marketing makes an implicit assumption : customers are committed. This commitment is based on the existing … reactance, without any loss of trust. This article considers potential interactions between trust and psychological reactance …
Persistent link: https://www.econbiz.de/10010708945
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Le rôle de variables psychologiques individuelles dans un cadre relationnel
Prim-Allaz, Isabelle; Darpy, Denis - Université Paris-Dauphine (Paris IX) - 2007
, with an affective dimension and a calculative one. Commitment is shown to be linked to trust. Relationship marketing has … not paid a lot of attention to psychological variables and their impact on trust and commitment in a relational context … relationship proneness and psychological reactance. This typology highlights contrasted behaviors regarding trust and commitment …
Persistent link: https://www.econbiz.de/10010861525
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Bénéfices perçus de la fidélisation et qualité relationnelle : une application exploratoire au secteur du transport aérien
Volle, Pierre; Mimouni, Aîda - Université Paris-Dauphine (Paris IX) - 2003
benefits and various relational variables (commitment, trust and satisfaction). Using discriminant analysis, we show that the …
Persistent link: https://www.econbiz.de/10010707304
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Peu de consommateurs fidèles habitent au paradis
Bozzo, Cécile; Merunka, Dwight; Moulins, Jean-Louis - Université Paris-Dauphine (Paris IX) - 2006
Regular brand buyers may be brand loyals if they exhibit strong and positive attitudes towards the brand leading them to be committed to purchasing it in the future. They can also buy the brand regularly out of mere habit or for practical reasons. This is called inertia. Finally, regular brand...
Persistent link: https://www.econbiz.de/10011073730
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Marketing participatif: comment remercier les consommateurs pour leur contribution?
Reniou, Fanny - Université Paris-Dauphine (Paris IX) - 2009
Persistent link: https://www.econbiz.de/10010861524
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"J'espère que ce commerçant ne me parlera pas !" : l'effet de l'anxiété sociale et du degré d'intimité de la conversation sur l'intention de revenir dans le point de vente
Delacroix, Eva; Guillard, Valérie - Université Paris-Dauphine (Paris IX) - 2012
This article demonstrates that socially anxious consumers avoid close relationships with merchants. An experimental approach (n=102) shows that socially anxious consumers prefer small talk with merchants rather than intimate conversations, whereas non-socially anxious consumers prefer intimate...
Persistent link: https://www.econbiz.de/10010861584
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La fidélité prototypique : une approche de la fidélité perçue par l'auto-catégorisation
De Kerviler, Gwarlann - Université Paris-Dauphine (Paris IX) - 2013
Perception that the client has of his own brand loyalty has not been addressed in the marketing literature. This research attempts to overcome this limit in four ways: (1) demonstrating that customer’s perceived loyalty can be approached through Self-Categorization as brand Loyal (SCL)...
Persistent link: https://www.econbiz.de/10011273995
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The benefit of social media: Bulletin board focus groups as a tool for co-creation
Rolland, Sylvie; Parmentier, Guy - Université Paris-Dauphine (Paris IX) - 2013
Bulletin board methodology emerged at the end of the 1990s and is becoming the most frequently used qualitative study technique. This interactive approach groups a community of participants in a private or public online forum for a duration that varies from several days to several months....
Persistent link: https://www.econbiz.de/10010752104
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Orientation relationnelle versus transactionnelle du client : développement d'une échelle dans le secteur bancaire français. Une étude exploratoire
Prim-Allaz, Isabelle; Benamour, Yasmine - Université Paris-Dauphine (Paris IX) - 2000
The authors conduct an exploratory study in order to develop a measurement scale of customers transactional/relational orientation. The study is implemented in the context of French banking industry in both B.-to-C. and B.-to-B. environments. The results show that a different scale is needed for...
Persistent link: https://www.econbiz.de/10010708235