The impacts of acquisition modes on achieving customer behavioral loyalty: an empirical analysis of the credit card industry from China
The impacts of acquisition modes on achieving customer behavioral loyalty: an empirical analysis of the credit card industry from China
复制标题
获取模式对实现客户行为忠诚的影响：中国信用卡行业的实证分析
DOI：
10.1108/ijbm-07-2020-0382
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发表时间：
2020-12
影响因子：
5.3
通讯作者：
Li Chenxi
中科院分区：
文献类型：
--
作者：
Ming Yaxin;Chen Jing;Li Chenxi
目的
本研究旨在调查获取模式对顾客行为忠诚度的影响，以丰富我们对获取模式有效性以及如何在服务业更好地定位顾客的认识。
设计/方法/途径
我们（此处“Us”可能是文档未完整截取的部分，单独翻译为“我们”）
PurposeThis study aims to investigate the effect of acquisition modes on customer behavioral loyalty to enrich our knowledge of the effectiveness of acquisition modes and how to better target customers in the service industry.Design/methodology/approachUsing a data set from a large commercial bank in China, this study conducts a series of empirical analyses to examine the impacts of two types of acquisition modes (i.e. the gift acquisition mode and customer referral) on customer behavioral loyalty.FindingsGift acquisition has a negative effect on customer behavioral loyalty, as measured by the dropout probability, consumption amount and consumption frequency. Furthermore, this negative relationship could be weakened if the customer is referred by an existing customer.Originality/valueAlthough prior studies have investigated the effectiveness of some acquisition modes in terms of customer loyalty, customer acquisition through the provision of gifts, which is widely implemented in marketing practice, has not been well investigated. This study addresses this research gap and identifies the joint influence of acquisition modes on customer behavioral loyalty, further enriching our knowledge of the effectiveness of different acquisition modes.
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影响因子：
4.4
作者：
Fernandez, RM;Castilla, EJ;Moore, P
通讯作者：
Moore, P
影响因子：
5.3
作者：
P. Middleton
通讯作者：
P. Middleton
影响因子：
14.7
作者：
Philipp Schmitt;B. Skiera;C. Bulte
通讯作者：
Philipp Schmitt;B. Skiera;C. Bulte
DOI：
10.1016/j.jbankfin.2011.05.008
发表时间：
2011-12
期刊：
SSRN Electronic Journal
影响因子：
--
作者：
S. Carbó-Valverde;José M. Liñares‐Zegarra
通讯作者：
S. Carbó-Valverde;José M. Liñares‐Zegarra
影响因子：
12.9
作者：
David A. Schweidel;P. Fader;Eric T. Bradlow
通讯作者：
David A. Schweidel;P. Fader;Eric T. Bradlow