Satisfaction—Repurchase Intentions Relationship: Exploring the Contingent Roles of Consideration Set Size and Price Consciousness

Customer satisfaction has been acknowledged to be a critical driver in enhancing repurchase intentions thereby improving company profits. Despite this prevailing view about the positive satisfaction and repurchase link, however, recent scholarly evidence points to mixed results prompting the examina...

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Bibliographic Details
Published inCustomer needs and solutions Vol. 3; no. 3-4; pp. 115 - 125
Main Authors Bindroo, Vishal, He, Xin, Echambadi, Raj
Format Journal Article
LanguageEnglish
Published New York Springer US 01.12.2016
Springer Nature B.V
Subjects
Business and Management
Consciousness
Consumers
Customer satisfaction
Customer services
Customers
Economics
Hypotheses
Influence
Laboratories
Management
Marketing
Repurchase
Research Article
Research methodology
Roles
Studies
Price consciousness
Consideration set size
Repurchase intentions
Customer satisfaction
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Summary:Customer satisfaction has been acknowledged to be a critical driver in enhancing repurchase intentions thereby improving company profits. Despite this prevailing view about the positive satisfaction and repurchase link, however, recent scholarly evidence points to mixed results prompting the examination of various contingent factors in the satisfaction–repurchase intentions relationship. We suggest that consideration set size and price consciousness jointly moderate the satisfaction–repurchase intentions relationship such that large consideration set sizes weaken the satisfaction–repurchase intentions relationship under high, but not low, price consciousness. Robust results from two studies, including a laboratory experiment and analysis of a multi-brand, multi-market secondary dataset, provide consistent support for the joint moderating roles of set size and price consciousness.
ISSN:2196-291X
2196-2928
DOI:10.1007/s40547-016-0067-2