Advances in Consumer Research
Issue 2 : 928-941
Original Article
A Comprehensive Study of Factors, Assessment Methods, and Strategic Consequences of Customer Commitment in Marketing Relationships
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1
INTI International University, Nilai, Seremban, Malaysia
2
Lecturer in Marketing, Danford Higher Education, Melbourne, Australia
3
Assistant Professor, Assam down town University, Guwahati, Assam, India
Abstract

Customer commitment has become one of the foundations of relationship marketing which provide important ideas on how, and why, customers continue to engage in long-term relationships with companies operating in dynamic and competitive markets. As organizations tend to change transactional orientation to relational orientations, the drivers, dimensions and consequences of customer commitment have become vital in maintaining competitive advantage. The review paper is a synthesis of available literature on the subject of customer commitment with three main aims: (i) to review the major issues that have impacted on customer commitment, (ii) to review the main approaches that have been applied in assessing and measuring customer commitment in marketing relationships, and (iii) to review the strategic implications of customer commitment to companies. Based on classic and modern literature, the paper conceptualises the customer commitment as a multidimensional construct that includes the affective, continuance, and normative dimensions. According to the review, the factors influencing customer commitment are relational, economic, psychological and social and that its measurement involves the combined use of attitudinal, behavioural and experimental methods. Also, the importance of customer commitment towards customer loyalty, retention, advocacy and long term firm performance is discussed in the paper. This review offers an in-depth framework of research that could further the theoretical knowledge and provide practical information to marketing practitioners and researchers by combining fragmented streams of research

 

 

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