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[학술저널]

  • 학술저널

이한근(연세대학교) 지성구(한밭대학교) 이호택(계명대학교) 김영찬(연세대학교)

초록

Extensive research on service providers’ customer-response ability has been examined in line with growth in global service industry. Most service literature and practice assume that relationship marketing effort such as service providers’ customer-response ability generate customer satisfaction and loyalty. but some researches couldn’t find consistent results from previous research. overall, these finding indicate that there are some mixed and ambiguous concepts in the construct of service providers’ customer-response ability.
In this study, we tried to integrate relationship marketing and salespersons’ interpersonal skills for the purpose of conceptual elaborations for service providers’ customer-response ability. Researchers need to make clear factors of service providers’ customer-response ability in order to induce consistent results. To test the our research objective, data were collected from 290 customers who interact more than six month with service providers.
Based on analysis, we showed that the service providers’ customer-response ability consists of five distinct factors of Rapport building, Detecting nonverbal cues, Taking bird’s-eye view, Shaping the interaction, and Listening skills. these results are our theoretical contributions for service providers’ customer-response ability by elaborating confused concepts in service marketing. and so, Those factors of service providers’ customer-response ability have been empirically tested to have significant effects on trust and post relationship-intent.

목차

Abstract
Ⅰ. 서론
Ⅱ. 이론적 배경
Ⅲ. 연구방법
Ⅳ. 연구결과
V. 결론
Reference

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