Does consumers' personal reciprocity affect future purchase intentions?

Wei Ping WU, Tsang Sing CHAN, Heng Hwa LAU

Research output: Journal PublicationsJournal Article (refereed)

22 Citations (Scopus)

Abstract

In this study, we examine the mediating role of a consumer's personal reciprocity in the relationships between brand trust, brand loyalty and product familiarity, and future purchase intentions. Data from 308 printer users in Hong Kong reveals that a consumer's personal reciprocity partially mediates the relationships between brand trust and brand loyalty, and future purchase intentions. The theoretical implication is that personal reciprocity not only enhances consumers' future purchase intentions but also provides an alternative path linking brand trust and brand loyalty to consumers' future purchase intentions. The managerial implication is that by capitalising on a consumer's personal reciprocity in the context of consumer-firm relationships, firms can improve their performance in retaining existing customers.
Original languageEnglish
Pages (from-to)345-360
Number of pages16
JournalJournal of Marketing Management
Volume24
Issue number3-4
DOIs
Publication statusPublished - 1 Jan 2008

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Keywords

  • Brand loyalty
  • Brand trust
  • Future purchase intentions
  • Personal reciprocity
  • Product familiarity

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