The Impact of Relationship Marketing Tactics on Customer Loyalty: The Mediation Role of Relationship Quality

Habibollah Doaei, Abbas Rezaei and Rozita Khajei

International Journal of Business Administration, 2011, vol. 2, issue 3, 83-93

Abstract: Concerning potential importance of retaining customers and establishing right relationship with them to create loyalty, previous studies have presented diverse results which can be related to lack of an appropriate relationship quality. Therefore, this study was conduced in Karafarin Insurance Representatives in Mashhad, Iran for identifying Relationship Marketing (RM) tactics impacts on loyalty due to Relationship Quality (RQ). The RM tactics under investigation were tangible reward, interpersonal communication, preferential treatment, and direct mail. Two kinds of questionnaires were utilized to reap data from managers and customers with 0.88% and 0.92% reliability, respectively. The census method has used to collect managers¡¯ viewpoint and there are 125 available customers for sampling. Data from these experiments indicate that, among used tactics, preferential treatment tactic had not significant influence on RQ, thereupon, it can be concluded that RQ variable don¡¯t perform a mediating role. Moreover, a refined understanding was provided for cognizing interplay between organization and customers due to implement the RM tactics.

Keywords: Loyalty; Relationship Marketing; Relationship Marketing Tactics; Relationship Quality (search for similar items in EconPapers)
Date: 2011
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