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How to Generate Store Loyalty? Exploring the Role of Preferential Treatment and Salesperson Trust: Mediating role of Commitment to Salesperson

Khalid Jamil, Muhammad Asghar Ali and Ahsan Zubair

Information Management and Business Review, 2017, vol. 9, issue 5, 17-23

Abstract: This article describes how much the importance and impact of preferential treatment by salespersons & customers-salespersons relationship & trust for store loyalty. Providing preferential treatment and customer trust to salesperson can be very useful for managers so that customers can be loyal. This long-term relationship helps retailers gain profits and survive in business. A questionnaire was used to collect data. Most of the data were collected from Faisalabad University students by using convenience sampling, but some of the respondents responsible for different spheres were also included in generalizability. A sufficient number of females have also been included according to the needs of the research. Both preferential treatment and trust in salesperson have a positive impact on the build-up of store loyalty. The results also that trust in the salesperson is more affecting the customer's commitment to the salesperson and thus creates loyal customers.

Date: 2017
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Persistent link: https://EconPapers.repec.org/RePEc:rnd:arimbr:v:9:y:2017:i:5:p:17-23

DOI: 10.22610/imbr.v9i5.1959.g1529

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