 Customer perceived value: a substitute for satisfaction in business markets?Andreas Eggert and
Wolfgang Ulaga
Post-Print from HAL Abstract: In recent years, there has been a resurgence of interest in the value construct among both marketing researchers and practitioners. Despite a growing body of research, it is still not clear how value interacts with related marketing constructs. Researchers have called for an investigation of the interrelationship between customer satisfaction and customer value to reduce the ambiguities surrounding both concepts. Investigates whether customer value and satisfaction represent two theoretically and empirically distinct concepts. Also addresses whether value is a better predictor of behavioral outcomes than satisfaction in a business marketing context. Two alternative models are developed and empirically tested in a cross-sectional survey with purchasing managers in Germany. The first model suggests a direct impact of perceived value on the purchasing managers' intentions. In the second model, perceived value is mediated by satisfaction. This research suggests that value and satisfaction can be conceptualized and measured as two distinct, yet complementary constructs. Keywords: Business-to-business marketing; Customer satisfaction; Relationship marketing; Value (search for similar items in EconPapers) Published in Journal of Business & Industrial Marketing, 2002, Vol.17,n°2-3, pp.107-118. ⟨10.1108/08858620210419754⟩ There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it. Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-00484980 DOI: 10.1108/08858620210419754 Access Statistics for this paper More papers in Post-Print from HAL |
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