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Customer Loyalty to the Salesperson and the Store: Examining Relationship Customers in an Upscale Retail Context

Kristy E. Reynolds and Mark J. Arnold
The Journal of Personal Selling and Sales Management
Vol. 20, No. 2 (Spring, 2000), pp. 89-98
Published by: Taylor & Francis, Ltd.
Stable URL: http://www.jstor.org/stable/40471774
Page Count: 10
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Customer Loyalty to the Salesperson and the Store: Examining Relationship Customers in an Upscale Retail Context
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Abstract

Only recently has research interest in relationship marketing and customer loyalty converged in the retail context. Although this research shows that relationship customers maintain their primary loyalty to the salesperson, which then "spills over" and affects loyalty to the store, other research suggests that salesperson loyalty has direct effects on store-level outcomes, such as spending and word of mouth. However, this has not been comprehensively investigated, and relationship researchers have specifically called for research examining the effects of salesperson and store loyalty on store-level outcomes. Our research addresses this call, and shows that in an upscale retail context a relationship customer's loyalty to the salesperson is significantly related to store loyalty as well as the important store-level outcomes of share of purchases, word of mouth and competitive resistance.

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