IDEAS home Printed from https://ideas.repec.org/a/eee/joreco/v28y2016icp99-106.html
   My bibliography  Save this article

Effects of Chinese consumers' relationship benefits and satisfaction on attitudes toward foreign fashion brands:The moderating role of country of salesperson

Author

Listed:
  • Choi, Yu Hua
  • Choo, Ho Jung

Abstract

The paper examines the various responses of consumers depending on the country of salesperson (COS) and to look into the effects that consumer–salesperson relationship benefits have on consumer satisfaction and brand attitude. The results suggest that consumers' perceived social benefit and functional benefit positively influenced their satisfaction with salesperson, and a significant positive effect of consumers' satisfaction with salesperson on consumers' brand attitude is found. This positive relationship was moderated by COS. These findings suggest that COS will serve as an important retail mix for global marketers. Other results and management implications are also discussed.

Suggested Citation

  • Choi, Yu Hua & Choo, Ho Jung, 2016. "Effects of Chinese consumers' relationship benefits and satisfaction on attitudes toward foreign fashion brands:The moderating role of country of salesperson," Journal of Retailing and Consumer Services, Elsevier, vol. 28(C), pages 99-106.
    • Handle: RePEc:eee:joreco:v:28:y:2016:i:c:p:99-106
    DOI: 10.1016/j.jretconser.2015.08.003
    as

    Download full text from publisher

    File URL: http://www.sciencedirect.com/science/article/pii/S0969698915300217
    Download Restriction: Full text for ScienceDirect subscribers only
    File URL: https://libkey.io/10.1016/j.jretconser.2015.08.003?utm_source=ideas
    LibKey link: if access is restricted and if your library uses this service, LibKey will redirect you to where you can use your library subscription to access this item
    ---><---

    As the access to this document is restricted, you may want to search for a different version of it.

    References listed on IDEAS

    as
    1. Valenzuela, Leslier & Torres, Eduardo & Hidalgo, Pedro & Farías, Pablo, 2014. "Salesperson CLV orientation's effect on performance," Journal of Business Research, Elsevier, vol. 67(4), pages 550-557.
    2. Poujol, Juliet F. & Siadou-martin, Béatrice & Vidal, David & Pellat, Ghislaine, 2013. "The impact of salespeople's relational behaviors and organizational fairness on customer loyalty: An empirical study in B-to-B relationships," Journal of Retailing and Consumer Services, Elsevier, vol. 20(5), pages 429-438.
    3. Lohtia, Ritu & Bello, Daniel C. & Yamada, Teruhisa & Gilliland, David I., 2005. "The role of commitment in foreign-Japanese relationships: mediating performance for foreign sellers in Japan," Journal of Business Research, Elsevier, vol. 58(8), pages 1009-1018, August.
    4. Macintosh, Gerrard & Krush, Michael, 2014. "Examining the link between salesperson networking behaviors, job satisfaction, and organizational commitment: Does gender matter?," Journal of Business Research, Elsevier, vol. 67(12), pages 2628-2635.
    5. McGee, Lynn W. & Spiro, Rosann L., 1991. "Salesperson and product country-of-origin effects on attitudes and intentions to purchase," Journal of Business Research, Elsevier, vol. 22(1), pages 21-32, January.
    6. Juliet Poujol & Béatrice Siadou-Martin & David Vidal & Ghislaine Pellat, 2013. "The impact of salespeople's relational behaviors and organizational fairness on customer loyalty: An empirical study in B-to-B relationships," Post-Print hal-01992773, HAL.
    7. Fanny Poujol & D. Vidal & B. Siadou-Martin & G. Pellat, 2013. "The impact of salespeople's relational behaviors and organizational fairness on customer loyalty: An empirical study in B-to-B relationships," Post-Print halshs-00642472, HAL.
    8. Johlke, Mark C. & Iyer, Rajesh, 2013. "A model of retail job characteristics, employee role ambiguity, external customer mind-set, and sales performance," Journal of Retailing and Consumer Services, Elsevier, vol. 20(1), pages 58-67.
    9. Darden, William R. & Dorsch, Michael J., 1990. "An action strategy approach to examining shopping behavior," Journal of Business Research, Elsevier, vol. 21(3), pages 289-308, November.
    10. Steenkamp, Jan-Benedict E M & Baumgartner, Hans, 1998. "Assessing Measurement Invariance in Cross-National Consumer Research," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 25(1), pages 78-90, June.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Arditto, Luis & Cambra-Fierro, Jesús J. & Fuentes-Blasco, María & Jaraba, Ana Olavarría & Vázquez-Carrasco, Rosario, 2020. "“How does customer perception of salespeople influence the relationship? A study in an emerging economyâ€," Journal of Retailing and Consumer Services, Elsevier, vol. 54(C).
    2. Pantano, Eleonora & Migliarese, Piero, 2014. "Exploiting consumer–employee–retailer interactions in technology-enriched retail environments through a relational lens," Journal of Retailing and Consumer Services, Elsevier, vol. 21(6), pages 958-965.
    3. Jia, Fang & Wei, Liyuan & Jiang, Ling & Hu, Zuohao & Yang, Zhilin, 2021. "Curbing opportunism in marketing channels: The roles of influence strategy and perceived fairness," Journal of Business Research, Elsevier, vol. 131(C), pages 69-80.
    4. Roth, Katharina P. & Diamantopoulos, Adamantios, 2009. "Advancing the country image construct," Journal of Business Research, Elsevier, vol. 62(7), pages 726-740, July.
    5. Lim, Junsang & Beatty, Sharon E., 2011. "Factors affecting couples' decisions to jointly shop," Journal of Business Research, Elsevier, vol. 64(7), pages 774-781, July.
    6. Mu-Chen Chen & Kuo-Chien Chang & Chia-Lin Hsu & German Alcibiades Vega Leon, 2018. "Investigating the impacts of guanxi and relationship marketing in port logistics: two cases," Maritime Economics & Logistics, Palgrave Macmillan;International Association of Maritime Economists (IAME), vol. 20(4), pages 603-623, December.
    7. Tsukasa Kato, 2021. "Measurement Invariance in the Center for Epidemiologic Studies-Depression (CES-D) Scale among English-Speaking Whites and Asians," IJERPH, MDPI, vol. 18(10), pages 1-10, May.
    8. Wagner, Tillmann & Rudolph, Thomas, 2010. "Towards a hierarchical theory of shopping motivation," Journal of Retailing and Consumer Services, Elsevier, vol. 17(5), pages 415-429.
    9. Janina Isabel Steinert & Lucie Dale Cluver & G. J. Melendez-Torres & Sebastian Vollmer, 2018. "One Size Fits All? The Validity of a Composite Poverty Index Across Urban and Rural Households in South Africa," Social Indicators Research: An International and Interdisciplinary Journal for Quality-of-Life Measurement, Springer, vol. 136(1), pages 51-72, February.
    10. Yeung, Matthew C.H. & Ramasamy, Bala & Chen, Junsong & Paliwoda, Stan, 2013. "Customer satisfaction and consumer expenditure in selected European countries," International Journal of Research in Marketing, Elsevier, vol. 30(4), pages 406-416.
    11. Alegre, Inés & Mas-Machuca, Marta & Berbegal-Mirabent, Jasmina, 2016. "Antecedents of employee job satisfaction: Do they matter?," Journal of Business Research, Elsevier, vol. 69(4), pages 1390-1395.
    12. Matanda, Margaret Jekanyika & Freeman, Susan, 2009. "Effect of perceived environmental uncertainty on exporter-importer inter-organisational relationships and export performance improvement," International Business Review, Elsevier, vol. 18(1), pages 89-107, February.
    13. Sohn, Stefanie, 2017. "A contextual perspective on consumers' perceived usefulness: The case of mobile online shopping," Journal of Retailing and Consumer Services, Elsevier, vol. 38(C), pages 22-33.
    14. Alessandra Martinelli & Giulia Moncalieri & Manuel Zamparini & Guido Alessandri & Gian Vittorio Caprara & Gianluca Castelnuovo & Matteo Rocchetti & Fabrizio Starace & Cristina Zarbo & Giovanni de Giro, 2024. "Positivity, daily time use, mood, and functioning in patients with schizophrenia spectrum disorders: Results from the diapason multicentric study," International Journal of Social Psychiatry, , vol. 70(2), pages 319-329, March.
    15. Fritz, Wolfgang & Graf, Andrea & Hentze, Joachim & Möllenberg, Antje, 2003. "A replication study of the Chen/Starosta-Model of intercultural sensitivity in Germany and the USA," Working Papers 03/06, Technische Universität Braunschweig, Institute of Marketing.
    16. Scheible, Jana Anne & Fleischmann, Fenella, 2011. "Geschlechterunterschiede in islamischer Religiosität und Geschlechterrollenwerten: Ein Vergleich der Zusammenhänge am Beispiel der türkischen und marokkanischen zweiten Generation in Belgien," Discussion Papers, Research Unit: Migration, Integration, Transnationalization SP IV 2011-702, WZB Berlin Social Science Center.
    17. Jean, Ruey Jer “Bryan” & Kim, Daekwan & Bello, Daniel C., 2017. "Relationship-based product innovations: Evidence from the global supply chain," Journal of Business Research, Elsevier, vol. 80(C), pages 127-140.
    18. Bernard Dubois & Sandor Czellar & Gilles Laurent, 2005. "Consumer Segments Based on Attitudes Toward Luxury: Empirical Evidence from Twenty Countries," Marketing Letters, Springer, vol. 16(2), pages 115-128, April.
    19. Martijn G. de Jong & Jan-Benedict E. M. Steenkamp & Bernard P. Veldkamp, 2009. "A Model for the Construction of Country-Specific Yet Internationally Comparable Short-Form Marketing Scales," Marketing Science, INFORMS, vol. 28(4), pages 674-689, 07-08.
    20. Yoo, Jungmin & Park, Minjung, 2016. "The effects of e-mass customization on consumer perceived value, satisfaction, and loyalty toward luxury brands," Journal of Business Research, Elsevier, vol. 69(12), pages 5775-5784.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:eee:joreco:v:28:y:2016:i:c:p:99-106. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: Catherine Liu (email available below). General contact details of provider: https://www.journals.elsevier.com/journal-of-retailing-and-consumer-services .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.