IDEAS home Printed from https://ideas.repec.org/a/rnd/arimbr/v9y2017i5p17-23.html
   My bibliography  Save this article

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

Author

Listed:
  • Khalid Jamil
  • Muhammad Asghar Ali
  • Ahsan Zubair

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.

Suggested Citation

  • Khalid Jamil & Muhammad Asghar Ali & Ahsan Zubair, 2017. "How to Generate Store Loyalty? Exploring the Role of Preferential Treatment and Salesperson Trust: Mediating role of Commitment to Salesperson," Information Management and Business Review, AMH International, vol. 9(5), pages 17-23.
    • Handle: RePEc:rnd:arimbr:v:9:y:2017:i:5:p:17-23
    DOI: 10.22610/imbr.v9i5.1959
    as

    Download full text from publisher

    File URL: https://ojs.amhinternational.com/index.php/imbr/article/view/1959/1529
    Download Restriction: no
    File URL: https://ojs.amhinternational.com/index.php/imbr/article/view/1959
    Download Restriction: no
    File URL: https://libkey.io/10.22610/imbr.v9i5.1959?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
    ---><---

    References listed on IDEAS

    as
    1. Berry, Leonard L. & Gresham, Larry G., 1986. "Relationship retailing: transforming customers into clients," Business Horizons, Elsevier, vol. 29(6), pages 43-47.
    2. Florence Kremer & Catherine Viot, 2012. "How store brands build retailer brand image," Post-Print hal-01803720, HAL.
    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. Elisa Monnot & Fanny Reniou & Béatrice Parguel, 2014. "Consumer responses to elimination of overpackaging on private label products," Working Papers halshs-01076408, HAL.
    2. Ragna Nilssen & Geoff Bick & Russell Abratt, 2019. "Comparing the relative importance of sustainability as a consumer purchase criterion of food and clothing in the retail sector," Journal of Brand Management, Palgrave Macmillan, vol. 26(1), pages 71-83, January.
    3. Elisa Monnot & Fanny Reniou & Béatrice Parguel, 2014. "Réponses des consommateurs à la suppression des suremballages sur les MDD," Post-Print hal-01644771, HAL.
    4. Paswan, Audhesh & Pineda, María de los Dolores Santarriaga & Ramirez, Francisco Carlos Soto, 2010. "Small versus large retail stores in an emerging market--Mexico," Journal of Business Research, Elsevier, vol. 63(7), pages 667-672, July.
    5. Yinglu Sun & Wei Xue & Subir Bandyopadhyay & Dong Cheng, 2022. "WeChat mobile-payment-based smart retail customer experience: an integrated framework," Information Technology and Management, Springer, vol. 23(2), pages 77-94, June.
    6. Chae, Heeju & Baek, Minjung & Jang, Hyeonju & Sung, Sijun, 2021. "Storyscaping in fashion brand using commitment and nostalgia based on ASMR marketing," Journal of Business Research, Elsevier, vol. 130(C), pages 462-472.
    7. Swoboda, Bernhard & Weindel, Julia & Hälsig, Frank, 2016. "Predictors and effects of retail brand equity – A cross-sectoral analysis," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 265-276.
    8. Madiha Bendjaballah, 2021. "Les nouvelles formes de communication client connecté/vendeur connecté : Exploration des effets sur les dimensions de l’experience client," Post-Print hal-03398824, HAL.
    9. Adi Alić & Emir Agić & Merima Činjarević, 2017. "The Importance of Store Image and Retail Service Quality in Private Brand Image-Building," Entrepreneurial Business and Economics Review, Centre for Strategic and International Entrepreneurship at the Cracow University of Economics., vol. 5(1), pages 27-42.
    10. Anja Plumeyer & Pascal Kottemann & Daniel Böger & Reinhold Decker, 2019. "Measuring brand image: a systematic review, practical guidance, and future research directions," Review of Managerial Science, Springer, vol. 13(2), pages 227-265, April.
    11. Zaif (Popa) Alexandra & Cerchia(Ionascu) Alina-Elena & Micu Adrian, 2020. "The Effects of the Crisis Generated by the COVID-19 Pandemic on Consumer Behavior Regarding Brand Purchasing," Risk in Contemporary Economy, "Dunarea de Jos" University of Galati, Faculty of Economics and Business Administration, pages 47-58.
    12. Hendri Hendri & Yuliantoro Yuliantoro & Maksimilianus Kolot Ama, 2020. "Determinats of Fraud Prevention and Financial Performance as an Intervening Variable," International Journal of Economics and Financial Issues, Econjournals, vol. 10(1), pages 19-26.
    13. Sadeque, Saalem & Roy, Sanjit Kumar & Swapan, Mohammad Shahidul Hasan & Chen, Cheng-Hao & Ashikuzzaman, Md, 2020. "An integrated model of city and neighborhood identities: A tale of two cities," Journal of Business Research, Elsevier, vol. 117(C), pages 780-790.
    14. van Bruggen, G.H. & Kacker, M. & Nieuwlaat, C., 2001. "The Impact of Channel Function Performance on Buyer-Seller Relationships in Marketing Channels," ERIM Report Series Research in Management ERS-2001-44-MKT, Erasmus Research Institute of Management (ERIM), ERIM is the joint research institute of the Rotterdam School of Management, Erasmus University and the Erasmus School of Economics (ESE) at Erasmus University Rotterdam.
    15. Vitally Cherenkov & Marina Sheresheva & Sergey Starov & Igor Gladkikh & Alexander Tanichev & Svetlana Berezka & Svetlana Berezka & Igor Savelev & Anastasia Yussuf, 2020. "Sustainability trends and consumer perceived risks towards private labels," Entrepreneurship and Sustainability Issues, VsI Entrepreneurship and Sustainability Center, vol. 8(1), pages 347-362, September.
    16. Pérez-Santamaría, Samanta & Martos-Partal, Mercedes, 2021. "Analyzing the effects of private-label supplier disclosure on retailer image," Journal of Retailing and Consumer Services, Elsevier, vol. 62(C).
    17. Bruno Durand & Magali Jara, 2017. "Comment expliquer le succès du drive ? La logistique et le marketing comme premiers éléments de réponse," Working Papers hal-01460086, HAL.
    18. repec:dau:papers:123456789/14325 is not listed on IDEAS
    19. Ajay Singh & Debdeep De, 2016. "A study of factors for private label brands' success in food, grocery and apparels," International Journal of Management Practice, Inderscience Enterprises Ltd, vol. 9(1), pages 93-107.
    20. Wang, Stephen W., 2014. "The moderating effects of involvement with respect to customer relationship management of the airline sector," Journal of Air Transport Management, Elsevier, vol. 35(C), pages 57-63.
    21. Miao Miao, 2017. "The Process of Retail Internationalization in the Chinese Market: A Case of Japanese Fashion Company," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 9(5), pages 95-107, October.

    More about this item

    Statistics

    Access and download statistics

    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:rnd:arimbr:v:9:y:2017:i:5:p:17-23. 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: Muhammad Tayyab (email available below). General contact details of provider: https://ojs.amhinternational.com/index.php/imbr .

    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.