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The Intention-to-repurchase Paradox: A case of the Health and Fitness Industry

Author

Listed:
  • A. Ferrand
  • L. Robinson
  • Pierre Valette-Florence

    (CERAG - Centre d'études et de recherches appliquées à la gestion - UPMF - Université Pierre Mendès France - Grenoble 2 - CNRS - Centre National de la Recherche Scientifique)

Abstract

The article proposes a conceptual model to examine the relationships between service attributes, brand associations, customer satisfaction, commitment, price of membership, and intention to repurchase in a fitness club. The results show that the services offered by the club, its security, and the promoted image. of the club impact positively on satisfaction. The customer relations at the club, customer commitment, and their frequency of weekly attendance have a positive direct effect on intention to repurchase. Perceived price has a negative direct influence. Finally, the research showed that overall satisfaction has a slight positive impact on frequency of attendance. These findings create a paradox for managers of health and fitness organizations who will have to balance the need to increase frequency of attendance to positively impact on intention to repurchase with the need to deliver the service attributes that affect satisfaction and intention to repurchase at high quality level.

Suggested Citation

  • A. Ferrand & L. Robinson & Pierre Valette-Florence, 2010. "The Intention-to-repurchase Paradox: A case of the Health and Fitness Industry," Post-Print halshs-00325142, HAL.
    • Handle: RePEc:hal:journl:halshs-00325142
    DOI: 10.1123/jsm.24.1.83
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    Citations

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    Cited by:

    1. Theeralak Satjawathee & Shang-Chun Ma & Shih-Tung Shu & Ching-Hung Chang, 2022. "The Moderating Effect of Self-Efficacy on Fitness Use Innovativeness and Usage Pattern," Sustainability, MDPI, vol. 15(1), pages 1-13, December.
    2. Théo Girardin & Romain Roult & Olivier Sirost & Charly Machemehl, 2020. "Social Media and Convergence Culture: A Scoping Review of the Literature on North American Basketball," SAGE Open, , vol. 10(3), pages 21582440209, August.
    3. Avourdiadou, Sevastia & Theodorakis, Nicholas D., 2014. "The development of loyalty among novice and experienced customers of sport and fitness centres," Sport Management Review, Elsevier, vol. 17(4), pages 419-431.
    4. García-Fernández, Jerónimo & Gálvez-Ruíz, Pablo & Fernández-Gavira, Jesús & Vélez-Colón, Luisa & Pitts, Brenda & Bernal-García, Ainara, 2018. "The effects of service convenience and perceived quality on perceived value, satisfaction and loyalty in low-cost fitness centers," Sport Management Review, Elsevier, vol. 21(3), pages 250-262.
    5. Vera Pedragosa & Salvador Angosto & Celina Gonçalves, 2022. "Validity and Reliability of a Wearable Fitness Technology Scale in Portugal," IJERPH, MDPI, vol. 19(10), pages 1-13, May.
    6. Pedro Sobreiro & Pedro Guedes-Carvalho & Abel Santos & Paulo Pinheiro & Celina Gonçalves, 2021. "Predicting Fitness Centre Dropout," IJERPH, MDPI, vol. 18(19), pages 1-11, October.
    7. Sergio Andres Osuna Ramirez & Cleopatra Veloutsou & Anna Morgan-Thomas, 2017. "A Systematic Literature Review of Brand Commitment: Definitions, Perspectives and Dimensions," Athens Journal of Business & Economics, Athens Institute for Education and Research (ATINER), vol. 3(3), pages 305-332, July.
    8. Vusumuzi David Mbatha & Aaron Koopman & Tinashe Chuchu, 2023. "Examining the Impact of Sensory Marketing on Young Consumers: A McDonald’s Case Study," International Review of Management and Marketing, Econjournals, vol. 13(3), pages 16-24, May.
    9. Raquel Pérez-Ordás & Mónica Aznar Cebamanos & Román Nuviala & Alberto Nuviala, 2019. "Evaluation of Extracurricular Sports Activities as an Educational Element for Sustainable Development in Educational Institutions," Sustainability, MDPI, vol. 11(12), pages 1-13, June.
    10. Polanec Anze, 2014. "Sport Tourism Centres from Top Athletes’ Perspective: Differences among Sport Groups," Business Systems Research, Sciendo, vol. 5(2), pages 97-109, September.
    11. Biscaia, Rui & Ross, Stephen & Yoshida, Masayuki & Correia, Abel & Rosado, António & Marôco, João, 2016. "Investigating the role of fan club membership on perceptions of team brand equity in football," Sport Management Review, Elsevier, vol. 19(2), pages 157-170.

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