Reassessing Relationships in Consumer Markets: Emotion, Cognition, and Consumer Relationship Intention

• Tipo: Artigo em Revista Científica Internacional
• Data: 2013

Autores

Teresa Fernandes (Autor) FEP; João Proença (Autor) FEP

Revista

Título: Journal of Relationship Marketing

Vol. 12 Nº 1

Páginas: 41-58

ISSN: 1533-2667

Editora: Taylor & Francis

Indexação

Scopus - 32 Citações

Classificação Científica

FOS: Ciências sociais

Outras Informações

ID Authenticus: P-008-9ZK

DOI: 10.1080/15332667.2013.763719

Abstract (EN): This article shows the importance of consumer relationship intention and its cognitive and emotional motivations in the development of a relational approach in buyer-seller relationships in business-to-consumer settings. The article presents empirical research that used a cross-sectional survey of 222 consumers followed by discriminant analysis to highlight the fact that different relationships may exist in consumer markets. We found that cognition-based motivations explain functional relationship outcomes and that emotion-based motivations explain higher forms of dedication to the provider, such as altruism, switching intentions, and acquiescence. The article shows that consumer proneness and motivations are highly significant in discriminating relationships. © 2013 Copyright Taylor and Francis Group, LLC.

Idioma: Inglês

Tipo (Avaliação Docente): Científica

Nº de páginas: 18