The Relationship Quality Effect on Customer Loyalty

Vilte Auruskeviciene; Laura Salciuviene; Vida Skudiene

doi:10.18002/pec.v0i10.637

Autores

Vilte Auruskeviciene ISM University of Management and Economics
Laura Salciuviene Lancaster University Management School
Vida Skudiene ISM University of Management and Economics

DOI:

https://doi.org/10.18002/pec.v0i10.637

Palavras-chave:

Calidad de relación, Lealtad, Calidad de servicio, Servicios profesionales de tecnologías de la información, Relationship quality, Loyalty, Services quality, Professional IT services

Resumo

Este estudio tiene como objetivo la identificación de los elementos constitutivos de la calidad de relación que permite a las empresas oferentes de servicios profesionales establecer relaciones a largo plazo con sus clientes y fortalecer la lealtad de los mismos.
El marco teórico sobre el que se ha formulado la identificación de dichos elementos y de la interrelación inherente a la lealtad del cliente ha sido contrastado empíricamente sobre una muestra de 74 directivos de empresas lituanas compradoras de servicios relacionados con las tecnologías de la información. Los resultados sugieren que las variables "calidad funcional", "confianza" y "compromiso" tienen un efecto significativo sobre la lealtad del cliente de servicios de tecnologías de la información. La calidad funcional es el elemento más importante a la hora de construir relaciones a largo plazo con clientes en el mercado de servicios profesionales.

This study aims to identify the dimensions of relationship quality that enables professional services companies to establish long-term relations with their clients and fosters the loyalty of the client. The theoretical framework of relationship quality dimensions and customer loyalty interrelationship in a sample of 74 Lithuanian companies' managers buying IT service has been empirically tested. The findings suggest that the three variables (functional quality, trust, and commitment) have a significant effect on IT services customer loyalty. Functional quality construct is the most important in building long-term relationship with customers in a professional services market.

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