The Effect of Nonverbal Communication on Trust, Switching Barrier and Repurchase Intention

서비스제공자의 비언어적 커뮤니케이션이 신뢰와 전환장벽 및 재구매의도에 미치는 영향

  • Lee, Ok-Hee (Dept. of Fashion Design, Sunchon National University)
  • 이옥희 (순천대학교 패션디자인학과)
  • Received : 2012.03.30
  • Accepted : 2012.09.17
  • Published : 2012.10.31


This study investigates the effect of nonverbal communication on trust, switching barrier, and repurchase intention. Sample subjects used in this study were customers of a fashion shop in Sunchon. The questionnaires were conveniently sampled from July 2010 to August 2010. Questionnaire data from 335 customers of a national brand were analyzed through a reliability analysis, factor analysis, and multiple regression analysis. The results of this study are as follows. First, nonverbal communication by the service provider was divided into 3 types, physical appearance and paralanguage, postures and proxemics, and facial expressions. Second, it was found that physical appearance and paralanguage, postures and proxemics, facial expression of nonverbal communication had a significant impact on customer trust. Third, given the relationship between nonverbal communication and switching barrier, it was represented that the postures and proxemics and facial expressions (except physical appearance and paralanguage) had a significantly positive influence on the switching barrier. Forth, physical appearance/paralanguage, postures/proxemics, and facial expressions (nonverbal communication) had a positive influence on repurchase intention. Fifth, given the relationship between trust and repurchase intention as well as switching barrier and repurchase intention, it was represented that trust and switching barrier have a significantly positive influence upon repurchase intention. According to the results of this study, the more positive nonverbal communication by the service provider then the higher the customer repurchase intention as well as trust and switching barrier. Fifth, given the relationship between trust and repurchase intention as well as switching barrier and repurchase intention, it was represented that trust and switching barrier have a significantly positive influence upon repurchase intentions.


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