• Journal of the Korean Society of Clothing and Textiles
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• v.35 no.2
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• pp.230-241
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• 2011

This study investigates how the relational benefits of fashion retail stores influence the relationship quality (trust, satisfaction, and commitment) and CRM effects (revisit intention and word of mouth intention). This study also analyzes the moderating effect of consumer characteristics between relational benefits and relationship quality. The subjects of this study consisted of 340 female consumers whose age ranged from 20 to 50s and the results were analyzed using AMOS 18.0 and SPSS 12.0. The results of the study were as follows: First, there were three types of relational benefits of psychological, social and economic relational benefits in the CRM activities of fashion retail stores. In addition, it was found that the psychological and economic relational benefits had positive effects on the relational qualities of fashion retail stores; however, the social relational benefits did not have any effects on the relational qualities of fashion retail stores. Second, the relationship quality had a positive influence on CRM effects such as revisit intention and word of mouth intention. Third, it was confirmed that the consumer characteristics variables were effective mediators linking the relational benefits and relational qualities of fashion retail stores.

• Journal of the Korean Society of Clothing and Textiles
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• v.26 no.7
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• pp.1043-1054
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• 2002

The purposes of this study were to empirically examine the effect of relational benefits and relationship quality in the core variables of relationship marketing on customer satisfaction, to investigate the causal relationships among these variables. The questionnaires was administered to 417 women shopped in a fashion retail store in Gwang-ju city during January 14-18, 2002. For analysis of data, frequency, factor analysis, regression analysis, and path analysis were applied. The results were as follows: 1. The customers' perceived relational benefits were categorized as follow: 1) special treatment,2) social, and 3) psychological benefits. Relationship quality was categorized into two factors: trust and commitment 2. The relational benefits significantly influenced customer satisfaction. 3. The relational benefits significantly influenced relationship quality. 4. The relationship quality significantly influenced customer satisfaction. 5. The relational benefits had both direct and indirect effects on customer satisfaction mediated by relationship quality. The results indicated that causal relationship was existed among these three variables.

• Journal of Korean Society for Quality Management
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• v.45 no.1
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• pp.39-54
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• 2017

Purpose: This study evaluated the effect of customer relationship management (CRM) on customer's brand loyalty in the holistic perspective of relational benefits, relationship quality and relation value. This paper attempted to find out the psychological process that links the relational benefits and brand loyalty. Methods: The data was collected by using the structured questionnaires to VIP customers and general customers of major domestic banks. The proposed research model is empirically tested using 324 valid questionnaires using SPSS 23 and AMOS 23. Results: This research indicated the partially positive relationship between the relational benefits and relation values, and between relational benefits and relationship quality. The relation value and relationship quality positively affects the relation commitment and the relation commitment also positively affects brand loyalty. This study also shows that the relation value affects the brand loyalty through the mediation of relation commitment, but also the relationship quality affects the brand loyalty through the media of relation commitment. Conclusions: This study investigates the role of perceptional factors(relational value and relationship quality) and affective factors(relation commitment) to find the relationship between relational benefits and brand loyalty. It also suggest the relative influence of relational benefits on relation value.

• Journal of the Korean Society of Clothing and Textiles
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• v.33 no.3
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• pp.467-476
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• 2009

The purpose of this study is to investigate the effect of customer satisfaction and customer loyalty with relational benefits on the Internet shopping mall. For the study, utilizing the convenient sampling method, the sample of study was composed of female and male adults aged between 20 and 30 living in Seoul metropolitan area who had experienced purchase of fashion products on the web. Of 350 distributed, 311 useful questionnaires were returned. The survey research design was employed with structured questionnaire. For data analysis, descriptive statistics, factor analysis, reliability analysis, cluster analysis and multiple- regression analysis were used. The results of this study are as follows: Psychological benefits had higher influence than other relational benefits(social benefits, customization benefits, economic benefits) on the both customer satisfaction and customer loyalty positively. There was a high relationship between the customer satisfaction and the customer loyalty. The customer satisfaction had a positive influence on the customer loyalty. And social benefits had the least influence among the sub-factors of relational benefits on the customer satisfaction. Also, customization benefits had the least influence among the sub-factors of relational benefits on the customer loyalty.

• Journal of Fashion Business
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• v.21 no.2
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• pp.30-44
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• 2017

The purposes of this study were to (a) identify dimensions of relational benefits in the social commerce market, (b) predict the effects of relational benefits on satisfaction, repurchase intention, and word of mouth (WOM) intention, (c) examine the mediating effects of satisfaction, and (d) compare the differences in the effects of relational benefits on satisfaction, repurchase intention, and WOM intention between the two groups of market mavenism. For collecting data, a self-administered questionnaire was undertaken by an online research agency. A total of 490 usable responses were obtained from consumers who have used social commerce sites. The sample included a slightly higher number of females (50.8%) than males and age was ranged from 20 years to 40 years. An exploratory factor analysis generated four factors of relational benefits such as confidence, convenience, special treatment, and information. Multiple regression models showed that confidence, convenience, and special treatment benefits were significant predictors of satisfaction and repurchase intention; the confidence and convenience benefits were significant for WOM intention. Satisfaction significantly mediated the relationship between relational benefits and repurchase intention, and the relationship between relational benefits and WOM intention. The group with high level of market mavenism more highly perceived the relational benefits than the other groups. Confidence benefit had a significant effect on repurchase intention regardless of the level of market mavenism, while convenience benefit had a significant effect on repurchase intention in the non-market maven group. This study discussed the managerial implications for customer relationship management in the social commerce marketplace.

• Culinary science and hospitality research
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• v.20 no.4
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• pp.266-279
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• 2014

The purposes of the study are to segment the American family restaurant market based on relational benefits and to compare each group's demographics, dining characteristics, relationship quality(consumer identification, switching costs, satisfaction, commitment), and relational outcomes(positive word-of-mouth intentions and share of purchases). 510 responses were collected from American family restaurant customers and analyzed using frequency analysis, EFA, reliability test, cluster analysis, MANOVA, discriminant analysis, chi-square test, and ANOVA. The results of the study found three different types of relational benefits: confidence, special treatment, and social benefits. The results of cluster analysis identified three market segments, namely, high relational benefits consumers, medium relational benefits consumers, and low relational benefits consumers. The three groups were different in terms of age(p<0.05) and level of education(p<0.05). In addition, high relational benefits consumers showed a higher level of relationship frequency(p<0.001), relationship quality(p<0.001), and relational outcomes(p<0.001), followed by medium and low relational benefits consumers. Overall, the results indicated that family restaurants need to deliver excellent relational benefits to customers in order to achieve desired relationship quality and relational outcomes. Managerial implications were provided.

• Journal of the Korea Fashion and Costume Design Association
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• v.17 no.3
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• pp.225-240
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• 2015

This study aims to identify the factorial constructs of the relational benefits perceived by consumers of outdoor wear brands and their impacts on the consumers' trust in and satisfaction with outdoor wear brands. An online survey was conducted with females and males between the ages of 20 and 50 who have experienced buying outdoor wear brands. A total of 420 responses were analyzed by factor analysis, a reliability test, and multiple regression analysis. The results of this study were as follows: first, the results of factor analysis and the reliability test on the relational benefits perceived by outdoor wear brand purchasers clearly showed conceptual constructs that included informational benefits, social benefits, and psychological benefits. The sub-dimension of perceived relational benefits had significant effects on brand trust and satisfaction. Specifically, respondents revealed that they had higher brand trust if they felt psychologically comfortable, were offered useful information by outdoor wear brands, and had a favorable relationship with salespeople when they bought outdoor wear merchandise. Secondly, influences of perceived relational benefits on brand trust and satisfaction were not shown to differ depending on the congruity between outdoor wear brands and the purchaser's self-image. On the other hand, factors of perceived relational benefits revealed to differently have effects on brand trust and satisfaction depending on respondents' gender and age. Practical implications to understand outdoor wear target customers' relational benefits, self-image congruity and demographic characteristics and to enhance trust and satisfaction with outdoor wear brands are proposed.

• Journal of the Korean Society of Clothing and Textiles
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• v.32 no.12
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• pp.1927-1938
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• 2008

Companies can build a close relationship by providing benefits that consumers want. As long relationships between consumer and company are stressed these days, it is very important for the growth and development of companies to assess what benefits consumers perceive and how they reflect them to their buying behaviors. Thus, this study aims to examine the relational benefits that consumers perceive in internet clothing purchase and how these perceived relational benefits affects relational commitment and customer loyalty. This study surveyed 343 male and female in their 20s and 30s for empirical analysis who have ever purchased clothing through internet shopping malls. Descriptive statistics, factor analysis, ANOVA analysis, Duncan test, and ${\chi}^2$-test are carried out using SPSS for Windows 12.0 for statistical analysis. The results are as follows. First, the dimensions of relational benefits perceived by consumers in internet clothing purchase are found 6 including customization, economic, psychological, social, shopping convenience, and informational. Second, consumers' perception of relational benefits significantly affect on relational commitment and loyalty, thus consumers with greater recognition of relational benefits have higher relational commitment and loyalty. Third, based on the dimensions of consumer's perceived relational benefit, consumers are categorized into 6 types: group perceiving social benefit, group perceiving economic/shopping convenience benefit, group perceiving shopping convenience benefit, group perceiving customization benefit, group perceiving informational benefit, and group perceiving psychological benefit. The group perceiving customization benefits have higher relational commitment and loyalty than the others. It is expected that this study will help internet companies establish customer relationship management strategies, which are needed to promote relationships with customers and to enhance customers' loyalty to internet shopping malls.

• Journal of the Korean Society of Clothing and Textiles
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• v.32 no.8
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• pp.1202-1212
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• 2008

As increasing the rates of purchasing cosmetic in internet shopping mall, the relationship marketing between purchaser and shopping mall service providers has become more important. At this point, the purpose of this study was to investigate factors of relational benefits and commitment, and to analyze the effects of relational benefits and commitment on word-of-mouth intention and repurchase intention for cosmetic purchaser in internet shopping mall. With convenience sampling, the research was surveyed to 20’s to 30’s female and male who had purchased cosmetics in internet shopping mall. The 308 responses were analyzed by frequency analysis, factor analysis, reliability test, and multi-regression analysis. The results were as follows. First, the factors of relational benefits were divided into psychological benefits, social benefits, and economic benefits. Also the factors of commitment were divided into calculative commitment and affective commitment. Second, only psychological benefits affected to calculative commitment, and all three factors of relational benefits affected to affective commitment. Third, the word-of-mouth intention for cosmetic purchaser in internet shopping mall was affected by psychological benefits, social benefits, economic benefits, calculative commitment and affective commitment. Lastly, the repurchase intention of cosmetic in internet shopping mall was affected by psychological benefits, social benefits, economic benefits, calculative commitment, affective commitment and the word-of-mouth intention.

• Management & Information Systems Review
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• v.3
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• pp.99-131
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• 1999

The purpose of this study is to investigate relational benefits affecting the relationship quality and the existence of differences to which relational benefits are most important to the customers across the type of services that customer buys and customer's relationship orientation in how they orientate their relationships with service firms. The results of this study are summarized as follows: First, all relational benefits, economic, social, psychological, functional benefits, is related the relationship quality. Second, There is a difference in the perceived relative importance of relational benefits that customers will lead to the establishment of a long-term relationship across the type of service. The more service is customized, the less economic benefits affect relationship quality and the more psychological benefits affect relationship quality. however there isn't a difference in the effect of functional benefits on relationship quality across the types of service, functional benefits are a important benefits both situations. Third, There is a difference in the perceived relative importance of relational benefits that customer will lead to the establishment of a long-term relationship across customers. The more customers orientate their relationships with service firms, the more psychological benefits affect relationship quality. The less customers orientate their relationships with service firms, the more economic and functional benefits affect relationship quality. However there isn't a difference in the effect of social benefits on relationship quality across customers. In addition to, relationship orientation is related to demographic facets such as sex-type, age and income. Male is higher relationship orientation than female. The more customers are older, the more they orientate their relationships with service firms and the more customers have income, the more they orientate their relationships with service firms.