Even satisfied consumers frequently do not come back, which challenges loyalty theory and marketing practice. It is reasoned that variety-seeking tendencies will significantly affect short-term revisit intentions, whereas satisfaction and regret will mostly determine long-term revisit intentions. Thus, the influence of satisfaction on loyalty is hypothesized to be critically dependent on the time perspective of the intentions, now or later, and variety seeking. A representative survey (N 400) in eight Spanish cities supported these predictions. Multivariate moderated-mediation analyses revealed that indeed the influence of satisfaction, regret, and variety seeking critically depends on the time perspective of the behavioral intentions.
|Journal||Psychology & Marketing|
|Publication status||Published - 2012|
Sánchez-García, I., Pieters, R., Zeelenberg, M., & Bigné, E. (2012). When satisfied customers do not return: Variety seeking’s effect on short-and long-term intentions. Psychology & Marketing, 29(1), 15-24. http://onlinelibrary.wiley.com/doi/10.1002/mar.20431/pdf