When satisfied customers do not return: Variety seeking’s effect on short-and long-term intentions

I. Sánchez-García, R. Pieters, M. Zeelenberg, E. Bigné

Research output: Contribution to journalArticleScientificpeer-review

Abstract

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.
Original languageEnglish
Pages (from-to)15-24
JournalPsychology & Marketing
Volume29
Issue number1
Publication statusPublished - 2012

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