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تأثیر اینرسی مشتری و تداعی برند بر رفتار بخشش مشتری: نقش میانجی وفاداری مشتری و تعدیلگری شهرت برند | ||
| مدیریت بازرگانی | ||
| دوره 18، شماره 1، 1405، صفحه 351-381 اصل مقاله (812.87 K) | ||
| نوع مقاله: مقاله علمی پژوهشی | ||
| شناسه دیجیتال (DOI): 10.22059/jibm.2025.404186.5089 | ||
| نویسندگان | ||
| محمدحسین خصم افکن نظام1؛ سجاد خانی پردنجانی* 2 | ||
| 1استادیار، گروه مدیریت، دانشکدۀ اقتصاد، مدیریت و علوم اجتماعی، دانشگاه شیراز، شیراز، ایران. | ||
| 2استادیار، دانشکده تجارت و بازرگانی، دانشکدگان مدیریت، دانشگاه تهران، تهران، ایران. | ||
| چکیده | ||
| هدف: این مطالعه با هدف بررسی تأثیر اینرسی مشتری و تداعی برند، بر رفتار بخشش مشتری اجرا شده است. در این پژوهش، وفاداری مشتری بهعنوان متغیر میانجی و شهرت برند بهعنوان متغیر تعدیلگر بالقوه، بررسی شده است. این پژوهش در پی تبیین چگونگی نقشآفرینی عوامل روانشناختی و رابطهای در تمایل مصرفکنندگان به بخشش خطاهای برند است. روش: این پژوهش رویکرد کمّی را در پیش گرفته و با استفاده از دادههای پیمایشی جمعآوری شده از مشتریان فروشگاههای زنجیرهای افق کوروش در ایران، انجام شده است. این مطالعه از یک مدل میانجیگری کامل با بهکارگیری مدلسازی معادلات ساختاری (SEM)، برای آزمون اثرهای مستقیم و غیرمستقیم اینرسی مشتری و تداعی برند بر رفتار بخشش و نیز، ارزیابی نقش تعدیلگری شهرت برند بهره برده است. یافتهها: نتایج نشان میدهد که هم اینرسی مشتری و هم تداعی برند، بر رفتار بخشش مشتری تأثیر معنادار و مثبتیدارند. وفاداری مشتری این روابط را بهطور کامل میانجیگری میکند که نقش محوری آن در تبدیل ارتباطات انفعالی و شناختی با برند به بخشش را تأیید میکند؛ با این حال، اثر تعدیلگری شهرت برند بر رابطۀ بین وفاداری مشتری و رفتار بخشش تأیید نشد. نتیجهگیری: یافتههای این مطالعه بینشهای کاربردیای را برای مدیران برند و بازاریابانی فراهم میآورد که بهدنبال ارتقای حفظ مشتری و تابآوری در مواجهه با شکستهای خدماتی هستند. با درک نقش مثبت اینرسی مشتری و تداعی برند در تقویت وفاداری، شرکتها میتوانند بهطور راهبردی تجربههایی را طراحی کنند که قصد جابهجایی (برند) را کاهش دهند و برداشتهای مطلوب از برند را تقویت کنند. برنامههای وفاداری، پیامرسانی برند یکپارچه و محیطهای خرید بدون اصطکاک، میتوانند به تبدیل رفتار عادتی و ارتباطات شناختی به تعهد عمیقتر مشتری کمک کنند. افزونبراین، شهرت برند به تنهایی ممکن است بهطور مستقیم رفتار بخشش را تقویت نکند؛ اما همچنان یک دارایی ارزشمند بلندمدت است که اعتماد و اعتبار را پشتیبانی میکند. بنابراین، کسبوکارها باید به راهبردهای وفاداریآفرینی که از هر دو محرک روانشناختی و رفتاری بهره میبرند، اولویت دهند تا پایگاه مشتریانی پرورش یابد که بیشتر متمایل به بخشش باشند. همچنین، این مطالعه با ادغام اینرسی مشتری و تداعی برند، در چارچوبی یکپارچه برای درک رفتار بخشش مشتری، مشارکتی نوآورانه در ادبیات موضوع ارائه میدهد؛ حوزهای که توجه تجربی محدودی را دریافت کرده است. برخلاف پژوهشهای پیشین که معمولاً وفاداری یا شهرت را بهصورت مجزا بررسی کردهاند، این مطالعه یک مدل میانجیگری کامل را با محوریت وفاداری مشتری، بهعنوان سازوکار مرکزی معرفی میکند و نقش تعدیلگری شهرت برند را میآزماید و مرزهای غیرمنتظرۀ تأثیر آن را آشکار میسازد. با تمرکز بر یک زمینۀ خردهفروشی واقعی در ایران، این پژوهش بینشهای تازهای برای رفتار مصرفکننده در بازارهای نوظهور ارائه میدهد و بازی تعاملی ظریف بین محرکهای وفاداری انفعالی و پاسخهای بازیابی عاطفی را برجسته میسازد. | ||
| کلیدواژهها | ||
| اینرسی مشتری؛ تداعی برند؛ وفاداری مشتری؛ رفتار بخشش مشتری؛ شهرت برند | ||
| مراجع | ||
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خواجویی، فاطمه و نایبزاده، شهناز (1392). تأثیر رضایت و بیتفاوتی (اینرسی) بر وفاداری مشتری (مطالعه موردی: گوشی تلفن همراه). مدیریت بازاریابی، 8(19)، 26- 46.
رضازاده، آرش و داوری، علی (1393). مدلسازی معادلات ساختاری با نرمافزار PLS. تهران: سازمان انتشارات جهاد دانشگاهی.
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