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Cited by 977

The DOI matches its Crossref record.

Effects of Relationship Marketing on Satisfaction, Retention, and Prices in the Life Insurance Industry

Crosby, Lawrence A., Stephens, Nancy·1987·Journal of Marketing Research
DOI 10.1177/002224378702400408
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Abstract

Complex, highly intangible services such as life insurance consist largely of credence properties. Insurance providers engage in relationship-building activities that emphasize buyer-seller interaction and communication. Economists contend consumers are prone to make quality generalizations based on the strength of these relationships, perhaps to the detriment of price competition. The authors report contrary results suggesting that, though relationship marketing adds value to the service package, it is not a substitute for having a strong, up-to-date core service.

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Research works printed but not linked: 11

  1. Berry Leonard L., 1983, Emerging Perspectives on Services Marketing, 25
  2. Cooper Mark N., 1987, unpublished report
  3. Crosby Lawrence A., 1984, Consumer Attitudes Toward Whole Life Insurance
  4. Gronroos Christian, 1986, unpublished working paper, 4
  5. HåkanssonHåkan (1982), International Marketing and Purchasing of Industrial Goods. New York: John Wiley & Sons, Inc., 10–27.
  6. Johnston-O'Connor Elizabeth, 1984, Personal Selling: Theory, Research and Practice, 205
  7. Jöreskog Karl G., 1984, Analysis of Linear Structural Relationships by Maximum Likelihood
  8. Liechty Margaret G., 1979, Educators’ Conference Proceedings, Series 44, 509
  9. 10.1177/002224298504900403 · DOI · Paper page
  10. Sutherland Max, 1981, Journal of Advertising Research, 21, 25, 10.1080/00218499.1981.12468151 · DOI
  11. Zeithaml Valarie A., 1981, Marketing of Services, 186

Cited by

Metadata

Authors
Crosby, L. A., & Stephens, N.
Venue
Journal of Marketing Research
Publisher
SAGE Publications
Published
1987-11
Volume
24
Issue
4
Pages
404-411
ISSN
  • 0022-2437 (ISSN-L)
  • 1547-7193
DOI
10.1177/002224378702400408
OpenAlex
W2327425965
Cited by
977
References
0
FWCI
5.20
Type
journal article
Language
en
Open access
closed
Licence
journals.sagepub.com/page/policies/text-and-data-mining-license (tdm)

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Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.