The DOI matches its Crossref record; 110 of the 112 references it cites were found in a registry or an index.
Understanding the Customer Base of Service Providers: An Examination of the Differences between Switchers and Stayers
Open accessAbstract
Creating and maintaining customer loyalty has become a strategic mandate in today's service markets. Recent research suggests that customers differ in their value to a firm, and therefore customer retention and loyalty-building efforts should not necessarily be targeted to all customers of a firm. Given these sentiments, it is becoming increasingly necessary for firms to have a thorough understanding of their customer base. Yet current knowledge is limited in providing insights to firms regarding the differences within their customer base. This research comprises two studies in which the authors examine the differences among internal customer groups in a service industry. As theory suggests and as is empirically validated here, customers who have switched service providers because of dissatisfaction seem to differ significantly from other customer groups in their satisfaction and loyalty behaviors. The findings offer some interesting implications for both marketing theory and practice.
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“Customer switching has negative consequences on companies’ market share and profitability (Ganesh et al. 2000).”
From Health insurance policy renewal: an exploration of reputation, performance, and affect to understand customer inertia (2022) · cites this paper as Ganesh et al. 2000
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Metadata
- Authors
- Ganesh, J., Arnold, M. J., & Reynolds, K. E.
- Affiliations
- University of Central Florida (US)
- ORCID
- Ganesh, Jaishankar
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 2000-07
- Volume
- 64
- Issue
- 3
- Pages
- 65-87
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2159105921
- Cited by
- 1,305
- References
- 112
- Citations by year
- 2026: 9 · 2025: 23 · 2024: 36 · 2023: 32 · 2022: 37 · 2021: 61 · 2020: 67 · 2019: 73 · 2018: 61 · 2017: 68 · 2016: 70 · 2015: 71 · 2014: 70 · 2013: 75 · 2012: 73
- FWCI
- 32.44
- Type
- journal article
- Language
- en
- Open access
- Locations
- Journal of Marketing (publishedVersion)
- Journal of International Crisis and Risk Communication Research (submittedVersion)
- Topics
- Social Sciences › Business, Management and Accounting › Marketing › Customer Service Quality and Loyalty
- Social Sciences › Business, Management and Accounting › Marketing › Customer churn and segmentation
- Social Sciences › Business, Management and Accounting › Marketing › Service and Product Innovation
- Keywords
- customer switching, customer retention, customer loyalty, customer satisfaction, customer segmentation, service providers, customer value, customer dissatisfaction
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