The DOI matches its Crossref record; 21 of the 21 references it cites were found in a registry or an index.
Do Satisfied Customers Really Pay More? A Study of the Relationship between Customer Satisfaction and Willingness to Pay
Abstract
Two experimental studies (a lab experiment and a study involving a real usage experience over time) reveal the existence of a strong, positive impact of customer satisfaction on willingness to pay, and they provide support for a nonlinear, functional structure based on disappointment theory (i.e., an inverse S-shaped form). In addition, the second study examines dynamic aspects of the relationship and provides evidence for the stronger impact of cumulative satisfaction rather than of transaction-specific satisfaction on willingness to pay.
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Citations
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“…2005; Eisenbeiss et al., 2014; Ngobo, 1999), other researchers find increasing marginal returns or varied evidence of both decreasing and increasing marginal returns between CS and repurchase intention (Dong et al., 2011) and between CS and WTP (Eisenbeiss et al., 2014; Homburg et al., 2005).”
BackgroundMethodResultInfluentialEver after: a price story – afterlife belief salience’s effect on willingness to pay
Xu, H., & Leung, A. (2019) · Journal of Consumer Marketing · doi:10.1108/jcm-05-2017-2192 · Cited by 3
Metadata
- Authors
- Homburg, C., Koschate, N., & Hoyer, W. D.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 2005-04
- Volume
- 69
- Issue
- 2
- Pages
- 84-96
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2134325158
- Cited by
- 1,199
- References
- 21
- FWCI
- 46.91
- Type
- journal article
- Language
- en
- Open access
- closed
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Bibliographic data: Semantic Scholar, OpenAlex, Crossref.
Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
