The DOI matches its Crossref record; 5 of the 5 references it cites were found in a registry or an index.
Commercial Friendships: Service Provider–Client Relationships in Context
Abstract
The authors describe commercial friendships that develop between service providers and clients as one important type of marketing relationship. They report results of five studies that employ quantitative and qualitative data analysis. They develop a measure of commercial friendship, identify important correlates, and illustrate how friendships form. Context and tension between instrumental and expressive goals circumscribe commercial friendships, but friendships are associated with satisfaction, strong service loyalty, and positive word of mouth. Qualitative data illustrate varied temporal ordering among satisfaction, loyalty, and friendship for both service providers and clients. The authors identify implications of their findings for an array of industries in which commercial friendships may form.
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Citations
Cites
The commitment-trust theory of relationship marketing
Morgan, R. M., & Hunt, S. D. (1994) · Journal of Marketing · doi:10.1177/002224299405800302 · Cited by 22,355
The Behavioral Consequences of Service Quality
Zeithaml, V. A., Berry, L. L., & Parasuraman, A. (1996) · Journal of Marketing · doi:10.2307/1251929 · Cited by 12,003
An Examination of the Nature of Trust in Buyer-Seller Relationships
Doney, P. M., & Cannon, J. P. (1997) · Journal of Marketing · doi:10.2307/1251829 · Cited by 6,822
Relationship Quality in Services Selling: An Interpersonal Influence Perspective
Crosby, L. A., Evans, K. R., & Cowles, D. (1990) · Journal of Marketing · doi:10.1177/002224299005400306 · Cited by 4,763
Reflections on Relationship Marketing in Consumer Markets
Bagozzi, R. P. (1995) · Journal of the Academy of Marketing Science · doi:10.1177/009207039502300406 · Cited by 557
Cited by
Muniz, A. M., & O'Guinn, T. C. (2001) · Journal of Consumer Research · doi:10.1086/319618 · Cited by 3,998
Consumer Culture Theory (CCT): Twenty Years of Research
Arnould, E. J., & Thompson, C. J. (2005) · Journal of Consumer Research · doi:10.1086/426626 · Cited by 3,677
Self-citationHennig-Thurau, T., Gwinner, K. P., & Gremler, D. D. (2002) · Journal of Service Research · doi:10.1177/1094670502004003006 · Cited by 2,301
Switching barriers and repurchase intentions in services
Jones, M. A., Mothersbaugh, D. L., & Beatty, S. E. (2000) · Journal of Retailing · doi:10.1016/s0022-4359(00)00024-5 · Cited by 1,571
van Doorn, J., Mende, M., Noble, S. M., Hulland, J., Ostrom, A. L., Grewal, D., & Petersen, J. A. (2017) · Journal of Service Research · doi:10.1177/1094670516679272 · Cited by 1,344
Metadata
- Authors
- Price, L. L., & Arnould, E. J.
- Venue
- Journal of Marketing
- Publisher
- SAGE Publications
- Published
- 1999-10
- Volume
- 63
- Issue
- 4
- Pages
- 38-56
- ISSN
- 0022-2429 (ISSN-L)
- 1547-7185
- OpenAlex
- W2047491386
- Cited by
- 1,197
- References
- 5
- FWCI
- 29.66
- Type
- journal article
- Language
- en
- Open access
- closed
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- Price, L. L., & Arnould, E. J. (1999). Commercial Friendships: Service Provider–Client Relationships in Context. Journal of Marketing. https://doi.org/10.1177/002224299906300405
Data sources
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.
