The University Students Perception Regarding Their Relationship With Mobile Operating Companies

Authors

  • Eduardo Botti Abbade Centro Universitário Franciscano – Santa Maria-RS

Keywords:

Relationship Marketing, Relationship Termination Cost, Trust, Loyalty, Partial Least Squares.

Abstract

Nowadays, relationship with customers presents a strategic level that can generate sustainable competitive advantages for companies. Given the strong competitive environment, mobile operating companies increasingly seek relationships with their costumers that can lead them to sustainable competitive advantages. Thus, the purpose of this study is to identify the nature of the existing relations between the dimensions of relationship marketing in the view of university students regarding their mobile operating companies. The analyzed dimensions were trust, satisfaction, relationship termination cost and loyalty. A survey was conducted with 262 students from a higher education institute from Santa Maria/RS. The relationships between the dimensions were evaluated through SEM estimated by partial least squares (PLS). The results suggest that trust in efficiency and satisfaction have a positive impact on the loyalty level of mobile operating companies’ customers. On the other hand, the cost of termination of the relationship affects in a negative way the loyalty level of mobile operating companies’ customers. This fact demonstrates that customers become more loyal to operating companies who leave them “free” to switch mobile operator when they see fit. It was also observed that trust in negotiation and in efficiency have a positive impact on the relationship termination cost.

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Author Biography

  • Eduardo Botti Abbade, Centro Universitário Franciscano – Santa Maria-RS
    Professor Assistente do Centro Universitário Franciscano – Santa Maria-RS, Brasil Doutor em Agronegócios pela UFR GS . Mestre em Administração pela UFPR Especialista em Estatística e Modelagem Quantitativa pela UFSM Graduado em Administração de Empresas pela UFSM

Published

2014-09-03

Issue

Section

Marketing

How to Cite

The University Students Perception Regarding Their Relationship With Mobile Operating Companies. (2014). REGE Revista De Gestão, 21(3), 433-448. https://www.revistas.usp.br/rege/article/view/99942