Research Article
The Effect of Service Employee Expertise and Relational Behavior on Relationship Performance
Published: January 2006 · Vol. 35, No. 3 · pp. 961-985
Full Text
Abstract
Unlike previous studies that measured trust and satisfaction—components of employee–customer relationship quality—as overall relationship quality, this study constructed a model that distinguishes between them and investigated the roles that trust and satisfaction play in the formation of purchase intention as a performance variable, given the representative variables influencing relationship quality, namely employee expertise and relational behavior. Examining the results of each hypothesis test: employee expertise and relational behavior had significant effects on trust in employees (Hypotheses 1 and 2); trust in and satisfaction with employees each affected trust in and satisfaction with the store, respectively (Hypotheses 3 and 6); and trust in and satisfaction with the store ultimately affected repurchase intention (Hypotheses 7 and 8). Additionally, trust in employees and trust in the store were found to have significant effects on satisfaction with employees and satisfaction with the store, respectively (Hypotheses 4 and 5). These empirical results support this study's argument that, from a long-term perspective, employees' relationship marketing activities influence satisfaction not directly but rather through trust as an important mediating variable. The empirical results confirmed that trust plays a critical mediating role in linking employee expertise and relational behavior to satisfaction and purchase intention.
