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A Study on Determinants of Customer Satisfaction and Repurchase Intention in Bricks and Clicks Bookstores

Jung, Namho · Lee, Geonchang

Published: January 2007 · Vol. 36, No. 1 · pp. 183-204
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Abstract

In recent years, as it has become widely recognized that corporate competitiveness originates from customers and that more profits can be generated from retaining existing customers than from acquiring new ones, considerable attention has been paid to customer retention. Customer satisfaction is known as an important determinant for improving customer retention—that is, customers' repurchase intention—but recently it has been argued that this alone is not a sufficient condition, and therefore extensive research on this topic is needed. In particular, when offline companies expand their business domains to online, strategies to retain offline customers in the online domain are critically important. However, a review of existing research reveals that while there have been many studies on customer satisfaction and customer repurchase intention for purely online or offline companies, no research has examined customer satisfaction and customer repurchase intention from the perspective of bricks-and-clicks businesses. Therefore, this study focused on cases where offline bookstores expanded their business to online bookstores, and sought to empirically verify the effects of trust transfer, switching costs, and individual attitudes on consumer satisfaction and repurchase intention. The analysis results showed that trust transfer and switching costs had a relatively weak influence on customer satisfaction and repurchase intention. On the other hand, individual attitudes not only directly influenced customer repurchase intention but also, as an antecedent of customer satisfaction, indirectly influenced repurchase intention through customer satisfaction. Additionally, customer satisfaction was found to play the most central role in determining repurchase intention, consistent with prior research.
Keywords: 고객유지만족신뢰전이전환비용태도