A mediated model of relationship quality factors affecting behavioural intention at a luxury motor vehicle dealership

Abstract

Purpose

The aim of this study is to determine whether customer satisfaction, trust and commitment as relationship quality factors can be valuable to a luxury motor vehicle dealership in generating favourable behavioural intentions concerning post-purchase service and repair offerings.

Design/methodology/approach

A descriptive research design was followed, and self-administered questionnaires were fielded among customers of the luxury motor vehicle dealership. A total of 301 questionnaires were returned and the interrelationships between the constructs were examined using structural equation modelling.

Findings

It was discovered that customers who trust the dealership may be more committed, and commitment may strengthen the relationship between customer satisfaction and a favourable behavioural intention towards the dealership.

Research limitations/implications

The findings of the study add to the developing body of empirical literature on relationship quality and behavioural intention.

Practical implications

The study indicates how relationship quality factors can influence behavioural intentions of customers, assist in building long-term relationships with customers and retain current customers where post-purchase service and repairs of luxury goods are concerned.

Originality/value

The study provides an emerging market perspective of the interrelationships between relationship quality factors affecting behavioural intention regarding service and repairs of luxury goods.

Citation

Van Tonder, E., Petzer, D.J. and van Zyl, K. (2017), "A mediated model of relationship quality factors affecting behavioural intention at a luxury motor vehicle dealership", European Business Review, Vol. 29 No. 1, pp. 43-60. https://doi.org/10.1108/EBR-08-2016-0113