The Impact of Need for Social Affiliation and Consumer Relationship Proneness on Behavorial Intentions: An Empirical Study in a Hairdresser's Context

J.M.M. Bloemer, G.J. Odekerken-Schröder, L. Kestens

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This study investigates whether a consumer's need for social affiliation and a consumer's relationship proneness impact behavioural intentions (word-of-mouth communication, price sensitivity, repeat purchasing) towards a hairdresser's. Data were collected from a systematic sample of a hairdresser's consumers in belgium. Lisrel results revealed that need for social affiliation is a strong determinant of word-of-mouth communication and price sensitivity, while consumer relationship proneness has an indirect effect on price sensitivity via commitment. Important implications of the salient role of both constructs in determining behavioural intentions in a hairdresser's context are provided.
Original languageEnglish
Pages (from-to)231-240
JournalJournal of Retailing and Consumer Services
Issue number4
Publication statusPublished - 1 Jan 2003

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