The influence of length of relationship, gender and age on the relationship intention of short-term insurance clients : an exploratory study

Show simple item record

dc.contributor.author Steyn, T.F.J.
dc.contributor.author Mostert, P.G. (Pierre)
dc.contributor.author De Jager, J.N.W.
dc.date.accessioned 2014-07-29T10:04:45Z
dc.date.available 2014-07-29T10:04:45Z
dc.date.issued 2008
dc.description This article was written by P.G. Mostert before he joined the University of Pretoria. en_US
dc.description.abstract Building long-term relationships with clients is extremely beneficial for organisations. This does not necessarily imply, however, that the clients themselves need or want a long-term relationship with an organisation. Relationship marketing could profitably be looked at from the client’s perspective, at the same time identifying those clients who have a strong relationship intention and would, in fact, like to engage in a long-term relationship with organisations. The objective of this research was to explore whether three aspects relating to clients, that is, the varying lengths of their relationship with organisations, their age and their gender display significantly different levels of relationship intention. Relationship intention is measured in terms of constructs like involvement, expectations, forgiveness, feedback and fear of relationship loss. Non-probability sampling was used in this study, and 114 respondents from the short-term insurance industry completed self-administered questionnaires. Findings indicate that, for a group of high relationship-intention clients of a short-term insurance organisation, no practically significant discrimination exists on any of the relationship-intention constructs for clients’ length of relationship, gender or age. en_US
dc.description.librarian am2014 en_US
dc.description.uri http://www.sajems.org/ en_US
dc.identifier.citation Steyn, TFJ, Mostert, PG & De Jager, JNW 2008, 'The influence of length of relationship, gender and age on the relationship intention of short-term insurance clients: an exploratory study', South African Journal of Economic and Management Sciences, vol. 11, no. 2, pp. 139-156. en_US
dc.identifier.issn 1015-8812 (print)
dc.identifier.issn 2222-3436 (online)
dc.identifier.uri http://hdl.handle.net/2263/40971
dc.language.iso en en_US
dc.publisher Department of Economics, University of Pretoria en_US
dc.rights © 2013. The Authors. en_US
dc.subject Long-term relationships en_US
dc.subject Clients en_US
dc.subject Relationship marketing en_US
dc.subject Insurance en_US
dc.subject Organisation en_US
dc.title The influence of length of relationship, gender and age on the relationship intention of short-term insurance clients : an exploratory study en_US
dc.type Article en_US


Files in this item

This item appears in the following Collection(s)

Show simple item record