近年來,行銷學者認為,行銷不再只是著重於短期交易及尋追求新顧客,應關注於建立長期的客我關係與深耕既有顧客,因為維持舊有顧客所花費的成本,比開發一個新顧客所需的努力更省,而關係行銷正是與顧客建立穩固且長期的交易關係,財務性、社會性和結構性等關係連結,使彼此的互動變得更緊密,而顧客信任及滿意度是建立長期友善關係的重要基礎。因此關係連結、顧客信任與滿意度之間的關係,逐漸受到重視。
本研究以關係連結為自變數、顧客信任為依變數及顧客滿意度為中介變數,採問卷調查法,透過針對國內接受銀行服務的顧客進行問卷調查,以隨機抽樣方式取得有效樣本計279份,探討各變數間的影響關係。本研究結果顯示:(1)關係連結對顧客信任呈顯著正向影響;(2)關係連結對顧客滿意度呈顯著正向影響;(3)顧客滿意度在關係連結對顧客信任影響關係中,具有中介效果。
最後,歸納本研究的結論與理論、實務意涵的分析,並對研究限制與未來的研究建議予以探討。
In recent years, marketing scholars believe that marketing is no longer just focuses on the pursuit of short-term trading and seek new customers, should focus on building long-term customer relationships with roots in both my customers because the cost of maintaining old customers spend more than the development of a new customers effort required more provinces, and relationship marketing to build relationships with custom-ers is a solid, long-term link trading relationship, financial, social and structural, so that becomes more closely interact with each other, and the customer trust and satisfaction is an important basis for establishing long-term and friendly relationship. Thus the rela-tionship between the link, the relationship bonds between customer trust and satisfac-tion, and increasing attention.
In this study, the relationship bonds between the independent variables linked to customer trust and customer satisfaction as the dependent variable intervening variables, questionnaire survey, conducted through a questionnaire survey to receive banking ser-vices for domestic customers, in order to obtain a valid random sample of 279 dollars, Discussion investigate the effect of the relationship between the various variables. The results of this study shows that:(1) the relationship bonds between customer trust was linked to a significant positive effect; (2) the relationship bonds between the link was a significant positive effect on customer satisfaction; (3) customer satisfaction in a rela-tionship bonds link affect the relationship of trust, and a mediator.