Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships
Abstract
Gift giving is an effective means to strengthen interpersonal relationships; it also may initiate and enhance customer–brand relationships. Through a field study conducted with an international monobrand retailer of beauty products, a combination of propensity score matching with difference-in-differences estimations, and two experimental scenario studies, this research demonstrates that gift buyers spend 63% more in the year following a gift...
Paper Details
Title
Gift Purchases as Catalysts for Strengthening Customer–Brand Relationships
Published Date
Jul 9, 2019
Journal
Volume
83
Issue
5
Pages
115 - 132
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Notes
History