Commitment and Switching Intentions: Customers and Brands

Juliana Werneck Rodrigues, Jorge Ferreira da Silva, Jorge Brantes Ferreira, Luis Fernando Hor-Meyll

Abstract


This study aims to evaluate the relationship between a customer’s brand switching intentions and his commitment to a brand. Based on a literature review, constructs related to customer brand commitment were identified (affective and continuance commitment, trust, satisfaction, switching costs and alternative attractiveness) and their roles in the formation of brand switching intentions hypothesized. Through a cross-sectional survey, a sample of 201 smartphone users was collected to test the proposed relationships. Data analysis was carried out via structural equations modeling, with direct effects of trust, satisfaction, switching costs and alternative attractiveness upon the different kinds of commitment being verified. Furthermore, both types of brand commitment (affective and continuance) were found to negatively impact a customer’s intention to switch brands. Regarding enterprise customer strategies, the research findings suggest that, if firms are able to track customer brand commitment, they could use such knowledge to develop better relationship strategies, minimizing customer defection and further developing customer value to the company.

Keywords


Commitment; Switching Intentions; Branding; Customer Relationship Strategies.

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Iberoamerican Journal of Strategic Management  e-ISSN: 2176-0756