| Abstract |
| This study is to connect relationship benefits, which is provided by a company in fashion industry in order to have a long-term relationship with customers, with perceived reciprocity and perceived underlying intention, and examine how customers affect a company to have a long-term relationship continuity intention . In particular, this study classified customers according to the type of self-regulatory focus, and then analyzed the effect of perceived reciprocity and perceived underlying intention of vender on how two types of customers perceive relational benefits, and as a result, how it affects long-term relationship continuity intention of customers. Taken together from these results, psychological benefits is proved to be the most important regardless of the type of self-regulatory focus, which means that consumers want to maintain relationship with company or vendor motivated by psychological benefits than economic aspects. On the hand, when customers perceived various types of benefits, there was a little difference in moderating effect according to perceived underlying intention and perceived reciprocity, however, this interacted with psychological benefits and accordingly affected long-term relationship continuity intention. It is especially interesting result that psychological benefits showed negative effect on long-term relationship continuity intention due to moderating effect of perceived underlying intention, which has great implications for relationship marketing strategy of clothing companies. |
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| Key Words |
| 관계편익, 숨은 의도 지각, 장기관계지향성, relational benefits, long-term orientation perceived underlying intention |
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