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Published on: September 27, 2019
Understanding customer citizenship behaviour through social exchange and conspicuous consumption theories: Evidence
Shahzad Hassan1, Naveed Hasan2, Arfan Shahzad1
1Malik Firoz Khan Noon Business School, University of Sargodha, Sargodha, Pakistan.
Abstract:
Research on customer citizenship behaviour in the airline industry has received limited attention, with few studies exploring its significance. This study examines the influence of relationship quality on customer citizenship behaviour and the impact of customer perceived benefits on relationship quality in the Pakistani airline industry. Additionally, it investigates the mediating role of relationship quality and the moderating effect of conspicuous consumption in these relationships. Data were collected from 360 passengers of Pakistani airlines using cluster sampling, systematic intercept survey and analysed through partial least squares structural equation modelling (PLS-SEM) via Smart PLS. The findings indicate that customer citizenship behaviour is significantly influenced by relationship quality and customer perceived benefits, including functional and relational benefits. Relationship quality partially mediates the link between functional benefits and customer citizenship behaviour, while it fully mediates the relationship between relational benefits and customer citizenship behaviour. Furthermore, conspicuous consumption moderates the association between relationship quality and customer citizenship behaviour. This study contributes to the literature by employing social exchange theory as the primary framework and integrating the theory of conspicuous consumption within the airline industry context. The insights gained can help managers develop strategies to strengthen customer relationships, ultimately fostering customer citizenship behaviour and enhancing business success.
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