Cette thèse considère les consommateurs du commerce mobile de vente de détail comme objet de recherche en prenant la valeur perçue du commerce mobile comme point de départ. La question fondamentale de cette recherche est : quelles sont les relations entre la valeur perçue et la satisfaction du commerce mobile sur la fidélité du consommateur. L’objectif principal de cette recherche est donc d’identifier et de comprendre les facteurs clés qui contribuent à fidéliser le consommateur au commerce mobile dans un contexte de la vente au détail. Pour cela, nous avons clarifié le contenu spécifique de la fidélité des consommateurs de commerce mobile, et construit un modèle de recherche pour expliquer la fidélisation. Pour bien préciser comment les consommateurs perçoivent et évaluent le commerce mobile, nous avons effectué une étude qualitative exploratoire via des entretiens semi-directifs et une analyse de contenu avec Nvivo11. Grace à l’analyse qualitative, nous avons pu proposer un modèle de recherche avec des variables pertinentes. Cette recherche a utilisé Partial Least Squares(PLS) pour le modèle d'équation structurelle (SEM) pour tester le modèle et les hypothèses. / This thesis considers retail consumers of mobile commerce as a research subject, takes the perceived value of mobile commerce as the starting point. And we tries to conduct the research on this fundamental question: what are the determinants mechanism of the perceived value and satisfaction of mobile and their effects on loyalty. The main objective of this research is therefore to identify and understand the key factors that contribute to consumer loyalty to mobile commerce in a retail context. For this, we clarified the specific content of mobile commerce consumer loyalty, and built a research model to explain loyalty. In order to clarify how consumers perceive and evaluate mobile commerce, we conducted a qualitative exploratory study through semi-structured interviews and content analysis with Nvivo 11. Thanks to the qualitative analysis, we proposed the research model with relevant variables. This research uses Partial Least Squares (PLS) for the Structural Equation Model (SEM) to test the research model and hypothesis.

The study applies in an innovative way a set of marketing concepts to sun and sea tourist destinations in two continents. The frame of reference analyzes mass tourism, tourist destinations and its management mechanisms; in the field of international marketing studies, it is contemplated the concept of country image, regarding the perception of its population and socioeconomic development, and its influence in the image of the tourist destination. In the construct known as consumer based brand equity of tourist destinations, brand awareness, brand associations, quality, perceived value and loyalty are examined, as well as the visitor satisfaction, considered a necessary antecedent to loyalty. / El treball desenvolupa un conjunt de conceptes de màrqueting d'una manera innovadora a les destinacions turístiques de sol i platja de dos continents. El marc de referència de l'estudi analitza el turisme de masses, en la modalitat de sol i platja i, d'altra banda, l'estudi de les destinacions turístiques i els seus mecanismes de gestió. En el camp del màrqueting internacional, es contempla el concepte d'imatge de país, en temes relatius a la percepció de la població i el desenvolupament socio-econòmic, en connexió amb la imatge de la destinació turística. En el constructe conegut com a capital de marca de destinacions turístiques, basat en el consumidor, s'analitzen la consciència de marca, les associacions de marca, la qualitat, el valor percebut i la lleialtat, a les quals s'afegeix la satisfacció del consumidor, per la seva condició d'antecedent necessari de la lleialtat.

SANTRAUKA Bakalauro baigiamajame darbe pateikiama užsienio ir lietuvių autorių suformuotos vartotojų lojalumo sampratos ir esmė, atskleisti ir analizuojami vartotojų lojalumą formuojantys veiksniai, lojalių klientų nauda įmonei, nagrinėjami lojalumo tipai ir lojalumo matavimo metodai. Remiantis išanalizuota literatūra lojalumo formavimo aspektu ir naudojantis lojalumo ekspertų F. Reicheldo bei J. J. Ellingo ir S. Jorgenseno lojalumo matavimo metodais atlikta UAB „PTA Group“ vartotojų lojalumo analizė. Šio bakalauro sudedamosios dalys: 1. vartotojų lojalumo sampratų, formavimo, naudos ir matavimo analizės teoriniu aspektu; 2. UAB „PTA Group“ vartotojų lojalumo Šiaulių mieste tyrimo analizė. Tyrime dalyvavo 100 Šiaulių miesto moterų, kurios žino ir bent kartą buvo apsilankiusios, pirko PTA rūbų parduotuvėje. Atlikus ne tik esamų ir pastovių, bet ir potencialiai lojalių PTA klienčių apklausą, nustatyta, ne tik kokie veiksniai labiausiai įtakoja prisirišimą ir teigiamą požiūrį PTA atžvilgiu bet atskleistos ir nelojalumo, nepirkimo PTA priežastys bei kas paskatintų neutralių ir potencialiai lojalių vartotojų grupes pirkti PTA. Atsižveldama į atitinkamą lojalumo lygį pasiekusius vartotojus, PTA įmonė gali kurti marketingo strategijas, teikti skirtingus pasiūlymus ir skatinimo priemones. Šio tyrimo duomenys gali būti naudingi tobulinant savo įmonės marketingo strategiją, plečiant aptarnaujamą segmentą, atsižvelgiant į klientų nuomones, poreikius ir į daugumą, kuri neša įmonei... [toliau žr. visą tekstą] / SUMMARY In this final work of Bachelor studies are submitted the concept and essence in customer loyalty structured by foreign and Lithuanian authors, analyzing the factors, witch form customer loyalty, benefits of the company of loyal customers, examined the types of loyalty and loyalty measurement methods. According to literature reviewed in the formation of loyalty and respect through loyalty expert F. Reicheldo, J. J. Elling, S. Jorgensen loyalty measurement approaches was taken UAB “PTA Group's” customer loyalty analyze. Component parts of final work of Bachelor studies are: 1. customer loyalty concepts, formation, value and measurement analysis of the theoretical aspect; 2. customer loyalty study analysis on UAB “PTA Group” in the city of Siauliai. The study included 100 women in the city of Siauliai, which know and have been visited at least once or bought in PTA clothing shop. After not only current and stable, but potentially loyal customers survey done, was found not only what factors most affect the attachment and a positive attitude to PTA but also was founded the reasons of disloyalty and what neutral and potentially loyal consumers groups lead to buy PTA. Considering to permitted level of loyal consumers, PTA can create marketing strategies to differentiate their offerings and incentives. These studies may be useful in improving PTA company's marketing strategy, expanding the catchment segment according to customer opinions and needs and of the majority of the... [to full text]

台灣擁有得天獨厚的地理環境，觀光休閒產業蓬勃發展，其中溫泉資源對台灣休閒產業而言，不僅提供民眾豐富的泡湯經驗，更成為許多觀光區的主要行銷特點。在體驗經濟趨勢之下，遊客渴望的消費體驗不僅是物質本身，更尋求過程中獨一無二之體驗感受，因此近年溫泉產業的經營型態較以往更為多元；眾多業者皆以創造一次有價值的消費體驗為目標，企圖透過策略體驗模組(SEMs)的設計來傳遞令遊客愉悅滿意的消費經驗。 其中麗緻集團旗下溫泉會館，更被視為業界翹楚，無論硬體設施或軟體服務方面，都有相當口碑。本研究擬以麗緻集團旗下烏來璞石麗緻溫泉會館為例，採用多元性研究（Pluralistic Research Methodology）方法，先採取量化之問卷調查法來收集資料，針對於璞石麗緻會館完成消費的遊客為對象發放180份問卷，並將所收集之資料進行統計分析，第二階段則使用質化研究之焦點團體訪談法，藉由消費者之間的交互討論，了解消費者對於溫泉會館消費狀況之想法及感受。 研究結果顯示，體驗行銷特性在感官體驗、情感體驗、思考體驗以及關聯體驗方面對消費者之體驗價值有顯著影響，唯在行動體驗部分，並無法獲得實證上的支持。而體驗價值的四個面向：消費者投資報酬、服務優越性、美感及趣味性中；除了美感價值之外，對於顧客忠誠度皆有顯著正向影響。溫泉會館業者可由研究結果了解；若要達到顧客忠誠度之提升，則可積極創造消費者投資報酬、服務優越性及趣味性等體驗價值的提升，則對於顧客的再購意願；及推薦他人的意願都會有顯著的影響。 / The abundant natural resources in Taiwan enable the development of the tourism industry, amongst all; hot spring resource, provides not only the enjoyment of taking hot spring, but becomes a characteristic to market a tour spot. Amongst all, Landis Hotels & Resorts Group have been viewed as remarkable model in the industry, and provides excellent both service and equipment. This research take Pause Landis Resort in Wu Lai district as an example, and is using Pluralistic Research Methodology. First, 180 questionnaires will be send out to the consumers who had finished their consumption experience in Pause Landis Resort Wu Lai, and further analyze the collected data statistically. Second, a focus group discussion is launched, so to observe consumers actual feelings and comments for their consumption experience. As the research indicates; the relationship between Experiential Marketing and Experiential Value results in: Sense, Feel, Think and Relate show significant positive effect, whilst no empirical support is found in Act dimension. As to relationship between Experiential Value and Consumer Loyalty, except aesthetics; four dimensions show significant positive effect.

O conhecimento dos valores de uma pessoa nos permite predizer suas atitudes avaliativas em relação a uma situação ou objeto, pois os valores pessoais orientam e guiam os indivíduos a um comportamento. Estudos teóricos sobre valores pessoais e atitudes não abordaram esses constructos como antecedentes da lealdade do consumidor. A partir dessa constatação, esse trabalho de tese propôs elaborar e verificar empiricamente quatro modelos teóricos que tratam da complexa inter-relação existente entre valores pessoais-atitude- fases da lealdade. A fim de testar as hipóteses dos modelos, foram realizadas duas surveys com 1200 respondentes cada uma. Por meio de análises multivariadas, os resultados confirmaram (i) a relação positiva entre os valores pessoais e as fases cognitiva e ação da lealdade; (ii) a mediação da atitude nas relações valores pessoais- fase cognitva e valores pessoais- fase ação; (iii)e a moderação da relação valores pessoais-fases da lealdade pelas variáveis demográficas de gênero, idade, escolaridade e renda. Tais resultados possibilitam a ampliação da fronteira do conhecimento ao (i) inserir os valores pessoais como antecedentes da lealdade; (ii) identificar o valor mais importante (Segurança da Família) para o consumidor; (iii) clarificar os conceitos e desmistificar a utilização dos papéis mediadores e moderadores de variáveis na disciplina de Marketing; (iv) confirmar a hipótese de que os valores pessoais variam conforme gênero e idade do consumidor; e (v) criar uma nova escala de mensuração de valores pessoais para a área do Comportamento do Consumidor; além de fornecer evidências empíricas às empresas financeiras sobre segmentação de clientes pelos valores pessoais ou atitudes. / The knowledge of an individual's values allows us to better predict their evaluative attitudes towards a situation or object, for personal values drive and guide individuals to specific behaviors. To date, theoretical studies on personal values and attitudes have not investigated these constructs as antecedents of consumer loyalty. Therefore, this thesis proposed to elaborate and empirically verify four theoretical models related to the complex interrelation between personal values-attitude-loyalty phases. So as to test the models hypotheses, two surveys involving 1200 respondents each were carried out. By means of multivariate analyses, the results confirmed (i) the positive relationship between personal values and the cognitive and action phases of loyalty; (ii) the mediating role of attitude on the relationships between personal values-cognitive phase and personal values-action phase; and (iii) the moderation of the relationship personal values- loyalty phases by the demographic variables of gender, age, education and income. Such results contribute to widen knowledge frontiers by (i) inserting personal values as antecedents of loyalty; (ii) identifying the most important value (Family Security) to the consumer; (iii) elucidating concepts and clarifying the use of the mediating and moderating roles of variables in the Marketing discipline; (iv) support the hypothesis that personal values vary across consumer's gender and age; and (v) creating a new personal values measuring scale to the area of Consumer Behavior, besides providing empirical evidence to financial companies on client segmentation according to personal values or attitudes.

Made available in DSpace on 2016-08-03T12:31:21Z (GMT). No. of bitstreams: 1 Paulo Roberto Salles - 1 -20.pdf: 183008 bytes, checksum: 8a65325bd35c73f1dcae17537c01c06c (MD5) Previous issue date: 2011-04-12 / Relationship marketing as a tool to attract and retain students of private higher education is the theme of this research. This is a multiple embedded case study focusing on the Methodist University of São Paulo (UMESP) and Methodist University of Piracicaba (UNIMEP) which has as main objectives to point to factors that motivate students to choose certain higher education institutions, identifying how they act on the task of attracting them aiming to establish a relationship and effective communication with these stakeholders and keep them, as well as assessing the actual effectiveness of actions taken by the institutions. It proposes a theoretical incursion to address psychological motivations, cultural, economic and social issues related to the act of consuming and establish a correlation with the consumer-student . It also discusses characteristics of relationship marketing linked to the educational context and points to difficulties/challenges experienced by educational institutions in efforts to create and strengthen ties with students in order to make such a lasting partnership. 1400 questionnaires were administered at both universities to identify, among other things, desirableattributes of a high education institution, influencing factors for abandoning it and characteristics associated with communication processes that represent differential points. The study shows that despite the financial problems are a complicating component to the attraction and retention of students, others are also crucial, as the level of teaching excellence, faculty and the quality of the relationship established by educational institutions with such public. This quality, necessarily, is linked to attributes such as freedom to express ideas, space for dialogue and open communication, elements that challenge the current educational model and encourage to criate a new one. / O marketing de relacionamento como ferramenta para atrair e fidelizar os alunos do ensino superior privado é o tema desta pesquisa. Trata-se de um estudo de caso múltiplo incorporado enfocando a Universidade Metodista de São Paulo (UMESP) e a Universidade Metodista de Piracicaba (UNIMEP) e que tem como objetivos principais apontar fatores que motivam os estudantes a escolher determinadas instituições de ensino superior, identificar a maneira como elas atuam na tarefa de atraí-los com vistas a estabelecer um relacionamento e uma comunicação eficientes com esses públicos de interesse e fidelizálos, bem como analisar a real efetividade das ações desenvolvidas pelas IESs. Propõe-se uma incursão teórica para abordar motivações psicológicas, culturais, econômicas e sociais relacionadas ao ato de consumir e estabelecer uma correlação com o consumidor-aluno . Discutem-se também características do marketing de relacionamento associadas ao contexto educacional e apontam-se dificuldades/desafios vivenciados pelas instituições nos esforços de criar e estreitar os laços com os estudantes com vistas a tornar tais laços duradouros. Foram aplicados 1.400 questionários em ambas as universidades a fim de identificar, entre outros aspectos, atributos desejáveis de uma IES, fatores influenciadores para o abandono dela e características associadas a processos comunicacionais que representam diferenciais. O estudo apontou que, apesar de as dificuldades financeiras serem um componente que interfere na atração e na fidelização dos alunos, outros também são determinantes, como o nível de excelência de ensino, o corpo docente e a qualidade do relacionamento que as instituições de ensino estabelecem com tais públicos. Tal qualidade passa, obrigatoriamente, por atributos como liberdade para expressar ideias, espaço de diálogo e transparência na comunicação, elementos desafiadores ao modelo vigente e estimuladores a um novo fazer educacional.

O conhecimento dos valores de uma pessoa nos permite predizer suas atitudes avaliativas em relação a uma situação ou objeto, pois os valores pessoais orientam e guiam os indivíduos a um comportamento. Estudos teóricos sobre valores pessoais e atitudes não abordaram esses constructos como antecedentes da lealdade do consumidor. A partir dessa constatação, esse trabalho de tese propôs elaborar e verificar empiricamente quatro modelos teóricos que tratam da complexa inter-relação existente entre valores pessoais-atitude- fases da lealdade. A fim de testar as hipóteses dos modelos, foram realizadas duas surveys com 1200 respondentes cada uma. Por meio de análises multivariadas, os resultados confirmaram (i) a relação positiva entre os valores pessoais e as fases cognitiva e ação da lealdade; (ii) a mediação da atitude nas relações valores pessoais- fase cognitva e valores pessoais- fase ação; (iii)e a moderação da relação valores pessoais-fases da lealdade pelas variáveis demográficas de gênero, idade, escolaridade e renda. Tais resultados possibilitam a ampliação da fronteira do conhecimento ao (i) inserir os valores pessoais como antecedentes da lealdade; (ii) identificar o valor mais importante (Segurança da Família) para o consumidor; (iii) clarificar os conceitos e desmistificar a utilização dos papéis mediadores e moderadores de variáveis na disciplina de Marketing; (iv) confirmar a hipótese de que os valores pessoais variam conforme gênero e idade do consumidor; e (v) criar uma nova escala de mensuração de valores pessoais para a área do Comportamento do Consumidor; além de fornecer evidências empíricas às empresas financeiras sobre segmentação de clientes pelos valores pessoais ou atitudes. / The knowledge of an individual's values allows us to better predict their evaluative attitudes towards a situation or object, for personal values drive and guide individuals to specific behaviors. To date, theoretical studies on personal values and attitudes have not investigated these constructs as antecedents of consumer loyalty. Therefore, this thesis proposed to elaborate and empirically verify four theoretical models related to the complex interrelation between personal values-attitude-loyalty phases. So as to test the models hypotheses, two surveys involving 1200 respondents each were carried out. By means of multivariate analyses, the results confirmed (i) the positive relationship between personal values and the cognitive and action phases of loyalty; (ii) the mediating role of attitude on the relationships between personal values-cognitive phase and personal values-action phase; and (iii) the moderation of the relationship personal values- loyalty phases by the demographic variables of gender, age, education and income. Such results contribute to widen knowledge frontiers by (i) inserting personal values as antecedents of loyalty; (ii) identifying the most important value (Family Security) to the consumer; (iii) elucidating concepts and clarifying the use of the mediating and moderating roles of variables in the Marketing discipline; (iv) support the hypothesis that personal values vary across consumer's gender and age; and (v) creating a new personal values measuring scale to the area of Consumer Behavior, besides providing empirical evidence to financial companies on client segmentation according to personal values or attitudes.

O conhecimento dos valores de uma pessoa nos permite predizer suas atitudes avaliativas em relação a uma situação ou objeto, pois os valores pessoais orientam e guiam os indivíduos a um comportamento. Estudos teóricos sobre valores pessoais e atitudes não abordaram esses constructos como antecedentes da lealdade do consumidor. A partir dessa constatação, esse trabalho de tese propôs elaborar e verificar empiricamente quatro modelos teóricos que tratam da complexa inter-relação existente entre valores pessoais-atitude- fases da lealdade. A fim de testar as hipóteses dos modelos, foram realizadas duas surveys com 1200 respondentes cada uma. Por meio de análises multivariadas, os resultados confirmaram (i) a relação positiva entre os valores pessoais e as fases cognitiva e ação da lealdade; (ii) a mediação da atitude nas relações valores pessoais- fase cognitva e valores pessoais- fase ação; (iii)e a moderação da relação valores pessoais-fases da lealdade pelas variáveis demográficas de gênero, idade, escolaridade e renda. Tais resultados possibilitam a ampliação da fronteira do conhecimento ao (i) inserir os valores pessoais como antecedentes da lealdade; (ii) identificar o valor mais importante (Segurança da Família) para o consumidor; (iii) clarificar os conceitos e desmistificar a utilização dos papéis mediadores e moderadores de variáveis na disciplina de Marketing; (iv) confirmar a hipótese de que os valores pessoais variam conforme gênero e idade do consumidor; e (v) criar uma nova escala de mensuração de valores pessoais para a área do Comportamento do Consumidor; além de fornecer evidências empíricas às empresas financeiras sobre segmentação de clientes pelos valores pessoais ou atitudes. / The knowledge of an individual's values allows us to better predict their evaluative attitudes towards a situation or object, for personal values drive and guide individuals to specific behaviors. To date, theoretical studies on personal values and attitudes have not investigated these constructs as antecedents of consumer loyalty. Therefore, this thesis proposed to elaborate and empirically verify four theoretical models related to the complex interrelation between personal values-attitude-loyalty phases. So as to test the models hypotheses, two surveys involving 1200 respondents each were carried out. By means of multivariate analyses, the results confirmed (i) the positive relationship between personal values and the cognitive and action phases of loyalty; (ii) the mediating role of attitude on the relationships between personal values-cognitive phase and personal values-action phase; and (iii) the moderation of the relationship personal values- loyalty phases by the demographic variables of gender, age, education and income. Such results contribute to widen knowledge frontiers by (i) inserting personal values as antecedents of loyalty; (ii) identifying the most important value (Family Security) to the consumer; (iii) elucidating concepts and clarifying the use of the mediating and moderating roles of variables in the Marketing discipline; (iv) support the hypothesis that personal values vary across consumer's gender and age; and (v) creating a new personal values measuring scale to the area of Consumer Behavior, besides providing empirical evidence to financial companies on client segmentation according to personal values or attitudes.

The theoretical part of diploma thesis "Consumer loyalty - competitive advantage of travel agencies" is focused on specification of tourism product and the main differences in goods and services. This part also deals with principles of loyalty and motivation programmes and includes marketing view of particular forms of sales promotions. The practical part is based on analysis of loyalty and motivation programmes aplicated by travel agencies in the market of the Czech republic during the period under consideration (june 2007 - september 2008). Practical part is also focused on marketing research concentrated on relation between consumers and travel agencies, their knowledge of existing loyalty and motivation programmes and demonstration of theirs effectivity.

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