The Role of Customer Value and Customer Trust as a Mediator of Flexibility Influence on Customer Retention

Purpose: The purpose of this study is to apply SEM analysis to WarpPLS analysis and translate Customer Value and Customer Trust as Mediation, especially for PT. Nusa Prima Logistics. Design / Method: This study was divided into 3: exploratory research, descriptive research, and explanatory research. The quantitative approach of this study uses a survey method by taking samples from the population. This is a latent variable that is measured using a survey tool in the form of a survey. The survey was conducted by distributing questionnaires to the respondents. This research was conducted at PT. Nusa Prima Logistics Terminal Teluk Lamong by taking primary data, in the form of assessments or perceptions from respondents, so a survey was conducted by submitting a questionnaire directly to PT. Nusa Prima Logistics Terminal Teluk Lamong as 194 respondents. Quantitative data analysis was performed using Structural Equation Modeling (SEM) to answer the research hypothesis. Finding: Flexibility is very influential in increasing Customer Retention so to develop Customer Retention, it is necessary to increase Flexibility, Customer Value and Customer Trust Originality: The novelty in this research lies not yet obtained about the role and position of Customer Value and Customer Trust as mediation that affect Customer Retention.

Effect of Relationship Marketing on Customer Retention in the Telecommunications Industry

This study centered on the effect of relationship marketing on customer retention in the telecommunications industry. It was conducted to assess the effects of customer care, communication, trust-building and service quality on customer retention in the telecommunications context. The study adopted survey research design. A structured questionnaire was used to obtain primary data from 198 customers of MTN Nigeria Plc and Globacom Nigeria Plc in Calabar. The data were analyzed and interpreted using descriptive statistics, while the hypotheses developed for the study were tested using multiple linear regression. Consequently, the findings of the study revealed that customer care, communication, trust building and service quality had significant positive effects on customer retention of telecommunication firms in Calabar. Therefore, the study recommended that: telecommunications companies should strengthen their customer care capability by using trained service professionals to elicit and promptly resolve customers enquiries and complaints; telecommunications companies should improve communications with customers by opening up more channels such as phone calls, direct messaging, social media and email through which information can be transmitted to subscribers to enhance informed patronage decisions; and it is imperative for telecommunications companies to consolidate customers’ trust in their delivery capabilities by demonstrating through effective service delivery that they are capable of satisfactorily meeting the service needs of subscribers.

EFFECT OF CUSTOMER RELATIONSHIP MANAGEMENT TO CUSTOMER RETENTION MEDIATED BY CUSTOMER SATISFACTION AND CUSTOMER LOYALTY

The purpose of this study was to analyze the effect of Customer Relationship Management (CRM) on customer retention mediated by customer satisfaction and customer loyalty on Priority BTN in Malang City. The population of this study is Priority BTN customers in Malang City, and the number of samples obtained is in accordance with the research criteria as many as 100 samples. The approach used in this study is a quantitative approach. The type of research based on the formulation of the problem and the purpose of the study is explanatory. The technique used in this study is probability sampling with a simple random sampling method. The research instrument used was a questionnaire analyzed using SmartPLS 3.0 software. The results showed that CRM has a direct influence on customer retention. In addition, CRM indirectly affects customer retention through mediating variable customer satisfaction and customer loyalty. The next researcher can conduct further research with broader research objects, namely at the BTN Priority bank customers nationally, and can use web-based surveys to shorten the time in researching priority customers because priority customers have high mobility.

ANALYSIS OF FACTORS AFFECTING CUSTOMER SATISFACTION AND CUSTOMER RETENTION ON E-COMMERCE

This study aims to analyze the factors that influence consumer retention on the e-commerce website Hijup. This study uses website quality, brand image, and Islamic physical attributes as factors that will shape customer satisfaction which in turn will affect customer retention. This research is quantitative research using two types of data, namely primary data and secondary data. Primary data is obtained by distributing online questionnaires through social media, and secondary data is obtained from books, journals, papers, websites, etc. The number of respondents used in this study were 185 respondents from Hijup consumers who had bought online more than once. This study uses the type of SEM-PLS analysis with SMARTPLS 3.0 software tools. This study shows that website quality and brand image affect customer satisfaction. Moreover, customer satisfaction is able to moderate website quality and brand image on customer retention on the Hijup website, but Islamic physical attributes have a negative relationship with customer satisfaction.

Retail Channel Services and Customer Retention in Physical Chain Stores in Nigeria

Extant literature indicates that despite the growing importance of retailing to the development of nations, it is imperative to ask; to what extent does retail channel service relates to customer retention in chain stores in Nigeria. The main objective of the study is to examine the significant relationship between retail channel service and customer retention in chain stores in Nigeria. The study adopted a quantitative research design using a survey method. The study population comprised 65 retail chain stores registered with the Enugu Branch of Pillars Association of Nigeria as of July 2020. The questionnaires were pretested for comprehension, relevance and validity through ten operators of retail superstores and three scholars in the field of distribution channel management. The reliability of the instrument was tested using Cronbach’s alpha coefficient analysis in order to ensure the internal consistency and reliability of measures. The reliability coefficient obtained was 0.85. The findings of the study show that bulk breaking, spatial convenience, waiting time and product variety are positively related to customer retention. We conclude that retail channel service has a positive and significant influence on customer retention of retail chain stores in Nigeria. The retail chain stores, if effectively coordinated, and their marketing channel service properly managed, is capable of enhancing the tendencies of these retail stores in retaining their existing customers.