Rotterdam school of Management, Erasmus University compact logo

Prevailing wisdom assumes that female consumers are more loyal than male consumers. Stijn van Osselaer and co-authors report conditions under which the reverse is found, depending on the object of customer loyalty. For example, whereas female consumers tend to be more loyal than male consumers to individuals, such as individual service providers, this difference is reversed when the object of loyalty is a group of people. The authors find a similar crossover interaction effect for loyalty to individual employees versus loyalty to companies. This effect is mediated by self-construal in terms of relational versus collective interdependence. The authors discuss the managerial and theoretical implications of these gender differences.

Participants

  • Stijn
    Role: Faculty
    Reference type: Co-written by

Media Outlets

  • Journal of Marketing (Scientific or industry journal)