Modelo de Lealtad a partir de un Análisis de Ecuaciones Estructurales
Loyalty Model from a Structural Equation Model Analysis
Abstract (en)
Day by day becomes more important for companies to own a database of loyal customers, because the continuous follow up and expanding business with them gives a bigger profitability that getting new customers. Several methodologies have been used for satisfaction measure and loyalty of customers, most of them are based on Behavioural Psychology from positivist approach and leverages description of manifest behaviors measured directly and whose main objective is establish the direct importance that each service driver has about loyalty, as in case of methodologies based on regression models. In this paper I illustrate an application of a Loyalty Model that looking for through an analysis of Structural Equation Modeling with latent variables, define the size of effect on the loyalty for phenomena like overall satisfaction with service, repurchase intention and recommendation.
Abstract (es)
Cada día toma mayor importancia para las empresas contar con bases de datos de clientes leales, ya que el continuo seguimiento y la ampliación de negocios con ellos otorga mayor rentabilidad que la consecución de nuevos clientes. Son varias las metodologías que se han utilizado con la finalidad de medir la satisfacción y lealtad, la mayoría de ellas están basadas en la Psicología Conductista propia del Positivismo y se apalanca en la descripción de conductas manifiestas medidas directamente y que tienen como principal objetivo establecer la importancia directa que cada driver del servicio tiene sobre la lealtad, tal es el caso de las metodologías basadas en Modelos de Regresión. En este artículo ejemplifico la aplicación de un Modelo de Lealtad que busca a través de un análisis de Ecuaciones Estructurales con variables latentes, determinar el tamaño del efecto que tienen sobre la lealtad fenómenos como la satisfacción con el servicio, la intención de recompra y la recomendación.
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