What Influences Satisfaction in Purchasing High-Value Goods? An Empirical Analysis From Brazilian Real State Industry

This research examines customer trust in the salesperson and company as well as customer perception of product value and quality as factors that affect purchase satisfaction in the preconstruction real estate industry. We developed a theoretical model and tested it empirically using Structural Equation Modeling. The results suggest that trust in the real estate broker influences customer satisfaction. Furthermore, perceived product value and trust in the homebuilder influence satisfaction with the purchase whereas perceptions of product quality had no influence. Based on our findings, we discuss implications for marketing researchers and practitioners.

Citation:

Alda Rosana Duarte de Almeida and Delane Botelho (2006) ,"What Influences Satisfaction in Purchasing High-Value Goods? An Empirical Analysis From Brazilian Real State Industry", in LA - Latin American Advances in Consumer Research Volume 1, eds. Silvia Gonzalez and David Luna, Duluth, MN : Association for Consumer Research, Pages: 172-179.