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.

Authors

Alda Rosana Duarte de Almeida, EBAPE-FGV, Brazil
Delane Botelho, EBAPE-FGV, Brazil



Volume

LA - Latin American Advances in Consumer Research Volume 1 | 2006



Share Proceeding

Featured papers

See More

Featured

Doing it the Hard Way: More Effortful Saving Leads to Less Investing

Joshua I Morris, Stanford University, USA
Szu-chi Huang, Stanford University, USA
Christopher Bechler, Stanford University, USA

Read More

Featured

Ecce Machina Humana: Examining Competence and Warmth in Consumer Robots The two fundamental social judgment dimensions-competence and warmth-are as relevant for judging consumer robots as for humans. We find that competence has an increasing positive eff

Read More

Featured

N2. The Devil Wears FAKE Prada: Dual Envy Theory Explains Why Consumers Intend to Purchase Non-Deceptive Luxury Counterfeits

Tanvi Gupta, Indian Institute of Management Bangalore
Preeti Krishnan Lyndem, Indian Institute of Management Bangalore

Read More

Engage with Us

Becoming an Association for Consumer Research member is simple. Membership in ACR is relatively inexpensive, but brings significant benefits to its members.