http://hdl.handle.net/10500/2814 2013-05-19T08:17:54Z 2013-05-19T08:17:54Z Jansen van Rensburg, Mari Venter, P. Strydom, J. http://hdl.handle.net/10500/4023 2012-11-02T08:07:54Z 2010-01-01T00:00:00Z

Advertising agency appointment : approaches taken by South African advertisers Jansen van Rensburg, Mari; Venter, P.; Strydom, J.

2010-01-01T00:00:00Z Jansen van Rensburg, Mari http://hdl.handle.net/10500/4022 2012-08-03T11:25:17Z 2010-01-01T00:00:00Z

Dimensions of advertising agency client satisfaction Jansen van Rensburg, Mari

2010-01-01T00:00:00Z Jansen van Rensburg, Mari Van Niekerk, J. http://hdl.handle.net/10500/4021 2012-06-14T17:15:13Z 2010-01-01T00:00:00Z

Value differentiation: Creating Customised Value Propositions in the South African Cement Industry Jansen van Rensburg, Mari; Van Niekerk, J.

2010-01-01T00:00:00Z Jansen van Rensburg, M. Venter, Peet Strydom, Johan W. http://hdl.handle.net/10500/4020 2012-08-08T09:04:20Z 2009-12-01T00:00:00Z

Advertising Agency Retention : views from South African Advertisers Jansen van Rensburg, M.; Venter, Peet; Strydom, Johan W. Commercial reality demands long and lasting relationships that are beneficial to both advertising agencies and their clients. This article presents a conceptual model to illustrate the salient choice criteria employed by advertisers when renewing advertising agency contracts. The model was empirically tested, and data obtained from 116 respondents were subjected to factor and correlation analysis to explore the dimensionality of the retention construct. Research results support that retention is multidimensional and highlights the limitations of research that measure single factors related to retention. The model postulates that retention is the result of a good working relationship, service satisfaction, respect and support, clear terms of engagement; and affective conflict resolution. Insight into the nuances of each of these antecedents is also offered. In management practice, this model will provide valuable insight to agencies with regard to client retention management. Findings of this study may also be extended to other high-value professional service industries.

2009-12-01T00:00:00Z