Applying the Right Relationship Marketing Strategy through Big Five Personality Traits

Abstract

In this study Structural Equation Modeling was utilized in an exploratory manner to answer the following questions: (1) Can relationship marketing practices be predicted by Big Five personality traits? (2) If yes which type of personality trait has an effect on which type of relationship marketing practice? The findings show that all relationship marketing (RM) preferences can be predicted by personality traits of customers. Agreeableness and extroversion personality traits are the only predictors that explained all RM practices significantly. Conscientiousness had a great impact on financial and structural RM practice preferences while higher degree of openness to experiences explained financial and social RM. Customers with higher scores in emotional stability who displayed higher levels of trust and calmness only explained financial RM preferences. © 2019 Elsevier B.V. All rights reserved.