Marketing Commons^™

Building Relationships Between Business Schools And Students: An Empirical Investigation Into Student Retention, Phani Tej Adidam, R. Prasad Bingi, Birud Sindhav

Marketing and Management Faculty Publications

This study uses the relationship marketing theory of commitment and trust as a framework to investigate the issue of student retention in business schools. Structural equation modeling was used to examine relationships specified by Morgan and Hunt's (1994) theory of relationship marketing. Students' commitment to the business schools were determined by perceived benefits of attending the school, perceived similarity of values between the school and the students, and trust between the professors and the students. Commitment increased intentions to remain at the business school.