Chapter

Membership Motives: Benefits and Costs

Robert J. Bennett

in Local Business Voice

Published in print October 2011 | ISBN: 9780199584734
Published online January 2012 | e-ISBN: 9780191731105 | DOI: http://dx.doi.org/10.1093/acprof:oso/9780199584734.003.0015
Membership Motives: Benefits and Costs

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This chapter gives the first analysis comparing historical and modern information on membership motives for joining, retaining membership, and lapsing. It tackles the classic issues of exit, voice, involvement, loyalty and commitment; assessing purposive, expressive, solidarity, material selective, and insurance benefits. It also demonstrates strong membership persistence, and the importance of subscriptions as crucial pricing decisions influencing lapsing (despite historic underpricing of chamber services). Increasing small business membership has shifted demands towards more direct and tailored services.

Keywords: Exit voice and loyalty; joining motives; lapsing motives; retention; repeat buying; customer satisfaction; persistence; stability; tailored services; small firms

Chapter.  21378 words.  Illustrated.

Subjects: Business History

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