1,090
Views
16
CrossRef citations to date
0
Altmetric
Papers

Customer-to-customer interactions and word of mouth: conceptual extensions and empirical investigations

, , &
Pages 287-304 | Received 17 Feb 2014, Accepted 19 May 2014, Published online: 03 Jul 2014

References

  • Ahmad, R., & Buttle, F. (2001). Customer retention: A potentially potent marketing management strategy. Journal of Strategic Marketing, 9, 29–45.
  • Allsop, D. T., Bassett, B. R., & Hoskins, J. A. (2007). Word-of-mouth research. Journal of Advertising Research, 47, 398–411.
  • Anderson, K., & Zemke, R. (1990). Customers from hell. Training, 26, 25–31.
  • Arnould, E. J., & Price, L. L. (1993). River magic: Extraordinary experience and the extended service encounter. Journal of Consumer Research, 20, 24–45.
  • Aubert-Gamet, V., & Cova, B. (1999). Servicescapes: From modern non-places to postmodern common places. Journal of Business Research, 44, 37–45.
  • Beckwith, N. E., & Lehmann, D. R. (1975). The importance of halo effects in multi-attribute attitude models. Journal of Marketing Research, 12, 265–275.
  • Berger, J., & Schwartz, E. (2011). What drives immediate and ongoing word of mouth? Journal of Marketing Research, 48, 869–880.
  • Bergkvist, L., & Rossiter, J. R. (2007). The predictive validity of multiple-item vs. single-item measures of the same constructs. Journal of Marketing Research, 44, 175–184.
  • Bone, P. F. (1992). Determinants of word-of-mouth communications during product consumption. Advances in Consumer Research, 19, 579–583.
  • Bradley, G. L., McColl-Kennedy, J. R., Sparks, B. A., Jimmieson, N. L., & Zapf, D. (2010). Service encounter needs theory: A dyadic, psychosocial approach to understanding service encounters. In W. J. Zerbe, C. E. J. Härtel, & N. M. Ashkanasy (Eds.), Emotions and organizational dynamism (Vol. 6, pp. 221–258). Bingley: Emerald.
  • Brodie, R. J., Saren, M., & Pels, J. (2011). Theorizing about the service dominant logic: The bridging role of middle range theory. Marketing Theory, 11, 75–91.
  • Brooks, R. C. Jr. (1957). ‘Word-of-mouth’ advertising in selling new products. Journal of Marketing, 22, 154–161.
  • Brown, T. J., Barry, T. E., Dacin, P. A., & Gunst, R. F. (2005). Spreading the word: Investigating antecedents of consumers’ positive word-of-mouth intentions and behaviors in a retailing context. Journal of the Academy of Marketing Science, 33, 123–138.
  • Buttle, F. A. (1998). Word of mouth: Understanding and managing referral marketing. Journal of Strategic Marketing, 6, 241–254.
  • Carter, T. (2008). Customer engagement and behavioral considerations. Journal of Strategic Marketing, 16, 21–26.
  • Chaudhuri, A. (2006). Emotion and reason in consumer behaviour. Oxford: Butterworth-Heinemann.
  • Day, G. S. (1971). Attitude change, media and word of mouth. Journal of Advertising Research, 11, 31–40.
  • Dean, D. H. (1999). Brand endorsement, popularity, and event sponsorship as advertising cues affecting consumer pre-purchase attitudes. Journal of Advertising, 28(3), 1–12.
  • Delgado-Ballester, E., & Munuera-Alemán, J. L. (2001). Brand trust in the context of consumer loyalty. European Journal of Marketing, 35, 1238–1258.
  • Derbaix, C. M. (1995). The impact of affective reactions on attitudes toward the advertisement and the brand: A step toward ecological validity. Journal of Marketing Research, 32, 470–479.
  • Dichter, E. (1966). How word of mouth advertising works. Harvard Business Review, 44, 147–160.
  • Dobele, A., Lindgreen, A., Beverland, M., Vanhamme, J., & van Wijk, R. (2007). Why pass on viral messages? Because they connect emotionally. Business Horizons, 50, 291–304.
  • East, R. (2007). Researching word of mouth. Australasian Marketing Journal, 15, 23–26.
  • East, R., Hammond, K., & Lomax, W. (2008). Measuring the impact of positive and negative word of mouth on brand purchase probability. International Journal of Research in Marketing, 25, 215–224.
  • Edvardsson, B., Tronvoll, B., & Gruber, T. (2011). Expanding understanding of service exchange and value co-creation: A social construction approach. Journal of the Academy of Marketing Science, 39, 327–339.
  • Eiglier, P., & Langeard, E. (Eds.). (1977). A new approach to service marketing. Cambridge: Marketing Science Institute.
  • Fazio, R. H., & Zanna, M. P. (1981). Direct experience and attitude–behavior consistency. In L. Berkowitz (Ed.), Advances in experimental social psychology (Vol. 14, pp. 161–202). New York, NY: Academic Press.
  • Ferguson, R. J., Paulin, M., & Bergeron, J. (2010). Customer sociability and the total service experience: Antecedents of positive word-of-mouth intentions. Journal of Service Management, 21, 25–44.
  • Finn, A. (2012). Customer delight: Distinct construct or zone of nonlinear response to customer satisfaction? Journal of Service Research, 15, 99–110.
  • Finsterwalder, J., & Kuppelwieser, V. G. (2011). Co-creation by engaging beyond oneself: The influence of task contribution on perceived customer-to-customer social interaction during a group service encounter. Journal of Strategic Marketing, 19, 607–618.
  • Ganesan, S. (1994). Determination of long-term orientation in buyer-seller relationships. Journal of Marketing, 58(2), 1–19.
  • Garretson, J. A., & Niedrich, R. W. (2004). Creating character trust and positive brand attitudes. Journal of Advertising, 33, 25–36.
  • Godes, D., Mayzlin, D., Chen, Y., Das, S., Dellarocas, C., Pfeiffer, B., & Verlegh, P. W. J. (2005). The firm's management of social interactions. Marketing Letters, 16, 415–428.
  • Gremler, T. (2004). he critical incident technique in service research. Journal of Service Research, 7, 65–89.
  • Grove, S. J., & Fisk, R. P. (1997). The impact of other customers on service experiences: A critical incident examination of ‘getting along’. Journal of Retailing, 73, 63–85.
  • Hair, J. F., Ringle, C. M., & Sarstedt, M. (2011). PLS-SEM: Indeed a silver bullet. Journal of Marketing Theory and Practice, 19, 139–152.
  • Hair, J. F., Sarstedt, M., Ringle, C. M., & Mena, J. A. (2011). An assessment of the use of partial least squares structural equation modeling in marketing research. Journal of the Academy of Marketing Science. doi:10.1007/s11747-011-0261-6.
  • Harris, K., & Baron, S. (2004). Customer-to-customer conversations in service settings. Journal of Service Research, 6, 287–303.
  • Harris, K., Baron, S., & Parker, C. (2000). Understanding the consumer experience: It's ‘good to talk’. Journal of Marketing Management, 16, 111–127.
  • Harrison-Walker, L. J. (2001). The measurement of word-of-mouth communication and investigation of service quality and customer commitment as potential antecedents. Journal of Service Research, 4, 60–75.
  • Hennig-Thurau, T., Malthouse, E. C., Friege, C., Gensler, S., Lobschat, L., Rangaswamy, A., & Skiera, B. (2010). The impact of new media on customer relationships. Journal of Service Research, 13, 311–330.
  • Holbrook, M. B. (1983). Using a structural model of halo effect to assess perceptual distortion due to affective overtones. Journal of Consumer Research, 10, 247–252.
  • Holbrook, M., & Batra, R. (1987). Assessing the role of emotions as mediators of consumer responses to advertising. Journal of Consumer Research, 14, 404–420.
  • Huang, M., Cai, F., Tsang, A. S. L., & Zhou, N. (2011). Making your online voice loud: The critical role of WOM information. European Journal of Marketing, 45, 1277–1297.
  • Hung, K., Li, S. Y., & Tse, D. K. (2011). Interpersonal trust and platform credibility in a Chinese multi brand online community: Effects on brand variety seeking and time spent. Journal of Advertising, 40, 99–112.
  • Isen, A. M. (1993). Positive affect and decision making. In M. Lewis & J. M. Haviland (Eds.), Handbook of emotions (pp. 261–277). New York, NY: Guilford Press.
  • Karpen, I. O., Bove, L. L., & Lukas, B. A. (2011). Linking service-dominant logic and strategic business practice: A conceptual model of a service-dominant orientation. Journal of Service Research. doi:10.1177/1094670511425697.
  • Keller, K. L. (1993). Conceptualizing, measuring, and managing customer-based brand equity. Journal of Marketing, 57, 1–22.
  • Kim, N., & Lee, M. (2012). Other customers in a service encounter: Examining the effect in a restaurant setting. Journal of Services Marketing, 26, 27–40.
  • Kwortnik, R. J. Jr., & Ross, W. T. Jr. (2007). The role of positive emotions in experiential decisions. International Journal of Research in Marketing, 24, 324–335.
  • Lamberti, L. (2013). Customer centricity: The construct and the operational antecedents. Journal of Strategic Marketing, 21, 588–612.
  • Lau, G. T., & Lee, S. H. (1999). Consumers’ trust in a brand and the link to brand loyalty. Journal of Market-Focused Management, 4, 341–370.
  • Loehnert, S. (2010). About statistical analysis of qualitative survey data. International Journal of Quality, Statistics, and Reliability, 1, 1–12.
  • Li, F., & Miniard, P. W. (2006). On the potential for advertising to facilitate trust in the advertised brand. Journal of Advertising, 35, 101–112.
  • Libai, B., Bolton, R., Bügel, M. S., de Ruyter, K., Götz, O., Risselada, H., & Stephen, A. T. (2010). Customer-to-customer interactions: Broadening the scope of word of mouth research. Journal of Service Research, 13, 267–282.
  • Lin, J. -S. C., & Liang, H. -Y. (2011). The influence of service environments on customer emotion and service outcomes. Managing Service Quality, 21, 350–372.
  • Martin, C. L. (1996). Consumer-to-consumer relationships: Satisfaction with other consumers’ public behavior. Journal of Consumer Affairs, 30, 146–169.
  • Martin, C. L., & Pranter, C. A. (1989). Compatibility management: Customer-to-customer relationships in service environments. Journal of Services Marketing, 3, 5–15.
  • Mattsson, J. (2010). Developing a strategic abstraction tool for service innovation. Journal of Strategic Marketing, 18, 133–144.
  • Mazzarol, T., Sweeney, J. C., & Soutar, G. N. (2007). Conceptualizing word-of-mouth activity, triggers and conditions: An exploratory study. European Journal of Marketing, 42, 344–364.
  • McAlexander, J. H., Schouten, J. W., & Koenig, H. F. (2002). Building brand community. Journal of Marketing, 66, 38–54.
  • Moore, R., Moore, M. L., & Capella, M. (2005). The impact of customer-to-customer interactions in a high personal contact service setting. Journal of Services Marketing, 19, 482–491.
  • Nicholls, R. (2010). New directions for customer-to-customer interaction research. Journal of Services Marketing, 24, 87–97.
  • Nisbett, R. E., & Wilson, T. D. (1977). The halo effect: Evidence for unconscious alteration of judgments. Journal of Personality and Social Psychology, 35, 250–256. doi:10.1037/0022-3514.35.4.250.
  • Nunnally, J. C. (1978). Psychometric theory (2nd ed.). New York, NY: McGraw-Hill.
  • Parker, C., & Ward, P. (2000). An analysis of role adoptions and scripts during consumer-to-consumer encounters. European Journal of Marketing, 34, 341–358.
  • Plé, L., & Cáceres, R. C. (2010). Not always co-creation: Introducing interactional co-destruction of value in service-dominant logic. Journal of Services Marketing, 24, 430–437.
  • Prahalad, C. K., & Ramaswamy, V. (2004). The future of competition: Co-creating unique value with customers. Boston, MA: Harvard Business School Press.
  • Price, L. L., Arnould, E. J., & Tierney, P. (1995). Going to extremes: Managing service encounters and assessing provider performance. Journal of Marketing, 59, 83–97.
  • Ramani, G., & Kumar, V. (2008). Interaction orientation and firm performance. Journal of Marketing, 72, 27–45.
  • Richins, M. L. (1997). Measuring emotions in the consumption experience. Journal of Consumer Research, 24, 127–146.
  • Ringle, C. M., Wende, S., & Will, A. (2005). SmartPLS 2.0. Hamburg: SmartPLS.
  • Sarkar, M. B., Echambadi, R., Cavusgil, S. T., & Aulakh, P. S. (2001). The influence of complementarity, compatibility, and relationship capital on alliance performance. Journal of the Academy of Marketing Science, 29, 358–373.
  • Schmidt, M. (2010). Quantification of transcripts from depth interviews, open ended responses and focus groups: Challenges, accomplishments, new applications and perspectives for market research. International Journal of Market Research, 52, 483–509.
  • Selnes, F. (1993). An examination of the effect of product performance on brand reputation, satisfaction and loyalty. European Journal of Marketing, 27, 19–35.
  • Sobel, M. E. (1982). Asymptotic confidence intervals for indirect effects in structural equation models. In S. Leinhardt (Ed.), Sociological methodology (pp. 290–312). Washington, DC: American Sociological Association.
  • Tsai, S. P. (2005). Utility, cultural symbolism and emotion: A comprehensive model of brand purchase value. International Journal of Research in Marketing, 22, 277–291.
  • Tynan, C., McKechnie, S., & Chhuon, C. (2010). Co-creating value for luxury brands. Journal of Business Research, 63, 1156–1263.
  • Vargo, S. L. (2011). Market systems, stakeholders and value propositions: Toward a service-dominant logic-based theory of the market. European Journal of Marketing, 45, 217–222.
  • Vargo, S. L., & Lusch, R. F. (2004). Evolving to a new dominant logic for marketing. Journal of Marketing, 68, 1–17.
  • Vargo, S. L., & Lusch, R. F. (2008). Service-dominant logic: Continuing the evolution. Journal of the Academy of Marketing Science, 36(1), 1–10.
  • Walsh, G., & Mitchell, V. -W. (2010). The effect of consumer confusion proneness on word of mouth, trust, and customer satisfaction. European Journal of Marketing, 44, 838–859. doi:10.1108/03090561011032739.
  • Womma. (2011). Word of Mouth Marketing Association. Retrieved from http://womma.org/main/.
  • Wu, C. H. -J. (2008). The influence of customer-to-customer interactions and role typology on customer reaction. The Service Industries Journal, 28, 1501–1513.
  • Yoo, J., Arnold, T. J., & Frankwick, G. L. (2012). Effects of positive customer-to-customer service interaction. Journal of Business Research, 65, 1313–1320.
  • Zhang, J., Beatty, S. E., & Mothersbaugh, D. (2010). A CIT investigation of other customers’ influence in services. Journal of Services Marketing, 24, 389–399.

Reprints and Corporate Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

To request a reprint or corporate permissions for this article, please click on the relevant link below:

Academic Permissions

Please note: Selecting permissions does not provide access to the full text of the article, please see our help page How do I view content?

Obtain permissions instantly via Rightslink by clicking on the button below:

If you are unable to obtain permissions via Rightslink, please complete and submit this Permissions form. For more information, please visit our Permissions help page.