Brand advocacy in the frontline:how does it affect customer satisfaction?

\u3cp\u3ePurpose: Many organizations expect their service engineers, or frontline employees (FLEs), to behave as brand advocates by engaging in favorable communication about the brand and its offerings toward customers. However, this approach is not without risk as customers may be disappointed or even frustrated with brand advocacy behavior in many service encounters. The purpose of this paper is to study the impact of FLEs’ brand advocacy on customer satisfaction with the service encounter, and identify the conditions under which the effects are detrimental. This paper specifically considers service issue severity and product newness as contingency conditions. Design/methodology/approach: Building on social identification theory, the paper builds a conceptual model, which is empirically tested using a data set that matches data from service engineers, customers, and archival records from the after-sales service department of a globally operating business-to-business print and document management solutions provider. Findings: This paper finds that brand advocacy behavior harms customer satisfaction especially in service encounters that involve simple service issues (e.g. maintenance) for products that are new to the market. Fortunately, brand identification can compensate this negative effect under many service conditions. While the joint effect of brand identification and advocacy is most beneficial for severe service issues of new products, no effect on customer satisfaction was found for established products. Practical implications: This paper identifies those service situations in which brand advocacy is advisable and guides managers toward achieving more favorable customer evaluations. Originality/value: Past research has considered several FLE branding activities in the frontline but the effects of brand advocacy have not been isolated. In addition, most studies have assumed the effects of employee brand-related behaviors on customer satisfaction to be universally positive rather than negative and focused on antecedents and not on moderators and consequences.\u3c/p\u3

A meta-analysis of the technology acceptance model : investigating subjective norm and moderation effects

We conducted a quantitative meta-analysis of previous research on the technology acceptance model (TAM) in an attempt to make well-grounded statements on the role of subjective norm. Furthermore, we compared TAM results by taking into account moderating effects of one individual-related factor (type of respondents), one technology-related factor (type of technology), and one contingent factor (culture). Results indicated a significant influence of subjective norm on perceived usefulness and behavioral intention to use. Moderating effects were found for all three factors. The findings yielded managerial implications for both intra-company and market-based settings

The acceptance and use of a virtual learning environment in China

The success of a virtual learning environment (VLE) depends to a considerable extent on student acceptance and use of such an e-learning system. After critically assessing models of technology adoption, including the Technology Acceptance Model (TAM), TAM2, and the Unified Theory of Acceptance and Usage of Technology (UTAUT), we build a conceptual model to explain the differences between individual students in the level of acceptance and use of a VLE. This model extends TAM2 and includes subjective norm, personal innovativeness in the domain of information technology, and computer anxiety. Data were collected from 45 Chinese participants in an Executive MBA program. After performing satisfactory reliability and validity checks, the structural model was tested with the use of PLS. Results indicate that perceived usefulness has a direct effect on VLE use. Perceived ease of use and subjective norm have only indirect effects via perceived usefulness. Both personal innovativeness and computer anxiety have direct effects on perceived ease of use only. Implications are that program managers in education should not only concern themselves with basic system design but also explicitly address individual differences between VLE users

Multichannel customer segmentation : does the after-sales channel matter? : a replication and extension

Segmentation is critical in developing a successful multichannel customer management strategy. Multiple researchers recognized the need to adopt a multi-stage customer journey perspective, taking into account the channels used for information search and product purchase. This paper aims to advance previous research in this area. Specifically, we replicate and extend Konus, Verhoef and Neslin's (2008) original study in four ways: we include (i) the after-sales service stage and (ii) the often overlooked, yet important call center channel in the segmentation scheme. We (iii) utilize self-report channel behavior instead of measures of channel appropriateness, and (iv) investigate the value of previously ignored covariates, such as product complexity, to predict segment membershi

Why did they do it? How customers’ self-service technology introduction attributions affect the customer-provider relationship

\u3cp\u3ePurpose – Customers often think that innovations, such as self-service technologies (SSTs), are introduced by service providers to cut costs rather than extend customer service levels. The purpose of this paper is to investigate how customers use such attributions to adjust their perceptions of relational value. Design/methodology/approach – Drawing on attribution and relationship marketing theories, this study proposes a conceptual model that includes benefit and cost attributions, their antecedents, and consequences. Survey data came from customers of a supermarket that recently introduced self-scanning technology. Findings – Attributions mediate the impact of SST performance on relational value. This value is highest for customers with high-benefit and low-cost attributions; customers with low-benefit and low-cost attributions exhibit detrimental effects on the exchange relationship with the firm. Characterized by low self-efficacy, low education, and low spending, these latter customers appear ambivalent and possibly confused about the provider’s motives for introducing SST. Practical implications – This research has important implications for service managers responsible for communicating technological innovations to customers. A clear reason for the introduction should be provided, to stimulate customers’ attribution and prevent ambivalence among those with low self-efficacy and low education. Originality/value – Most SST research focusses on adoption, non-adoption, and disadoption. The more subtle responses by customers facing a new SST and the consequences for the customer-provider exchange relationship, as addressed herein, have been left largely unexplored.\u3c/p\u3

Service robot implementation:a theoretical framework and research agenda

Service robots and artificial intelligence promise to increase productivity and reduce costs, prompting substantial growth in sales of service robots and research dedicated to understanding their implications. Nevertheless, marketing research on this phenomenon is scarce. To establish some fundamental insights related to this research domain, the current article seeks to complement research on robots’ human-likeness with investigations of the factors that service managers must choose for the service robots implemented in their service setting. A three-part framework, comprised of robot design, customer features, and service encounter characteristics, specifies key factors within each category that need to be analyzed together to determine their optimal adaptation to different service components. Definitions and overlapping concepts are clarified, together with previous knowledge on each variable and research gaps that need to be solved. This framework and the final research questions provide a research agenda to guide scholars and help practitioners implement service robots successfully

Innovation in the frontline: Exploring the relationship between role conflict, ideas for improvement, and employee service performance

\u3cp\u3eAlthough practitioners and scholars recognize that frontline employees' (FLEs') performance may improve rather than suffer from role conflict, research has yet to show how firms can manage this complex process. This study proposes that employees' ideas for improvement are a crucial mediator in role conflict's positive influence on FLEs' service performance. A conditional process model was tested in two empirical studies with multisource data. Results show that role conflict positively influences service performance through the employee's ideas for improvement. Role conflict also has a direct negative effect on performance. Detailed moderating analyses, using a floodlight approach, show that role conflict's total effect on service performance is positive only when an employee's learning orientation and the manager's level of encouragement for improvement are aligned. In other cases role conflict does not affect, or can even seriously impair FLEs' service performance. This study is the first to demonstrate empirically how, and under what conditions, role conflict can lead to performance enhancement of FLEs. Our findings help marketing managers to leverage role conflict for service innovation and to serve customers better.\u3c/p\u3

Disentangling the effects of role stress on service performance : the role of frontline employees' ideas for improvement

Abstract in article