Investigating the online customer experience – a B2B perspective

Purpose This paper explores the online customer experience (OCE) within business-to-business (B2B) websites. The purpose of this paper is to understand the influence of website credibility and information quality on the OCE during search for information and services. In addition, this paper acknowledges the role of customer support within the offline environment and thus explores the potential role of online customer support during a customer's online experience. Design/methodology/approach An online experiment was conducted with 195 participants along with an associated questionnaire for data capture. Three tasks were developed for participants which they had to complete on three different business advisory websites. The online experiment gave all participants the experience of using a business advisory website. In order to analyse the hypothesised relationships, structural equation modelling was used. Findings The results outlined that the credibility of the website and the quality of the information on the website have a significant effect on the OCE in a B2B context. The research highlights the need for online customer support with a service representative during search on a B2B website. The credibility of the website as well as the success of the search drives the need for online customer support. The lack of online customer support will result in customers becoming dissatisfied with their experience if they have an unsuccessful search. Practical implications Managers of B2B websites should acknowledge the importance of website credibility cues and information quality cues. Each of these variables drive the success of a customer’s search and in turn the customer’s impression of the experience. Additionally, managers ought to provide customers online support, through functions such as an online help desk or a live chat function, as those who have an unsuccessful search expect to be able to seek online support from a company representative, the same way as they would do in the offline environment. Online customer support can act as a service recovery tool for website providers. Originality/value Empirical research on the OCE within B2B websites is limited and somewhat out-dated. Due to technological advancements and changing customer expectations, this research has filled a knowledge gap on the OCE in a B2B perspective. Website credibility and information quality have been overlooked in previous research in relation to the OCE. In addition, this study outlines the need for online customer support resulting from the need to clarify information and the success of the search

An investigation into the online customer experience

This paper explores the online customer experience in relation to Government provision of business support services. The aim of this research is to understand the variables that can influence customers searching for business support services online and to explore the potential role of social interaction during a customer’s online experience. This study provides a theoretical framework outlining the variables that have the potential to influence the online customer experience within the business support environment. The initial methodology is outlined along with an explanation of the current phase of the research

An investigation on the online customer experience – the role of social interaction

This paper explores the online customer experience in relation to Government provision of business support services. The aim of this research is to understand the variables that can influence customers searching for business support services online and to explore the potential role of social interaction during a customer's online experience. This study provides a theoretical framework outlining the variables that have the potential to influence the online customer experience within the business support environment. The initial methodology is outlined along with an explanation of the current phase of the research

Evolving the online customer experience ... is there a role for online customer support?

This paper advances our theoretical understanding with regard to the online customer experience in a utilitarian context. The aim of this research is to understand if there is a need for online customer support during search for information and services on business support websites. In contrast to previous studies highlighting time distortion as part of the optimal customer experience, the findings of this research illustrate that customers are time conscious during a utilitarian search with the perceived length of time spent on the website influencing the customer experience. Additionally, the perceived length of time spent on the website influences the need to seek online customer support. The outcomes of customers requiring online customer support in relation to the customer experience have been established. The findings provide key managerial implications for economic development agencies and online business support providers on the requirement of online customer support and insight into the time conscious nature of customers in relation to the online customer experience

Developing the mUTAUT model – a mobile shopping perspective

Smartphones and tablets (mobile devices) worldwide usage has reached an all-time high, of which the services they provide to users are also increasing in popularity. While mobile banking and mobile payments are increasing in consumer adoption in the UK, mobile shopping (m-shopping) surprisingly remains an under-utilised commodity. Responding to the call for specific theoretical understanding in the mobile context, this study seeks to examine the factors influencing consumers’ mobile shopping (m-shopping) adoption intention, through development of the mUTAUT model, to incorporate more consumer-orientated constructs of innovativeness, risk and trust. The research model is tested using quantitative data (n = 435) and structural equation modelling analysis. Findings reveal performance expectancy, hedonic motivation, habit, risk and trust to be significant influencers of consumer m-shopping intention. Despite inclusion of three control variables of age, gender and experience, only age is found to have a partial moderating effect

Hey Alexa… examine the variables influencing the use of artificial intelligent in-home voice assistants

Artificial Intelligent (AI) In-home Voice Assistants have seen unprecedented growth. However, we have little understanding on the factors motivating individuals to use such devices. Given the unique characteristics of the technology, in the main hands free, controlled by voice, and the presentation of a voice user interface, the current technology adoption models are not comprehensive enough to explain the adoption of this new technology. Focusing on voice interactions, this research combines the theoretical foundations of U&GT with technology theories to gain a clearer understanding on the motivations for adopting and using in-home voice assistants. This research presents a conceptual model on the use of voice controlled technology and an empirical validation of the model through the use of Structural Equation Modelling with a sample of 724 in-home voice assistant users. The findings illustrate that individuals are motivated by the (1) utilitarian benefits, (2) symbolic benefits and (3) social benefits provided by voice assistants, the results found that hedonic benefits only motivate the use of in-home voice assistants in smaller households. Additionally, the research establishes a moderating role of perceived privacy risks in dampening and negatively influencing the use of in-home voice assistants

The role of social media presence, responsiveness, and interactivity in enhancing key relationship strength indicators within B2B contexts : the customer's perspective

Extant research on use of social media by firms has mostly focused on B2C contexts, yet given their benefits for firms (e.g. creating awareness, enhancing brand image, etc.), scholars' attention has increasingly turned to the role and usage of social media for B2B brands. In such contexts, research has primarily examined the challenges relating to the use of social media from the seller's perspective. This paper extends this line of research by investigating the impact of B2B brands' social media presence, interactivity, and responsiveness on key supplier-customer relationship indicators (commitment, interactivity, satisfaction, and partner quality) from the customer's perspective. Data from an online survey (N=200) with customers of B2B brands were analysed using structural equation modelling. We reveal that social media presence has a positive impact on all indicators, responsiveness positively influences commitment, while interactivity enhances perceptions of brand partner quality

‘Just be there’:Social media presence, interactivity, and responsiveness, and their impact on B2B relationships

Purpose: In business-to-business (B2B) settings, research on social media sites (SMS) has primarily examined the benefits and challenges relating to their use, as well as factors driving their adoption. Recently, attention has turned to the consequences of using SMS in B2B markets. The purpose of this paper is to extend this line of research by investigating the impact of B2B brands’ social media presence, interactivity and responsiveness on customers’ perceptions of four indicators of brand relationship strength (commitment, intimacy, satisfaction and partner quality). Design/methodology/approach: Data from an online survey (N = 200) with customers of UK-based B2B firms were analysed using structural equation modelling. Findings: The study reveals that a supplier’s presence on Twitter, LinkedIn and Facebook has a positive impact on all four brand relationship strength indicators; interactivity enhances perceived partner quality, while responsiveness positively influences commitment. Differences across the three SMS are also observed. Research limitations/implications: The research was conducted on a sample of UK-based firms with varying degrees of SMS use that may influence the impact on B2B brand relationship strength. Practical implications: This study indicates that B2B brands ought to focus primarily on presence on SMS, given its positive impact on brand relationship strength. At the same time, however, B2B brands should be active in responding to customers’ queries on SMS, as well as interacting with them to enhance commitment and perceived partner quality, respectively. Originality/value: This study contributes to the digital marketing and B2B relationships interface and is the first to examine the role of B2B brands’ presence, interactivity and responsiveness on SMS in enhancing relationships with customers

Examining the determinants and outcomes of mobile app engagement- a longitudinal perspective

Through undertaking a longitudinal study with 474 consumers over a 12-month period and conducting structural equation modelling, this research provides insight on the determinants and outcomes of consumer engagement with a retailer’s m-commerce application. Critical outcomes of positive attitudes towards the brand and loyalty towards the brand derive from consumer engagement with a retailer’s m-commerce app. Drawing upon the TAM, TTF and SDT, the research established perceived ease of use, perceived usefulness, convenience and enjoyment influencing engagement with an m-commerce application, while customisation of the app has an enhancing influence on engagement. The findings assert that utilitarian variables of perceived ease of use, perceived usefulness and convenience become even more influential on engagement with a retailer’s m-commerce application following continued retention, while enjoyment becomes less important. However, the research finds that the location of use has an effect on the variables influencing engagement with an m-commerce application

It’s time to chat…examining the customer experience during an online live chat service encounter

Many organisations are now providing customer service and related support online, mostly through 'live chat' (instant messaging) interfaces. Online support services are believed to offer organisations an efficient and cost-effective means of providing customer support, however we have little understanding on what influences a customer's experience during such a service encounter in this technological environment. This paper explores the customer experience during an online service encounter with a human service representative through live chat technology. The aim of this research is to understand the variables that can influence the customer experience during an online live chat service encounter