التفاصيل البيبلوغرافية
| العنوان: |
Encouraging Customer Participation by Leveraging Interdependence Structure and Relationship Commitments: Empirical Evidence from Chinese Industrial Firms. |
| المؤلفون: |
Mingfei Du, Jing Zhang |
| المصدر: |
International Journal of Business & Information; Dec2017, Vol. 12 Issue 4, p433-477, 45p |
| مصطلحات موضوعية: |
CUSTOMER cocreation, MARKETING strategy, CUSTOMER relations, VALUE creation, BUSINESS enterprises |
| مستخلص: |
The literature suggests that integrating customers into value creation can strengthen a company's core competencies. It is still unclear, however, how inter-firm dependence structure impacts the customer's willingness to participate. This paper explores the impacts of two dimensions of interdependence structure between seller and buyer (total interdependence and interdependence symmetry) on customer participation via the customer's calculative and affective commitments. It also examines in industrial marketing contexts the moderating effects of environmental dynamism, process interdependence, and technological complexity in the customer commitments and participation link. The conceptual model and research hypotheses were tested using data collected from a survey of 376 business-to-business (B2B) firms. The research findings provide insightful managerial implications for B2B firms on to how to encourage customers to participate by properly leveraging interdependence structure and customers' relationship commitments according to environmental and task-specific characteristics. [ABSTRACT FROM AUTHOR] |
|
Copyright of International Journal of Business & Information is the property of Academy of Taiwan Information Systems Research and its content may not be copied or emailed to multiple sites or posted to a listserv without the copyright holder's express written permission. However, users may print, download, or email articles for individual use. This abstract may be abridged. No warranty is given about the accuracy of the copy. Users should refer to the original published version of the material for the full abstract. (Copyright applies to all Abstracts.) |
| قاعدة البيانات: |
Complementary Index |
Full Text Finder