Customer engagement, non-transactional behaviors and experience in services
Impacto
Scholar |
Otros documentos de la autoría: Moliner, Miguel Angel; Monferrer Tirado, Diego; Estrada, Marta
Metadatos
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https://doi.org/10.1108/IJBM-04-2018-0107 |
Metadatos
Título
Customer engagement, non-transactional behaviors and experience in servicesFecha de publicación
2019Editor
EmeraldCita bibliográfica
Miguel Angel Moliner-Tena, Diego Monferrer-Tirado, Marta Estrada-Guillén, (2019) "Customer engagement, non-transactional behaviors and experience in services: A study in the bank sector", International Journal of Bank Marketing, https://doi.org/10.1108/IJBM-04-2018-0107Tipo de documento
info:eu-repo/semantics/articleVersión de la editorial
https://www.emeraldinsight.com/doi/full/10.1108/IJBM-04-2018-0107Versión
info:eu-repo/semantics/publishedVersionPalabras clave / Materias
Resumen
Purpose
The purpose of this paper is to highlight the central role of bank customers’ engagement as a mediating variable between customer experience and two non-transactional customer behaviors (advocacy and ... [+]
Purpose
The purpose of this paper is to highlight the central role of bank customers’ engagement as a mediating variable between customer experience and two non-transactional customer behaviors (advocacy and attitudinal loyalty).
Design/methodology/approach
To test the hypothesis, a model was designed with two antecedents of bank customer engagement (satisfaction and customer emotions), and two non-transactional behaviors (attitudinal loyalty and customer advocacy). The model was tested on a sample of 1,790 customers of two Spanish banks.
Findings
Results confirm bank customer engagement as the mediating variable between customer experience outcomes and non-transactional behaviors.
Practical implications
Banks should design physical spaces with an atmosphere that will have a positive impact on their customers, and pay particular attention to interactions with contact personnel and other customers present at that moment of truth. The new concept of the branch now being introduced looks to the future, transforming it into a place to attend to and advise customers, and designed to encourage and facilitate a more personal and enduring relationship. This transformation includes longer opening hours and a concept that appears to draw from the store model. Its design is more accessible, more agile, more welcoming and more digital, conceived to attract the customer’s attention from the first moment.
Originality/value
The contribution of this research is related to the analysis from a theoretical and empirical perspective of the mediating impact of customer engagement between customer experience outcomes (satisfaction and emotions during the service) and non-transactional behaviors (advocacy and attitudinal loyalty). [-]
Derechos de acceso
© Copyright 2019 Emerald Publishing Limited
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