Demystifying the impact of customer participation on citizenship behaviors through interpersonal attraction and its contingencies

Kimmy Wa Chan, Taeshik Gong, Piyush Sharma*, Candace Chu

*Corresponding author for this work

    Research output: Contribution to journalArticlepeer-review

    1 Citation (Scopus)

    Abstract

    This paper addresses the lack of clarity on the linkage between customer participation (CP) and customer citizenship behavior (CCB) by using reinforcement theory to investigate the mediating role of interpersonal attraction (IPA) and the moderating effect of three types of reinforcers (people, task, and environment) in the impact of CP on CCB. Dyadic data from a field survey of both customers and designers from an interior design institute confirms the mediating role of IPA, particularly under high level of shared similarity between customers and employees, and when the task outcomes are better than expected. Moreover, the effect of IPA on CCB is stronger when customers perceive the organizational climate as highly customer-oriented. Besides extending the CP and CCB literature by exploring the impact of IPA on CCB with CP as a mediator and several reinforcers as moderator, this paper also suggests how service firms may influence their customers’ citizenship behaviors.
    Original languageEnglish
    Pages (from-to)297-310
    Number of pages14
    JournalJournal of Business Research
    Volume150
    Early online date18 Jun 2022
    DOIs
    Publication statusPublished - Nov 2022

    Scopus Subject Areas

    • Marketing

    User-Defined Keywords

    • Customer citizenship behavior
    • Customer participation
    • Interpersonal attraction
    • Shared interpersonal similarity
    • Task outcomes

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