Do Customers and Employees Enjoy Service Participation? Synergistic Effects of Self- and Other-Efficacy

Chi Kin (Bennett) Yim, Kimmy Wa Chan, Simon S.K. Lam

    Research output: Contribution to journalJournal articlepeer-review

    263 Citations (Scopus)

    Abstract

    Extant research confirms the importance of value cocreation through customer participation (CP), but relatively little is known about whether and how it creates an enjoyable experience for customers and service employees and the consequential outcomes of this positive affective experience. This study applies the concept of flow as an overarching framework and draws theoretical support from social cognitive theory, particularly its extension (i.e., the conceptual model of relational efficacy beliefs), to examine how customers and employees derive enjoyment from CP conditional on their perceived efficacy of themselves (self-efficacy [SE]) and their partners (other-efficacy [OE]) in financial services. Empirical results from 223 client–financial adviser dyads confirm that participation enjoyment, in addition to economic and relational values, mediates the impact of CP on participants’ satisfaction evaluations, with SE positively moderating CP's impact on participation enjoyment. The synergistic effect of SE and OE on participation enjoyment also differs for clients versus financial advisers: Even incongruent levels of SE and OE can enhance participation enjoyment as long as they help validate role expectations of the respective participants.
    Original languageEnglish
    Pages (from-to)121-140
    Number of pages20
    JournalJournal of Marketing
    Volume76
    Issue number6
    DOIs
    Publication statusPublished - 1 Nov 2012

    User-Defined Keywords

    • customer participation
    • value cocreation
    • participation enjoyment
    • self-efficacy
    • other-efficacy
    • financial services

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