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How customer experience management reconciles strategy differences between East and West
Arizona State Univ, AZ 85287 USA.
BI Norwegian Business Sch, Norway.
Cent Michigan Univ, MI 48859 USA.
Linköping University, Department of Management and Engineering, Business Administration. Linköping University, Faculty of Arts and Sciences. Karlstad Univ, Sweden.ORCID iD: 0000-0002-6589-8662
2021 (English)In: JOURNAL OF GLOBAL SCHOLARS OF MARKETING SCIENCE, ISSN 2163-9159, Vol. 31, no 3, p. 273-295Article in journal (Refereed) Published
Abstract [en]

This paper studies how customers of a global firm evaluate their experiences within and across 44 countries. It focuses on customers emotional, cognitive, sensory and behavioral responses to the catalog experience. It develops a theory-based model of satisfaction with the catalog experience as a function of experiential attributes and control variables. A second model captures how each experiential attributes contribution to the customer experience is influenced by market and customer characteristics. The models were operationalized using survey data from 366,185 customers who used the firms catalog across different trade areas in 44 countries, yielding 571 equations that describe satisfaction with the customer experience. Consistent with theoretical work on context-dependent judgments, nine contingency factors explain significant and substantial amounts of variation (30% on average) in the elasticities of the 12 experiential attributes. East and West can appear similar when market characteristics are similar - or when they are different. Emotional, cognitive, sensory, and behavioral responses to the customer experience systematically differ due to economic, demographic, technological, cultural and consumer characteristics. East and West especially differ in terms of responses to emotional and sensory experiences. Customer experience management can help to shape a strategy that resolves strategy differences between East and West.

Place, publisher, year, edition, pages
ROUTLEDGE JOURNALS, TAYLOR & FRANCIS LTD , 2021. Vol. 31, no 3, p. 273-295
Keywords [en]
Customer experience; management; retailing; brand; satisfaction; catalog; global strategy; emotions; behavior; cognition
National Category
Business Administration
Identifiers
URN: urn:nbn:se:liu:diva-177412DOI: 10.1080/21639159.2021.1921606ISI: 000661280700003OAI: oai:DiVA.org:liu-177412DiVA, id: diva2:1574729
Available from: 2021-06-29 Created: 2021-06-29 Last updated: 2021-12-29

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CiteExportLink to record
Permanent link

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Cite
Citation style
  • apa
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • oxford
  • Other style
More styles
Language
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Other locale
More languages
Output format
  • html
  • text
  • asciidoc
  • rtf