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Impact of service quality dimensions on the formation of customer value in B to B services

Juha Munnukka (Jyväskylä University School of Business and Economics, University of Jyväskylä, Jyväskylä, Finland)
Pentti Järvi (Jyväskylä University School of Business and Economics, University of Jyväskylä, Jyväskylä, Finland)
Uusitalo Outi (Jyväskylä University School of Business and Economics, University of Jyväskylä, Jyväskylä, Finland)

Marketing Intelligence & Planning

ISSN: 0263-4503

Article publication date: 3 May 2013

1982

Abstract

Purpose

Customer and value‐oriented business strategies are increasingly important in the context of business to business services. However, little is known about the construction of customer value of B to B services. Also the influences of specific dimensions of service quality on customer value are open to debate. This study aims to explore the construction of customer value of B to B services, and to examine how specific dimensions of service quality contribute to customer value.

Design/methodology/approach

The research data consists of 90 questionnaires which were collected through the structured interview method among Finnish business organizations. Hypothesis testing was conducted through linear multiple‐regression analysis.

Findings

The results suggest that customer value of B to B services is composed of attribute and consequence level elements. Reliability, responsiveness, and assurance were found as the key contributors of consequence level customer value. Attribute level customer value is affected by empathy, responsiveness and assurance dimensions of service quality. Thus, by focusing on right dimensions of service quality organizations are most effectively able to cultivate customer value.

Originality/value

The study identifies the dimensional structure of customer value and suggests a detailed method to investigate the relationship between service quality and customer value.

Keywords

Citation

Munnukka, J., Järvi, P. and Outi, U. (2013), "Impact of service quality dimensions on the formation of customer value in B to B services", Marketing Intelligence & Planning, Vol. 31 No. 3, pp. 286-299. https://doi.org/10.1108/02634501311324627

Publisher

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Emerald Group Publishing Limited

Copyright © 2013, Emerald Group Publishing Limited

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