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Customer engagement, non-transactional behaviors and experience in services: A study in the bank sector

Miguel Angel Moliner-Tena (Department of Business Administration and Marketing, Jaume I University, Castellón de la Plana, Spain)
Diego Monferrer-Tirado (Department of Business Administration and Marketing, Jaume I University, Castellón de la Plana, Spain)
Marta Estrada-Guillén (Department of Business Administration and Marketing, Jaume I University, Castellón de la Plana, Spain)

International Journal of Bank Marketing

ISSN: 0265-2323

Article publication date: 13 February 2019

Issue publication date: 25 April 2019

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Abstract

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).

Keywords

Citation

Moliner-Tena, M.A., Monferrer-Tirado, D. and Estrada-Guillén, M. (2019), "Customer engagement, non-transactional behaviors and experience in services: A study in the bank sector", International Journal of Bank Marketing, Vol. 37 No. 3, pp. 730-754. https://doi.org/10.1108/IJBM-04-2018-0107

Publisher

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Emerald Publishing Limited

Copyright © 2019, Emerald Publishing Limited

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