Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem

Abstract

Purpose

This study aims to investigate the impact of utilitarian, hedonic and social emotional mechanics in gamified digital platforms on the components of value co-creation.

Design/methodology/approach

Hypotheses are proposed to test the emotional mechanics of gamification as antecedents of value co-creation in terms of the components of the DART (dialogue, access, risk assessment, transparency) model. The Nike+ gamified digital platform is used as the context for the empirical analysis. The hypothesis testing is performed from the consumer perspective, with data gathered using a questionnaire sent to users of the Nike+ application.

Findings

The social emotional mechanics of gamification have a positive impact on the value creation components of dialogue, access, transparency and risk. Utilitarian and hedonic mechanics also exert an impact on the value creation component of access. This study contributes to the value co-creation literature. The findings also reveal the role of customer emotions in embracing gamified platforms in a business-to-business-to-consumer (B2B2C) ecosystem.

Practical implications

Practitioners and consumers in B2B2C ecosystems can gain insight into how to interact in digital gamified platforms and how to co-create value. This study shows the importance of customers’ emotional mechanics when participating in gamified platforms. The results can help organisations ensure the success of their value co-creation processes.

Originality/value

This paper proposes a combination of approaches that have traditionally been studied in isolation, placing emotions at the heart of the value co-creation paradigm.

Citation

García-Magro, C., Martín-Peña, M.-L. and Sánchez-López, J.M. (2023), "Emotional mechanics of gamification and value co-creation: the digital platform Nike+ as a B2B2C ecosystem", Journal of Business & Industrial Marketing, Vol. 38 No. 2, pp. 414-428. https://doi.org/10.1108/JBIM-12-2021-0568