The double value of customer interactivity: the mediation effect of knowledge exchange quality
Journal of Contemporary Marketing Science
ISSN: 2516-7480
Article publication date: 7 May 2020
Issue publication date: 15 June 2020
Abstract
Purpose
The purpose of this paper is to investigate the relationship between customer interactivity and the value it realizes for employees and customers, that is, employee creativity and customer-perceived economic value, and to test the mediation role of knowledge exchange quality in this relationship.
Design/methodology/approach
A cross-sectional empirical study using pairing data collected from the employees and customers of a high-contact service industry is designed to test the research model. Customers and employees in 75 hotels in China are surveyed. Equation model analysis is performed with SPSS and Amos.
Findings
Customer interactivity has a positive effect on the employee creativity and customer-perceived economic value, and the quality of knowledge exchange mediates the two processes.
Practical implications
The findings provide suggestions for managers to take action to promote interactions between customers and employees and to encourage them to actively participate in the value creation process. Additionally, enterprises can establish a knowledge integration mechanism to improve the quality of knowledge exchange.
Originality/value
This study explores the value of interaction from the perspective of both sides of the interaction, enriching and expanding the theory of interaction. Few studies simultaneously consider the value of both parties in the interaction process. From a two-way perspective, this study extends the past unilateral angle to a multilateral perspective and clearly explains the mechanism behind continuous interaction. This study finds the key mediator variable – knowledge exchange quality – in how customer–employee interactions achieve value. It theoretically enriches the research on the interaction-value mechanism from the perspective of knowledge management.
Keywords
Acknowledgements
This study was supported by a grant from the National Natural Science Foundation of China (to Lishan Xie) (No. 71772186), National Natural Science Foundation of China (to Xinhua Guan) (No. 71802052) and Natural Science Foundation of Guangdong Province of China (to Xinhua Guan) (No. 2014A030310317). This article has been previously published in Chinese in the Journal of Marketing Science (2017), Vol. 13, No. 1, pp. 55–66. The author thanks to the two anonymous reviewers for their valuable comments and suggestions.
Citation
Guan, X., Xie, L. and Zhu, T. (2020), "The double value of customer interactivity: the mediation effect of knowledge exchange quality", Journal of Contemporary Marketing Science, Vol. 3 No. 1, pp. 99-112. https://doi.org/10.1108/JCMARS-01-2020-0001
Publisher
:Emerald Publishing Limited
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