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Effective customer journey design: consumers’ conception, measurement, and consequences
Kühnl, Christina
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Jozic, Danijel
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Homburg, Christian
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DOI:
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https://doi.org/10.1007/s11747-018-00625-7
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URL:
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https://link.springer.com/article/10.1007/s11747-0...
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Weitere URL:
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https://www.researchgate.net/publication/330230247...
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Dokumenttyp:
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Zeitschriftenartikel
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Erscheinungsjahr:
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2019
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Titel einer Zeitschrift oder einer Reihe:
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Journal of the Academy of Marketing Science
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Band/Volume:
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47
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Heft/Issue:
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3
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Seitenbereich:
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551-568
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Ort der Veröffentlichung:
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New York, NY
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Verlag:
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Springer Science + Business Media LLC
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ISSN:
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0092-0703 , 1552-7824
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Sprache der Veröffentlichung:
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Englisch
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Einrichtung:
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Fakultät für Betriebswirtschaftslehre > Business-to-Business Marketing, Sales & Pricing (Homburg 1998-)
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Fachgebiet:
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650 Management
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Abstract:
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Recently, practitioners have begun appraising an effective customer journey design (CJD) as an important source of customer value in increasingly complex and digitalized consumer markets. Research, however, has neither investigated what constitutes the effectiveness of CJD from a consumer perspective nor empirically tested how it affects important variables of consumer behavior. The authors define an effective CJD as the extent to which consumers perceive multiple brand-owned touchpoints as designed in a thematically cohesive, consistent, and context-sensitive way. Analyzing consumer data from studies in two countries (4814 consumers in total), they provide evidence of the positive influence of an effective CJD on customer loyalty through brand attitude—over and above the effects of brand experience. Importantly, an effective CJD more strongly influences utilitarian brand attitudes, while brand experience more strongly affects hedonic brand attitudes. These underlying mechanisms are also prevalent when testing for the contingency factors services versus goods, perceived switching costs, and brand involvement.
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 | Dieser Eintrag ist Teil der Universitätsbibliographie. |
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