메뉴 건너뛰기




Volumn 22, Issue 3, 2008, Pages 213-223

The customer socialization paradox: The mixed effects of communicating customer role expectations

Author keywords

Customer satisfaction; Customer services quality; Customers; Influence; Socialization; Trust

Indexed keywords


EID: 44049088129     PISSN: 08876045     EISSN: None     Source Type: Journal    
DOI: 10.1108/08876040810871174     Document Type: Article
Times cited : (27)

References (43)
  • 1
  • 2
    • 0000482522 scopus 로고
    • "Technical complexity and consumer knowledge as moderators of service quality evaluation in the automobile service industry"
    • Winter
    • Andaleeb, S.S. and Basu, A.K. (1994), "Technical complexity and consumer knowledge as moderators of service quality evaluation in the automobile service industry", Journal of Retailing, Vol. 70, Winter, pp. 367-81.
    • (1994) Journal of Retailing , vol.70 , pp. 367-381
    • Andaleeb, S.S.1    Basu, A.K.2
  • 3
    • 0031229627 scopus 로고    scopus 로고
    • "Customer voluntary performance: Customers as partners in service delivery"
    • Bettencourt, L.A. (1997), "Customer voluntary performance: customers as partners in service delivery", Journal of Retailing, Vol. 73 No. 3, pp. 383-406.
    • (1997) Journal of Retailing , vol.73 , Issue.3 , pp. 383-406
    • Bettencourt, L.A.1
  • 5
    • 84977383770 scopus 로고
    • "Managing customers as human resources in service organizations"
    • Bowen, D.E. (1986), "Managing customers as human resources in service organizations", Human Resource Management, Vol. 25 No. 3, pp. 371-83.
    • (1986) Human Resource Management , vol.25 , Issue.3 , pp. 371-383
    • Bowen, D.E.1
  • 6
    • 84986120941 scopus 로고    scopus 로고
    • "Consumer education and service quality: Conceptual issues and practical implications"
    • Burton, D. (2002), "Consumer education and service quality: conceptual issues and practical implications", Journal of Services Marketing, Vol. 16 No. 2, pp. 125-243.
    • (2002) Journal of Services Marketing , vol.16 , Issue.2 , pp. 125-243
    • Burton, D.1
  • 7
    • 0003067330 scopus 로고
    • "General framework for the study of attitude change in psychotherapy"
    • in Snyder, C.R. and Forsythe, D.R. (Eds), Pergamon Press, New York, NY
    • Cacioppo, J.T., Claiborn, C.D., Petty, R.E. and Heesacker, M. (1991), "General framework for the study of attitude change in psychotherapy", in Snyder, C.R. and Forsythe, D.R. (Eds), Handbook of Social and Clinical Psychology, Pergamon Press, New York, NY.
    • (1991) Handbook of Social and Clinical Psychology
    • Cacioppo, J.T.1    Claiborn, C.D.2    Petty, R.E.3    Heesacker, M.4
  • 8
    • 0003056894 scopus 로고
    • "Relationship quality in services selling: An interpersonal influence perspective"
    • Crosby, L.A., Evans, K.R. and Cowles, D. (1990), "Relationship quality in services selling: An interpersonal influence perspective", Journal of Marketing, Vol. 54 No. 3, pp. 68-81.
    • (1990) Journal of Marketing , vol.54 , Issue.3 , pp. 68-81
    • Crosby, L.A.1    Evans, K.R.2    Cowles, D.3
  • 9
    • 84990317186 scopus 로고    scopus 로고
    • "Rethinking service recovery strategies"
    • Dewitt, T. and Brady, M.K. (2003), "Rethinking service recovery strategies", Journal of Service Research, Vol. 6 No. 2, pp. 193-207.
    • (2003) Journal of Service Research , vol.6 , Issue.2 , pp. 193-207
    • Dewitt, T.1    Brady, M.K.2
  • 10
    • 0031502147 scopus 로고    scopus 로고
    • "An examination of the nature of trust in buyer-seller relationships"
    • Doney, P.M. and Cannon, J.P. (1997), "An examination of the nature of trust in buyer-seller relationships", Journal of Marketing, Vol. 61 No. 2, pp. 35-51.
    • (1997) Journal of Marketing , vol.61 , Issue.2 , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 11
    • 0001353394 scopus 로고
    • "The multiple socialization of organization members"
    • Feldman, D.C. (1981), "The multiple socialization of organization members", Academy of Management Review, Vol. 6 No. 2, pp. 309-18.
    • (1981) Academy of Management Review , vol.6 , Issue.2 , pp. 309-318
    • Feldman, D.C.1
  • 12
    • 21744448471 scopus 로고
    • "Determinants of long-term orientation in buyer-seller relationships"
    • Ganesan, S. (1994), "Determinants of long-term orientation in buyer-seller relationships", Journal of Marketing, Vol. 58 No. 2, pp. 1-19.
    • (1994) Journal of Marketing , vol.58 , Issue.2 , pp. 1-19
    • Ganesan, S.1
  • 13
    • 0033423162 scopus 로고    scopus 로고
    • "The different roles of satisfaction, trust, and commitment in customer relationships"
    • Garbarino, E. and Johnson, M.S. (1999), "The different roles of satisfaction, trust, and commitment in customer relationships", Journal of Marketing, Vol. 63 No. 2, pp. 70-87.
    • (1999) Journal of Marketing , vol.63 , Issue.2 , pp. 70-87
    • Garbarino, E.1    Johnson, M.S.2
  • 14
    • 84992831489 scopus 로고    scopus 로고
    • "The measurement of word-of-mouth communication and an investigation of service quality and customer commitment as potential antecedents"
    • Harrison-Walker, L.J. (2001), "The measurement of word-of-mouth communication and an investigation of service quality and customer commitment as potential antecedents", Journal of Service Research, Vol. 4 No. 1, pp. 60-75.
    • (2001) Journal of Service Research , vol.4 , Issue.1 , pp. 60-75
    • Harrison-Walker, L.J.1
  • 16
    • 84992903371 scopus 로고    scopus 로고
    • "The impact of customer satisfaction on share-of-wallet in a business-to-business environment"
    • Keiningham, T.L., Perkins-Munn, T. and Evans, H. (2003), "The impact of customer satisfaction on share-of-wallet in a business-to-business environment", Journal of Service Research, Vol. 6 No. 1, pp. 37-50.
    • (2003) Journal of Service Research , vol.6 , Issue.1 , pp. 37-50
    • Keiningham, T.L.1    Perkins-Munn, T.2    Evans, H.3
  • 17
    • 0000957697 scopus 로고
    • "Customer participation in service production and delivery"
    • Kelley, S.W., Donnelly, J.H.J. and Skinner, S.J. (1990), "Customer participation in service production and delivery", Journal of Retailing, Vol. 66 No. 3, pp. 315-35.
    • (1990) Journal of Retailing , vol.66 , Issue.3 , pp. 315-335
    • Kelley, S.W.1    Donnelly, J.H.J.2    Skinner, S.J.3
  • 18
    • 0000069149 scopus 로고
    • "A longitudinal assessment of consumer satisfaction/ dissatisfaction: The dynamic aspect of the cognitive process"
    • Labarbera, P.A. and Mazursky, D. (1983), "A longitudinal assessment of consumer satisfaction/dissatisfaction: The dynamic aspect of the cognitive process", Journal of Marketing Research, Vol. 20 No. 4, pp. 393-404.
    • (1983) Journal of Marketing Research , vol.20 , Issue.4 , pp. 393-404
    • Labarbera, P.A.1    Mazursky, D.2
  • 19
    • 0030493427 scopus 로고    scopus 로고
    • "Customer contributions to quality: A different view of the customer-oriented firm"
    • Lengnick-Hall, C.A. (1996), "Customer contributions to quality: A different view of the customer-oriented firm", Academy of Management Review, Vol. 21 No. 3, pp. 791-824.
    • (1996) Academy of Management Review , vol.21 , Issue.3 , pp. 791-824
    • Lengnick-Hall, C.A.1
  • 20
    • 0001712409 scopus 로고
    • "Knowledge bases and salesperson effectiveness: A script-theoretic perspective"
    • Leong, S.M., Busch, P.S. and John, D.R. (1989), "Knowledge bases and salesperson effectiveness: A script-theoretic perspective", Journal of Marketing Research, Vol. 26 No. 2, pp. 164-78.
    • (1989) Journal of Marketing Research , vol.26 , Issue.2 , pp. 164-178
    • Leong, S.M.1    Busch, P.S.2    John, D.R.3
  • 21
    • 85009579922 scopus 로고    scopus 로고
    • "Developing loyal customers with a value-adding sales force: Examining customer satisfaction and the perceived credibility of consultative sales people"
    • Liu, A.H. and Leach, M.P. (2001), "Developing loyal customers with a value-adding sales force: Examining customer satisfaction and the perceived credibility of consultative sales people", Journal of Personal Selling and Sales Management, Vol. 21 No. 2, pp. 147-57.
    • (2001) Journal of Personal Selling and Sales Management , vol.21 , Issue.2 , pp. 147-157
    • Liu, A.H.1    Leach, M.P.2
  • 22
    • 0000560436 scopus 로고
    • "Look to consumers to increase productivity"
    • Lovelock, C.H. and Young, R.F. (1979), "Look to consumers to increase productivity", Harvard Business Review, Vol. 57 No. 3, pp. 168-78.
    • (1979) Harvard Business Review , vol.57 , Issue.3 , pp. 168-178
    • Lovelock, C.H.1    Young, R.F.2
  • 23
    • 0009925685 scopus 로고    scopus 로고
    • "Initial trust formation in new organizational relationships"
    • McKnight, D.H., Cummings, L.L. and Cervany, N.L. (1998), "Initial trust formation in new organizational relationships", Academy of Management Review, Vol. 23 No. 3, pp. 473-90.
    • (1998) Academy of Management Review , vol.23 , Issue.3 , pp. 473-490
    • McKnight, D.H.1    Cummings, L.L.2    Cervany, N.L.3
  • 24
    • 17544382395 scopus 로고    scopus 로고
    • "Choosing among alternative service delivery modes: An investigation of customer trial of self-service technologies"
    • Meuter, M.L., Bitner, M.J., Ostrom, A.L. and Brown, S.W. (2005), "Choosing among alternative service delivery modes: An investigation of customer trial of self-service technologies", Journal of Marketing, Vol. 69 No. 2, pp. 61-83.
    • (2005) Journal of Marketing , vol.69 , Issue.2 , pp. 61-83
    • Meuter, M.L.1    Bitner, M.J.2    Ostrom, A.L.3    Brown, S.W.4
  • 25
    • 0000098076 scopus 로고
    • "Self-management: Its control and relationship to other organizational properties"
    • Mills, P.K. (1983), "Self-management: Its control and relationship to other organizational properties", Academy of Management Review, Vol. 8 No. 3, pp. 445-53.
    • (1983) Academy of Management Review , vol.8 , Issue.3 , pp. 445-453
    • Mills, P.K.1
  • 26
    • 0001038757 scopus 로고
    • "Clients as 'partial' employees of service organizations: Role development in client participation"
    • Mills, P.K. and Morris, J.H. (1986), "Clients as 'partial' employees of service organizations: Role development in client participation", Academy of Management Review, Vol. 11 No. 4, pp. 726-35.
    • (1986) Academy of Management Review , vol.11 , Issue.4 , pp. 726-735
    • Mills, P.K.1    Morris, J.H.2
  • 27
    • 0020740050 scopus 로고
    • "Motivating the client/employee system as a service production strategy"
    • Mills, P.K., Chase, R.B. and Margulies, N. (1983), "Motivating the client/employee system as a service production strategy", Academy of Management Review, Vol. 8 No. 2, pp. 301-10.
    • (1983) Academy of Management Review , vol.8 , Issue.2 , pp. 301-310
    • Mills, P.K.1    Chase, R.B.2    Margulies, N.3
  • 28
    • 0039656230 scopus 로고
    • "Factors affecting trust in market research relationships"
    • Moorman, C., Deshpande, R. and Zaltman, G. (1993), "Factors affecting trust in market research relationships", Journal of Marketing, Vol. 57 No. 1, pp. 81-101.
    • (1993) Journal of Marketing , vol.57 , Issue.1 , pp. 81-101
    • Moorman, C.1    Deshpande, R.2    Zaltman, G.3
  • 29
    • 0001154055 scopus 로고
    • "Relationships between providers and users of market"
    • Moorman, C., Zaltman, G. and Deshpande, R. (1992), "Relationships between providers and users of market", Journal of Marketing Research, Vol. 29 No. 3, pp. 314-28.
    • (1992) Journal of Marketing Research , vol.29 , Issue.3 , pp. 314-328
    • Moorman, C.1    Zaltman, G.2    Deshpande, R.3
  • 30
    • 3142749319 scopus 로고    scopus 로고
    • "Building and sustaining buyer-seller relaionships in mature industrial markets"
    • Narayandas, D. and Rangan, V.K. (2004), "Building and sustaining buyer-seller relaionships in mature industrial markets", Journal of Marketing, Vol. 68 No. 3, pp. 63-77.
    • (2004) Journal of Marketing , vol.68 , Issue.3 , pp. 63-77
    • Narayandas, D.1    Rangan, V.K.2
  • 31
    • 0033439536 scopus 로고    scopus 로고
    • "Whence consumer loyalty?"
    • Oliver, R.L. (1999), "Whence consumer loyalty?", Journal of Marketing, Vol. 63 No. 5, pp. 33-44.
    • (1999) Journal of Marketing , vol.63 , Issue.5 , pp. 33-44
    • Oliver, R.L.1
  • 32
    • 0001261094 scopus 로고
    • "Refinement and reassessment of the SERVQUAL scale"
    • Parasuraman, A., Berry, L.L. and Zeithaml, V.A. (1991a), "Refinement and reassessment of the SERVQUAL scale", Journal of Retailing, Vol. 67 No. 4, pp. 420-50.
    • (1991) Journal of Retailing , vol.67 , Issue.4 , pp. 420-450
    • Parasuraman, A.1    Berry, L.L.2    Zeithaml, V.A.3
  • 33
    • 0002393976 scopus 로고
    • "Understanding customer expectations of service"
    • Parasuraman, A., Berry, L.L. and Zeithaml, V.A. (1991b), "Understanding customer expectations of service", Sloan Management Review, Vol. 32 No. 3, pp. 39-48.
    • (1991) Sloan Management Review , vol.32 , Issue.3 , pp. 39-48
    • Parasuraman, A.1    Berry, L.L.2    Zeithaml, V.A.3
  • 34
    • 0002408510 scopus 로고
    • "A conceptual model of service quality and its implications for future research"
    • Parasuraman, A., Zeithaml, V.A. and Berry, L.L. (1985), "A conceptual model of service quality and its implications for future research", Journal of Marketing, Vol. 49 No. 4, pp. 41-55.
    • (1985) Journal of Marketing , vol.49 , Issue.4 , pp. 41-55
    • Parasuraman, A.1    Zeithaml, V.A.2    Berry, L.L.3
  • 35
    • 0002872955 scopus 로고    scopus 로고
    • "The elaboration likelihood model: Current status and controversies"
    • in Chaiken, S. and Trope, Y. (Eds), The Guilford Press, New York, NY
    • Petty, R.E. and Wegener, D.T. (1999), "The elaboration likelihood model: Current status and controversies", in Chaiken, S. and Trope, Y. (Eds), Dual-process Theories in Social Psychology, The Guilford Press, New York, NY.
    • (1999) Dual-Process Theories in Social Psychology
    • Petty, R.E.1    Wegener, D.T.2
  • 37
    • 0030486062 scopus 로고    scopus 로고
    • "A reexamination of the determinants of consumer satisfaction"
    • Spreng, R.A., Mackenzie, S.B. and Olshavsky, R.W. (1996), "A reexamination of the determinants of consumer satisfaction", Journal of Marketing, Vol. 60 No. 3, pp. 15-32.
    • (1996) Journal of Marketing , vol.60 , Issue.3 , pp. 15-32
    • Spreng, R.A.1    Mackenzie, S.B.2    Olshavsky, R.W.3
  • 38
    • 0037288679 scopus 로고    scopus 로고
    • "Trust transfer on the world wide web"
    • Stewart, K.J. (2003), "Trust transfer on the world wide web", Organizational Science, Vol. 14 No. 1, pp. 5-17.
    • (2003) Organizational Science , vol.14 , Issue.1 , pp. 5-17
    • Stewart, K.J.1
  • 39
    • 23044524820 scopus 로고    scopus 로고
    • "Customer satisfaction: A meta-analysis of the empirical evidence"
    • Szymanski, D.M. and Henard, D.H. (2001), "Customer satisfaction: A meta-analysis of the empirical evidence", Journal of the Academy of Marketing Science, Vol. 29 No. 1, pp. 16-35.
    • (2001) Journal of the Academy of Marketing Science , vol.29 , Issue.1 , pp. 16-35
    • Szymanski, D.M.1    Henard, D.H.2
  • 40
    • 0036921747 scopus 로고    scopus 로고
    • "Customer-sales employee encounters: A dyadic perspective"
    • Van Dolen, W., Lemmink, J. and De Ruyter, K. (2002), "Customer-sales employee encounters: A dyadic perspective", Journal of Retailing, Vol. 78 No. 4, pp. 265-79.
    • (2002) Journal of Retailing , vol.78 , Issue.4 , pp. 265-279
    • Van Dolen, W.1    Lemmink, J.2    De Ruyter, K.3
  • 41
    • 0001852530 scopus 로고
    • "Consumer socialization"
    • September
    • Ward, S. (1974), "Consumer socialization", Journal of Consumer Research, Vol. 1, September, pp. 1-17.
    • (1974) Journal of Consumer Research , vol.1 , pp. 1-17
    • Ward, S.1
  • 42
    • 84993099075 scopus 로고    scopus 로고
    • "On constructing trust: Temporality, self-disclosure, and perspective taking"
    • Weber, L.R. and Carter, A. (1998), "On constructing trust: temporality, self-disclosure, and perspective taking", International Journal of Sociology and Social Policy, Vol. 18 No. 1, pp. 7-26.
    • (1998) International Journal of Sociology and Social Policy , vol.18 , Issue.1 , pp. 7-26
    • Weber, L.R.1    Carter, A.2
  • 43
    • 0002840875 scopus 로고
    • "Communication and control processes in the delivery of services"
    • Zeithaml, V.A., Berry, L.L. and Parasuraman, A. (1988), "Communication and control processes in the delivery of services", Journal of Marketing, Vol. 52 No. 2, pp. 35-48.
    • (1988) Journal of Marketing , vol.52 , Issue.2 , pp. 35-48
    • Zeithaml, V.A.1    Berry, L.L.2    Parasuraman, A.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.