Zusammenfassung
Marketing hat sich in den letzten 40 Jahren kontinuierlich weiterentwickelt (Homburg 2012, 6ff.; Meffert, Burmann et.al. 2012, 7ff.; Bruhn 2016a, 15ff.). Eine der neuesten Entwicklungen ist, dass vermehrt Kunden in den Erstellungsprozess von Leistungen integriert werden (z.B. Bruhn, Stauss 2009; Siems 2014; Ballendat, Hütten et al. 2015). Beispiele sind der Self‐Check‐in am Flughafen, das Selbst‐Zusammenbauen von Möbeln und die Ansätze der Mass Customization, bei der die Kunden selbst Bestandteile von Produkten ihren Präferenzen entsprechend zu einem Gesamtprodukt zusammenstellen (Reichwald, Piller 2009, 226ff.).
Access this chapter
Tax calculation will be finalised at checkout
Purchases are for personal use only
Preview
Unable to display preview. Download preview PDF.
Similar content being viewed by others
Literatur
Alba, J. W., Hutchinson, J. W. (2000): Knowledge Calibration: What Consumers Know and What They Think They Know. In: Journal of Consumer Research, 27/2, 123‐156.
Ballendat, M., Hütten, A. S. J., Antons, D., Niemand, T., Siems, F. U. (2015): Customer Integration – A Critical Case‐Supported Observation of the Riks of a Marketing Trend. In: Journal of Academy of Business and Economics, 15/3, 143‐149.
Barlow, J., Maul, D. (2000): Emotional Value. Creating Strong Bonds with Your Customers. San Francisco, CA: Berrett‐Koehler Publishers.
Bailey, S., Albardiaz, R., Frew, A. J., Smith, H. (2011): Restaurant Staffʹs Knowledge of Anaphylaxis and Dietary Care of People with Allergies. In: Clinical & Experimental Allergy, 41/5, 713‐717.
Bem, D. J. (1972): Self‐perception Theory. In: Advances in Experimental Social Psychology, 6/no No., 1‐62.
Bitner, M. J. (1990): Evaluating Service Encounters: The Effects of Physical Surroundings and Employee Responses. In: Journal of Marketing, 54/2, 69‐82.
Bitner, M. J., Brown, S. W., Meuter, M. L. (2000): Technology Infusion in Service Encounters. In: Journal of the Academy of Marketing Science, 28/1, 138‐149.
Boyatzis, R. E., Goleman, D., Rhee, K. (2000): Clustering Competence in Emotional Intelligence: Insights from the Emotional Competence Inventory (ECI). In: Bar‐On, R., Parker, J. D. A. (eds.): Handbook of Emotional Intelligence. San Francisco, CA: Jossey‐Bass, 343‐362.
Bruhn, M. (2016a): Marketing. Grundlagen für Studium und Praxis. 13. Aufl.. Wiesbaden: Gabler.
Bruhn, M. (2016b): Relationship Marketing – Das Management von Kundenbeziehungen. 5. Aufl.. München: Vahlen.
Bruhn, M., Stauss, B. (Hrsg.) (2009): Kundenintegration im Dienstleistungsmanagement. Eine Einführung in die theoretischen und praktischen Problemstellungen. Wiesbaden: Gabler.
Brust, L., Papen, M.‐C., Schumacher, M.‐B., Siems, F. U. (2015): Poka Yoke für Dienstleistungen – Ein Ansatz zur Vermeidung von Kundenfehlern. In: Bruhn, M., Hadwich, K. (Hrsg.): Interaktive Wertschöpfung durch Dienstleistungen. Strategische Ausrichtung von Kundeninteraktionen, Geschäftsmodellen und sozialen Netzwerken. Forum Dienstleistungsmanagement. Wiesbaden: Gabler, 169‐189.
Burson, K. A. (2004): The Effect of Interpersonal and Interproduct Comparison on Product Choice. In: Advances in Consumer Research, 31/1, 41‐42.
Cherniss, C., Adler, M. (2000): Promoting Emotional Intelligence in Organizations. Make Training in Emotional Intelligence Effective. Baltimore, MD: American Society for Training and Development.
Delcourt, C., Gremler, D. D., van Riel, A. C., van Birgelen, M. (2013): Effects of Perceived Employee Emotional Competence on Customer Satisfaction and Loyalty: The Mediating Role of Rapport. In: Journal of Service Management, 24/1, 5‐24.
Delcourt, C., Gremler, D. D., van Riel, A. C., van Birgelen, M. J. (2016): Employee Emotional Competence Construct Conceptualization and Validation of a Customer‐Based Measure. In: Journal of Service Research, 19/1, 72‐87.
Dölz, J., Siems, F. (2017): Marketing and Human Resource Management – Challenges and Opportunities of an Integrated Perspective in Science and Practice. In: International Journal of Business Research, 17/2, 87‐100.
Duval, T. S., Wicklund, R. A. (1973): Effects of Objective Self‐awareness on Attribution of Causality. In: Journal of Experimental Social Psychology, 9/1, 17‐31.
Duval, T. S., Wicklund, R. A. (1972): A Theory of Objective Self‐Awareness. New York: Academic.
Ekman, P. (2001): Telling Lies. Clues to Deceit in the Marketplace, Politics, and Marriage. New York: Norton.
Ekman, P., OʹSullivan, M., Frank, M. G. (1999): A Few Can Catch a Liar. In: Psychological Science, 10/3, 263‐266.
Elfenbein, H. A., Marsh, A. A., Ambady, W. I. N. (2002): Emotional Intelligence and the Recognition of Emotion from Facid Expressions. In: Feldman Barrett, L., Salovey, P. (eds.): The Wisdom in Feeling. Psychological Processes in Emotional Intelligence. New York, NY: Guilford Press, 37‐59.
Enkel, E., Kausch, C., Gassmann, O. (2005): Managing the Risk of Customer Integration. In: European Management Journal, 23/2, 203‐213.
Gelens, J., Dries, N., Hofmans, J., Pepermans, R. (2015): Affective Commitment of Employees Designated as Talent: Signalling Perceived Organisational Support. In: European Journal of International Management, 9/1, 9‐27.
Giardini, A., Frese, M. (2008): Linking Service Employeesʹ Emotional Competence to Customer Satisfaction: A Multilevel Approach. In: Journal of Organizational Behavior, 29/2, 155‐170.
Goleman, D. (2001): Emotional Intelligence: Issues in Paradigm Building. In: Cherniss, C., Goleman, D. (eds.): The Emotionally Intelligent Workplace. How to Select For, Measure, and Improve Emotional Intelligence in Individuals, Groups, and Organizations. San Francisco, CA: Jossey‐Bass, 13‐26.
Gouthier, M. H. J. (2003): Kundenentwicklung im Dienstleistungsbereich. Wiesbaden: Deutscher Universitätsverlag.
Grégoire, Y., Laufer, D., Tripp, T. M. (2010): A Comprehensive Model of Customer Direct and Indirect Revenge: Understanding the Effects of Perceived Greed and Customer Power. In: Journal of the Academy of Marketing Science, 38/6, 738‐758.
Groth, M., Hennig‐Thurau, T., Walsh, G. (2009): Customer Reactions to Emotional Labor: The Roles of Employee Acting Strategies and Customer Detection Accuracy. In: Academy of Management Journal, 52/5, 958‐974.
Grün, O., Brunner, J.‐C. (2002): Der Kunde als Dienstleister. Von der Selbstbedienung zur Co‐Produktion. Wiesbaden: Gabler.
Gummesson, E. (2002): Total Relationship Marketing, Marketing Management, Relationship Strategy and CRM Approaches for the Network Economy. 2. Aufl.. Oxford: Butterworth Heinemann.
Hatfield, E., Cacioppo, J. T., Rapson, R. L. (1994): Emotional Contagion. Cambridge, Ney York, Melbourne, Paris: Cambridge University Press.
Hennig‐Thurau, T., Groth, M., Paul, M., Gremler, D. D. (2006): Are All Smiles Created Equal? How Emotional Contagion and Emotional Labor Affect Service Relationships. In: Journal of Marketing, 70/3, 58‐73.
Hochschild, A. R. (1990): Ideology and Emotion Management: A Perspective and Path for Future Research. In: Kemper, T. D. (eds.): Research Agendas in the Sociology of Emotions. Ney York, NY: State University of New York Press, 117‐142.
Hochschild, A. R. (1983): The Managed Heart. Commercialization of Human Feeling. Berkeley, Los Angeles, London: University of California Press.
Hogreve, J., Sichtmann, C. (2009): Dienstleistungsgarantien als Instrument zur Steuerung der Kundenintegration. In: Bruhn, M., Stauss, B. (2009): Kundenintegration im Dienstleistungsmanagement. Eine Einführung in die theoretischen und praktischen Problemstellungen. Wiesbaden: Gabler, 343‐358.
Homburg, C. (2012): Marketingmanagement. Strategie – Instrumente – Umsetzung – Unternehmensführung. 4. Aufl.. Wiesbaden: Gabler.
Howell, W.S. (1982): The Empathic Communicator. Belmont, CA: Wadsworth Publishing Company.
Jaramillo, F., Carrillat, F. A., Locander, W. B. (2003): Starting to Solve the Method Puzzle in Salesperson Self‐report Evaluations. In: Journal of Personal Selling & Sales Management, 23/4, 369‐377.
Jones, E. E. (1990): Interpersonal Perception. London: W.H. Freeman.
Kenny, D. A. (1994): Interpersonal Perception: A Social Relations Analysis. New York, London: Guilford Press.
Kernbach, S., Schutte, N. S. (2005): The Impact of Service Provider Emotional Intelligence on Customer Satisfaction. In: Journal of Services Marketing, 19/7, 438‐444.
Kruger, J., Dunning, D. (2009): Unskilled and Unaware of It: How Difficulties in Recognizing Oneʹs Own Incompetence Lead to Inflated Self‐assessments. In: Psychology, 1/no No., 30‐46.
Kruger, J., Dunning, D. (1999): Unskilled and Unaware of It: How Difficulties in Recognizing Oneʹs Own Incompetence Lead to Inflated Self‐Assessments. In: Journal of Personality and Social Psychology, 77/6, 1121‐1134.
Liao, H. (2007): Do It Right This Time: The Role of Employee Service Recovery Performance in Customer‐Perceived Justice and Customer Loyalty After Service Failures. In: Journal of Applied Psychology, 92/2, 475‐489.
Mattila, A. S., Enz, C. A. (2002): The Role of Emotions in Service Encounters. In: Journal of Service Research, 4/4, 268‐277.
Maynard, D. C., Brondolo, E. M., Connelly, C. E., Sauer, C. E. (2015): Iʹm Too Good for This Job: Narcissismʹs Role in the Experience of Overqualification. In: Applied Psychology, 64/1, 208‐232.
Maxham, J. G. (2001): Service Recoveryʹs Influence on Consumer Satisfaction, Positive Word‐of‐mouth, and Purchase Intentions. Journal of Business Research, 54/1, 11‐24.Meffert, H., Burmann, C., Kirchgeorg, M. (2012): Marketing. Grundlagen marktorientierter Unternehmensführung. 11. Aufl.. Wiesbaden: Gabler.
Menon, K., Dubé, L. (2000): Ensuring Greater Satisfaction by Engineering Salesperson Response to Customer Emotions. In: Journal of Retailing, 76/3, 285‐307.
Morris, J. A., Feldman, D. C. (1996): The Dimensions, Antecedents, and Consequences of Emotional Labor. In: Academy of Management Review, 21/4, 986‐1010.
Nelis, D., Quoidbach, J., Mikolajczak, M., Hansenne, M. (2009): Increasing Emotional Intelligence: (How) Is It Possible?. Personality and Individual Differences, 47/1, 36‐41.
Nerdinger, F. W. (2012): Emotionsarbeit im Dienstleistungsbereich. In: Report Psychologie, 37/1, 8‐18.
Nerdinger, F. W. (2011): Psychologie der Dienstleistung. Göttingen: Hogrefe.
O’Conner, J., Seymour, J. (1990): Introducing Neurolinguistic Programming: Psychological Skills for Understanding and Influencing People. San Francisco: Thorsons.
Oginska‐Bulik, N. (2005): Emotional Intelligence in the Workplace: Exploring Its Effects on Occupational Stress and Health Outcomes in Human Service Workers. In: International Journal of Occupational Medicine and Environmental Health, 18/2, 167‐175.
Ostrom, A. L., Bitner, M. J., Brown, S. W., Burkhard, K. A., Goul, M., Smith‐Daniels, V., Demirkan, H., Rabinovich, E. (2010): Moving Forward and Making a Difference: Research Priorities for the Science of Service. In: Journal of Service Research, 13/1, 4‐36.
Reichwald, R., Piller, F. T. (2009): Interaktive Wertschöpfung. Open Innovation, Individualisierung und neue Formen der Arbeitsteilung. 2. Aufl.. Wiesbaden: Gabler.
Rüeger, B. P., Hannich F. M., Sauer, C. (2010): Emotionalisierung des Kundenbeziehungsmanagements (CRM). In: Rüeger, B. P., Hannich, F. M. (Hrsg.): Erfolgsfaktor Emotionalisierung. Wie Unternehmen die Herzen der Kunden gewinnen können. Stuttgart: Schäffer‐Poeschel, 57‐70.
Scheler, M. (1923): Wesen und Formen der Sympathie. Der „Phänomenologie d. Sympathiegefühle“. 2. Aufl.. Bonn: F. Cohen.
Schneider, B., Bowen, D. E. (1985): Employee and Customer Perceptions of Service in Banks: Replication and Extension. In: Journal of Applied Psychology, 70/3, 423‐433.
Schneider, B., Parkington, J. J., Buxton, V. M. (1980): Employee and Customer Perceptions of Service in Banks. In: Administrative Science Quarterly, 25/2, 252‐267.
Siems, F. (2014): Das Risiko der Integration des Kunden in den Erstellungsprozess bei Dienstleistungen. Theoretische Grundlagen und Konsequenzen für Kommunikation, Marketing und Unternehmensführung. In: Stumpf, M., Wehmeier, S. (Hrsg.): Kommunikation in Change und Risk. Wirtschaftskommunikation unter Bedingungen von Wandel und Unsicherheiten. Wiesbaden: Springer VS, 253‐270.
Siems, F., Rüeger, B. P., Hannich, F. M. (2011): Customer Emotions as a Strategic Goal of Relationship Marketing: An Empirical Comparison Between B2B and B2C Companies in Switzerland. In: International Journal of Strategic Management, 11/3, 26‐37.
Staub, S., Kaynak, R. (2014): Is an Unskilled Really Unaware of It?. In: Procedia‐Social and Behavioral Sciences, 150/Sept. 14, 899‐907.
Stolz, J., Dölz, J., Siems, F. (2017a): Alpha and Omega Strategies for Customer Education – An Empirical Study on Strategy Effectiveness. Angenommen bei: European Journal of Management (EJM), im Druck.
Stolz, J., Siems, F., Niemand, T. (2017b): „Customer Education“ – Eine stereotypenbasierte interdisziplinäre Diskussion. In: Janich, N. (Hrsg.): Stereotypen und Wissensrepräsentationen in Marketing und Werbung. Wiesbaden: Springer VS, in Druck.
Swartz, T. A., Brown, S. W. (1989): Consumer and Provider Expectations and Experiences in Evaluating Professional Service Quality. In: Journal of the Academy of Marketing Science, 17/2, 189‐195.
Tsarenko, Y., Tojib, D. (2012): The Role of Personality Characteristics and Service Failure Severity in Consumer Forgiveness and Service Outcomes. In: Journal of Marketing Management, 28/9‐10, 1217‐1239.
Wright, T. A., Cropanzano, R., Bonett, D. G. (2007): The Moderating Role of Employee Positive Well Being on the Relation Between Job Satisfaction and Job Performance. In: Journal of Occupational Health Psychology, 12/2, 93‐104.
Zeidner, M., Matthews, G., Roberts, R. D. (2004): Emotional Intelligence in the Work‐Place: A Critical Review. In: Applied Psychology, 53/3, 371‐399.
Zeithaml, V. A., Berry, L. L., Parasuraman, A. (1988): Communication and Control Processes in the Delivery of Service Quality. In: Journal of Marketing, 52/2, 35‐48.
Author information
Authors and Affiliations
Corresponding author
Editor information
Editors and Affiliations
Rights and permissions
Copyright information
© 2018 Springer Fachmedien Wiesbaden GmbH, ein Teil von Springer Nature
About this chapter
Cite this chapter
Dölz, J., Siems, F. (2018). Eine Diskussion des Dunning‐Kruger‐Effekts für Kunden‐Mitarbeitenden‐Beziehungen. In: Gölzner, H., Meyer, P. (eds) Emotionale Intelligenz in Organisationen . Springer VS, Wiesbaden. https://doi.org/10.1007/978-3-658-19127-6_16
Download citation
DOI: https://doi.org/10.1007/978-3-658-19127-6_16
Published:
Publisher Name: Springer VS, Wiesbaden
Print ISBN: 978-3-658-19126-9
Online ISBN: 978-3-658-19127-6
eBook Packages: Social Science and Law (German Language)