Social Media und Kundenbeziehungen – Einfluss der Qualität elektronischer Kunde-zu-Kunde-Interaktion auf den Beziehungserfolg

Chapter

Zusammenfassung

Die in den vergangenen Jahren rapide Ausbreitung des Web 2.0 ermöglicht eine fortwährend stärker werdende Vernetzung von Kunden durch Social Media. Im Kern bedeutet Social Media Interaktionen zwischen Nutzern und aus Firmensicht sind vor allem solche Interaktionen interessant, die sich zwischen den eigenen Kunden abspielen. Zum Beispiel kontaktieren sich die Kunden der Fidor Bank auf dem bankeigenen Kundenforum und diskutieren über so gut wie alles: Produkte der Fidor Bank und anderer Banken, ihren persönlichen Bedarf an Finanzprodukten, Finanzthemen im Allgemeinen und sogar nicht bank- oder finanzmarkt-bezogene Fragen und Themen.

Preview

Unable to display preview. Download preview PDF.

Unable to display preview. Download preview PDF.

Literaturverzeichnis

  1. AGOF e.V. (2012): Internet Facts 2012-05, http://www.agof.de (Zugriff am 15.08. 2012).
  2. Algesheimer, R./Dholakia, U.M./Herrman, A. (2005): The Social Influence of Brand Community: Evidence from European Car Clubs, in: Journal of Marketing, Vol. 69, No. 3, S. 19-34.CrossRefGoogle Scholar
  3. Anderson, E.W./Fornell, C./Rust, R.T. (1997): Customer Satisfaction, Productivity, and Profitability: Differences between Goods and Services, in: Marketing Science, Vol. 16, No. 2, S. 129-145.CrossRefGoogle Scholar
  4. Arnould, E.J./Price, L.L. (1993): River Magic: Extraordinary Experience and the Extended Service Encounter, in: Journal of Consumer Research, Vol. 20, No. 1, S. 24-45.CrossRefGoogle Scholar
  5. Aubert-Gamet, V./Cova, B. (1999): Servicescapes: From Modern Non-places to Postmodern Common Places, in: Journal of Business Research, Vol. 44, No. 1, S. 37-45.CrossRefGoogle Scholar
  6. Bagozzi, R.P./Yi, Y. (1988): On the Evaluation of Structural Equation Models, in: Journal of the Academy of Marketing Science, Vol. 16, No. 1, S. 74-94.CrossRefGoogle Scholar
  7. Baron, S./Harris, K. (2007): Interactions and Relationships from the Consumer Experience Perspective, in: Proceedings of the QUIS 10 Conference, Orlando, FL.Google Scholar
  8. Batson D.C./Ahmad, N./Tsang, J.-A. (2002): Four Motives for Community Involvement, in: Journal of Social Issues, Vol. 58, No. 3, S. 429-445.CrossRefGoogle Scholar
  9. Bentler, P.M./Bonett, D.G. (1980): Significance Tests and Goodness of Fit in the Analysis of Covariance Structures, in: Psychological Bulletin, Vol. 88, No. 3, S. 588-606.CrossRefGoogle Scholar
  10. Bhattacharya C.B./Sen, S. (2003): Consumer-Company Identification: A Framework for Understanding Consumers’ Relationships with Companies, in: Journal of Marketing, Vol. 67, No. 2, S. 76-88.CrossRefGoogle Scholar
  11. Bitner, M.J./Booms, B.H./Tetreault, M.S. (1990): The Service Encounter: Diagnosing Favorable and Unfavorable Incidents, in: Journal of Marketing, Vol. 54, No. 1, S. 71-84.CrossRefGoogle Scholar
  12. Bollen, K.A. (1990): Overall Fit in Covariance Structure Models: Two Types of Sample Size Effects, in: Psychological Bulletin, Vol. 107, No. 2, S. 256-259.CrossRefGoogle Scholar
  13. Bowen, D.E. (1986): Managing Customers as Human Resources in Service Organizations, in: Human Resource Management, Vol. 25, No. 3, S. 371-383.CrossRefGoogle Scholar
  14. Browne, M.W./Cudeck, R. (1993): Alternative Ways of Assessing Model Fit, in: Bollen, K.A./Long, J.S. (Hrsg.): Testing Structural Equation Models, Beverly Hills, S. 136-162.Google Scholar
  15. Casaló, L/Flavián, C./Guinalíu, M. (2007): The Impact of Participation in Virtual Brand Communities on Consumer Trust and Loyalty, in: Online Information Review, Vol. 31, No. 6, S. 775-792.CrossRefGoogle Scholar
  16. Chan, K.W./Yim, C.K.B./Lam, S.K.L (2010): Is Customer Participation in Value Creation a Double-Edged Sword? Evidence from Professional Financial Services across Cultures, in: Journal of Marketing, Vol. 74, No. 3, S. 48-64.CrossRefGoogle Scholar
  17. Churchill, G.A. (1979): A Paradigm for Developing Better Measures of Marketing Constructs, in: Journal of Marketing Research, Vol. 16, No. 1, S. 64-73.CrossRefGoogle Scholar
  18. Clark, T./Martin, C.L. (1994): Customer-to-Customer: The Forgotten Relationship in Relationship Marketing, in: Proceedings of the first research conference on relationship marketing, Atlanta.Google Scholar
  19. Claycomb, C./Martin, C.L. (2002): Building Customer Relationships: An Inventory of Service Providers’ Objectives and Practices, in: Journal of Services Marketing, Vol. 16, No. 7, S. 615-635.CrossRefGoogle Scholar
  20. Cowen, E.L./Gesten, E.L./Boike, M./Norton, P./Wilson, A.B./DeStefano, M.A. (1979): Hairdressers as Caregivers I: A Descriptive Profile of Interpersonal Help-Giving Involvements, in: American Journal of Community Psychology, Vol. 7, No. 6, S. 633-648.CrossRefGoogle Scholar
  21. Davies, B./Baron, S./Harris, K. (1999): Observable Oral Participation in the Servuction System: Toward a Content and Process Model, in: Journal of Business Research, Vol. 44, No. 1, S. 47-53.CrossRefGoogle Scholar
  22. Dholakia U.M./Bagozzi R.P./Pearo L.K. (2004): A Social Influence Model of Consumer Participation in Network- and Small-Group-Based Virtual Communities, in: International Journal of Research in Marketing, Vol. 21, No. 3, S. 241-263.CrossRefGoogle Scholar
  23. Fornell, C./Larcker, D.F. (1981): Structural Equation Models with Unobservable Variables and Measurement Error, in: Journal of Marketing Research, Vol. 18, No. 1, S. 39-50.CrossRefGoogle Scholar
  24. Georgi, D./Mink, M. (2012):eCCIq: The Quality of Electronic Customer-to-Customer Interaction, in: Journal of Retailing and Consumer Services, Vol. 20, No. 1, S. 11-19.CrossRefGoogle Scholar
  25. Goodwin, C. (1994): Private Roles in Public Encounters: Communal Relationships in Service Exchanges, in: Proceedings of the 3rd International Research Seminar in Service Management, La Londes les Maures (France), S. 312-332.Google Scholar
  26. Grönroos, C./Ojasalo, K. (2004): Service Productivity. Towards a Conceptualization of the Transformation of Inputs into Economic Results in Services, in: Journal of Business Research, Vol. 57, No. 4, S. 414-423.CrossRefGoogle Scholar
  27. Grove, S./Fisk, R. (1997): The Impact of Other Customers on Service Experiences: A Critical Incident Examination of ‘Getting Along’, in: Journal of Retailing, Vol. 73, No. 1, S. 63-85.CrossRefGoogle Scholar
  28. Gruen, T./Summers, J./Acito, F. (2000): Relationship Marketing Activities, Commitment, and Membership Behaviors in Professional Associations, in: Journal of Marketing, Vol. 64, No. 3, S. 34-49.CrossRefGoogle Scholar
  29. Gruen, T./Osmonbekov, T./Czaplewski, A. (2005): How E-Communities Extend the Concept of Exchange in Marketing: An application of the Motivation, Opportunity, Ability (MOA) Theory, in: Marketing Theory, Vol. 5, No. 1, S. 33-49.CrossRefGoogle Scholar
  30. Gruen, T./Osmonbekov, T./Czaplewski, A. (2007): Customer-to-Customer Exchange: Its MOA Antecedents and Its Impact on Value Creation and Loyalty, in: Journal of the Academy of Marketing Science, Vol. 35, No. 4, S. 537-549.CrossRefGoogle Scholar
  31. Gummesson, E. (1987): The New Marketing – Developing Long-Term Interactive Relationships, in: Long Range Planning, Vol. 20, No. 4, S. 10-20.CrossRefGoogle Scholar
  32. Gummesson, E. (2009): Marketing as Networks: The Birth of Many-to-Many Marketing, Stockholm.Google Scholar
  33. Harris, K./Davies, B./Baron, S. (1997): Conversations during Purchase Consideration: Sales Assistants and Customer, in: The International Review of Retail, Distribution and Consumer Research, Vol. 7, No. 3, S. 173-190.CrossRefGoogle Scholar
  34. Harris, K./Baron, S. (2000): Understanding the Consumer Experience: It’s ’Good to Talk’, in: Journal of Marketing Management, Vol. 16, No. 1-3, S. 111-127.CrossRefGoogle Scholar
  35. Heskett, J.L./Jones, T.O./Loveman, G.W./Sasser, W.E./Schlesinger, L.A. (1994): Putting the Service-Profit Chain to Work, in: Harvard Business Review, Vol. 72, No. 2, S. 164-174.Google Scholar
  36. Hogan, J.E./Lemon, K.N./Rust, R.T. (2002): Customer Equity Management: Charting New Directions for the Future of Marketing, in: Journal of Service Research, Vol. 5, No. 1, S. 4-12.CrossRefGoogle Scholar
  37. Homburg, C./Baumgartner, H. (1995): Beurteilung von Kausalmodellen – Bestandsaufnahme und Anwendungsempfehlungen, in: Marketing ZFP, 17. Jg., Nr. 3, S. 162-176.Google Scholar
  38. Homburg, C./Giering, A. (1996): Konzeptualisierung und Operationalisierung komplexer Konstrukte: Ein Leitfaden für die Marketingforschung, in: Marketing ZFP, 18. Jg., Nr. 1, S. 5-24.Google Scholar
  39. Johnston, R. (2007): The Customer as Employee, in: International Journal of Operations & Production Management, Vol. 9, No. 5, S. 15-23.CrossRefGoogle Scholar
  40. Johnson, M./Herrmann, A./Huber, F. (2006): The Evolution of Loyalty Intentions, in: Journal of Marketing, Vol. 70, No. 2, S. 122-132.CrossRefGoogle Scholar
  41. Kozinets, R.V./de Valck, K./Wojnicki, A.C./Wilner, S.J.S (2010): Networked Narratives: Understanding Word-of-Mouth Marketing in Online Communities, in: Journal of Marketing, Vol. 74, No. 2, S. 71-89.CrossRefGoogle Scholar
  42. Lam, S.Y./Shankar, V./Erramilli, M.K./Murthy, B. (2004): Customer Value, Satisfaction, Loyalty, and Switching Costs: An Illustration from a Business-to-Business Service Context, in: Journal of the Academy of Marketing Science, Vol. 32, No. 3, S. 293-311.CrossRefGoogle Scholar
  43. Langeard, E./Bateson, J.E.G./Lovelock, C.H./Eiglier, P. (1981): Services Marketing: New Insights from Consumers and Managers, Cambridge.Google Scholar
  44. Libai, B./Bolton R./Buegel M./de Ruyter, K./Goetz, O./Risselada, H./Stephen, A. (2010): Customer-to-Customer Interactions: Broadening the Scope of Word of Mouth Research, in: Journal of Service Research, Vol. 13, No. 2, S. 267-282.CrossRefGoogle Scholar
  45. Lovelock, C.H. (1994): Product Plus: How Product +Service = Competitive Advantage, New York.Google Scholar
  46. Martin, C.L. (1996): Consumer-to-Consumer Relationships: Satisfaction with Other Consumers’ Public Behavior, in: The Journal of Consumer Affairs, Vol. 30, No. 1, S. 146-169.CrossRefGoogle Scholar
  47. Martin, C.L./Clark, T. (1996): Networks of Customer-to-Customer Relationships in Marketing, in: Iacobucci, D. (Hrsg.): Networks in Marketing, London, S. 342-366.Google Scholar
  48. Martin, C.L./Pranter, C. (1989): Compatibility Management: Customer-to-Customer Relationships in Service Environments, in: Journal of Services Marketing, Vol. 3, No. 3, S. 5-15.CrossRefGoogle Scholar
  49. Mathwick, C./Wiertz, C./de Ruyter, K. (2008): Social Capital Production in a Virtual P3 Community, in: Journal of Consumer Research, Vol. 34, No. 6, S. 832-849.CrossRefGoogle Scholar
  50. McAlexander, J.H./Schouten, J.W./Koenig, H.F. (2002): Building Brand Community, in: Journal of Marketing, Vol. 66, No. 1, S. 38-54.CrossRefGoogle Scholar
  51. McGrath, M./Otnes, C. (1995): Unacquainted Influencers: When Strangers Interact in the Retail Setting, in: Journal of Business Research, Vol. 32, No. 3, S. 261-272.CrossRefGoogle Scholar
  52. Meyer, A./Westerbarkey, P. (1994): Incentive and Feedback System Tools for Improving Service Quality, in: Scheuing, E.E./Edvardsson, B./Lascelles, D./Little, C. (Hrsg.): Proceedings of the Quis 3 Quality in Services Conference, New York, S. 114-137.Google Scholar
  53. Mills, P.K./Moberg, D.J. (1982): Perspectives on the Technology of Service Operations, in: The Academy of Management Review, Vol. 7, No. 3, S. 467-478.Google Scholar
  54. Mink, M./Georgi, D. (2011): Auswirkungen von (e-)Customer-to-Customer-Interaktion auf die Dienstleistungsproduktivität, in: Bruhn, M./Hadwich, K (Hrsg.): Dienstleistungsproduktivität. Band 2: Innovationsentwicklung, Internationalität, Mitarbeiterperspektive, Forum Dienstleistungsmanagement, Wiesbaden, S. 125-143.Google Scholar
  55. Moore, R./Moore, M./Capella, M. (2005): The Impact of Customer-to-Customer Interaction in a High Personal Contact Service Setting, in: Journal of Services Marketing, Vol. 19, No. 7, S. 482-491.CrossRefGoogle Scholar
  56. Muniz, A./O’Guinn, T.C. (2001): Brand communities, in: Journal of Consumer Research, Vol. 27, No. 4, S. 412-432.CrossRefGoogle Scholar
  57. Nicholls, Richard (2005): Interactions between Service Customers: Managing on-Site Customer-to-Customer Interactions for Service Advantages, Poznan.Google Scholar
  58. Nicholls, R. (2008): Customer-to-Customer Interaction in the World of E-Service, in: Service Management, Vol. 3, No. 2, S. 97-104.Google Scholar
  59. Nicholls, R. (2010): New Directions for Customer-to-Customer Interaction Research, in: Journal of Services Marketing, Vol. 24, No. 1, S. 87-97.CrossRefGoogle Scholar
  60. Oliver, R.L. (1999): Whence Consumer Loyalty?, in: Journal of Marketing, Vol. 63, Special Issue, S. 33-44.CrossRefGoogle Scholar
  61. Parker, C./Ward, P. (2000): An Analysis of Role Adoptions and Scripts during Customer- to-Customer Encounters, in: European Journal of Marketing, Vol. 34, No. 3/4, S. 341-359.CrossRefGoogle Scholar
  62. Rust, R.T./Zeithaml, V.A./Lemon, K.T. (2000): Driving Customer Equity, Boston.Google Scholar
  63. Rust, R.T./Lemon, K.N./Zeithaml, V.A. (2004): Return on Marketing: Using Customer Equity to Focus Marketing Strategy, in: Journal of Marketing, Vol. 68, No. 1, S. 109-127.CrossRefGoogle Scholar
  64. Trusov, M./Bucklin, R.E./Pauwels, K. (2009): Effects of Word-of-Mouth versus Traditional Marketing, in: Journal of Marketing, Vol. 73, No. 5, S. 90-102.CrossRefGoogle Scholar
  65. Vogel, V./Evanschitzky, H./Ramaseshan, R. (2008): Customer Equity Drivers and Future Sales, in: Journal of Marketing, Vol. 72, No. 6, S. 98-108.CrossRefGoogle Scholar
  66. Vom Lehn, D. (2006): Embodying Experience: A Video-Based Examination of Visitors’ Conduct and Interaction in Museums, in: European Journal of Marketing, Vol. 40,No. 11/12, S. 1340-1359.CrossRefGoogle Scholar
  67. Wagner, T./Hennig-Thurau, T./Rudolph, T. (2009): Does Customer Demotion Jeopardize Loyalty?, in: Journal of Marketing, Vol. 73, No. 3, S. 69-85.CrossRefGoogle Scholar
  68. Woodruff, R.B. (1997): Customer Value: The Next Source of Competitive Advantage, in: Journal of the Academy of Marketing Science, Vol. 25, No. 2, S. 139-153.CrossRefGoogle Scholar
  69. Wu, C. (2008): The Influence of Customer-to-Customer Interactions and Role Typology on Customer Reaction, in: The Service Industries Journal, Vol. 28, No. 10, S. 1501-1513.CrossRefGoogle Scholar
  70. Yang, C.M. (2007): Customer-to-Customer Encounter in Service Consumption: Interpersonal- Attraction Perspective, Kaohsiung.Google Scholar

Copyright information

© Springer Fachmedien Wiesbaden 2013

Authors and Affiliations

  1. 1.Retail Banking und Dienstleistungsmanagement FakultätFrankfurt School of Finance & ManagementFrankfurt am MainDeutschland

Personalised recommendations