A1 Refereed original research article in a scientific journal

Customer Engagement in Utilitarian vs. Hedonic Service Contexts




AuthorsBarrett Jenna Adriana Maeve, Jaakkola Elina, Heller Jonas, Bruggen Elisabeth Christine

PublisherSage

Publication year2024

JournalJournal of Service Research

Journal name in sourceJOURNAL OF SERVICE RESEARCH

ISSN1094-6705

eISSN1552-7379

DOIhttps://doi.org/10.1177/10946705241242901

Web address https://journals.sagepub.com/doi/10.1177/10946705241242901

Self-archived copy’s web addresshttps://research.utu.fi/converis/portal/detail/Publication/393278755


Abstract

In the last decade, customer engagement has become a key concept in service research. While the customer engagement literature has gained significant traction and is maturing, studies have predominantly focused on hedonic consumption contexts, such as social media platforms or brand communities. We argue that hedonic and utilitarian service services are fundamentally different. Therefore, existing research knowledge on customer engagement does not necessarily hold in more utilitarian contexts, such as healthcare or financial services, where greater customer engagement could increase societal and individual well-being. By synthesizing insights from the customer engagement literature and the literature on hedonic versus utilitarian consumption, we identify assumptions in customer engagement research that need revising. We extract five fundamental features that differ between hedonic and utilitarian services (affectivity, motivational focus, perception of necessity, role of risk, and relational focus). Based on these features, we derive propositions that describe the role of context for the drivers and outcomes of customer engagement, as well as their interrelationships, and provide guidelines for future research to augment the scope of customer engagement research. As its main contribution, this article problematizes the current premises of customer engagement research and demonstrates that assumptions held about customer engagement are not necessarily generalizable across contexts.


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Last updated on 2024-26-11 at 12:49