S-D logic–informed customer engagement: integrative framework, revised fundamental propositions, and application to CRM

Linda D. Hollebeek, Rajendra K. Srivastava, Tom Chen
2016 Journal of the Academy of Marketing Science  
Research addressing the micro-foundational theoretical entity of customer engagement (CE) has proliferated in recent years. In parallel, the macro-foundational theory of service-dominant (S-D) logic is thriving. While the fit of CE/S-D logic has been recognized, insight into this theoretical interface remains tenuous, as explored in this paper. We develop an integrative, S-D logic-informed framework of CE comprising three CE foundational processes, which are required (for customer resource
more » ... ration), or conducive (for customer knowledge sharing/learning) CE antecedents. While customer resource integration, in some form, extends to coincide with CE, customer knowledge sharing/learning can also do so. We also identify three CE benefits (customer individual/interpersonal operant resource development, cocreation) as CE consequences, which can also coincide with CE. Deploying the framework, we revise Brodie et al.'s (Journal of Service Research, 14(3), 252-271, 2011) fundamental propositions of CE and apply these to customer relationship management. We conclude with theoretical and managerial implications, followed by future research avenues.
doi:10.1007/s11747-016-0494-5 fatcat:nhcajaviajg6hdnyh6zmjgakne