TY - JOUR
T1 - Customer positivity and participation in services
T2 - An empirical test in a health care context
AU - Gallan, Andrew S.
AU - Jarvis, Cheryl Burke
AU - Brown, Stephen W.
AU - Bitner, M J
N1 - Funding Information:
Acknowledgment The authors gratefully acknowledge the cooperation and financial support of a major national healthcare organization and Center for Services Leadership in the W.P. Carey School of Business at Arizona State University. We appreciate the helpful comments of Jagdip Singh and Ruth Bolton on previous versions of this article.
PY - 2013/5
Y1 - 2013/5
N2 - Many service interactions require customers to actively participate, yet customers often do not participate at levels that optimize their outcomes, particularly in health care. To gain insight into how customers shape a service experience with highly uncertain outcomes, we construct a model on the broaden-and-build theory of positive emotions. The model is used to empirically assess how situation-specific emotions and customer participation during a health care service experience affect perceptions of the service provider. The model is tested using data from 190 medical clinic customers. Consistent with theory, results reveal that as customers' relative affect levels become more positive, levels of participation increase as well. In turn, higher levels of positivity and participation improve customer perceptions of the quality of the service provider and satisfaction with the co-produced service experience. Implications of this research focus managers on designing services to help clients manage their emotions in ways that facilitate positivity and participation and thus improve service perceptions.
AB - Many service interactions require customers to actively participate, yet customers often do not participate at levels that optimize their outcomes, particularly in health care. To gain insight into how customers shape a service experience with highly uncertain outcomes, we construct a model on the broaden-and-build theory of positive emotions. The model is used to empirically assess how situation-specific emotions and customer participation during a health care service experience affect perceptions of the service provider. The model is tested using data from 190 medical clinic customers. Consistent with theory, results reveal that as customers' relative affect levels become more positive, levels of participation increase as well. In turn, higher levels of positivity and participation improve customer perceptions of the quality of the service provider and satisfaction with the co-produced service experience. Implications of this research focus managers on designing services to help clients manage their emotions in ways that facilitate positivity and participation and thus improve service perceptions.
KW - Broaden-and-build theory of positive emotions
KW - Customer participation
KW - Customer satisfaction
KW - Professional services
KW - Service quality
KW - Value co-creation
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U2 - 10.1007/s11747-012-0307-4
DO - 10.1007/s11747-012-0307-4
M3 - Article
AN - SCOPUS:84875500519
SN - 0092-0703
VL - 41
SP - 338
EP - 356
JO - Journal of the Academy of Marketing Science
JF - Journal of the Academy of Marketing Science
IS - 3
ER -