Drivers, types and value outcomes of customer-to-customer interaction: An integrative review and research agenda

Research output: Contribution to journalReview ArticleScientificpeer-review

13 Citations (Scopus)

Abstract

Purpose
Customer-to-customer (C2C) interaction plays a significant role in service. The purpose of this paper is to identify the drivers that motivate customers to interact with other customers, the interactions through which customers affect other customers and the value outcomes of C2C interactions for the participants.

Design/methodology/approach
The paper is based on a systematic literature review of C2C interactions. The authors analyzed 142 peer-reviewed articles to synthesize existing knowledge about C2C interactions. A generic value framework is used to categorize earlier research and reveal areas for further research.

Findings
The main outcome of this study is an integrative framework of C2C interaction that bridges C2C interactions and customer value. The findings indicate customer-, firm- and situation-induced drivers of C2C interactions. Outcome- and process-focused C2C interactions are identified to result in functional, emotional and social value outcomes. Avenues for additional research to explore issues related to current technology-saturated service settings are proposed.

Research limitations/implications
The paper proposes an agenda for future research to extend the C2C interaction research domain and explore how such interactions create value for the customer. The role of the service provider is not explicitly addressed but is an important area for further research.

Practical implications
Companies can use the framework to understand how they can become involved in and support beneficial C2C interaction.

Originality/value
This paper reviews empirical studies on C2C interaction, offering a systematic review of C2C interaction and producing an integrative framework of C2C interaction. It identifies a research agenda based on the framework and on topical issues within service research and practice.
Original languageEnglish
Peer-reviewed scientific journalJournal of Service Theory and Practice
Volume28
Issue number6
Pages (from-to)710-732
Number of pages23
ISSN2055-6225
DOIs
Publication statusPublished - 2018
MoE publication typeA2 Review article in a scientific journal

Keywords

  • 512 Business and Management
  • Customer value
  • Value creation
  • Consumer-to-consumer
  • Customer domain
  • Customer-to-customer

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