Building Customer Engagement in an Emergent Economy: A Managerial Perspective of the Consumer-Brand Relationship

Research output: Book/ReportBook

Abstract

The term customer engagement (CE) appeared in the marketing literature just a decade ago as a
developing construct. It has been studied from consumer perspective mostly in different
developed economies contexts. Although CE has gained increasing currency in marketing studies
as a way to increase satisfaction, loyalty and customer lifetime value, little attention has been
paid to the process of CE building from the organizational perspective. The failure to do so has
inhibited the application of developments on CE theory within marketing practice and therefore
the growing of the development as a consolidated construct. The present research responds
directly to calls for understanding the meanings and elements of CE and how do they interact
within firms in CE building. Because established theories and empirical generalizations derived
from data gathered in the developed world are not necessarily applicable to emerging markets,
and given the current relevance of emerging economies and their leading role in the global
economy in the near future, it is important to understand how firms in this context build CE to
their brands-firm in order to contribute to the permanence of the company. Using a qualitative
approach, this research explores the nature of CE in consumer goods companies in one of the
three most important emerging economies in Latin America: Mexico, and proposes a conceptual
model to explain the mechanisms that interact within firms to build CE from a managerial
perspective. The results aim to contribute to the development of the theory of CE building by
broadening it from a practitioner standpoint. The results provide a conceptual platform for
marketing executives operating in countries with similar characteristics to Mexico to build
customer-focused engagement strategies. And they are also potentially useful for global firms
with audiences that share similarities or contexts with Mexican consumers.
Original languageEnglish
Place of PublicationUSA
PublisherPROQUEST
Number of pages150
ISBN (Electronic)9780355039184
Publication statusPublished - 2016

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Consumer-brand relationships
Customer engagement
Emerging economies
Marketing
Mexico
Customer lifetime value
Currency
Emerging markets
Marketing practices
Empirical generalizations
Loyalty
Permanence
Latin America

Bibliographical note

Alvarez, Agarzelim (2016). Building Customer Engagement in an Emergent Economy: A Managerial Perspective of Consumer-Brand Relationship - PROQUEST (Doctoral dissertation).

Cite this

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abstract = "The term customer engagement (CE) appeared in the marketing literature just a decade ago as adeveloping construct. It has been studied from consumer perspective mostly in differentdeveloped economies contexts. Although CE has gained increasing currency in marketing studiesas a way to increase satisfaction, loyalty and customer lifetime value, little attention has beenpaid to the process of CE building from the organizational perspective. The failure to do so hasinhibited the application of developments on CE theory within marketing practice and thereforethe growing of the development as a consolidated construct. The present research respondsdirectly to calls for understanding the meanings and elements of CE and how do they interactwithin firms in CE building. Because established theories and empirical generalizations derivedfrom data gathered in the developed world are not necessarily applicable to emerging markets,and given the current relevance of emerging economies and their leading role in the globaleconomy in the near future, it is important to understand how firms in this context build CE totheir brands-firm in order to contribute to the permanence of the company. Using a qualitativeapproach, this research explores the nature of CE in consumer goods companies in one of thethree most important emerging economies in Latin America: Mexico, and proposes a conceptualmodel to explain the mechanisms that interact within firms to build CE from a managerialperspective. The results aim to contribute to the development of the theory of CE building bybroadening it from a practitioner standpoint. The results provide a conceptual platform formarketing executives operating in countries with similar characteristics to Mexico to buildcustomer-focused engagement strategies. And they are also potentially useful for global firmswith audiences that share similarities or contexts with Mexican consumers.",
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