Strategic Customer Engagement: A Decision-Making Framework

Research output: Contribution to conferencePaper

Abstract

This research investigates customer engagement (CE) from a strategic and managerial point of view. Based on interviews with 41 managers from 34 companies, the authors develop a strategic CE decision making framework that embraces five dimensions on which companies can position themselves. CE Conceptualization includes CE’s behavioral manifestations and CE as s psychological state. CE Process distinguishes assimilation (initiated by the firm) from appropriation (controlled, transformed, and/or reconstructed by the customer). CE Scope refers to who gets engaged with the firm (consumers versus intermediaries such as retailers or distributors). CE Latitude addresses the question if CE should be focused on existing customers, or if value can be created by engaging potential customers. Finally, CE Domain distinguishes between online and offline contexts (e.g., social media platforms versus traditional stores). Overall, the findings of this research suggest that companies should strive for an integrative position that embraces both end poles on the five dimensions.
Original languageEnglish
Publication statusPublished - 2017
Event2017 Winter AMA Conference: Better Marketing for a Better World - , United States
Duration: 17 Feb 2017 → …

Conference

Conference2017 Winter AMA Conference: Better Marketing for a Better World
CountryUnited States
Period17/2/17 → …

Fingerprint

Decision making
Customer engagement
Retailers
Intermediaries
Conceptualization
Social media
Managers
Appropriation
Distributor
Psychological

Bibliographical note

Alvarez-Milán, A., Felix, R. (2017). Strategic Customer Engagement: A Decision-Making Framework. In Better Marketing for a Better World-2017 AMA Conference Proceedings, Chandy, R., Inman, J., Moorman, C. eds. Chicago, Illinois. American Marketing Association, Vol 28, C26-27. ISSN: 1054-0806 / ISBN: 0-87757-361-1

Cite this

Alvarez-Milán, A., & Felix, R. (2017). Strategic Customer Engagement: A Decision-Making Framework. Paper presented at 2017 Winter AMA Conference: Better Marketing for a Better World, United States.
Alvarez-Milán, Agarzelim ; Felix, Reto. / Strategic Customer Engagement: A Decision-Making Framework. Paper presented at 2017 Winter AMA Conference: Better Marketing for a Better World, United States.
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Alvarez-Milán, A & Felix, R 2017, 'Strategic Customer Engagement: A Decision-Making Framework' Paper presented at 2017 Winter AMA Conference: Better Marketing for a Better World, United States, 17/2/17, .

Strategic Customer Engagement: A Decision-Making Framework. / Alvarez-Milán, Agarzelim; Felix, Reto.

2017. Paper presented at 2017 Winter AMA Conference: Better Marketing for a Better World, United States.

Research output: Contribution to conferencePaper

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AB - This research investigates customer engagement (CE) from a strategic and managerial point of view. Based on interviews with 41 managers from 34 companies, the authors develop a strategic CE decision making framework that embraces five dimensions on which companies can position themselves. CE Conceptualization includes CE’s behavioral manifestations and CE as s psychological state. CE Process distinguishes assimilation (initiated by the firm) from appropriation (controlled, transformed, and/or reconstructed by the customer). CE Scope refers to who gets engaged with the firm (consumers versus intermediaries such as retailers or distributors). CE Latitude addresses the question if CE should be focused on existing customers, or if value can be created by engaging potential customers. Finally, CE Domain distinguishes between online and offline contexts (e.g., social media platforms versus traditional stores). Overall, the findings of this research suggest that companies should strive for an integrative position that embraces both end poles on the five dimensions.

M3 - Paper

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Alvarez-Milán A, Felix R. Strategic Customer Engagement: A Decision-Making Framework. 2017. Paper presented at 2017 Winter AMA Conference: Better Marketing for a Better World, United States.