作者
Jeroen Schepers, Tomas Falk, Ko de Ruyter, Ad de Jong, Maik Hammerschmidt
发表日期
2012
期刊
Journal of Marketing
卷号
76
期号
6
页码范围
1-20
出版商
American Marketing Association
简介
This article introduces customer stewardship control (CSC) to the marketing field. This concept represents a frontline employee's felt ownership of and moral responsibility for customers’ overall welfare. In two studies, the authors show that CSC is a more encompassing construct than customer orientation, which reflects a frontline employee's focus on meeting customers’ needs. They provide evidence that the former is more potent in shaping in- and extra-role employee behaviors. Moreover, they highlight how CSC operates in conjunction with an organization's agency control system: Stewardship's positive influence on in- and extra-role behavior is weaker in the presence of high agency control. They offer actionable advice about how to solve the resulting managerial control dilemma. Finally, the authors show that CSC depends on drivers that reside at the individual level (employee relatedness), the team level …
引用总数
2012201320142015201620172018201920202021202220232024221191814109151812244