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Customer journey value: a conceptual framework
Umeå University, Faculty of Social Sciences, Umeå School of Business and Economics (USBE), Business Administration. Department of Marketing, Vilnius University, Vilnius, Lithuania;Department of Business Administration, Tallinn University of Technology, Tallinn, Estonia;Department of Business Administration, Umeå University, Umeå, Sweden;Department of Business Administration, Lund University, Lund, Sweden;Department of Marketing Management, University of Johannesburg, Johannesburg, South Africa.ORCID iD: 0000-0002-1282-0319
Department of Marketing, Vilnius University, Vilnius, Lithuania.
Department of Business Administration, Reykjavik University, Menntavegur, Reykjavik, Iceland.
Department of Business Administration, Tallinn University of Technology, Tallinn, Estonia.
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2023 (English)In: Journal of Creating Value, ISSN 2394-9643, E-ISSN 2454-213X, Vol. 9, no 1, p. 8-26Article in journal (Refereed) Published
Abstract [en]

Though firms are making substantial investments in the customer journey (CJ), the return on these investments remains tenuous, yielding a critical need for enhanced CJ-related accountability. Addressing this gap, we develop the concept of ‘customer journey value’ (CJV), defined as the perceived value of a customer’s journey to the customer and the firm, which facilitates the development of accountability in this regard. We also develop a social exchange theory-informed framework of CJV, which proposes customer- and firm-based customer engagement value (CEV) as core CJV antecedents. In turn, CJV is predicted to yield the customer-based consequences of attitudinal and behavioural brand loyalty and the firm-based consequences of enhanced customer lifetime value, as formalized in a set of propositions based on the framework. We conclude by outlining pertinent implications that arise from our analyses.

Place, publisher, year, edition, pages
Sage Publications, 2023. Vol. 9, no 1, p. 8-26
Keywords [en]
Customer journey, customer value, customer-based brand equity, customer engagement, customer engagement value
National Category
Business Administration
Research subject
Business Studies
Identifiers
URN: urn:nbn:se:umu:diva-208943DOI: 10.1177/23949643231157155ISI: 001107529300008Scopus ID: 2-s2.0-85161312379OAI: oai:DiVA.org:umu-208943DiVA, id: diva2:1761569
Available from: 2023-06-01 Created: 2023-06-01 Last updated: 2025-04-24Bibliographically approved

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Hollebeek, Linda D.

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