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Employees as customers: The role of social controls and employee socialization in developing patronage

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  • Lusch, Robert F.
  • Boyt, Thomas
  • Schuler, Drue

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  • Lusch, Robert F. & Boyt, Thomas & Schuler, Drue, 1996. "Employees as customers: The role of social controls and employee socialization in developing patronage," Journal of Business Research, Elsevier, vol. 35(3), pages 179-187, March.
    • Handle: RePEc:eee:jbrese:v:35:y:1996:i:3:p:179-187
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    References listed on IDEAS

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    1. William G. Ouchi, 1979. "A Conceptual Framework for the Design of Organizational Control Mechanisms," Management Science, INFORMS, vol. 25(9), pages 833-848, September.
    2. Mills, Peter K., 1990. "On the quality of services in encounters: An agency perspective," Journal of Business Research, Elsevier, vol. 20(1), pages 31-41, January.
    3. George, William R., 1990. "Internal marketing and organizational behavior: A partnership in developing customer-conscious employees at every level," Journal of Business Research, Elsevier, vol. 20(1), pages 63-70, January.
    4. Gronroos, Christian, 1990. "Relationship approach to marketing in service contexts: The marketing and organizational behavior interface," Journal of Business Research, Elsevier, vol. 20(1), pages 3-11, January.
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    Cited by:

    1. Shinhye Kim & Melanie Bowen & Xiaohan (Hannah) Wen, 2019. "The ultimate co-creation: leveraging customer input in business model innovation," AMS Review, Springer;Academy of Marketing Science, vol. 9(3), pages 339-356, December.
    2. Pride Morokane & Manoj Chiba & Nicola Kleyn, 2016. "Drivers of employee propensity to endorse their corporate brand," Journal of Brand Management, Palgrave Macmillan, vol. 23(1), pages 55-66, January.
    3. Yoshiko DeMotta & Sankar Sen, 2017. "How psychological contracts motivate employer-brand patronage," Marketing Letters, Springer, vol. 28(3), pages 385-395, September.
    4. Joshi, Ashwin W. & Randall, Sheila, 2001. "The indirect effects of organizational controls on salesperson performance and customer orientation," Journal of Business Research, Elsevier, vol. 54(1), pages 1-9, October.
    5. Dabholkar, Pratibha A. & Abston, Kristie A., 2008. "The role of customer contact employees as external customers: A conceptual framework for marketing strategy and future research," Journal of Business Research, Elsevier, vol. 61(9), pages 959-967, September.
    6. Coelho, Filipe J. & Evanschitzky, Heiner & Sousa, Carlos M.P. & Olya, Hossein & Taheri, Babak, 2021. "Control mechanisms, management orientations, and the creativity of service employees: Symmetric and asymmetric modeling," Journal of Business Research, Elsevier, vol. 132(C), pages 753-764.
    7. Smirnova, Maria M. & Rebiazina, Vera A. & Frösén, Johanna, 2018. "Customer orientation as a multidimensional construct: Evidence from the Russian markets," Journal of Business Research, Elsevier, vol. 86(C), pages 457-467.

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