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How Does Customer–Company Identification Enhance Customer Voice Behavior? A Moderated Mediation Model

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  • Yang Ran

    (Business School, Sichuan University, Chengdu 610065, China)

  • Hao Zhou

    (Business School, Sichuan University, Chengdu 610065, China)

Abstract

For sustainable development, enterprises need to establish a good relationship with customers. Existing studies have pointed out that customer voice behavior is beneficial to maintaining and developing customer–firm relationships. Based on social identity theory, social exchange theory and self-efficacy theory, we propose a moderated mediation model to analyze the impact of customer–company identification on customer voice behavior, which includes complaints and suggestions for service improvement. Data were collected from 487 consumers in the online takeaway industry. The results show that customer–company identification has a positive impact on both complaints and service improvement suggestions, and customer commitment plays a mediating role in these relationships. Customer voice efficacy not only strengthens the positive effect of customer commitment on complaints and service improvement suggestions, but also strengthens the indirect effect of customer–company identification on two forms of customer voice behavior. Finally, theoretical contributions, managerial contributions and future directions are discussed.

Suggested Citation

  • Yang Ran & Hao Zhou, 2019. "How Does Customer–Company Identification Enhance Customer Voice Behavior? A Moderated Mediation Model," Sustainability, MDPI, vol. 11(16), pages 1-13, August.
    • Handle: RePEc:gam:jsusta:v:11:y:2019:i:16:p:4311-:d:256211
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