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Communicative skills that support value creation: A study of B2B interactions between customers and customer service representatives
Department of Linguistics, University of Gothenburg, S-412 82 Gothenburg, Sweden.
2012 (English)In: Industrial Marketing Management, ISSN 0019-8501, E-ISSN 1873-2062, Vol. 41, no 1, p. 145-155Article in journal (Refereed) Published
Abstract [en]

Although interaction has been acknowledged as central in value creation there is still a lack of empirical studies on how value creation is accomplished in practice, and in particular how communicative skills support customers’ value creation. The purpose of this paper is therefore to generate a deeper understanding of how customer service representatives’ communicative skills in conversations with customers support customers’ value creation. We argue that value creating processes correspond to customers’ roles as "feelers", "thinkers" and "doers". Accordingly, value creation involves three interdependent elements, an emotional, a cognitive and a behavioral. Based on a qualitative research design, drawing on an empirical study of 80 telephone conversations between customers and customer service representatives in a business-to-business context, the paper demonstrates three communicative skills that are essential in supporting customers’ value creation: attentiveness, perceptiveness and responsiveness. The findings show how employees, by means of these communicative skills support customers’ value creation. Attentiveness supports cognitive elements of the customers’ value creating processes, whereas perceptiveness supports value creation in terms of cognitive, behavioral and emotional aspects. Finally, responsiveness supports the customer’s cognitive as well as behavioral value creation. ©2011 Elsevier Inc.

Place, publisher, year, edition, pages
2012. Vol. 41, no 1, p. 145-155
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Communication Studies Business Administration
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URN: urn:nbn:se:hj:diva-24928DOI: 10.1016/j.indmarman.2011.11.021Scopus ID: 2-s2.0-84856805206OAI: oai:DiVA.org:hj-24928DiVA: diva2:754305
Available from: 2014-10-10 Created: 2014-10-10 Last updated: 2017-12-05Bibliographically approved

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Allwood, Jens

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Citation style
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  • de-DE
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  • nn-NB
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  • Other locale
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  • asciidoc
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