Ghosts in the Machine: How Marketing and Human Capital Investments Enhance Customer Growth When Innovative Services Leverage Self-Service Technologies
Published Online:3 Feb 2022https://doi.org/10.1287/isre.2021.1006
References
- (2011) Welcome valued customer … to more self-checkouts. NBC News Online (July 21), http://www.nbcnews.com/id/43729757/ns/business-retail/t/welcome-valued-customer-more-self-checkouts/#.W1e18MInaUk.Google Scholar
- (2021) The effects of operational and financial performance failure on BI&A-enabled search behaviors: A theory of performance-driven search. Inform. Systems Res. 31(4):1144–1163.Google Scholar
- (1993) High tech or high touch? Efficient channel strategies for delivering financial services. J. Strategic Inform. Systems 2(1):39–54.Crossref, Google Scholar
- (1991) Some tests of specification for panel data: Monte Carlo evidence and an application to employment equations. Rev. Econom. Stud. 58(2):277–297.Crossref, Google Scholar
- (1995) Another look at the instrumental variable estimation of error-components models. J. Econometrics 68(1):29–51.Crossref, Google Scholar
- (2010) Balancing it with the human touch: Optimal Investment in IT-based customer service. Inform. Systems Res. 21(3):423–442.Link, Google Scholar
- (2006) Plant information systems, manufacturing capabilities, and plant performance. Management Inform. Systems Quart. 30(2):315–337.Crossref, Google Scholar
- (2010) An interdisciplinary perspective on IT services management and service science. J. Management Inform. Systems 26(4):13–64.Crossref, Google Scholar
- (2015) Service innovation in the digital age: Key contributions and future directions. Management Inform. Systems Quart. 39(1):135–154.Crossref, Google Scholar
- (1994) A time to grow and a time to die: Growth and mortality of credit unions in New York City, 1914–1990. Amer. J. Sociol. 100(2):381–421.Crossref, Google Scholar
- (2006) Determining consumer satisfaction and commitment through self-service technology and personal service usage. J. Marketing Management 22(7–8):853–882.Crossref, Google Scholar
- (2012) Complementary drivers of new product development performance: Cross‐functional coordination, information system capability, and intelligence quality. Production Oper. Management 21(4):653–667.Crossref, Google Scholar
- (2007) The performance effects of complementarities between information systems, marketing, manufacturing, and supply chain processes. Inform. Systems Res. 18(4):437–453.Link, Google Scholar
- (2001) An empirical analysis of the antecedents of electronic commerce service continuance. Decision Support Systems 32(2):201–214.Crossref, Google Scholar
- (2012) Fedex Delivers: How the World’s Leading Shipping Company Keeps Innovating and Outperforming the Competition (John Wiley & Sons, Hoboken, NJ).Google Scholar
- (2001) Service and technology: Opportunities and paradoxes. J. Service Theory Practice 11(6):375–379.Google Scholar
- (2000) Technology infusion in service encounters. J. Acad. Marketing Sci. 28(1):138–149.Crossref, Google Scholar
- (2002) Implementing successful self-service technologies. Acad. Management Executive 16(4):96–108.Crossref, Google Scholar
- (1998) Initial conditions and moment restrictions in dynamic panel data models. J. Econometrics 87(1):115–143.Crossref, Google Scholar
- (2002) Dynamic panel data models: A guide to micro data methods and practice. Portuguese Econom. J. 1(2):141–162.Crossref, Google Scholar
- (2012) Exports, export destinations, and skills. Amer. Econom. Rev. 102(7):3406–3438.Crossref, Google Scholar
- (2002) Information technology, workplace organization, and the demand for skilled labor: Firm-level evidence. Quart. J. Econom. 117(1):339–376.Crossref, Google Scholar
- (2009) Investigating the service brand: A customer value perspective. J. Bus. Res. 62(3):345–355.Crossref, Google Scholar
- (2004) Managing value creation within the firm: An examination of multiple performance measures. J. Management Accounting Res. 16(1):107–131.Crossref, Google Scholar
- (2014) The Second Machine Age: Work, Progress, and Prosperity in a Time of Brilliant Technologies (WW Norton & Company).Google Scholar
- (2013) Complementarity in organizations. Gibbons RS, Roberts J, eds. The Handbook of Organizational Economics (Princeton University Press, Princeton, NJ), 11–55.Crossref, Google Scholar
- (2010) Are self‐service customers satisfied or stuck? Production Oper. Management 19(6):679–697.Crossref, Google Scholar
- (2010) Cost structure, customer profitability, and retention implications of self-service distribution channels: Evidence from customer behavior in an online banking channel. Management Sci. 56(1):4–24.Link, Google Scholar
- (1990) Determinants of financial performance: A meta-analysis. Management Sci. 36(10):1143–1159.Link, Google Scholar
- (2009) Asset specificity and behavioral uncertainty as moderators of the sales growth—Employment growth relationship in emerging ventures. J. Bus. Venturing 24(4):373–387.Crossref, Google Scholar
- (2002) Measuring switching costs and the determinants of customer retention in internet-enabled businesses: A study of the online brokerage industry. Inform. Systems Res. 13(3):255–274.Link, Google Scholar
- (2006) Service quality, trust, specific asset investment, and expertise: Direct and indirect effects in a satisfaction-loyalty framework. J. Acad. Marketing. Sci. 34(4):613–627.Crossref, Google Scholar
- (2008) The relative advantage of electronic channels: A multidimensional view. Management Inform. Systems Quart. 32(1):179–200.Crossref, Google Scholar
- (2013) Only if it is convenient: Understanding how convenience influences self-service technology evaluation. J. Service Res. 16(1):39–51.Crossref, Google Scholar
- (2010) Examining the influence of control and convenience in a self-service setting. J. Acad. Marketing Sci. 38(4):490–509.Crossref, Google Scholar
- Credit Union National Association (2018) U.S. credit union profile. Accessed May 31, 2021, https://www.cuna.org/uploadedFiles/Global/About_Credit_Unions/NationalProfile-M18-Bank.pdf.Google Scholar
- (2005) Self-service technology adoption: Comparing three technologies. J. Service Marketing 19(2):103–113.Crossref, Google Scholar
- (2003) Intentions to use self-service technologies: A confluence of multiple attitudes. J. Service Res. 5(3):209–224.Crossref, Google Scholar
- (2015) Service innovation in a digital world. McKinsey Quart. 1–5.Google Scholar
- (1996) Consumer evaluations of new technology-based self-service options: An investigation of alternative models of service quality. Internat. J. Res. Marketing 13(1):29–51.Crossref, Google Scholar
- (2008) Internet banking services and credit union performance. Managerial Finance 34(6):437–446.Crossref, Google Scholar
- (2006) Probing three-way interactions in moderated multiple regression: Development and application of a slope difference test. J. Appl. Psych. 91(4):917.Crossref, Google Scholar
- (1994) The capabilities of market-driven organizations. J. Marketing 58(4):37–52.Crossref, Google Scholar
- (1993) Corporate culture, customer orientation, and innovativeness in Japanese firms: A quadrad analysis. J. Marketing 57(1):23–37.Crossref, Google Scholar
- (2013) Examining the impact of information technology and patient flow on healthcare performance: A theory of swift and even flow (TSEF) perspective. J. Oper. Management 31(4):181–192.Crossref, Google Scholar
- (1997) The substitution of information technology for other factors of production: A firm level analysis. Management Sci. 43(12):1660–1675.Link, Google Scholar
- (2007) Adoption of web banking at credit unions. Quart. Rev. Econom. Finance 47(3):435–448.Crossref, Google Scholar
- (1998) Consistent covariance matrix estimation with spatially dependent panel data. Rev. Econom. Statist. 80(4):549–560.Crossref, Google Scholar
- (2008) Perceived service quality and customer trust: Does enhancing customers’ service knowledge matter? J. Service Res. 10(3):256–268.Crossref, Google Scholar
- (2004) The effect of mergers on firms’ costs: Evidence from the HMO industry. Quart. Rev. Econom. Finance 44(4):574–600.Crossref, Google Scholar
- (2011) Effects of customer and innovation asset configuration strategies on firm performance. J. Marketing Res. 48(3):587–602.Crossref, Google Scholar
- Federal Financial Institutions Examination Council (2003) E-banking booklet. FFIEC Information Technology Examination Handbook (Washington, DC).Google Scholar
- (2015) Rise of the Robots: Technology and the Threat of a Jobless Future (Basic Books, New York).Google Scholar
- (2002) The market valuation of internet channel additions. J. Marketing 66(2):102–119.Crossref, Google Scholar
- (2014) Touch versus tech: When technology functions as a barrier or a benefit to service encounters. J. Marketing 78(4):113–124.Crossref, Google Scholar
- (2005) US credit unions: An empirical investigation of size, age and growth. Ann. Public Cooperative Econom. 76(3):375–406.Crossref, Google Scholar
- (2002) The growth of US credit unions. J. Banking Finance 26(12):2327–2356.Crossref, Google Scholar
- (2003) Econometric Analysis (Prentice Hall, Upper Saddle River, NJ).Google Scholar
- (2013) Revealing your hand: Caveats in implementing digital business strategy. Management Inform. Systems Quart. 37(2):655–662.Google Scholar
- (2017) Red, blue, and purple firms: Organizational political ideology and corporate social responsibility. Strategic Management J. 38(5):1018–1040.Crossref, Google Scholar
- (1978) Specification tests in econometrics. Econometrica 46(6):1251–1271.Crossref, Google Scholar
- (2007) Can banks improve customer relationships with high quality online services? Managing Service Quality 17(4):404–427.Crossref, Google Scholar
- (2002) Investment in enterprise resource planning: Business impact and productivity measures. J. Management Inform. Systems 19(1):71–98.Crossref, Google Scholar
- (2011) Does diversification improve or worsen US credit union performance? Filene Research Institute Report.Google Scholar
- (2008) Understanding how technology paradoxes affect customer satisfaction with self‐service technology: The role of performance ambiguity and trust in technology. Psych. Marketing 25(5):416–443.Crossref, Google Scholar
- (2019) Capitalizing on health information technology to enable digital advantage in US hospitals. Management Inform. Systems Quart. 43(1):113–140.Crossref, Google Scholar
- (2020) Missing impact of ratings on platform participation in India: A call for research in G.R.E.A.T. domains. Comm. Assoc. Inform. Systems 47:364–381.Google Scholar
- (2020) In the realm of hungry ghosts: Multi-level theory for supplier participation on digital platforms. J. Management Inform. Systems 37(2):396–430.Crossref, Google Scholar
- (2018) A strategic value appropriation path for cloud computing. J. Management Inform. Systems 35(3):740–775.Crossref, Google Scholar
- (2019) Benefits of IT-enabled flexibilities for foreign versus local firms in emerging economies. J. Management Inform. Systems 36(3):855–892.Crossref, Google Scholar
- (2021) How foreign and domestic firms differ in leveraging IT-enabled supply chain information integration in bop markets: The role of supplier and client business collaboration. J. Assoc. Inform. Systems 22(3):695–738.Google Scholar
- (2018) Electronic markets and geographic competition among small, local firms. Inform. Systems Res. 29(4):928–946.Link, Google Scholar
- (2016) The impact of self-service technologies—Towards an economic decision model and its application at the German federal employment agency. J. Decision Systems 25(2):151–172.Crossref, Google Scholar
- (2019) Digital innovation: A review and synthesis. Inform. Systems J. 29(1):200–223.Crossref, Google Scholar
- (2004) Manufacturer benefits from information integration with retail customers. Management Sci. 50(4):431–444.Link, Google Scholar
- (2012) Does the web reduce customer service cost? Empirical evidence from a call center. Inform. Systems Res. 23(3, part 1):721–737.Link, Google Scholar
- (2003) Enterprise integration with ERP and EAI. Comm. ACM. 46(2):54–60.Crossref, Google Scholar
- (2009) The launch of innovative product-related services: Lessons from automotive telematics. Res. Policy 38(1):156–169.Crossref, Google Scholar
- (2005) Cross-selling sequentially ordered products: An application to consumer banking services. J. Marketing Res. 42(2):233–239.Crossref, Google Scholar
- (2001) Accounting for common method variance in cross-sectional research designs. J. Appl. Psych. 86(1):114–121.Crossref, Google Scholar
- (2020) Don’t fear a ‘robot apocalypse’—Tomorrow’s digital jobs will be more satisfying and higher-paid. The Conversation Online (February 27). Accessed May 31, 2021, https://theconversation.com/dont-fear-a-robot-apocalypse-tomorrows-digital-jobs-will-be-more-satisfying-and-higher-paid-132075.Google Scholar
- (2006) Common method variance in IS research: A comparison of alternative approaches and a reanalysis of past research. Management Sci. 52(12):1865–1883.Link, Google Scholar
- (2006) Self-scanning technologies in retail: Determinants of adoption. Service Indust. J. 26(6):651–669.Crossref, Google Scholar
- (2005) Choosing among alternative service delivery modes: An investigation of customer trial of self-service technologies. J. Marketing 69(2):61–83.Crossref, Google Scholar
- (2000) Self-service technologies: Understanding customer satisfaction with technology-based service encounters. J. Marketing 64(3):50–64.Crossref, Google Scholar
- (1998) The behavioral consequences of PC banking. Internat. J. Bank Marketing 16(5):195–201.Crossref, Google Scholar
- (2012) Ikea’s self-checkouts prove self-defeating. Accessed May 31, 2021, https://www.tbo.com/news/business/ikeas-self-checkouts-prove-self-defeating-460793.Google Scholar
- (1974) Advertising as information. J. Political Econom. 82(4):729–754.Crossref, Google Scholar
- (2006) Challenges and opportunities in multichannel customer management. J. Service Res. 9(2):95–112.Crossref, Google Scholar
- (1978) Psychometric Theory (McGraw-Hill, New York).Google Scholar
- (2015) Testing weak cross-sectional dependence in large panels. Econometric Rev. 34(6–10):1089–1117.Crossref, Google Scholar
- (2003) Common method biases in behavioral research: A critical review of the literature and recommended remedies. J. Appl. Psych. 88(5):879–903.Crossref, Google Scholar
- (1997) Information technology as competitive advantage: The role of human, business, and technology resources. Strategic Management J. 18(5):375–405.Crossref, Google Scholar
- (2006) Editorial notes—The growth of interest in services management: Opportunities for information systems scholars. Inform. Systems Res. 17(4):327–331.Link, Google Scholar
- (2015) Fit and misfit of plural sourcing strategies and IT-enabled process integration capabilities: Consequences of firm performance in the US electric utility industry. Management Inform. Systems Quart. 39(4):865–885.Crossref, Google Scholar
- (2005) Information technology and the performance of the customer service process: A resource-based analysis. Management Inform. Systems Quart. 29(4):625–652.Crossref, Google Scholar
- (1994) Risk management techniques employed within the US credit union industry. J. Bus. Finance Accounting 21(1):15–35.Crossref, Google Scholar
- (2009) How to do Xtabond2: An introduction to difference and system GMM in Stata. Stata J. 9(1):86–136.Crossref, Google Scholar
- (2012) Optimizing service productivity. J. Marketing 76(2):47–66.Crossref, Google Scholar
- (2013) Information systems for collaborating versus transacting: Impact on manufacturing plant performance in the presence of demand volatility. J. Oper. Management 31(6):313–329.Crossref, Google Scholar
- (2020) Turning liabilities of global operations into assets: IT-enabled social integration capacity and exploratory innovation. Inform. Systems Res. 31(2):361–382.Link, Google Scholar
- (1958) The estimation of economic relationships using instrumental variables. Econometrica 26(3):393–415.Crossref, Google Scholar
- (2015) The value of self-service: Long-term effects of technology-based self-service usage on customer retention. Management Inform. Systems Quart. 39(1):177–200.Crossref, Google Scholar
- (2013) Measuring new product portfolio innovativeness: How differences in scale width and evaluator perspectives affect its relationship with performance. J. Product Innovation Management 30(S1):93–109.Crossref, Google Scholar
- (2003) Complementing self-serve technology with service relationships: The customer perspective. E-serv. J. 3(1):7–31.Google Scholar
- (2001) The potential hazard of self-service in developing customer loyalty. J. Service Res. 4(2):79–90.Crossref, Google Scholar
- (2013) The impact of corporate social responsibility on firm value: The role of customer awareness. Management Sci. 59(5):1045–1061.Link, Google Scholar
- (2013) Leveraging digital technologies: How information quality leads to localized capabilities and customer service performance. Management Inform. Systems Quart. 37(2):565–590.Crossref, Google Scholar
- (2010) Common method bias in regression models with linear, quadratic, and interaction effects. Organ. Res. Methods 13(3):456–476.Crossref, Google Scholar
- (2002) Consumer trust, value, and loyalty in relational exchanges. J. Marketing 66(1):15–37.Crossref, Google Scholar
- (2004) Measuring levels of technology in hospitals. Quart. Rev. Econom. Finance 44(3):430–447.Crossref, Google Scholar
- (2013) Job hopping, information technology spillovers, and productivity growth. Management Sci. 60(2):338–355.Link, Google Scholar
- (2012) The extroverted firm: How external information practices affect innovation and productivity. Management Sci. 58(5):843–859.Link, Google Scholar
- (2013) Information technology and organizational governance: The IT governance cube. J. Management Inform. Systems 30(3):7–12.Crossref, Google Scholar
- (2017) External knowledge and information technology: Implications for process innovation performance. Management Inform. Systems. Quart. 41(1):287–300.Crossref, Google Scholar
- (2006) Why consumers use and do not use technology-enabled services. J. Service Marketing 20(2):125–135.Crossref, Google Scholar
- (2013b) The impact of membership overlap on growth: An ecological competition view of online groups. Organ. Sci. 24(2):414–431.Link, Google Scholar
- (2013a) The roles of habit, self-efficacy, and satisfaction in driving continued use of self-service technologies: A longitudinal study. J. Service Res. 16(3)400–414.Crossref, Google Scholar
- (2009) Does advertising create sustained firm value? The capitalization of brand intangible. J. Acad. Marketing Sci. 37(2):130–143.Crossref, Google Scholar
- (2009) Learning from supply-side agents: The impact of technology solution providers’ experiential diversity on clients’ innovation adoption. Acad. Management J. 52(1):37–60.Crossref, Google Scholar
- (2007) Determinants and outcomes of customers’ use of self-service technology in a retail setting. J. Service Res. 10(1):3–21.Crossref, Google Scholar
- (2005) A finite sample correction for the variance of linear efficient two-step GMM estimators. J. Econometrics 126(1):25–51.Crossref, Google Scholar
- (2012) Endogeneity and the dynamics of internal corporate governance. J. Financial Econom. 105(3):581–606.Crossref, Google Scholar
- (2002) Econometric Analysis of Cross Section and Panel Data (MIT Press, Cambridge, MA).Google Scholar
- (2016) Battle of the channels: The impact of tablets on digital commerce. Management Sci. 63(5):1469–1492.Link, Google Scholar
- (2007) Customer efficiency, channel usage, and firm performance in retail banking. Manufacturing Service Oper. Management 9(4):535–558.Link, Google Scholar
- (2020) Value cocreation for service innovation: Examining the relationships between service innovativeness, customer participation, and mobile app performance. J. Assoc. Inform. Systems 21(2):292–311.Google Scholar
- (2010) Research commentary—The new organizing logic of digital innovation: An agenda for information systems research. Inform. Systems Res. 21(4):724–735.Link, Google Scholar
- (2004) Information technology payoff in e-business environments: An international perspective on value creation of e-business in the financial services industry. J. Management Inform. Systems 21(1):17–54.Crossref, Google Scholar

