Investigating the Strategic Influence of Customer and Employee Satisfaction on Firm Financial Performance

Published Online:https://doi.org/10.1287/mksc.1100.0584

References

  • Allenby G. M., Arora N., Ginter J. L. Incorporating prior knowledge into the analysis of conjoint studies. J. Marketing Res. (1995) 32(May):152–162CrossrefGoogle Scholar
  • Anderson E. W., Fornell C., Lehmann D. R. Customer satisfaction, market share, and profitability: Findings from Sweden. J. Marketing (1994) 58(3):53–66CrossrefGoogle Scholar
  • Anderson E. W., Fornell C., Mazvancheryl S. K. Customer satisfaction and shareholder value. J. Marketing (2004) 68(4):172–185CrossrefGoogle Scholar
  • Bendapudi N., Leone R. P. Psychological implications of customer participation in co-production. J. Marketing (2003) 67(1):14–28CrossrefGoogle Scholar
  • Berry S. T. Estimating discrete-choice models of product differentiation. RAND J. Econom. (1994) 25(2):242–262CrossrefGoogle Scholar
  • Boatwright P., McCulloch R., Rossi P. Account-level modeling for trade promotion: An application of a constrained parameter hierarchical model. J. Amer. Statist. Assoc. (1999) 94(448):1063–1073CrossrefGoogle Scholar
  • Box G. E. P., Tiao G. C.Bayesian Inference in Statistical Analysis (1973) (Addison-Wesley Publishing Company, Reading, MA) Google Scholar
  • Büschken J.Higher Profits Through Customer Lock-In (2005) (Thomson Texere, Mason, OH) Google Scholar
  • Chib S., Greenberg E. Understanding the Metropolis-Hastings algorithm. Amer. Statist. (1995) 49(4):327–335Google Scholar
  • Dotson J. P., Retzer J., Allenby G. M. Non-normal simultaneous regression models for customer linkage analysis. Quant. Marketing Econom. (2008) 6(3):257–277CrossrefGoogle Scholar
  • Edmans A. Does the stock market fully value intangibles? Employee satisfaction and equity prices. (2009) . Working paper, The Wharton School of the University of Pennsylvania, PhiladelphiaGoogle Scholar
  • Gelman A., Carlin J. B., Stern H. S., Rubin D. B.Bayesian Data Analysis (2004) (Chapman & Hall/CRC, Boca Raton, FL) Google Scholar
  • Gupta S., Zeithaml V. Customer metrics and their impact on financial performance. Marketing Sci. (2006) 25(6):718–739LinkGoogle Scholar
  • Harter J. K., Schmidt F. L., Hayes T. L. Business-unit-level relationship between employee satisfaction, employee engagement, and business outcomes: A meta analysis. J. Appl. Psych. (2002) 87(2):268–279CrossrefGoogle Scholar
  • Heskett J. L., Jones T. O., Loveman G. W., Sasser W. E., Schlesinger L. A. Putting the service-profit chain to work. Harvard Bus. Rev. (1994) 72(March/April):164–70Google Scholar
  • Jen L., Chou C.-H., Allenby G. M. A Bayesian approach to customer scoring in direct marketing. (2007) . Working paper, http://ssrn.com/abstract=945839CrossrefGoogle Scholar
  • Kamakura W. A., Mittal V., de Rosa F., Mazzon J. A. Assessing the service-profit chain. Marketing Sci. (2002) 21(3):294–317LinkGoogle Scholar
  • Kass R. E., Raftery A. E. Bayes factors. J. Amer. Statist. Assoc. (1995) 90(430):773–795CrossrefGoogle Scholar
  • Keiningham T. L., Aksoy L., Daly R. M., Perrier K., Solom A. Reexamining the link between employee satisfaction and store performance in a retail environment. Internat. J. Service Indust. Management (2006) 17(1):51–57CrossrefGoogle Scholar
  • Lilien G. L., Kotler P., Moorthy K. S.Marketing Models (1992) (Prentice Hall, Englewood Cliffs, NJ) Google Scholar
  • Luo X., Homburg C. Neglected outcomes of customer satisfaction. J. Marketing (2007) 71(2):133–149CrossrefGoogle Scholar
  • Manchanda P., Rossi P. E., Chintagunta P. K. Response modeling with nonrandom marketing-mix variables. J. Marketing Res. (2004) 41(4):467–478CrossrefGoogle Scholar
  • Maxham J. G., Netemeyer R. G., Lichtenstein D. R. The retail value chain: Linking employee perceptions to employee performance, customer evaluations, and store performance. Marketing Sci. (2008) 27(2):147–167LinkGoogle Scholar
  • Mela C. F., Gupta S., Lehmann D. R. The long-term impact of promotion and advertising on consumer brand choice. J. Marketing Res. (1997) 34(2):248–261CrossrefGoogle Scholar
  • Misra S., Coughlan A. T., Narasimhan C. Salesforce compensation: An analytical and empirical examination of the agency theoretic approach. Quant. Marketing Econom. (2005) 3(1):5–39CrossrefGoogle Scholar
  • Newton M. A., Raftery A. E. Approximate Bayesian inference with the weighted likelihood bootstrap. J. Roy. Statist. Soc. Ser. B (1994) 56(1):3–48Google Scholar
  • Otter T., Gilbride T. J., Allenby G. M. Developing and testing models of strategic behavior. (2009) . Working paper, Ohio State University, ColumbusGoogle Scholar
  • Pritchard M., Silvestro R. Applying the service profit chain to analyse retail performance: The case of the managerial strait-jacket. Internat. J. Service Indust. Management (2005) 16(4):337–356CrossrefGoogle Scholar
  • Rossi P. E., Allenby G. M., McCulloch R.Bayesian Statistics and Marketing (2005) (John Wiley & Sons, New York) CrossrefGoogle Scholar
  • Rust R. T., Ambler T., Carpenter G. S., Kumar V., Srivastava R. K. Measuring marketing productivity: Current knowledge and future directions. J. Marketing (2004) 68(4):76–89CrossrefGoogle Scholar
  • Varian H. R.Microeconomic Analysis (1992) (W. W. Norton & Company, New York) Google Scholar
  • Vargo S. L., Lusch R. F. Evolving to a new dominant logic for marketing. J. Marketing (2004) 68(1):1–17CrossrefGoogle Scholar
  • Villas-Boas J. M., Winer R. S. Endogeneity in brand choice models. Management Sci. (1999) 45(10):1324–1338LinkGoogle Scholar
  • Wiley J. W. Customer satisfaction: A supportive work environment and its financial cost. Human Resource Planning (1991) 14(2):117–127Google Scholar
  • Yang S., Chen Y., Allenby G. M. Bayesian analysis of simultaneous demand and supply. Quant. Marketing Econom. (2003) 1(3):251–275CrossrefGoogle Scholar
  • Zellner A., Kmenta J., Drèze J. Specification and estimation of Cobb-Douglas production function models. Econometrica (1966) 34(4):784–795CrossrefGoogle Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.