Interaction orientation based on value co-creation theory: scale development and validation

• Published in: Journal of contemporary marketing science Vol. 2; no. 3; pp. 298 - 322
• Main Authors: Yu, Hongyan, Liu, Rong, Zheng, Daowu
• Format: Journal Article
• Language: English
• Published: Bingley Emerald Publishing Limited 17.12.2019; Emerald Group Publishing Limited
• Subjects: Brand loyalty; Cooperation; Customer relations; Customer relationship management; Customer services; Empowerment; Information technology; Internet; Literature reviews; Market positioning; Marketing; Philosophy; Product orientation; Social networks; Validity; Value; Scale development; Co-creation
• ISSN: 2516-7480; 2516-7480
• DOI: 10.1108/JCMARS-08-2019-0027

Purpose With the rapid development of information technologies and the internet, firms have increasingly focussed on customer interactions to realise value co-creation. Previous studies have empirically examined interaction orientation, but their measurements have been derived from goods-dominant logic and have not explained the mechanism of value co-creation. The purpose of this paper is to propose an operational definition and define the dimensions of interaction orientation based on value co-creation theory (IOVCC), and then develop a scale for it. Design/methodology/approach In this study, data were collected from employees via three questionnaire surveys, and then analysed using exploratory factor analysis and confirmatory factor analysis. Findings The findings are as follows: IOVCC represents a firm’s implementation of a set of marketing actions aimed at inserting the firm into its customers’ daily life practices and co-creating value with the customers. The construct of IOVCC consists of five behavioural dimensions: “building communication channels”, “involving customers in co-production”, “improving service capabilities”, “improving interaction quality” and “integrating interaction resources”. The measurement scale for IOVCC has acceptable levels of reliability, content validity, convergent validity, discriminant validity and nomological validity. Originality/value This study enriches the literature on value co-creation theory by revealing the process and actions of co-creating value. It also contributes to the understanding of service touchpoints by highlighting the interaction quality of touchpoints. In addition, the authors have developed a reliable and valid scale for IOVCC, thereby facilitating the measurement of a firm’s implementation of the “value co-creation” business philosophy.