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Beyond close vs. distant ties: Understanding post-service sharing of information with close, exchange, and hybrid ties

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  • Menon, Kalyani
  • Ranaweera, Chatura

Abstract

Customers' post-service sharing of information (PSSI) occurs with a range of social ties typically conceptualized in terms of closeness/tie strength. We extend this research by orthogonally crossing the dimension of closeness with exchange to define close, exchange, and hybrid ties. Study 1, a survey of actual PSSI behavior, supports our conceptualization regarding the dimensions of closeness and exchange defining audiences for PSSI. Study 2, a survey of PSSI intentions, further supports the significance of this extended conceptualization by showing that a model with close, exchange, and hybrid ties has a significantly better fit than a model with only close ties. We provide further evidence of the significance of these three ties by showing that service outcome and process have distinct effects on PSSI to each social tie. Satisfaction has a non-linear effect on PSSI to close ties, and positive and negative linear effects on exchange and hybrid ties respectively. Further, satisfaction is the sole predictor of PSSI to close ties, whereas satisfaction, provider status and customer power interactively drive PSSI to exchange and hybrid ties. Thus, considering close, exchange, and hybrid ties enables a more comprehensive understanding of PSSI.

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  • Menon, Kalyani & Ranaweera, Chatura, 2018. "Beyond close vs. distant ties: Understanding post-service sharing of information with close, exchange, and hybrid ties," International Journal of Research in Marketing, Elsevier, vol. 35(1), pages 154-169.
    • Handle: RePEc:eee:ijrema:v:35:y:2018:i:1:p:154-169
    DOI: 10.1016/j.ijresmar.2017.12.008
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    References listed on IDEAS

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