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Effects of dominance transitions on advice adherence in professional service conversations

Author

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  • Helen Si Wang

    (The University of Hong Kong)

  • Chi Kin (Bennett) Yim

    (The University of Hong Kong)

Abstract

For many professional services, advice adherence is a necessary condition for achieving service success for both customers and service providers. Despite their pivotal roles in value co-creation, typical conversational interactions often lead to low adherence. We propose that enabling a “dominance transition,” from provider dominance in the pre-advice stage to customer dominance in the post-advice stage, enhances advice adherence because it increases customers’ perceived common ground. Furthermore, providers’ consultation focus, customers’ prior knowledge, and customers’ perceived adherence effort moderate this process. Using mixed methods, including both empirical modeling and controlled and field experiments, we validate the proposed model in various contexts (healthcare, financial services, and fitness and wellness counseling). The findings establish several theoretical contributions and offer managerial implications for improving advice adherence by managing dominance transitions in conversational interactions more effectively through training service providers or even programming AI chatbots.

Suggested Citation

  • Helen Si Wang & Chi Kin (Bennett) Yim, 2019. "Effects of dominance transitions on advice adherence in professional service conversations," Journal of the Academy of Marketing Science, Springer, vol. 47(5), pages 919-938, September.
    • Handle: RePEc:spr:joamsc:v:47:y:2019:i:5:d:10.1007_s11747-019-00664-8
    DOI: 10.1007/s11747-019-00664-8
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    References listed on IDEAS

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    7. Bonaccio, Silvia & Dalal, Reeshad S., 2006. "Advice taking and decision-making: An integrative literature review, and implications for the organizational sciences," Organizational Behavior and Human Decision Processes, Elsevier, vol. 101(2), pages 127-151, November.
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    Cited by:

    1. Mariani, Marcello M. & Hashemi, Novin & Wirtz, Jochen, 2023. "Artificial intelligence empowered conversational agents: A systematic literature review and research agenda," Journal of Business Research, Elsevier, vol. 161(C).
    2. Tang, Chuanyi & Guo, Lin & Gruen, Thomas, 2024. "A goal-driven framework for compliance-dependent services: Pathways to customer satisfaction and well-being," Journal of Business Research, Elsevier, vol. 177(C).
    3. Mark Anthony Camilleri & Ciro Troise, 2023. "Live support by chatbots with artificial intelligence: A future research agenda," Service Business, Springer;Pan-Pacific Business Association, vol. 17(1), pages 61-80, March.

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