Adding clicks to bricks: A study of the consequences on customer loyalty in a service context

Abstract

With the explosion of the Internet many firms are incorporating technology into their marketing and operations and are adopting a multichannel strategy. The impact of this strategy has been especially high in the services area, which has traditionally relied on close, personal contact between customers and employees. This study explores how overall customer loyalty is built as a consequence of the value provided by each channel (offline and online). It also analyzes the moderating role of complexity of services used and customers’ Internet access in the service value–loyalty link. The model is tested with a sample of 302 multichannel financial services customers who use both the offline (traditional) and the online channel. Results show that offline perceived service value increases online perceived value; offline value has a stronger effect on overall loyalty than online value; and online service complexity and Internet adoption moderate the influence of service value on overall loyalty. Implications for management and theory are discussed.