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  2. School of Management and Law
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  4. Publikationen School of Management and Law
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dc.contributor.authorBauer, Johannes C.-
dc.contributor.authorLinzmajer, Marc-
dc.contributor.authorNagengast, Liane-
dc.contributor.authorRudolph, Thomas-
dc.contributor.authorD'Cruz, Elena-
dc.date.accessioned2022-08-29T08:55:49Z-
dc.date.available2022-08-29T08:55:49Z-
dc.date.issued2020-
dc.identifier.issn1757-5818de_CH
dc.identifier.urihttps://digitalcollection.zhaw.ch/handle/11475/25516-
dc.description.abstractPurpose: Many marketplace examples suggest that using gamification in the online retail shopping context boosts sales and positively affects customer loyalty. Nevertheless, more research is needed to understand the effects of digital games on consumer behavior and their underlying psychological mechanisms. Therefore, this article explores how combining games and monetary rewards impacts customer satisfaction, loyalty and word-of-mouth (WOM) intentions. Design/methodology/approach: To test our hypotheses, we designed two online laboratory experiments to stimulate an online shopping situation, as gamification in online retailing has the potential to affect an important set of outcomes for service firms throughout the consumer decision process (Hofacker et al., 2016). Findings: The results of two lab experiments demonstrate that playing a shopping-related game without monetary participation incentive positively influences all three relational outcomes because games enhance consumers' enjoyment of the overall shopping experience. However, our findings also show that monetary rewards used to incentivize game participation diminish these effects. Gamification loses its positive effects if games are combined with monetary rewards, as consumers no longer play games to derive inherent enjoyment, but rather the extrinsic motivation of receiving a discount. We draw managerial implications about how gamification effectively and profitably fosters strong customer relationships and thus increases customer lifetime value and equity. Research limitations/implications: This research is the first to investigate the combined effects of gamification and price discounts that require consumers to play the game in order to receive the discount. Focusing on an online shopping context, this article contributes to research on motivation by providing new and more nuanced insights into the psychological process underlying the gamification effects on consumer' long-term attitudes (i.e. satisfaction) and relational behaviors (i.e. positive WOM and loyalty) toward a retailer. Practical implications: Based on our findings, we provide recommendations for marketers that explain how gamification can be a profitable and efficient tool to foster strong customer relationships. Retail managers should use gamification as a less costly alternative to typical price discounts. Originality/value: Two laboratory experiments investigate how the separate and combined use of games and price discounts affects consumers' satisfaction, positive WOM intentions and loyalty. Playing a shopping-related game increases satisfaction with the retailer and positive WOM intentions as well as loyalty. Monetary rewards used to incentivize game participation eliminate the positive effects of gamification.de_CH
dc.language.isoende_CH
dc.publisherEmeraldde_CH
dc.relation.ispartofJournal of Service Managementde_CH
dc.rightsLicence according to publishing contractde_CH
dc.subjectConsumer behaviorde_CH
dc.subjectCustomer experiencede_CH
dc.subjectGamificationde_CH
dc.subjectPrice discountde_CH
dc.subjectRetailingde_CH
dc.subject.ddc658.8: Marketingmanagementde_CH
dc.titleGamifying the digital shopping experience : games without monetary participation incentives increase customer satisfaction and loyaltyde_CH
dc.typeBeitrag in wissenschaftlicher Zeitschriftde_CH
dcterms.typeTextde_CH
zhaw.departementSchool of Management and Lawde_CH
dc.identifier.doi10.1108/JOSM-10-2018-0347de_CH
zhaw.funding.euNode_CH
zhaw.issue3de_CH
zhaw.originated.zhawYesde_CH
zhaw.pages.end595de_CH
zhaw.pages.start563de_CH
zhaw.publication.statuspublishedVersionde_CH
zhaw.volume31de_CH
zhaw.publication.reviewPeer review (Publikation)de_CH
zhaw.webfeedW: Spitzenpublikationde_CH
zhaw.author.additionalNode_CH
zhaw.display.portraitYesde_CH
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Bauer, J. C., Linzmajer, M., Nagengast, L., Rudolph, T., & D’Cruz, E. (2020). Gamifying the digital shopping experience : games without monetary participation incentives increase customer satisfaction and loyalty. Journal of Service Management, 31(3), 563–595. https://doi.org/10.1108/JOSM-10-2018-0347
Bauer, J.C. et al. (2020) ‘Gamifying the digital shopping experience : games without monetary participation incentives increase customer satisfaction and loyalty’, Journal of Service Management, 31(3), pp. 563–595. Available at: https://doi.org/10.1108/JOSM-10-2018-0347.
J. C. Bauer, M. Linzmajer, L. Nagengast, T. Rudolph, and E. D’Cruz, “Gamifying the digital shopping experience : games without monetary participation incentives increase customer satisfaction and loyalty,” Journal of Service Management, vol. 31, no. 3, pp. 563–595, 2020, doi: 10.1108/JOSM-10-2018-0347.
BAUER, Johannes C., Marc LINZMAJER, Liane NAGENGAST, Thomas RUDOLPH und Elena D’CRUZ, 2020. Gamifying the digital shopping experience : games without monetary participation incentives increase customer satisfaction and loyalty. Journal of Service Management. 2020. Bd. 31, Nr. 3, S. 563–595. DOI 10.1108/JOSM-10-2018-0347
Bauer, Johannes C., Marc Linzmajer, Liane Nagengast, Thomas Rudolph, and Elena D’Cruz. 2020. “Gamifying the Digital Shopping Experience : Games without Monetary Participation Incentives Increase Customer Satisfaction and Loyalty.” Journal of Service Management 31 (3): 563–95. https://doi.org/10.1108/JOSM-10-2018-0347.
Bauer, Johannes C., et al. “Gamifying the Digital Shopping Experience : Games without Monetary Participation Incentives Increase Customer Satisfaction and Loyalty.” Journal of Service Management, vol. 31, no. 3, 2020, pp. 563–95, https://doi.org/10.1108/JOSM-10-2018-0347.


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