The Consumer Production Journey: Marketing to Consumers as Co-Producers in the Sharing Economy

54 Pages Posted: 17 Jan 2018

See all articles by Benedict G. C. Dellaert

Benedict G. C. Dellaert

Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE); Erasmus Research Institute of Management (ERIM)

Date Written: January 10, 2018

Abstract

New digital technologies not only support consumers in better fulfilling their own consumption needs, but also enable them to create greater value for other consumers. These new consumer co- production activities, collectively referred to as the sharing economy, require firms to rethink their role in the marketing value creation process. In particular, firms need to find new ways to create value for consumers who are also becoming producers. To address this challenge, we propose a two-layered conceptual framework of consumer co-production networks and the individual consumer production journeys therein. These concepts expand the traditional production model and consumer journey, respectively, explicitly taking into account consumer co-production activities in the value creation process. Within this framework, we draw on institutional design theory and household production theory to analyze how marketing functions can support consumers’ co-production activities. We conclude with a discussion of managerial and consumer welfare implications, and of new opportunities for further research.

Keywords: Consumer Journey, Consumer Co-Production, Consumer Co-Production Networks, Household Economics, Sharing Economy

Suggested Citation

Dellaert, Benedict G. C., The Consumer Production Journey: Marketing to Consumers as Co-Producers in the Sharing Economy (January 10, 2018). Available at SSRN: https://ssrn.com/abstract=3102773 or http://dx.doi.org/10.2139/ssrn.3102773

Benedict G. C. Dellaert (Contact Author)

Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE) ( email )

P.O. Box 1738
3000 DR Rotterdam, NL 3062 PA
Netherlands

Erasmus Research Institute of Management (ERIM) ( email )

P.O. Box 1738
3000 DR Rotterdam
Netherlands

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