Exploring the first steps of retirement engagement: a conceptual model and field evidence

W. Eberhardt, T. Post, C. Hoet, E. Bruggen*

*Corresponding author for this work

Research output: Contribution to journalArticleAcademicpeer-review

Abstract

Purpose The authors develop and validate a conceptual model, the retirement engagement model (REM), to understand the relationships between behavioral engagement (retirement information search), cognitive factors and engagement (e.g. beliefs and financial knowledge), emotional engagement (e.g. anxiety), and socio-demographic factors. Approach: The authors derive the REM through a three-step procedure: (1) an extensive literature review, (2) interactive feedback sessions with experts to confirm the model's academic and managerial relevance, and (3) an empirical test of the REM with field data (N = 583). The authors use a partial least squares (PLS) structural equation model and examine heterogeneity through a finite mixture model. Design/methodology/approach Around the globe, people are insufficiently engaged with retirement planning. The customer engagement literature offers rich insights into antecedents, outcomes, and barriers to engagement. However, customer engagement literature lacks insights into cognitive, emotional and behavioral factors that drive engagement in retirement planning, a utilitarian service context, which is important for financial well-being. Findings Beliefs such as perceived susceptibility, severity, benefits, barriers, and self-efficacy, together with trust and retirement anxiety, explain people's search for pension information. These factors can be used to define three clear, actionable segments of consumers. Originality/value The findings advance the customer engagement and transformative service research literature by generating insights on engagement with retirement planning, a utilitarian rather than hedonic service context that is especially relevant for financial well-being. The findings inform managerial practice and emphasize the relevance of including cognitive and emotional engagement factors that trigger behavioral engagement. The REM can help to improve pension communication. For example, the results indicate that marketers should stress the benefits of, rather than the barriers to, acquiring information.
Original languageEnglish
Pages (from-to)1-26
Number of pages26
JournalJournal of Service Management
Volume33
Issue number6
DOIs
Publication statusPublished - 19 Dec 2022

Keywords

  • BEHAVIOR
  • BRAND ENGAGEMENT
  • CUSTOMER ENGAGEMENT
  • D14
  • D83
  • D91
  • Engagement
  • FINANCIAL LITERACY
  • FUNDAMENTAL PROPOSITIONS
  • Financial well-being
  • H31
  • HEALTH BELIEF MODEL
  • Information search
  • Pensions
  • Retirement
  • SELF-EFFICACY
  • THEORETICAL FOUNDATIONS
  • TRANSFORMATIVE SERVICE RESEARCH
  • TRUST

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