THE INDIRECT INFLUENCE OF MOUTH-TO-MOUTH MARKETING ON THE CHOICE CRITERION OF PUBLIC EDUCATION INSTITUTIONS | A INFLUÊNCIA INDIRETA DO MARKETING BOCA A BOCA NO CRITÉRIO DE ESCOLHA DE UMA INSTITUIÇÃO DE ENSINO PÚBLICA

Authors

  • Hildo Anselmo Galter Dalmonech Fucape Business School
  • Danilo Soares Monte-mor Fucape Business School

Keywords:

Word of Mouth Marketing, Choice Criterion, Educational Institution, Teaching Modality, Indirect Effect.

Abstract

Several studies show a positive influence from word of mouth (WOM) marketing on the choice criterion of an Education Institution (EI). However, these researches did not investigate the indirect effect from WOM marketing on such choices and are also influenced by self-selection problems, which could result in biased estimators for the effect of WOM marketing on choice criterion for an EI. This study aims to verify if the suggestion by students’ Education Institution through WOM marketing influences indirectly their choice criterion. A theoretical model was to mitigate endogenous features related to these criteria and also minimize auto selection problems. The research – with 1220 answers - was applied in a public IE that promotes many education modalities. The results show there is no evidence that WOM marketing systematically has straight effect on students’ choice criterion by an IE. However, it is concerned that WOM marketing can enhance influence on some variables that interfere on students’ choice criterion by an IE.


DOI: 10.18226/23190639.v7n2.04

 

 

Hildo Anselmo Galter Dalmonech, Fundação Instituto Capixaba de Pesquisas em Contabilidade, Economia e Finanças (FUCAPE). Brasil.

E-mail: hildo.anselmo@ifes.edu.br

 

Danilo Soares Monte-mor*, Fundação Instituto Capixaba de Pesquisas em Contabilidade, Economia e Finanças (FUCAPE). Brasil.

E-mail: danilo@fucape.br

 

 

 

Submetido: Junho 2018

Aceito: Abril 2019

*Contato para Correspondência


Author Biographies

Hildo Anselmo Galter Dalmonech, Fucape Business School

Mestre em Administração

Danilo Soares Monte-mor, Fucape Business School

Doutor em Administração e Ciências Contábeis

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Published

2019-12-18

How to Cite

Dalmonech, H. A. G., & Monte-mor, D. S. (2019). THE INDIRECT INFLUENCE OF MOUTH-TO-MOUTH MARKETING ON THE CHOICE CRITERION OF PUBLIC EDUCATION INSTITUTIONS | A INFLUÊNCIA INDIRETA DO MARKETING BOCA A BOCA NO CRITÉRIO DE ESCOLHA DE UMA INSTITUIÇÃO DE ENSINO PÚBLICA. Brazilian Journal of Management and Innovation (Revista Brasileira De Gestão E Inovação), 7(2), 75–94. Retrieved from https://sou.ucs.br/etc/revistas/index.php/RBGI/article/view/6338

Issue

Section

RBGI Articles