search query: @indexterm Customer relations / total: 402
reference: 92 / 402
| Author: | Hess, R. L. Jr. Ganesan, S. Klein, N. M. |
| Title: | Service Failure and Recovery: The Impact of Relationship Factors on Customer Satisfaction |
| Journal: | Journal of the Academy of Marketing Science
2003 : SPRING, VOL. 31:2, p.127-145 |
| Index terms: | CUSTOMERS RELATIONSHIP MARKETING CUSTOMER RELATIONS |
| Language: | eng |
| Abstract: | This research investigated how customers' relationships with a service organization affect their reactions to service failure and recovery. The conceptual model proposed that customer-organizational relationships help to shape customers' attributions and expectations when service failures occur. The empirical results showed that customers with higher expectations of relationship continuity had lower service recovery expectations after a service failure and also attributed that failure to a less stable cause. Both the lower recovery expectations and the lower stability attributions were associated with greater satisfaction with the service performance after the recovery. These effects appeared to be key processes by which relationships buffer service organizations when service failures occur. |
SCIMA