Approach with initiative or hold on passively? The impact of customer-perceived dependence on customer forgiveness in service failure.

Xin Chen, Shuojia Guo, Jie Xiong, Shuyi Hao
Author Information
  1. Xin Chen: Faculty of Business Administration, School of Business Administration, Southwestern University of Finance and Economics, Chengdu, China.
  2. Shuojia Guo: Department of Marketing, Lucille and Jay Chazanoff School of Business, College of Staten Island, City University of New York, New York, NY, United States.
  3. Jie Xiong: Department of Strategy, Entrepreneurship and International Business, ESSCA School of Management, Angers, France.
  4. Shuyi Hao: Department of Marketing, Neoma Business School, Reims, France.

Abstract

Service failure is almost inevitable with the intensifying competition in the service market and expectation of heterogeneous customers. The customer-firm relationship can significantly influence customers' subsequent attitudes and behaviors to the service provider when they encounter service failure. This study proposes a theoretical model to examine how customer-perceived dependence affects their forgiveness toward a service failure in attribution logic. According to an experiment with 138 and a survey with 428 commercial bank customers, we used a multivariate approach to validate our model. The results show that relationship-valued dependence (RVD) leads to external attribution, which is positively related to customer forgiveness. In contrast, switching-cost dependence (SCD) leads to internal attribution, which is negatively related to customer forgiveness. The relationship length is a relevant contextual factor that acts as a negative moderating factor. Our study contributes to the service recovery literature by elucidating the underlying process of forgiveness with the presence of the customer-firm dependence relationship.

Keywords

References

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Word Cloud

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