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The impact of pre-existing attitude and conflict management style on customer satisfaction with service recovery

Author

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  • Mazaheri, Ebrahim
  • Basil, Debra Z.
  • Yanamandram, Venkata
  • Daroczi, Zoltan

Abstract

This research examines customer satisfaction with service recovery through the lens of a conflict management framework, specifically assessing the role of pre-existing attitude in determining customer response to service failure. The results of two scenario-based experiments suggest that conflict management style impacts customer satisfaction with service recovery efforts. Additionally, pre-existing attitude toward the company influences the customer's interpretation of a service provider's conflict management style. Those with positive attitudes respond favorably to a cooperative approach in the face of service failures. Conflict management style has little impact on those with negative pre-existing attitudes. A cooperative recovery style and exceeding expectations is necessary to satisfy customers. These results highlight the gravity of service failures, and the importance of proper training in dealing with service recovery.

Suggested Citation

  • Mazaheri, Ebrahim & Basil, Debra Z. & Yanamandram, Venkata & Daroczi, Zoltan, 2011. "The impact of pre-existing attitude and conflict management style on customer satisfaction with service recovery," Journal of Retailing and Consumer Services, Elsevier, vol. 18(3), pages 235-245.
    • Handle: RePEc:eee:joreco:v:18:y:2011:i:3:p:235-245
    DOI: 10.1016/j.jretconser.2010.11.004
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    References listed on IDEAS

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    2. Bogomolova, Svetlana, 2016. "Determinants of ex-customer winback in financial services," Journal of Retailing and Consumer Services, Elsevier, vol. 32(C), pages 1-6.
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    6. Bambauer-Sachse, Silke & Rabeson, Landisoa, 2015. "Determining adequate tangible compensation in service recovery processes for developed and developing countries: The role of severity and responsibility," Journal of Retailing and Consumer Services, Elsevier, vol. 22(C), pages 117-127.
    7. Gohary, Ali & Hamzelu, Bahman & Alizadeh, Hamid, 2016. "Please explain why it happened! How perceived justice and customer involvement affect post co-recovery evaluations: A study of Iranian online shoppers," Journal of Retailing and Consumer Services, Elsevier, vol. 31(C), pages 127-142.
    8. Adam Sulich & Letycja Sołoducho-Pelc & Marcos Ferasso, 2021. "Management Styles and Decision-Making: Pro-Ecological Strategy Approach," Sustainability, MDPI, vol. 13(4), pages 1-18, February.
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    10. Smith, Ronn J. & Knuff, David C. & Sprott, David E. & Spangenberg, Eric R., 2013. "The influence of negative marketplace information on consumer attitudes toward a service establishment," Journal of Retailing and Consumer Services, Elsevier, vol. 20(3), pages 358-364.

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