IDEAS home Printed from https://ideas.repec.org/p/hal/journl/hal-01630516.html
   My bibliography  Save this paper

"J'espère que ce commerçant ne me parlera pas !" : l'effet de l'anxiété sociale et du degré d'intimité de la conversation sur l'intention de revenir dans le point de vente

Author

Listed:
  • Valérie Guillard

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

  • Eva Delacroix

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

Abstract

This article demonstrates that socially anxious consumers avoid close relationships with merchants. An experimental approach (n=102) shows that socially anxious consumers prefer small talk with merchants rather than intimate conversations, whereas non-socially anxious consumers prefer intimate conversations rather than small talk. The results also show that the intention to return the store is lower among socially anxious subjects than among non-socially anxious ones, even in the small talk condition.

Suggested Citation

  • Valérie Guillard & Eva Delacroix, 2012. ""J'espère que ce commerçant ne me parlera pas !" : l'effet de l'anxiété sociale et du degré d'intimité de la conversation sur l'intention de revenir dans le point de vente," Post-Print hal-01630516, HAL.
    • Handle: RePEc:hal:journl:hal-01630516
    Note: View the original document on HAL open archive server: https://hal.science/hal-01630516
    as

    Download full text from publisher

    File URL: https://hal.science/hal-01630516/document
    Download Restriction: no
    ---><---

    References listed on IDEAS

    as
    1. Jennifer J. Argo & Darren W. Dahl & Rajesh V. Manchanda, 2005. "The Influence of a Mere Social Presence in a Retail Context," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 32(2), pages 207-212, September.
    2. Raphaëlle Butori, 2010. "Pour une meilleure utilisation du traitement de faveur: une approche individuelle," Post-Print hal-02055241, HAL.
    3. Dahl, Darren W & Manchanda, Rajesh V & Argo, Jennifer J, 2001. "Embarrassment in Consumer Purchase: The Roles of Social Presence and Purchase Familiarity," Journal of Consumer Research, Journal of Consumer Research Inc., vol. 28(3), pages 473-481, December.
    4. Jean Frisou, 2005. "Une approche tendancielle du comportement de fidélité : Du concept à sa mesure," Post-Print hal-02023624, HAL.
    Full references (including those not matched with items on IDEAS)

    Most related items

    These are the items that most often cite the same works as this one and are cited by the same works as this one.
    1. Hwang, YooHee & Shin, Joongwon & Mattila, Anna S., 2018. "So private, yet so public: The impact of spatial distance, other diners, and power on solo dining experiences," Journal of Business Research, Elsevier, vol. 92(C), pages 36-47.
    2. Jana Holthöwer & Jenny Doorn, 2023. "Robots do not judge: service robots can alleviate embarrassment in service encounters," Journal of the Academy of Marketing Science, Springer, vol. 51(4), pages 767-784, July.
    3. Kohei Kawaguchi & Kosuke Uetake & Yasutora Watanabe, 2019. "Effectiveness of Product Recommendations Under Time and Crowd Pressures," Marketing Science, INFORMS, vol. 38(2), pages 253-273, March.
    4. Myles Landers, V. & Esmark Jones, Carol L. & Barney, Christian, 2024. "The social influence of employee groups: Understanding the impact of employee groups on customer intentions through intimidation," Journal of Business Research, Elsevier, vol. 170(C).
    5. He, Yi & Chen, Qimei & Alden, Dana L., 2012. "Consumption in the public eye: The influence of social presence on service experience," Journal of Business Research, Elsevier, vol. 65(3), pages 302-310.
    6. Jia Gao & Ying Rong & Xin Tian & Yuliang Yao, 2024. "Improving Convenience or Saving Face? An Empirical Analysis of the Use of Facial Recognition Payment Technology in Retail," Information Systems Research, INFORMS, vol. 35(1), pages 16-27, March.
    7. Söderlund, Magnus, 2011. "Other customers in the retail environment and their impact on the customer’s evaluations of the retailer," Journal of Retailing and Consumer Services, Elsevier, vol. 18(3), pages 174-182.
    8. Sungwoo Choi & Anna S. Mattila, 2018. "The Effect of Experience Congruity on Repurchase Intention: The Moderating Role of Public Commitment," Service Science, INFORMS, vol. 10(2), pages 124-138, June.
    9. Ni Huang & Lingli Wang & Yili Hong & Lihui Lin & Xunhua Guo & Guoqing Chen, 2024. "When the Clock Strikes: A Multimethod Investigation of On-the-Hour Effects in Online Learning," Information Systems Research, INFORMS, vol. 35(2), pages 766-782, June.
    10. Fan Alei (Aileen) & Van Hoof Hubert B. & Loyola Sandra Pesantez & Lituma Sebastián Calle & Granda Marlene Jaramillo, 2016. "The impact of other customers and gender on consumer complaint behaviour in the Ecuadorian restaurant setting," European Journal of Tourism, Hospitality and Recreation, Sciendo, vol. 7(1), pages 21-29, May.
    11. Tombs, Alastair G. & McColl-Kennedy, Janet R., 2010. "Social and spatial influence of customers on other customers in the social-servicescape," Australasian marketing journal, Elsevier, vol. 18(3), pages 120-131.
    12. Park, Yookyung & Yi, Youjae, 2022. "Is a gift on sale “heart-discounted†? Givers’ misprediction on the value of discounted gifts and the influence of service robots," Journal of Retailing and Consumer Services, Elsevier, vol. 65(C).
    13. Yi He & Miao Hu & Qimei Chen & Dana L. Alden & Wei He, 2017. "No Man is an Island: the Effect of Social Presence on Negative Word of Mouth Intention in Service Failures," Customer Needs and Solutions, Springer;Institute for Sustainable Innovation and Growth (iSIG), vol. 4(4), pages 56-67, December.
    14. Argo, Jennifer J. & Dahl, Darren W., 2020. "Social Influence in the Retail Context: A Contemporary Review of the Literature," Journal of Retailing, Elsevier, vol. 96(1), pages 25-39.
    15. Brack, Anna Dorothea & Benkenstein, Martin, 2012. "The effects of overall similarity regarding the customer-to-customer-relationship in a service context," Journal of Retailing and Consumer Services, Elsevier, vol. 19(5), pages 501-509.
    16. Frank, Darius-Aurel & Otterbring, Tobias, 2023. "Being seen… by human or machine? Acknowledgment effects on customer responses differ between human and robotic service workers," Technological Forecasting and Social Change, Elsevier, vol. 189(C).
    17. Hess, Nicole J. & Kelley, Corinne M. & Scott, Maura L. & Mende, Martin & Schumann, Jan H., 2020. "Getting Personal in Public!? How Consumers Respond to Public Personalized Advertising in Retail Stores," Journal of Retailing, Elsevier, vol. 96(3), pages 344-361.
    18. Nichols, Bridget Satinover, 2015. "Construction and validation of the in-store privacy preference scale," Journal of Retailing and Consumer Services, Elsevier, vol. 24(C), pages 70-78.
    19. Dahm, Martin & Wentzel, Daniel & Herzog, Walter & Wiecek, Annika, 2018. "Breathing Down Your Neck!," Journal of Retailing, Elsevier, vol. 94(2), pages 217-230.
    20. Uhrich, Sebastian & Tombs, Alastair, 2014. "Retail customers' self-awareness: The deindividuation effects of others," Journal of Business Research, Elsevier, vol. 67(7), pages 1439-1446.

    Corrections

    All material on this site has been provided by the respective publishers and authors. You can help correct errors and omissions. When requesting a correction, please mention this item's handle: RePEc:hal:journl:hal-01630516. See general information about how to correct material in RePEc.

    If you have authored this item and are not yet registered with RePEc, we encourage you to do it here. This allows to link your profile to this item. It also allows you to accept potential citations to this item that we are uncertain about.

    If CitEc recognized a bibliographic reference but did not link an item in RePEc to it, you can help with this form .

    If you know of missing items citing this one, you can help us creating those links by adding the relevant references in the same way as above, for each refering item. If you are a registered author of this item, you may also want to check the "citations" tab in your RePEc Author Service profile, as there may be some citations waiting for confirmation.

    For technical questions regarding this item, or to correct its authors, title, abstract, bibliographic or download information, contact: CCSD (email available below). General contact details of provider: https://hal.archives-ouvertes.fr/ .

    Please note that corrections may take a couple of weeks to filter through the various RePEc services.

    IDEAS is a RePEc service. RePEc uses bibliographic data supplied by the respective publishers.