کد مقاله کد نشریه سال انتشار مقاله انگلیسی نسخه تمام متن
10437255 911958 2005 9 صفحه PDF دانلود رایگان
عنوان انگلیسی مقاله ISI
Three Rs of Interpersonal Consumer Guilt: Relationship, Reciprocity, Reparation
موضوعات مرتبط
علوم انسانی و اجتماعی مدیریت، کسب و کار و حسابداری بازاریابی و مدیریت بازار
پیش نمایش صفحه اول مقاله
Three Rs of Interpersonal Consumer Guilt: Relationship, Reciprocity, Reparation
چکیده انگلیسی
This article explores the role of consumer guilt in a retail context. The results of a field study indicate that a consumer's lack of purchase can lead to a guilt response when social connectedness with a salesperson exists and the consumer perceives he or she has control over the purchase decision. A subsequent laboratory study established that when consumers experience guilt, they intend to pursue reparative actions during future purchase interactions with the salesperson to reciprocate the initial connection they established. This reparation is directed specifically toward the salesperson and not the firm.
ناشر
Database: Elsevier - ScienceDirect (ساینس دایرکت)
Journal: Journal of Consumer Psychology - Volume 15, Issue 4, 2005, Pages 307-315
نویسندگان
, , ,