Toward service recovery strategies: the role of consumer-organization relationship norms

Abstract

Purpose

Given the increasing importance of relationship management in service recovery encounters, this study aims to investigate the role of consumer–organization relationship norms (communal versus exchange) in connection with the service recovery process.

Design/methodology/approach

Based on a thorough review of the previous literature, the model was developed. Using a scenario-based survey method, a total of 204 usable responses were obtained via self-administered questionnaires in the USA. Anderson and Gerbing’s two-step approach was used to assess the measurement and structural models.

Findings

The findings indicate that consumers’ recovery processes are influenced by relationship norms. For consumers in the communal relationship, perceived social recovery had a greater influence on satisfaction with the service recovery. Consumers in the exchange relationship reacted more sensitively to perceived economic recovery in terms of satisfaction with the service recovery.

Research limitations/implications

The focus of this study is restaurant consumers’ responses to service recovery in the context of an established relationship. Therefore, the results may not be generalizable for other consumers and segments.

Practical implications

The findings have important implications for increasing the understanding of consumer behavior in established relationships and suggesting effective recovery strategies.

Originality/value

This study investigates the effect of different relationship norms that could explain varying consumer responses to service recovery within a high-quality relationship. It also provides directions for improving consumers’ satisfaction with service recovery. This differs from previous studies that mainly focused on relationship quality.

Citation

Hur, J.(C). and Jang, S.(S). (2016), "Toward service recovery strategies: the role of consumer-organization relationship norms", Journal of Services Marketing, Vol. 30 No. 7, pp. 724-735. https://doi.org/10.1108/JSM-08-2015-0263