Perceptions of Justice after Recovery Efforts in Internet Purchasing: the Impact on Consumer Trust and Loyalty toward Retailing Sites and Online Shopping in General

The main goal of this paper is to extend the traditional theoretical model of service recovery to the online purchasing environment by investigating the impact of perceptions of justice after recovery efforts toward unsatisfactory Internet purchasing on customer trust and loyalty. The authors develop a theoretical model focusing on interrelationships among complaint handling evaluations, quality of prior experience, familiarity, trust, perceived value and loyalty. To test this model, 3,339 customers from all over Brazil who had been engaged in complaint processes about online purchases within the past 6 months answered an online questionnaire. Findings indicate that interpersonal treatment by the e-retailer improves consumer perceptions of the online recovery process. Consumer trust in the firm's website is strongly influenced by satisfaction with complaint handling, familiarity and the quality of prior experiences with the website, while consumer trust in Internet shopping is mainly affected by familiarity and the quality of prior experiences with Internet purchasing. These two dimensions of trust are distinct and represent discrete facets, as they do not impact each other. Moreover, repurchase intentions and word-of-mouth communication are influenced by consumer trust

A bibliometric investigation of service failure literature and a research agenda

Purpose - This research studies the citations made in service failure literature, and assesses the knowledge construction of this region of exploration to date. Design/methodology/approach - The bibliometric investigation assesses 416 service failure articles in business associated research. Multidimensional scaling (MDS) is employed to uncover the scope of the scholarly impacts that have helped understand the nature of the service failure literature. The establishment of knowledge in the service failure literature is revealed by analysing co-citation data to identify significant topical impacts. Findings - The theoretical model combines five areas with significant propositions for the future improvement of service failure as an area of investigation. The most important research themes in-service failure literature are service failure, service failure communication, the recovery process, recovery offer and intention. Research limitations/implications - Potential research concentrating on the service failure literature could use search terms improved from the literature review, or use a comparable approach whereby a board of well-informed scholars approved the keywords used. Practical implications - This paper is beneficial for any reader who is interested in understanding the components of the perception of justice and recovery and how it improves repurchase intention. Originality/value - The study seeks to influence resource and recovery-based concepts and utilises the five supporting knowledge groups to suggest a plan for future research that fills existing gaps and offers the possibility of expanding and enhancing the service failure literature

Critical review of the e-loyalty literature: a purchase-centred framework

Over the last few years, the concept of online loyalty has been examined extensively in the literature, and it remains a topic of constant inquiry for both academics and marketing managers. The tremendous development of the Internet for both marketing and e-commerce settings, in conjunction with the growing desire of consumers to purchase online, has promoted two main outcomes: (a) increasing numbers of Business-to-Customer companies running businesses online and (b) the development of a variety of different e-loyalty research models. However, current research lacks a systematic review of the literature that provides a general conceptual framework on e-loyalty, which would help managers to understand their customers better, to take advantage of industry-related factors, and to improve their service quality. The present study is an attempt to critically synthesize results from multiple empirical studies on e-loyalty. Our findings illustrate that 62 instruments for measuring e-loyalty are currently in use, influenced predominantly by Zeithaml et al. (J Marketing. 1996;60(2):31-46) and Oliver (1997; Satisfaction: a behavioral perspective on the consumer. New York: McGraw Hill). Additionally, we propose a new general conceptual framework, which leads to antecedents dividing e-loyalty on the basis of the action of purchase into pre-purchase, during-purchase and after-purchase factors. To conclude, a number of managerial implementations are suggested in order to help marketing managers increase their customers’ e-loyalty by making crucial changes in each purchase stage

Determinants of Customer Loyalty Towards Prepaid Mobile Cellular Services in Malaysia

This research focuses on the determinant factors of customer loyalty of the prepaid segment in the telecommunication industry. Customer is important in the telecommunication industry especially in the prepaid segment where there is no contractual relationship between customer and service provider. This study examines the relationships between customer satisfaction, service quality, perceived value and trust with customer loyalty. This research also examines the role of customer satisfaction as a mediator factor and switching cost as a moderator factor towards customer loyalty. The consideration of putting both mediator and moderator factors in this research allows a more precise descriptions on the relationship between all the variables mentioned and the outcome of the research. Hypothesized relationships are tested using survey responses from a sample of 398 respondents. The study sample was the students studying in Malaysian Universities. Results revealed a positive relationship between customer support service, service reliability, emotional value and trust with customer loyalty. Apart from that, customer satisfaction mediates the relationship between various determinant factors and customer loyalty. Switching cost does not moderate the relationship between customer satisfaction and customer loyalty. The results reported in this research are useful to both industry and academics in Malaysia, by providing relevant empirical data about customer loyalty in the telecommunication Industry. Results are compared with earlier findings and implications for future research are discussed. The results should be able to recommend the strategy in customer loyalty especially in the prepaid mobile services. This study could also be of interest to other on-line services firm, which shares the same characteristics with mobile phone service provider

PENGARUH USER PERCEPTION OF ONLINE RETAIL ATTRIBUTES, PRE-PURCHASE USER ATTITUDES DAN SATISFACTION TERHADAP ONLINE REPATRONAGE INTENTION PADA SITUS ONLINE SHOP

Penelitian ini bertujuan untuk menguji Pengaruh User Perception of Online Retail Attribute (Perceived Usefulness, Perceived Ease Of Use, Perceived Value, Perceived Risk), Pre-purchase User Perception (Trust, Privacy Concern, Internet Literacy) dan Post-purchase User Perception (Satisfaction) terhadap Online Repatronage Intention pada situs online shop. Jenis penelitian yang digunakan adalah penelitian kausal dengan pendekatan kuantitatif. Penelitian ini menggunakan pendekatan purposive sampling, dimana sampel berupa responden yang pernah berbelanja apapun melalui website yang sama selama 1 tahun terakhir dan berpendidikan minimal SMA atau sederajat. Responden dalam penelitian ini berjumlah 390 orang. Analisis dalam penelitian ini menggunakan software SPSS versi 18.0 for Windows serta Amos versi 16.0 for Windows untuk mengujian Model Measurement dan Analisis Regresi Linier Berganda. Hasil penelitian ini menunjukkan bahwa perceived usefulness, perceived value, trust dan satisfaction memiliki pengaruh positif dan signifikan terhadap online repatronage intention. Hasil penelitian ini juga menemukan bahwa perceived ease of use, perceived risk, privacy concern dan internet literacy berpengaruh tidak signifikan terhadap online repatronage intention

Understanding the effect of smart retail brand - consumer communications via mobile instant messaging (MIM) - an empirical study in the Chinese context

Faced with competitive forces, retailers are innovating by adopting ‘smart’ technologies such as contactless, omni-channel, ubiquitous computing, social networking and mobile apps. This paper examines consumer behavior responses during the use of a mobile instant messaging (MIM) application channel adopted by a Chinese pure-play retailer. MIM is text-based, real-time, mobile computer-mediated communication technology accomplishing real-time interaction with other users regardless of location. WeChat, a full service MIM application, contains functional and social features including SMS, MMS, LBS, photo sharing, voice message, video calls and “Moments” sharing, which is its social propagating feature. There is a paucity of literature on the role of MIM in building relationships and especially, the relevance of emotion and WOM for consumers engaging in MIM human-computer interactions. The model tested was derived from prior research on trust and also Stimuli-Organism-Response (SOR) that depicts the effects of environmental/informational stimuli on consumers’ responses. Specific research objectives included investigating the prediction that environmental stimuli comprising socialness perception, media richness, and involvement induce a positive emotional state, which results in positive WOM. The study employed a quantitative approach using a questionnaire posted on a WeChat (MIM) channel. The sample comprised Chinese WeChat users, typically young consumers (n=486). SEM was used to analyze the data. Prior research has indicated that building relationships with consumers is more difficult when the relationships are consumer-computer as compared to consumer-person (face-to-face). The findings of this study suggest that such a negative effect can be alleviated by the use of MIM, which is associated with socialness perception, media richness, consumer involvement, emotional connections and positive WOM. To the authors’ knowledge, this study is original in integrating socialness perception, media richness and WOM into the SOR framework. The implications for practitioners are discussed, relating in particular to retailers’ need to be aware of the extent to which consumers are willing to engage with MIM applications

Understanding the effect of smart retail brand - consumer communications via mobile instant messaging (MIM) - an empirical study in the Chinese context

Faced with competitive forces, retailers are innovating by adopting ‘smart’ technologies such as contactless, omni-channel, ubiquitous computing, social networking and mobile apps. This paper examines consumer behavior responses during the use of a mobile instant messaging (MIM) application channel adopted by a Chinese pure-play retailer. MIM is text-based, real-time, mobile computer-mediated communication technology accomplishing real-time interaction with other users regardless of location. WeChat, a full service MIM application, contains functional and social features including SMS, MMS, LBS, photo sharing, voice message, video calls and “Moments” sharing, which is its social propagating feature. There is a paucity of literature on the role of MIM in building relationships and especially, the relevance of emotion and WOM for consumers engaging in MIM human-computer interactions. The model tested was derived from prior research on trust and also Stimuli-Organism-Response (SOR) that depicts the effects of environmental/informational stimuli on consumers’ responses. Specific research objectives included investigating the prediction that environmental stimuli comprising socialness perception, media richness, and involvement induce a positive emotional state, which results in positive WOM. The study employed a quantitative approach using a questionnaire posted on a WeChat (MIM) channel. The sample comprised Chinese WeChat users, typically young consumers (n=486). SEM was used to analyze the data. Prior research has indicated that building relationships with consumers is more difficult when the relationships are consumer-computer as compared to consumer-person (face-to-face). The findings of this study suggest that such a negative effect can be alleviated by the use of MIM, which is associated with socialness perception, media richness, consumer involvement, emotional connections and positive WOM. To the authors’ knowledge, this study is original in integrating socialness perception, media richness and WOM into the SOR framework. The implications for practitioners are discussed, relating in particular to retailers’ need to be aware of the extent to which consumers are willing to engage with MIM applications

Determining Factors of Purchase Intention in Personalized Website Context for Indonesian Consumers

Personalized services can increase customer satisfaction, encourage emotional consumers, help consumers choose a product, and build relationships between service providers and consumers. This study combines the variables embedded in Technology Acceptance Model (TAM), Theory Planned Behavior (TPB), shopping experience, enjoyment, and trust in a research framework model, to examine factors determiningindividual purchase intentions with personalization features on online shopping sites. This study uses primary data obtained by the online survey method. The number of samples analyzed in this study is 303 e-commerce consumers in Indonesia. This study proves that consumer purchase intentions on websites with personalization are positively and significantly related to three factors: the perceived ease of use, perceived enjoyment, and trust. Furthermore, the results also show that the utilitarian value is more influential on these factors than the hedonic value. Further implications of the research results are also discussed in this paper

A bibliometric investigation of service failure literature and a research agenda

Purpose - This research studies the citations made in service failure literature, and assesses the knowledge construction of this region of exploration to date. Design/methodology/approach - The bibliometric investigation assesses 416 service failure articles in business associated research. Multidimensional scaling (MDS) is employed to uncover the scope of the scholarly impacts that have helped understand the nature of the service failure literature. The establishment of knowledge in the service failure literature is revealed by analysing co-citation data to identify significant topical impacts. Findings - The theoretical model combines five areas with significant propositions for the future improvement of service failure as an area of investigation. The most important research themes in-service failure literature are service failure, service failure communication, the recovery process, recovery offer and intention. Research limitations/implications - Potential research concentrating on the service failure literature could use search terms improved from the literature review, or use a comparable approach whereby a board of well-informed scholars approved the keywords used. Practical implications - This paper is beneficial for any reader who is interested in understanding the components of the perception of justice and recovery and how it improves repurchase intention. Originality/value - The study seeks to influence resource and recovery-based concepts and utilises the five supporting knowledge groups to suggest a plan for future research that fills existing gaps and offers the possibility of expanding and enhancing the service failure literature