메뉴 건너뛰기




Volumn 3, Issue 4, 2010, Pages 363-381

Putting a face with a name: Avatars, relationship marketing and service failure/recovery

Author keywords

Avatars; Electronic marketing; Relationship benefits; Relationship marketing; Retailing; RM loyalty; Service failure; Socialness

Indexed keywords


EID: 78549268788     PISSN: 17411025     EISSN: 17411033     Source Type: Journal    
DOI: 10.1504/IJEMR.2010.036882     Document Type: Article
Times cited : (4)

References (65)
  • 2
    • 0000906501 scopus 로고
    • The use of pledges to build and sustain commitment in distribution channels
    • Anderson, E. and Weitz, B. (1992) 'The use of pledges to build and sustain commitment in distribution channels', JMR, Journal of Marketing Research, Vol. 29, No. 1, pp. 18-34.
    • (1992) JMR, Journal of Marketing Research , vol.29 , Issue.1 , pp. 18-34
    • Anderson, E.1    Weitz, B.2
  • 3
    • 0002672359 scopus 로고
    • A model of distributor firm and manufacturer firm working partnerships
    • Anderson, J. C. and Narus, J. A. (1990) 'A model of distributor firm and manufacturer firm working partnerships', Journal of Marketing, Vol. 54, No. 1, pp. 42-58.
    • (1990) Journal of Marketing , vol.54 , Issue.1 , pp. 42-58
    • Anderson, J.C.1    Narus, J.A.2
  • 6
    • 0002711824 scopus 로고
    • Service breakdown: The road to recovery
    • Bell, C. R. and Zemke, R. E. (1987) 'Service breakdown: the road to recovery', Management Review, Vol. 76, No. 10, pp. 32-35.
    • (1987) Management Review , vol.76 , Issue.10 , pp. 32-35
    • Bell, C.R.1    Zemke, R.E.2
  • 8
    • 0003092186 scopus 로고
    • Interactional justice: Communication criteria of fairness
    • Lewicki, R. J., Sheppard, B. H. and Bazerman, M. H. Eds.
    • Bies, R. J. and Moag, J. S. (1986) 'Interactional justice: communication criteria of fairness', in Lewicki, R. J., Sheppard, B. H. and Bazerman, M. H. (Eds.): Research on Negotiation in Organizations.
    • (1986) Research on Negotiation in Organizations
    • Bies, R.J.1    Moag, J.S.2
  • 9
    • 0002866667 scopus 로고
    • Evaluating service encounters: The effect of physical surroundings and employee responses
    • Bitner, M. J. (1990) 'Evaluating service encounters: the effect of physical surroundings and employee responses', Journal of Marketing, Vol. 54, No. 2, pp. 69-82.
    • (1990) Journal of Marketing , vol.54 , Issue.2 , pp. 69-82
    • Bitner, M.J.1
  • 10
    • 0001926055 scopus 로고
    • Servicescapes: The impact of physical surroundings on customers and employees
    • Bitner, M. J. (1992) 'Servicescapes: the impact of physical surroundings on customers and employees', Journal of Marketing, Vol. 56, No. 2, pp. 57-71.
    • (1992) Journal of Marketing , vol.56 , Issue.2 , pp. 57-71
    • Bitner, M.J.1
  • 11
    • 0032220721 scopus 로고    scopus 로고
    • A dynamic model of the duration of the customer's relationship with a continuous service provider: The role of satisfaction
    • Bolton, R. N. (1998) 'A dynamic model of the duration of the customer's relationship with a continuous service provider: the role of satisfaction', Marketing Science, 1986-1998, Vol. 17, No. 1, pp. 45-65.
    • (1998) Marketing Science, 1986-1998 , vol.17 , Issue.1 , pp. 45-65
    • Bolton, R.N.1
  • 12
    • 8844271814 scopus 로고    scopus 로고
    • Does service failure influence customer loyalty?
    • Buttle, F. and Burton, J. (2002) 'Does service failure influence customer loyalty?', Journal of Consumer Behaviour, Vol. 1, No. 3, pp. 217-227.
    • (2002) Journal of Consumer Behaviour , vol.1 , Issue.3 , pp. 217-227
    • Buttle, F.1    Burton, J.2
  • 13
    • 0033238097 scopus 로고    scopus 로고
    • The chameleon effect: The perception-behavior link and social interaction
    • Chartrand, T. L. and Bargh, J. A. (1999) 'The chameleon effect: the perception-behavior link and social interaction', Journal of Personality and Social Psychology, Vol. 76, No. 6, pp. 893-910.
    • (1999) Journal of Personality and Social Psychology , vol.76 , Issue.6 , pp. 893-910
    • Chartrand, T.L.1    Bargh, J.A.2
  • 14
    • 78549248449 scopus 로고    scopus 로고
    • Solstice transforms in summer flick
    • 11 June 2007
    • Connelly, M. (2007) 'Solstice transforms in summer flick', Automotive News, 11 June 2007.
    • (2007) Automotive News
    • Connelly, M.1
  • 15
    • 0003056894 scopus 로고
    • Relationship quality in services selling: An interpersonal influence perspective
    • Crosby, L. A., Evans, K. R. and Cowles, D. (1990) 'Relationship quality in services selling: an interpersonal influence perspective', Journal of Marketing, Vol. 54, No. 3, pp. 68-81.
    • (1990) Journal of Marketing , vol.54 , Issue.3 , pp. 68-81
    • Crosby, L.A.1    Evans, K.R.2    Cowles, D.3
  • 16
    • 43549116314 scopus 로고
    • Service encounters and service relationships: Implications for research
    • Czepiel, J. A. (1990) 'Service encounters and service relationships: implications for research', Journal of Business Research, Vol. 20, No. 1, pp. 13-21.
    • (1990) Journal of Business Research , vol.20 , Issue.1 , pp. 13-21
    • Czepiel, J.A.1
  • 17
    • 0035637894 scopus 로고    scopus 로고
    • Investments in consumer relationships: A cross-country and cross-industry exploration
    • De Wulf, K., Odekerken-Schroder, G. and Iacobucci, D. (2001) 'Investments in consumer relationships: a cross-country and cross-industry exploration', Journal of Marketing, Vol. 65, No. 4, pp. 33-50.
    • (2001) Journal of Marketing , vol.65 , Issue.4 , pp. 33-50
    • Wulf, K.1    Odekerken-Schroder, G.2    Iacobucci, D.3
  • 18
    • 84990317186 scopus 로고    scopus 로고
    • Rethinking service recovery strategies: The effect of rapport on consumer responses to service failure
    • DeWitt, T. and Brady, M. K. (2003) 'Rethinking service recovery strategies: The effect of rapport on consumer responses to service failure', Journal of Service Research, Vol. 6, No. 2, pp. 193-207.
    • (2003) Journal of Service Research , vol.6 , Issue.2 , pp. 193-207
    • DeWitt, T.1    Brady, M.K.2
  • 19
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • Doney, P. M. and Cannon, J. P. (1997) 'An examination of the nature of trust in buyer-seller relationships', Journal of Marketing, Vol. 61, No. 2, pp. 35-51.
    • (1997) Journal of Marketing , vol.61 , Issue.2 , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 20
    • 0031145207 scopus 로고    scopus 로고
    • Silicon sycophants: The effects of computers that flatter
    • Fogg, B. J. and Nass, C. (1997) 'Silicon sycophants: the effects of computers that flatter', International Journal of Human-Computer Studies, Vol. 46, No. 5, pp. 551-561.
    • (1997) International Journal of Human-Computer Studies , vol.46 , Issue.5 , pp. 551-561
    • Fogg, B.J.1    Nass, C.2
  • 21
    • 0000009769 scopus 로고
    • Evaluating structural equation models with unobservable variables and measurement error
    • Fornell, C. and Larcker, D. F. (1981), 'Evaluating structural equation models with unobservable variables and measurement error', Journal of Marketing Research (JMR), Vol. 18, No. 1, pp. 39-50.
    • (1981) Journal of Marketing Research (JMR) , vol.18 , Issue.1 , pp. 39-50
    • Fornell, C.1    Larcker, D.F.2
  • 22
    • 0033423162 scopus 로고    scopus 로고
    • The different roles of satisfaction, trust and commitment in customer relationships
    • Garbarino, E. and Johnson, M. S. (1999) 'The different roles of satisfaction, trust and commitment in customer relationships', Journal of Marketing, Vol. 63, No. 2, pp. 70-87.
    • (1999) Journal of Marketing , vol.63 , Issue.2 , pp. 70-87
    • Garbarino, E.1    Johnson, M.S.2
  • 23
    • 0002667437 scopus 로고
    • Service quality: The six criteria of good perceived service quality
    • No. Winter
    • Grönroos, C. (1988) 'Service quality: the six criteria of good perceived service quality', Review of Business, Vol. 9, No. Winter, pp. 10-13.
    • (1988) Review of Business , vol.9 , pp. 10-13
    • Grönroos, C.1
  • 24
    • 0034372962 scopus 로고    scopus 로고
    • Relationship marketing activities, commitment, and membership behaviors in professional associations
    • Gruen, T. W., Summers, J. O. and Acito, F. (2000) 'Relationship marketing activities, commitment, and membership behaviors in professional associations', Journal of Marketing, Vol. 64, No. 3, pp. 34-49.
    • (2000) Journal of Marketing , vol.64 , Issue.3 , pp. 34-49
    • Gruen, T.W.1    Summers, J.O.2    Acito, F.3
  • 25
    • 0032395145 scopus 로고    scopus 로고
    • Relational benefits in services industries: The customer's perspective
    • Gwinner, K. P., Gremler, D. D. and Bitner, M. J. (1998) 'Relational benefits in services industries: the customer's perspective', Journal of the Academy of Marketing Science, Vol. 26, No. 2, pp. 101-114.
    • (1998) Journal of the Academy of Marketing Science , vol.26 , Issue.2 , pp. 101-114
    • Gwinner, K.P.1    Gremler, D.D.2    Bitner, M.J.3
  • 26
    • 78549250678 scopus 로고    scopus 로고
    • Second life losing lock on virtual-site marketing
    • Hampp, A. (2007) 'Second life losing lock on virtual-site marketing', Advertising Age, Vol. 78, No. 27, p. 10.
    • (2007) Advertising Age , vol.78 , Issue.27 , pp. 10
    • Hampp, A.1
  • 27
    • 0025457893 scopus 로고
    • The profitable art of service recovery
    • Hart, C. W., Heskett, J. L. and Sasser, W. E. Jr. (1990) 'The profitable art of service recovery', Harv Bus Rev, Vol. 68, No. 4, pp. 148-156.
    • (1990) Harv Bus Rev. , vol.68 , Issue.4 , pp. 148-156
    • Hart, C.W.1    Heskett, J.L.2    Sasser Jr., W.E.3
  • 28
    • 84992769402 scopus 로고    scopus 로고
    • Understanding relationship marketing outcomes: An integration of relational benefits and relationship quality
    • Hennig-Thurau, T., Gwinner, K. P. and Gremler, D. D. (2002) 'Understanding relationship marketing outcomes: an integration of relational benefits and relationship quality', Journal of Service Research: JSR, Vol. 4, No. 3, pp. 230-247.
    • (2002) Journal of Service Research: JSR , vol.4 , Issue.3 , pp. 230-247
    • Hennig-Thurau, T.1    Gwinner, K.P.2    Gremler, D.D.3
  • 29
    • 0037262571 scopus 로고    scopus 로고
    • Service failure and recovery: The impact of relationship factors on customer satisfaction
    • Hess, R. L., Ganesan, S. and Klein, N. M. (2003) 'Service failure and recovery: the impact of relationship factors on customer satisfaction', Journal of the Academy of Marketing Science, Vol. 31, No. 2, pp. 127-145.
    • (2003) Journal of the Academy of Marketing Science , vol.31 , Issue.2 , pp. 127-145
    • Hess, R.L.1    Ganesan, S.2    Klein, N.M.3
  • 31
    • 33750816852 scopus 로고    scopus 로고
    • The influence of avatars on online consumer shopping behavior
    • Holzwarth, M., Janiszewski, C. and Neumann, M. M. (2006) 'The influence of avatars on online consumer shopping behavior', Journal of Marketing, Vol. 70, No. 4, p. 1.
    • (2006) Journal of Marketing , vol.70 , Issue.4 , pp. 1
    • Holzwarth, M.1    Janiszewski, C.2    Neumann, M.M.3
  • 32
    • 12844256925 scopus 로고
    • Financial services: The seven deadly sins of financial services marketing... and the road to redemption
    • Jackson, D. (1993) 'Financial services: the seven deadly sins of financial services marketing... and the road to redemption', Direct Marketing, Vol. 55, No. 11, p. 43.
    • (1993) Direct Marketing , vol.55 , Issue.11 , pp. 43
    • Jackson, D.1
  • 33
    • 0034341457 scopus 로고    scopus 로고
    • Control mechanisms and relationship life cycle: Implications for safeguarding specific investments and developing commitment
    • May
    • Jap, S. D. and Ganesan, S. (2000) 'Control mechanisms and relationship life cycle: implications for safeguarding specific investments and developing commitment', Journal of Marketing Research (JMR), May, Vol. 37, pp. 227-245.
    • (2000) Journal of Marketing Research (JMR) , vol.37 , pp. 227-245
    • Jap, S.D.1    Ganesan, S.2
  • 34
    • 85107910598 scopus 로고
    • Customer switching behavior in service industries: An exploratory study
    • Keaveney, S. M. (1995) 'Customer switching behavior in service industries: an exploratory study', Journal of Marketing, Vol. 59, No. 2, p. 71.
    • (1995) Journal of Marketing , vol.59 , Issue.2 , pp. 71
    • Keaveney, S.M.1
  • 35
    • 21344479922 scopus 로고
    • Antecedents to customer expectations for service recovery
    • Kelley, S. W. and Davis, M. A. (1994) 'Antecedents to customer expectations for service recovery', Journal of the Academy of Marketing Science, Vol. 22, No. 1, pp. 52-61.
    • (1994) Journal of the Academy of Marketing Science , vol.22 , Issue.1 , pp. 52-61
    • Kelley, S.W.1    Davis, M.A.2
  • 37
    • 0344530892 scopus 로고    scopus 로고
    • American and Taiwanese perceptions concerning privacy, trust and behavioral intentions in electronic commerce
    • Liu, C., Marchewka, J. T. and Ku, C. (2004) 'American and Taiwanese perceptions concerning privacy, trust and behavioral intentions in electronic commerce', Journal of Global Information Management, Vol. 1, No. 1, pp. 18-40.
    • (2004) Journal of Global Information Management , vol.1 , Issue.1 , pp. 18-40
    • Liu, C.1    Marchewka, J.T.2    Ku, C.3
  • 38
    • 0040075931 scopus 로고    scopus 로고
    • What is interactivity and is it always such a good thing? Implications of definition, person and situation for the influence of interactivity on advertising effectiveness
    • Winter
    • Liu, Y. and Shrum, L. J. (2002) 'What is interactivity and is it always such a good thing? Implications of definition, person and situation for the influence of interactivity on advertising effectiveness', Journal of Advertising, Winter, Vol. 4, pp. 53-64.
    • (2002) Journal of Advertising , vol.4 , pp. 53-64
    • Liu, Y.1    Shrum, L.J.2
  • 40
    • 84990348604 scopus 로고    scopus 로고
    • An empirical investigation of customer satisfaction after service failure and recovery
    • McCollough, M. A., Berry, L. L. and Yadav, M. S. (2000) 'An empirical investigation of customer satisfaction after service failure and recovery', Journal of Service Research, Vol. 3, No. 2, pp. 121-137.
    • (2000) Journal of Service Research , vol.3 , Issue.2 , pp. 121-137
    • McCollough, M.A.1    Berry, L.L.2    Yadav, M.S.3
  • 41
    • 0030522029 scopus 로고    scopus 로고
    • Collaborative communication in interfirm relationships: Moderating effects of integration and control
    • Mohr, J. J., Fisher, R. J. and Nevin, J. R. (1996) 'Collaborative communication in interfirm relationships: moderating effects of integration and control', Journal of Marketing, Vol. 60, No. 3, pp. 103-115.
    • (1996) Journal of Marketing , vol.60 , Issue.3 , pp. 103-115
    • Mohr, J.J.1    Fisher, R.J.2    Nevin, J.R.3
  • 42
    • 0034335611 scopus 로고    scopus 로고
    • Intimate exchanges: Using computers to elicit self-disclosure from consumers
    • Moon, Y. (2000), 'Intimate exchanges: using computers to elicit self-disclosure from consumers', Journal of Consumer Research, Vol. 26, No. 4, pp. 323-339.
    • (2000) Journal of Consumer Research , vol.26 , Issue.4 , pp. 323-339
    • Moon, Y.1
  • 43
    • 21344475322 scopus 로고
    • The commitment-trust theory of relationship marketing
    • Morgan, R. M. and Hunt, S. D. (1994) 'The commitment-trust theory of relationship marketing', Journal of Marketing, Vol. 58, No. 3, pp. 20-38.
    • (1994) Journal of Marketing , vol.58 , Issue.3 , pp. 20-38
    • Morgan, R.M.1    Hunt, S.D.2
  • 44
    • 0033121347 scopus 로고    scopus 로고
    • Are people polite to computers? Responses to computer-based interviewing systems
    • Nass, C., Moon, Y. and Carney, P. (1996) 'Are people polite to computers? Responses to computer-based interviewing systems', Journalof Applied Social Psychology, Vol. 29, No. 5, pp. 1093-1110.
    • (1996) Journalof Applied Social Psychology , vol.29 , Issue.5 , pp. 1093-1110
    • Nass, C.1    Moon, Y.2    Carney, P.3
  • 45
    • 0002852072 scopus 로고
    • Consumer perceptions of interpersonal equity and satisfaction in transactions: A field survey approach
    • Oliver, R. L. and Swan, J. E. (1989a), 'Consumer perceptions of interpersonal equity and satisfaction in transactions: a field survey approach', Journal of Marketing, Vol. 53, No. 2, pp. 21-35.
    • (1989) Journal of Marketing , vol.53 , Issue.2 , pp. 21-35
    • Oliver, R.L.1    Swan, J.E.2
  • 46
    • 0000684964 scopus 로고
    • Equity and disconfirmation perceptions as influences on merchant and product satisfaction
    • Oliver, R. L. and Swan, J. E. (1989b), 'Equity and disconfirmation perceptions as influences on merchant and product satisfaction', Journal of Consumer Research, Vol. 16, No. 3, pp. 372-383.
    • (1989) Journal of Consumer Research , vol.16 , Issue.3 , pp. 372-383
    • Oliver, R.L.1    Swan, J.E.2
  • 47
    • 33750824287 scopus 로고    scopus 로고
    • Factors influencing the effectiveness of relationship marketing
    • Palmatier, R. W., Dant, R. P., Grewal, D. and Evans, K. R. (2006) 'Factors influencing the effectiveness of relationship marketing', Journal of Marketing, Vol. 70, No. 4, pp. 137-153.
    • (2006) Journal of Marketing , vol.70 , Issue.4 , pp. 137-153
    • Palmatier, R.W.1    Dant, R.P.2    Grewal, D.3    Evans, K.R.4
  • 48
    • 0002393976 scopus 로고
    • Understanding customer expectations of service
    • Spring
    • Parasuraman, A., Zeithaml, V. A. and Berry, L. (1991) 'Understanding customer expectations of service', Sloan Management Review, Spring, Vol. 32, pp. 12-40.
    • (1991) Sloan Management Review , vol.32 , pp. 12-40
    • Parasuraman, A.1    Zeithaml, V.A.2    Berry, L.3
  • 49
    • 20444499779 scopus 로고    scopus 로고
    • E-s-qual: A multiple-item scale for assessing electronic service quality
    • Parasuraman, A., Zeithaml, V. A. and Malhotra, A. (2005) 'E-s-qual: a multiple-item scale for assessing electronic service quality', Journal of Service Research, Vol. 7, No. 3, pp. 213-233.
    • (2005) Journal of Service Research , vol.7 , Issue.3 , pp. 213-233
    • Parasuraman, A.1    Zeithaml, V.A.2    Malhotra, A.3
  • 50
    • 0001745358 scopus 로고
    • Construct validity: A review of basic issues and marketing practices
    • Peter, J. P. (1981) 'Construct validity: a review of basic issues and marketing practices', Journal of Marketing Research (JMR), Vol. 18, No. 2, pp. 133-145.
    • (1981) Journal of Marketing Research (JMR) , vol.18 , Issue.2 , pp. 133-145
    • Peter, J.P.1
  • 51
    • 27644580722 scopus 로고    scopus 로고
    • Online consumer trust and live help interfaces: The effects of text-to-speech voice and three-dimensional avatars
    • Qiu, L. and Benbasat, I. (2005) 'Online consumer trust and live help interfaces: the effects of text-to-speech voice and three-dimensional avatars', International Journal of Human-Computer Interactions, Vol. 19, No. 1, pp. 75-94.
    • (2005) International Journal of Human-Computer Interactions , vol.19 , Issue.1 , pp. 75-94
    • Qiu, L.1    Benbasat, I.2
  • 53
    • 0033092548 scopus 로고    scopus 로고
    • Customer benefits and company consequences of customer-salesperson relationships in retailing
    • Reynolds, K. E. and Beatty, S. E. (1999) 'Customer benefits and company consequences of customer-salesperson relationships in retailing', Journal of Retailing, Vol. 75, No. 1, pp. 11-32.
    • (1999) Journal of Retailing , vol.75 , Issue.1 , pp. 11-32
    • Reynolds, K.E.1    Beatty, S.E.2
  • 55
    • 34247824687 scopus 로고
    • Understanding the structure of consumers' satisfaction evaluations of service delivery
    • Singh, J. (1991) 'Understanding the structure of consumers' satisfaction evaluations of service delivery', Journal of the Academy of Marketing Science, Vol. 19, No. 3, pp. 223-244.
    • (1991) Journal of the Academy of Marketing Science , vol.19 , Issue.3 , pp. 223-244
    • Singh, J.1
  • 56
    • 0036001754 scopus 로고    scopus 로고
    • Consumer trust, value and loyalty in relational exchanges
    • Sirdeshmukh, D., Singh, J. and Sabol, B. (2002) 'Consumer trust, value and loyalty in relational exchanges', Journal of Marketing, Vol. 66, No. 1, pp. 15-37.
    • (2002) Journal of Marketing , vol.66 , Issue.1 , pp. 15-37
    • Sirdeshmukh, D.1    Singh, J.2    Sabol, B.3
  • 57
    • 33845336710 scopus 로고    scopus 로고
    • An experimental investigation of customer reactions to service failure and recovery encounters: Paradox or peril?
    • Smith, A. K. and Bolton, R. N. (1998) 'An experimental investigation of customer reactions to service failure and recovery encounters: paradox or peril?' Journal of Service Research, Vol. 1, No. 1, pp. 65-81.
    • (1998) Journal of Service Research , vol.1 , Issue.1 , pp. 65-81
    • Smith, A.K.1    Bolton, R.N.2
  • 58
  • 60
    • 0024006329 scopus 로고
    • Inhibiting and facilitating conditions of the human smile: A nonobtrusive test of the facial feedback hypothesis
    • Strack, F., Martin, L. L. and Stepper, S. (1988) 'Inhibiting and facilitating conditions of the human smile: a nonobtrusive test of the facial feedback hypothesis', Journal of Personality and Social Psychology, Vol. 54, No. 5, pp. 768-777.
    • (1988) Journal of Personality and Social Psychology , vol.54 , Issue.5 , pp. 768-777
    • Strack, F.1    Martin, L.L.2    Stepper, S.3
  • 65
    • 78549268719 scopus 로고    scopus 로고
    • Mobile operators see 10 times more potential in social networking
    • 14 August
    • Wray, R. (2007) 'Mobile operators see 10 times more potential in social networking', The Guardian, 14 August, p. 25.
    • (2007) The Guardian , pp. 25
    • Wray, R.1


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.