메뉴 건너뛰기




Volumn 75, Issue 3, 2011, Pages 83-98

Process and outcome interdependency in frontline service encounters

Author keywords

Dyadic interdependency; Frontline service encounters; Interpersonal complementarity

Indexed keywords


EID: 79954505598     PISSN: 00222429     EISSN: None     Source Type: Journal    
DOI: 10.1509/jmkg.75.3.83     Document Type: Article
Times cited : (53)

References (54)
  • 2
    • 0001965293 scopus 로고
    • The service encounter: Diagnosing favorable and unfavorable incidents
    • Bitner, Mary J., Bernard H. Booms, and Mary S. Tetreault (1990), "'The Service Encounter: Diagnosing Favorable and Unfavorable Incidents,"' Journal of Marketing, 54 (January), 71-84
    • (1990) Journal of Marketing , vol.54 , Issue.JANUARY. , pp. 71-84
    • Bitner, M.J.1    Booms, B.H.2    Tetreault, M.S.3
  • 4
    • 3142756979 scopus 로고    scopus 로고
    • Interpersonal traits, complementarity, and trust in virtual collaboration
    • Brown, Houghton G., Marshall S. Poole, and Thomas L. Rodgers (2004), "'Interpersonal Traits, Complementarity, and Trust in Virtual Collaboration,"' Journal of Management Information System, 20 (4), 115-37
    • (2004) Journal of Management Information System , vol.20 , Issue.4 , pp. 115-137
    • Brown, H.G.1    Poole, M.S.2    Rodgers, T.L.3
  • 5
    • 0031116031 scopus 로고    scopus 로고
    • Does unhappiness make you sick? The role of affect and neuroticism in the experience of common physical symptoms
    • Brown, Kirk W. and D.S. Moskowitz (1997), "'Does Unhappiness Make You Sick? The Role of Affect and Neuroticism in the Experience of Common Physical Symptoms,"' Journal of Personality and Social Psychology, 72 (4), 907-917 (Pubitemid 127688828)
    • (1997) Journal of Personality and Social Psychology , vol.72 , Issue.4 , pp. 907-917
    • Brown, K.W.1    Moskowitz, D.S.2
  • 7
    • 85009553298 scopus 로고    scopus 로고
    • Active empathetic listening and selling success: A conceptual framework
    • Comer, Lucette B. and Tanya Drollinger (1999), "'Active Empathetic Listening and Selling Success: A Conceptual Framework,"' Journal of Personal Selling & Sales Management, 19 (1), 15-29
    • (1999) Journal of Personal Selling & Sales Management , vol.19 , Issue.1 , pp. 15-29
    • Comer, L.B.1    Drollinger, T.2
  • 8
    • 0003056894 scopus 로고
    • Relationship quality in services selling: An interpersonal influence perspective
    • Crosby, Lawrence A., Kenneth R. Evans, and Deborah Cowles (1990), "'Relationship Quality in Services Selling: An Interpersonal Influence Perspective,"' Journal of Marketing, 54 (July), 68-81
    • (1990) Journal of Marketing , vol.54 , Issue.JULY. , pp. 68-81
    • Crosby, L.A.1    Evans, K.R.2    Cowles, D.3
  • 9
    • 0012520279 scopus 로고
    • Service encounters: An overview
    • John A. Czepiel, Michael R. Solomon, and Carol F. Surprenant, eds. Lexington, MA: Lexington Books
    • Czepiel, John A., Michael R. Solomon, Carol F. Surprenant, and Evelyn G. Gutman (1985), "'Service Encounters.: An Overview,"' in The Service Encounter, John A. Czepiel, Michael R. Solomon, and Carol F. Surprenant, eds. Lexington, MA: Lexington Books, 243-54
    • (1985) The Service Encounter , pp. 243-254
    • Czepiel, J.A.1    Solomon, M.R.2    Surprenant, C.F.3    Gutman, E.G.4
  • 10
    • 0031502147 scopus 로고    scopus 로고
    • An examination of the nature of trust in buyer-seller relationships
    • Doney, Patricia M. and Joseph P. Cannon (1997), "'An Examination of the Nature of Trust in Buyer-Seller Relationships,"' Journal of Marketing, 61 (April), 35-51
    • (1997) Journal of Marketing , vol.61 , Issue.APRIL. , pp. 35-51
    • Doney, P.M.1    Cannon, J.P.2
  • 11
    • 8644242327 scopus 로고    scopus 로고
    • Service provider hostility and service quality
    • Doucet, Lorna (2004), "'Service Provider Hostility and Service Quality,"' Academy of Management Journal, 47 (5), 761-71 (Pubitemid 39499255)
    • (2004) Academy of Management Journal , vol.47 , Issue.5 , pp. 761-771
    • Doucet, L.1
  • 12
    • 0031492306 scopus 로고    scopus 로고
    • When do opposites attract? interpersonal complementarity versus similarity
    • Dryer, D. Christopher and Leonard M. Horowitz (1997), "'When Do Opposites Attract? Interpersonal Complementarity Versus Similarity,"' Journal of Personality and Social Psychology, 72 (3), 592-603
    • (1997) Journal of Personality and Social Psychology , vol.72 , Issue.3 , pp. 592-603
    • Dryer, D.C.1    Horowitz, L.M.2
  • 13
    • 0001013342 scopus 로고
    • Interpersonal complementarity, gender of interactants, and performance on puzzle and word tasks
    • Estroff, Sharon D. and Stephen Nowicki Jr. (1992), "'Interpersonal Complementarity, Gender of Interactants, and Performance on Puzzle and Word Tasks,"' Personality and Social Psychology Bulletin, 18 (3), 351-56
    • (1992) Personality and Social Psychology Bulletin , vol.18 , Issue.3 , pp. 351-356
    • Estroff, S.D.1    Nowicki Jr., S.2
  • 14
    • 17044412630 scopus 로고    scopus 로고
    • Gender differences in responses to emotional advertising: A social desirability perspective
    • Fisher, Robert and Laurette Dubé (2005), "'Gender Differences in Responses to Emotional Advertising: A Social Desirability Perspective,"' Journal of Consumer Research, 31 (March), 850-58
    • (2005) Journal of Consumer Research , vol.31 , Issue.MARCH. , pp. 850-858
    • Fisher, R.1    Dubé, L.2
  • 15
    • 0016823810 scopus 로고
    • Mini-mental state: A practical method for grading the cognitive state of patients from the clinician
    • Folstein, Marshal F., Susan E. Folstein, and Paul R. McHugh (1975), "'Mini-Mental State: A Practical Method for Grading the Cognitive State of Patients from the Clinician,"' Journal Psychiatric Research, 12 (3), 189-98
    • (1975) Journal Psychiatric Research , vol.12 , Issue.3 , pp. 189-198
    • Folstein, M.F.1    Folstein, S.E.2    McHugh, P.R.3
  • 16
    • 0002982962 scopus 로고
    • The use of influence strategies in interfirm relationships in industrial product channels
    • Frazier, Gary L. and Raymond C. Rody (1991), "'The Use of Influence Strategies in Interfirm Relationships in Industrial Product Channels,"' Journal of Marketing, 55 (January), 52-69
    • (1991) Journal of Marketing , vol.55 , Issue.JANUARY. , pp. 52-69
    • Frazier, G.L.1    Rody, R.C.2
  • 17
    • 0001476946 scopus 로고
    • Using consumer perceptions and a contingency approach to improve health care delivery
    • Friedman, Margaret L. and Gilbert A. Churchill Jr. (1987), "'Using Consumer Perceptions and a Contingency Approach to Improve Health Care Delivery,"' Journal of Consumer Research, 13 (March), 492-510
    • (1987) Journal of Consumer Research , vol.13 , Issue.MARCH. , pp. 492-510
    • Friedman, M.L.1    Churchill Jr., G.A.2
  • 18
    • 0042416562 scopus 로고    scopus 로고
    • Happy affect and smiling: Is their relation moderated by interpersonal power?
    • DOI 10.1037/1528-3542.3.3.303
    • Hall, Judith A. and Terrence G. Horgan (2003), "'Happy Affect and Smiling: Is Their Relation Moderated by Interpersonal Power?"' Emotion, 3 (3), 303-309 (Pubitemid 37100020)
    • (2003) Emotion , vol.3 , Issue.3 , pp. 303-309
    • Hall, J.A.1    Horgan, T.G.2
  • 19
    • 0036674868 scopus 로고    scopus 로고
    • The growing evidence for personality change in adulthood: Findings from research with personality inventories
    • Helson, Ravenna, Virginia S.Y. Kwan, Oliver P. John, and Constance Jones (2002), "'The Growing Evidence for Personality Change in Adulthood: Findings from Research with Personality Inventories,"' Journal of Research in Personality, 36 (4), 287-306
    • (2002) Journal of Research in Personality , vol.36 , Issue.4 , pp. 287-306
    • Helson, R.1    Kwan, V.S.Y.2    John, O.P.3    Jones, C.4
  • 21
    • 0000652982 scopus 로고
    • Perceived control and the effect of crowding and consumer choice on the service experience
    • Hui, Michael K. and John E. Bateson (1991), "'Perceived Control and the Effect of Crowding and Consumer Choice on the Service Experience,"' Journal of Consumer Research, 18 (September), 174-84
    • (1991) Journal of Consumer Research , vol.18 , Issue.SEPTEMBER. , pp. 174-184
    • Hui, M.K.1    Bateson, J.E.2
  • 23
    • 30544441271 scopus 로고    scopus 로고
    • Fundamental dimensions of social judgment: Understanding the relations between judgments of competence and warmth
    • DOI 10.1037/0022-3514.89.6.899
    • Judd, Charles M., Laurie James-Hawkins, and Vincent Yzerbyt (2005), "'Fundamental Dimensions of Social Judgment: Understanding the Relations Between Judgments of Competence and Warmth,"' Journal of Personality and Social Psychology, 89 (6), 899-913 (Pubitemid 43083775)
    • (2005) Journal of Personality and Social Psychology , vol.89 , Issue.6 , pp. 899-913
    • Judd, C.M.1    James-Hawkins, L.2    Yzerbyt, V.3    Kashima, Y.4
  • 24
    • 34547538034 scopus 로고
    • The 1982 interpersonal circle: A taxonomy for complementarity in human transactions
    • Kiesler, Donald J. (1983), "'The 1982 Interpersonal Circle: A Taxonomy for Complementarity in Human Transactions,"' Psychological Review, 90 (July), 185-214
    • (1983) Psychological Review , vol.90 , Issue.JULY. , pp. 185-214
    • Kiesler, D.J.1
  • 26
    • 0013286623 scopus 로고    scopus 로고
    • Ensuring greater satisfaction by engineering salesperson response to customer emotions
    • Menon, Kalyani and Laurette Dubé (2000), "'Ensuring Greater Satisfaction by Engineering Salesperson Response to Customer Emotions,"' Journal of Retailing, 76 (3), 285-307
    • (2000) Journal of Retailing , vol.76 , Issue.3 , pp. 285-307
    • Menon, K.1    Dubé, L.2
  • 27
    • 33845259170 scopus 로고
    • The role of employee effort in satisfaction with service transactions
    • Mohr, Lois A. and Mary Jo Bitner (1995), "'The Role of Employee Effort in Satisfaction with Service Transactions,"' Journal of Business Research, 32 (3), 239-52
    • (1995) Journal of Business Research , vol.32 , Issue.3 , pp. 239-252
    • Mohr, L.A.1    Bitner, M.J.2
  • 28
    • 58149205783 scopus 로고
    • Cross-situational generality and the interpersonal circumplex
    • Moskowitz, D.S. (1994), "'Cross-Situational Generality and the Interpersonal Circumplex,"' Journal of Personality and Social Psychology, 66 (5), 921-33
    • (1994) Journal of Personality and Social Psychology , vol.66 , Issue.5 , pp. 921-933
    • Moskowitz, D.S.1
  • 29
    • 21844522900 scopus 로고
    • Do interpersonal traits predict affect? a comparison of three models
    • -and Stephane Coté (1995), "'Do Interpersonal Traits Predict Affect? A Comparison of Three Models,"' Journal of Personality and Social Psychology, 69 (5), 915-24
    • (1995) Journal of Personality and Social Psychology , vol.69 , Issue.5 , pp. 915-924
    • Coté, S.1
  • 31
    • 0037254312 scopus 로고    scopus 로고
    • Psychological implications of customer participation in co-production
    • DOI 10.1509/jmkg.67.1.14.18592
    • Neeli, Bendapudi and Robert P. Leone (2003), "'Psychological Implications of Customer Participation in Co-Production,"' Journal of Marketing, 67 (January), 14-28 (Pubitemid 36161221)
    • (2003) Journal of Marketing , vol.67 , Issue.1 , pp. 14-28
    • Bendapudi, N.1    Leone, R.P.2
  • 32
    • 0035138857 scopus 로고    scopus 로고
    • Cardiovascular correlates of behavioral dominance and hostility during dyadic interaction
    • DOI 10.1016/S0167-8760(00)00124-0, PII S0167876000001240
    • Newton, Tamara L. and Cynthia M.H. Bane (2001), "'Cardiovascular Correlates of Behavioral Dominance and Hostility During Dyadic Interactions,"' International Journal of Psychophysiology, 40 (1), 33-46 (Pubitemid 32098323)
    • (2001) International Journal of Psychophysiology , vol.40 , Issue.1 , pp. 33-46
    • Newton, T.L.1    Bane, C.M.H.2
  • 33
    • 0002408510 scopus 로고
    • A conceptual model of service quality and its implications for future research
    • Parasuraman, A., Valarie A. Zeithaml, and Leonard L. Berry (1985), "'A Conceptual Model of Service Quality and Its Implications for Future Research,"' Journal of Marketing, 49 (Fall), 41-50
    • (1985) Journal of Marketing , vol.49 , Issue.FALL. , pp. 41-50
    • Parasuraman, A.1    Zeithaml, V.A.2    Berry, L.L.3
  • 34
    • 77956173656 scopus 로고    scopus 로고
    • Submissive interpersonal style mediates the effect of brooding on future depressive symptoms
    • Pearson, Katherine A., Edward R. Watkins, and Eugene G. Mullan (2010), "'Submissive Interpersonal Style Mediates the Effect of Brooding on Future Depressive Symptoms,"' Behaviour Research and Therapy, 48 (10), 966-73
    • (2010) Behaviour Research and Therapy , vol.48 , Issue.10 , pp. 966-973
    • Pearson, K.A.1    Watkins, E.R.2    Mullan, E.G.3
  • 35
    • 0033411585 scopus 로고    scopus 로고
    • Commercial friendships: Service provider-client relationships in context
    • Price, Linda L. and Eric J. Arnould (1999), "'Commercial Friendships: Service Provider-Client Relationships in Context,"' Journal of Marketing, 63 (October), 38-56
    • (1999) Journal of Marketing , vol.63 , Issue.OCTOBER. , pp. 38-56
    • Price, L.L.1    Arnould, E.J.2
  • 36
    • 84992932637 scopus 로고
    • Going to extremes: Managing service encounters and assessing provider performance
    • -, -, and Patrick Tierney (1995), "'Going to Extremes: Managing Service Encounters and Assessing Provider Performance,"' Journal of Marketing, 59 (April), 83-97
    • (1995) Journal of Marketing , vol.59 , Issue.APRIL. , pp. 83-97
    • Tierney, P.1
  • 37
    • 0035643026 scopus 로고    scopus 로고
    • Service with a smile: Emotional contagion in a service encounter
    • Pugh, S. Douglas (2001), "'Service with a Smile: Emotional Contagion in a Service Encounter,"' Academy of Management Journal, 44 (5), 1018-27
    • (2001) Academy of Management Journal , vol.44 , Issue.5 , pp. 1018-1027
    • Pugh, S.D.1
  • 38
    • 0001585474 scopus 로고
    • A cross random effects model for unbalanced data with applications in cross-sectional and longitudinal research
    • Raudenbush, Stephen W. (1993), "'A Cross Random Effects Model for Unbalanced Data with Applications in Cross-Sectional and Longitudinal Research,"' Journal of Educational Statistics, 18 (4), 321-49
    • (1993) Journal of Educational Statistics , vol.18 , Issue.4 , pp. 321-349
    • Raudenbush, S.W.1
  • 39
    • 0003967354 scopus 로고    scopus 로고
    • Thousand Oaks, CA: Sage Publications
    • -and Anthony S. Bryk (2002), Hierarchical Linear Models. Thousand Oaks, CA: Sage Publications
    • (2002) Hierarchical Linear Models
    • Bryk, A.S.1
  • 40
    • 84872404797 scopus 로고    scopus 로고
    • Antecedents and consequences of adaptive selling confidence and behavior: A dyadic analysis of salespeople and their customers
    • Román, Sergio and Dawn Iacobucci (2010), "'Antecedents and Consequences of Adaptive Selling Confidence and Behavior: A Dyadic Analysis of Salespeople and Their Customers,"' Journal of the Academy of Marketing Science, 38 (3), 363-82
    • (2010) Journal of the Academy of Marketing Science , vol.38 , Issue.3 , pp. 363-382
    • Román, S.1    Iacobucci, D.2
  • 41
    • 0002387299 scopus 로고
    • Relational communication: Form versus content in the sales interaction
    • Soldow, Gary F. and Gloria Penn Thomas (1984), "'Relational Communication: Form Versus Content in the Sales Interaction,"' Journal of Marketing, 48 (Winter), 84-93
    • (1984) Journal of Marketing , vol.48 , Issue.WINTER. , pp. 84-93
    • Soldow, G.F.1    Thomas, G.P.2
  • 42
    • 0002517017 scopus 로고
    • A role perspective on dyadic interactions: The service encounter
    • Solomon, Michael R., Carol Surprenant, John A. Czepiel, and Evelyn G. Gutman (1985), "'A Role Perspective on Dyadic Interactions: The Service Encounter,"' Journal of Marketing, 49 (Winter), 99-111
    • (1985) Journal of Marketing , vol.49 , Issue.WINTER. , pp. 99-111
    • Solomon, M.R.1    Surprenant, C.2    Czepiel, J.A.3    Gutman, E.G.4
  • 43
    • 0005089048 scopus 로고
    • Patient satisfaction with physicians' interpersonal involvement, expressiveness, and dominance
    • M. McLaughlin, ed. Beverly Hills, CA: Sage Publications
    • Street, Richard. L., Jr., and John M. Wiemann (1987), "'Patient Satisfaction with Physicians' Interpersonal Involvement, Expressiveness, and Dominance,"' in Communication Yearbook, Vol. 10, M. McLaughlin, ed. Beverly Hills, CA: Sage Publications, 591-612
    • (1987) Communication Yearbook , vol.10 , pp. 591-612
    • Street Jr., R.L.1    Wiemann, J.M.2
  • 44
    • 0032372563 scopus 로고    scopus 로고
    • Customer evaluations of service complaint experiences: Implications for relationship marketing
    • Tax, Stephen S., Stephen W. Brown, and Murali Chandrashekaran (1998), "'Customer Evaluations of Service Complaint Experiences: Implications for Relationship Marketing,"' Journal of Marketing, 62 (April), 60-76
    • (1998) Journal of Marketing , vol.62 , Issue.APRIL. , pp. 60-76
    • Tax, S.S.1    Brown, S.W.2    Chandrashekaran, M.3
  • 45
    • 85047692489 scopus 로고    scopus 로고
    • Power Moves: Complementarity in Dominant and Submissive Nonverbal Behavior
    • DOI 10.1037//0022-3514.84.3.558
    • Tiedens, Larissa Z. and Alison R. Fragale (2003), "'Power Moves: Complementarity in Dominant and Submissive Nonverbal Behavior,"' Journal of Personality and Social Psychology, 84 (3), 558-68 (Pubitemid 38397271)
    • (2003) Journal of Personality and Social Psychology , vol.84 , Issue.3 , pp. 558-568
    • Tiedens, L.Z.1    Fragale, A.R.2
  • 46
    • 34548838255 scopus 로고    scopus 로고
    • An unconscious desire for hierarchy? the motivated perception of dominance complementarity in task partners
    • -, Miguel M. Unzueta, and Maia J. Young (2007), "'An Unconscious Desire for Hierarchy? The Motivated Perception of Dominance Complementarity in Task Partners,"' Journal of Personality and Social Psychology, 93 (3), 402-414
    • (2007) Journal of Personality and Social Psychology , vol.93 , Issue.3 , pp. 402-414
    • Unzueta, M.M.1    Young, M.J.2
  • 47
    • 0028537782 scopus 로고
    • An examination of the complementarity of interpersonal behavior
    • Tracey, Terence J. (1994), "'An Examination of the Complementarity of Interpersonal Behavior,"' Journal of Personality and Social Psychology, 67 (5), 864-70
    • (1994) Journal of Personality and Social Psychology , vol.67 , Issue.5 , pp. 864-870
    • Tracey, T.J.1
  • 48
    • 1642587247 scopus 로고    scopus 로고
    • Evolving to a New Dominant Logic for Marketing
    • Vargo, Stephen L. and Robert Lusch (2004), "'Evolving to a New Dominant Logic for Marketing,"' Journal of Marketing, 68 (January), 1-17 (Pubitemid 38411271)
    • (2004) Journal of Marketing , vol.68 , Issue.1 , pp. 1-17
    • Vargo, S.L.1    Lusch, R.F.2
  • 49
    • 0002829543 scopus 로고
    • Effectiveness in sales interactions: A contingency framework
    • Weitz, Barton A. (1981), "'Effectiveness in Sales Interactions: A Contingency Framework,"' Journal of Marketing, 45 (January), 85-103
    • (1981) Journal of Marketing , vol.45 , Issue.JANUARY. , pp. 85-103
    • Weitz, B.A.1
  • 50
    • 0001935786 scopus 로고
    • Knowledge, motivation, and adaptive behavior: A framework for improving selling effectiveness
    • -, Harish Sujan, and Mita Sujan (1986), "'Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness,"' Journal of Marketing, 50 (October), 174-91
    • (1986) Journal of Marketing , vol.50 , Issue.OCTOBER. , pp. 174-191
    • Sujan, H.1    Sujan, M.2
  • 51
    • 0003019861 scopus 로고
    • Agency and communion as conceptual coordinates for the understanding and measurement of interpersonal behavior
    • William M. Grove and Dante Cicchetti, eds. Minneapolis: University of Minnesota Press
    • Wiggins, Jerry S. (1991). "'Agency and Communion as Conceptual Coordinates for the Understanding and Measurement of Interpersonal Behavior,"' in Thinking Clearly about Psychology: Essays in Honour of Paul E. Meehl, Vol. 2, William M. Grove and Dante Cicchetti, eds. Minneapolis: University of Minnesota Press, 89-113
    • (1991) Thinking Clearly about Psychology: Essays in Honour of Paul E. Meehl , vol.2 , pp. 89-113
    • Wiggins, J.S.1
  • 52
    • 0001662741 scopus 로고
    • Communication style in the salesperson-customer dyad
    • Williams, Kaylene C. and Rosann L. Spiro (1985), "'Communication Style in the Salesperson-Customer Dyad,"' Journal of Marketing, 22 (November), 434-42
    • (1985) Journal of Marketing , vol.22 , Issue.NOVEMBER. , pp. 434-442
    • Williams, K.C.1    Spiro, R.L.2
  • 54
    • 0020286558 scopus 로고
    • Development and validation of a geriatric depression screening scale: A preliminary report
    • DOI 10.1016/0022-3956(82)90033-4
    • Yesavage, Jerome A., T.L. Brink, Terence L. Rose, Owen Lum, Virginia Huang, Michael Adey, and Von Otto Leirer (1983), "'Development and Validation of a Geriatric Depression Screening Scale: A Preliminary Report,"' Journal of Psychiatric Research, 17 (1), 37-49 (Pubitemid 13123113)
    • (1982) Journal of Psychiatric Research , vol.17 , Issue.1 , pp. 37-49
    • Yesavage, J.A.1    Brink, T.L.2    Rose, T.L.3


* 이 정보는 Elsevier사의 SCOPUS DB에서 KISTI가 분석하여 추출한 것입니다.