Emotional Suppression as a Moderator for the Impact of a Transgression on Consumers’ Satisfaction

Autores

  • Danielle Mantovani Universidade Federal do Paraná
  • José Carlos Korelo Universidade Federal do Paraná
  • Paulo Henrique Muller Prado Universidade Federal do Paraná
  • Tatiane SIlva dos Santos Universidade Federal do Paraná

DOI:

https://doi.org/10.5585/remark.v12i4.2537

Palavras-chave:

transgression, emotional suppression, satisfaction

Resumo

Despite the increasing amount of research about the effects of a seller’s transgression on consumers’ relationship quality evaluation, existing theory still demands more insights into consumer’s capacity to suppress the negative emotions that a transgression might generate. This research proposes that consumers’ are not always equally influenced by a transgression because some individuals demonstrate a higher capacity to suppress the negative emotions that arise from a seller’s transgression. An experimental study in a controlled virtual book store was developed, simulating a real website. Participants were randomly allocated into one of the two conditions: transgression vs. non-transgression scenario. We demonstrate that consumers who are better able to suppress the negative emotions experienced a lower decrease in their satisfaction evaluation of the relationship with the seller after a transgression than those who had a lower negative emotion suppression capacity behavior. These results shed light into the boundary conditions of the transgressions in B2C marketing relationship. This research is therefore intended to make contributions to the literature of marketing relationship in a transgression context.

 

DOI: 10.5585/remark.v12i4.2537

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Biografia do Autor

Danielle Mantovani, Universidade Federal do Paraná

Doutora em Administração pela Universidade Federal do Paraná. Professora do Programa de Pós-Graduação em Administração da UFPR, na linha de Estratégia de Marketing e Comportamento do Consumidor.

José Carlos Korelo, Universidade Federal do Paraná

Doutorando em Administração, na linha de Estratégia de Marketing e Comportamento do Consumidor, pela Universidade Federal do Paraná - UFPR

Paulo Henrique Muller Prado, Universidade Federal do Paraná

Doutor em Administração e Marketing pela Fundação Getúlio Vargas - FGV de São Paulo. Professor do Programa de Pós-Graduação em Administração da UFPR, na linha de Estratégia de Marketing e Comportamento do Consumidor.

Tatiane SIlva dos Santos, Universidade Federal do Paraná

Mestre em Administração na linha de Estratégia de Marketing e Comportamento do Consumidor, pela Universidade Federal do Paraná - UFPR

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Publicado

27.12.2013

Como Citar

Mantovani, D., Korelo, J. C., Prado, P. H. M., & Santos, T. S. dos. (2013). Emotional Suppression as a Moderator for the Impact of a Transgression on Consumers’ Satisfaction. ReMark - Revista Brasileira De Marketing, 12(4), 27–43. https://doi.org/10.5585/remark.v12i4.2537