Measuring the intention-behavior gap in service failure and recovery: the moderating roles of failure severity and service recovery satisfaction

Abstract

Purpose

The intention-behavior gap that occurs when one’s actions do not align with their intentions has been the topic of interest of many researchers. However, the effects of the various constructs that influence the intention-behavior gap in service failure and recovery remain under-explored to date. To fill this gap, this study aims to examine the relationship between switching intention (i.e. intention) and customer exit (i.e. behavior) and the moderating roles of failure severity and service recovery satisfaction.

Design/methodology/approach

To test the proposed hypotheses, the authors used a longitudinal panel involving 821 customers who actually experienced a service failure and recovery in 38 fitness centers in Brazil. The data analysis is composed of logistic regression and cross-tabulation.

Findings

The results confirmed the significant role of switching intention on customer exit and the moderating effect of failure severity (but not service recovery satisfaction) in the relationship between switching intention and customer exit. Most of all, switching intention had low explanatory power for customer exit, confirming the presence of the intention-behavior gap. The authors further identified a weaker presence of the intention-behavior gap for female (vs male) customers and for those who experienced process failure (vs outcome failure).

Research limitations/implications

Although the authors confirmed the intention-behavior gap, the biggest proportion of the variance remains unexplained. Thus, it is important to explore the roles of other possible drivers, moderators and mediators.

Practical implications

As switching intention is not a strong predictor of customer exit, managers should not assume that those who appear to be on the verge of switching will immediately exit the service provider.

Originality/value

As researchers question the explanatory power of intention for actual behavior, this paper confirms that there is an intention-behavior gap in service failure and recovery. Moreover, given that most researchers have focused on the positive outcomes of service recovery efforts, such as customer loyalty and commitment, studying negative outcomes, including switching intention and customer exit, is a key contribution of this research.

Citation

de Mesquita, J.M.C., Shin, H., Urdan, A.T. and Pimenta, M.T.C. (2023), "Measuring the intention-behavior gap in service failure and recovery: the moderating roles of failure severity and service recovery satisfaction", European Journal of Marketing, Vol. 57 No. 7, pp. 1826-1853. https://doi.org/10.1108/EJM-03-2022-0235