The service recovery paradox in B2B relationships

Abstract

Purpose

This study aims to explore the service recovery paradox (SRP) in business to business (B2B) relationships. Previously, this phenomenon has been identified in consumer-facing industries. The research advances the marketing literature by highlighting the ways in which the antecedents of the service recovery paradox differ between B2B and consumer markets.

Design/methodology/approach

This research draws upon findings on the SRP in the consumer setting and service failure literature in business to consumer and B2B contexts. For the analysis, interview data were collected from 43 informants among clients and service providers in the aftermath of a service failure.

Findings

The authors propose an exploratory model of the SRP for B2B relationships. In the B2B setting the propensity of eliciting the SRP depends on (1) the characteristics of the service failure, (2) the attributes of the service recovery and (3) the shared subjective perceptions among boundary spanners.

Practical implications

Empowered operating-level employees, straightforward communication, immediate responses and action plans that ensure future conformance are the key factors to turn service failures into increased customer satisfaction.

Originality/value

This study is the first to transfer the SRP from consumer marketing into the B2B domain. Moreover, it derives an exploratory model of the SRP, which can be refined by future research.

Citation

Hübner, D., Wagner, S.M. and Kurpjuweit, S. (2018), "The service recovery paradox in B2B relationships", Journal of Business & Industrial Marketing, Vol. 33 No. 3, pp. 291-302. https://doi.org/10.1108/JBIM-03-2016-0055