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Embarrassed customers: the dark side of receiving help from others

Seo Young Kim (College of Business Administration, Seoul National University, Seoul, Korea)
Youjae Yi (College of Business Administration, Seoul National University, Seoul, Korea)

Journal of Service Management

ISSN: 1757-5818

Article publication date: 21 August 2017

1337

Abstract

Purpose

The purpose of this paper is to demonstrate that customer engagement behavior may not always be a positive experience for customers. Specifically, the paper examines the effect of sources of help (employee vs customer) on customer satisfaction, and the underlying mechanism behind such an effect.

Design/methodology/approach

Three studies were conducted to test the hypotheses, and bootstrapping was used to analyze the proposed mediation and moderation models.

Findings

The results from the studies demonstrated the effect of sources of help (employee vs customer) on customer satisfaction. Specifically, compared to those who have received help from employees, customers who have received help from other customers showed lower satisfaction toward the firm. The relationship between sources of help and satisfaction was mediated by an affective factor, embarrassment, and a cognitive factor, altruistic motivation. In addition, the relationship between embarrassment and satisfaction was moderated by concern for face.

Practical implications

Firms should devote more resources toward minimizing customers’ embarrassment during service encounters and demonstrate altruistic motivation to provide voluntary help to lead customers to reciprocate helping.

Originality/value

The current research provides a new perspective on customer engagement behavior during service encounters. This research highlights the negative outcomes of receiving help from other customers.

Keywords

Acknowledgements

This research was supported by the Institute of Management of Research, Seoul National University.

Citation

Kim, S.Y. and Yi, Y. (2017), "Embarrassed customers: the dark side of receiving help from others", Journal of Service Management, Vol. 28 No. 4, pp. 788-806. https://doi.org/10.1108/JOSM-11-2016-0296

Publisher

:

Emerald Publishing Limited

Copyright © 2017, Emerald Publishing Limited

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