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Retrospective: service failure and loyalty: an exploratory empirical study of airline customers

Adrian Palmer (Keele Management School, Keele University, Keele, UK)
David Bejou (College of Business and Social Sciences, West Virginia State University, Institute, West Virginia, USA)

Journal of Services Marketing

ISSN: 0887-6045

Article publication date: 8 August 2016

2876

Abstract

Purpose

This paper aims to reflect on the paper “Service failure and loyalty: an exploratory empirical study of airline customers” published 18 years ago. It positions it in the evolving literature on relationship marketing and suggests directions for further research and developments in the area.

Design/methodology/approach

A review of key contributions of the paper to the study of relationship marketing and the effects of service failures on relationships identifies emerging strands of research.

Findings

The concept of a “relationship lifecycle” is now widely used in marketing for identifying customer segments. Different points in the lifecycle are associated with differing sets of relationship expectations and levels of tolerance to service failure. Customer relationship management has tended to morph into customer experience management where principles of relationship lifecycles have been applied to mapping customer “journeys” through a service process.

Practical implications

The original study informed practices of managing relationship expectations and handling failed expectations, depending on a customer’s length of relationship with a company. Although relationship marketing was originally conceived as an integrator of marketing cues, its emphasis on cognitive evaluations may have been too limiting and customer experience management has since introduced additional affective dimensions.

Originality/value

The original paper had been widely cited and generated discussion and important further research. It has value as part of the emerging landscape of services marketing research. This retrospective analysis locates this historical development with reference to currently popular issues of customer experience management.

Keywords

Citation

Palmer, A. and Bejou, D. (2016), "Retrospective: service failure and loyalty: an exploratory empirical study of airline customers", Journal of Services Marketing, Vol. 30 No. 5, pp. 480-484. https://doi.org/10.1108/JSM-04-2016-0137

Publisher

:

Emerald Group Publishing Limited

Copyright © 2016, Emerald Group Publishing Limited

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