Opportunistic customer complaining: Causes, consequences, and managerial alternatives

MA Baker, VP Magnini, RR Perdue - International Journal of Hospitality …, 2012 - Elsevier
International Journal of Hospitality Management, 2012Elsevier
Should a hospitality firm yield to a customer complaint that is suspected [or even known] to
be opportunistic? While the answer to this question varies based upon numerous factors,
this conceptual article synthesizes multiple streams of empirical research to enumerate:(1)
customer-centric, firm-centric [such as the influence of firm size], and relationship-centric
determinants of opportunistic customer complaining;(2) means of detecting whether a
complaint is opportunistic [such as through employee knowledge of operations]; and (3) …
Should a hospitality firm yield to a customer complaint that is suspected [or even known] to be opportunistic? While the answer to this question varies based upon numerous factors, this conceptual article synthesizes multiple streams of empirical research to enumerate: (1) customer-centric, firm-centric [such as the influence of firm size], and relationship-centric determinants of opportunistic customer complaining; (2) means of detecting whether a complaint is opportunistic [such as through employee knowledge of operations]; and (3) potential consequences to the firm of yielding and not yielding to opportunistic complaints.
Elsevier
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