Be Tolerable Or Be Angry? a Situation of Relationship Norm Conflict in Failure

Lisa C. Wan, Lingnan University, Hong Kong, China
Michael K. Hui, Chinese University of Hong Kong, Hong Kong, China
While previous literature has agreed that friendships work well in mitigating consumer dissatisfaction in failures, this paper argues that a friendship may not always work. Drawing from the communal-exchange relationship framework (Clark and Mills 1979) and the psychological contract theory (Rousseau 1989), this paper suggests that communal (vs. exchange) consumers would be less dissatisfied in an implicit promise breach, but a reverse pattern would occur in an explicit promise breach. In addition, self-construal would moderate the interactive relationship between relationship type and promise breach type on consumer dissatisfaction. Two experiments with different consumption contexts provide convergent evidence of the hypotheses.
[ to cite ]:
Lisa C. Wan and Michael K. Hui (2010) ,"Be Tolerable Or Be Angry? a Situation of Relationship Norm Conflict in Failure", in NA - Advances in Consumer Research Volume 37, eds. Margaret C. Campbell, Jeff Inman, and Rik Pieters, Duluth, MN : Association for Consumer Research, Pages: 451-451 .