• Title/Summary/Keyword: 고객 감정반응

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Self-Regulatory Mode Effects on Emotion and Customer's Response in Failed Services - Focusing on the moderate effect of attribution processing - (고객의 자기조절성향이 서비스 실패에 따른 부정적 감정과 고객반응에 미치는 영향 - 귀인과정에 따른 조정적 역할을 중심으로 -)

  • Sung, Hyung-Suk;Han, Sang-Lin
    • Asia Marketing Journal
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    • v.12 no.2
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    • pp.83-110
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    • 2010
  • Dissatisfied customers may express their dissatisfaction behaviorally. These behavioral responses may impact the firms' profitability. How do we model the impact of self regulatory orientation on emotions and subsequent customer behaviors? Obviously, the positive and negative emotions experienced in these situations will influence the overall degree of satisfaction or dissatisfaction with the service(Zeelenberg and Pieters 1999). Most likely, these specific emotions will also partly determine the subsequent behavior in relation to the service and service provider, such as the likelihood of complaining, the degree to which customers will switch or repurchase, and the extent of word of mouth communication they will engage in(Zeelenberg and Pieters 2004). This study investigates the antecedents, consequences of negative consumption emotion and the moderate effect of attribution processing in an integrated model(self regulatory mode → specific emotions → behavioral responses). We focused on the fact that regret and disappointment have effects on consumer behavior. Especially, There are essentially two approaches in this research: the valence based approach and the specific emotions approach. The authors indicate theoretically and show empirically that it matters to distinguish these approaches in services research. and The present studies examined the influence of two regulatory mode concerns(Locomotion orientation and Assessment orientation) with making comparisons on experiencing post decisional regret and disappointment(Pierro, Kruglanski, and Higgins 2006; Pierro et al. 2008). When contemplating a decision with a negative outcome, it was predicted that high (vs low) locomotion would induce more disappointment than regret, whereas high (vs low) assessment would induce more regret than disappointment. The validity of the measurement scales was also confirmed by evaluations provided by the participating respondents and an independent advisory panel; samples provided recommendations throughout the primary, exploratory phases of the study. The resulting goodness of fit statistics were RMR or RMSEA of 0.05, GFI and AGFI greater than 0.9, and a chi-square with a 175.11. The indicators of the each constructs were very good measures of variables and had high convergent validity as evidenced by the reliability with a more than 0.9. Some items were deleted leaving those that reflected the cognitive dimension of importance rather than the dimension. The indicators were very good measures and had convergent validity as evidenced by the reliability of 0.9. These results for all constructs indicate the measurement fits the sample data well and is adequate for use. The scale for each factor was set by fixing the factor loading to one of its indicator variables and then applying the maximum likelihood estimation method. The results of the analysis showed that directions of the effects in the model are ultimately supported by the theory underpinning the causal linkages of the model. This research proposed 6 hypotheses on 6 latent variables and tested through structural equation modeling. 6 alternative measurements were compared through statistical significance test of the paths of research model and the overall fitting level of structural equation model and the result was successful. Also, Locomotion orientation more positively influences disappointment when internal attribution is high than low and Assessment orientation more positively influences regret when external attribution is high than low. In sum, The results of our studies suggest that assessment and locomotion concerns, both as chronic individual predispositions and as situationally induced states, influence the amount of people's experienced regret and disappointment. These findings contribute to our understanding of regulatory mode, regret, and disappointment. In previous studies of regulatory mode, relatively little attention has been paid to the post actional evaluative phase of self regulation. The present findings indicate that assessment concerns and locomotion concerns are clearly distinct in this phase, with individuals higher in assessment delving more into possible alternatives to past actions and individuals higher in locomotion engaging less in such reflective thought. What this suggests is that, separate from decreasing the amount of counterfactual thinking per se, individuals with locomotion concerns want to move on, to get on with it. Regret is about the past and not the future. Thus, individuals with locomotion concerns are less likely to experience regret. The results supported our predictions. We discuss the implications of these findings for the nature of regret and disappointment from the perspective of their relation to regulatory mode. Also, self regulatory mode and the specific emotions(disappointment and regret) were assessed and their influence on customers' behavioral responses(inaction, word of mouth) was examined, using a sample of 275 customers. It was found that emotions have a direct impact on behavior over and above the effects of negative emotions and customer behavior. Hence, We argue against incorporating emotions such as regret and disappointment into a specific response measure and in favor of a specific emotions approach on self regulation. Implications for services marketing practice and theory are discussed.

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A Study on the Effects of Perception of Physical Environment in Restaurants on Psychological Reaction and Consumers' Attitudes - Focused on Tabletops by Design- (레스토랑의 물리적 환경지각이 심리적 반응과 고객 태도에 미치는 영향 - 테이블탑 디자인을 중심으로 -)

  • Lee, Sung-Hee
    • Culinary science and hospitality research
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    • v.15 no.3
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    • pp.197-212
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    • 2009
  • Well-set tabletops influence customers' purchase behavior or post-purchase behavior by making the quality and image of a restaurant distinguished and customers impressed. This study aims to investigate the relations between the perception of environment among physical environments of restaurants and psychological responses to their tabletops and consumers' attitudes in order to suggest new guidelines for table-setting. As a result, the direct relations between the perception of environment in the tabletops of the restaurants and consumers' behavioral intention indicated that the perception factors of tabletops affected consumer behavior and that these perception factors affected the formation of general attitudes among consumers through emotional and cognitive responses. This result shows that tabletops can be an important key in managing restaurants with changing customer needs. Therefore, it is expected that positive customer attitude can be made by provoking their psychological responses with unique and attractive tabletop settings.

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A Study on the Influence of Physical Surroundings of Restaurants in Local Specialities Food Town on Customer Emotional Responses and Satisfaction (지역 특산물 먹거리 타운 식당의 물리적 환경이 고객의 감정과 만족에 미치는 영향에 관한 연구 - 정읍시 산외한우마을을 중심으로 -)

  • Park, Ki-Hong
    • Culinary science and hospitality research
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    • v.16 no.1
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    • pp.165-179
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    • 2010
  • The purpose of this research is to examine the importance of the physical surroundings for the restaurants in the local specialities food town and how their physical surroundings influence on the customer emotional responses and satisfaction to suggest the improvements and implications of the physical surroundings. The questionnaire for a survey was distributed to the customers who have visited the restaurants specialized in Korean beef located in the Sanoei Korean beef town, Jeongeup. The results of this research are as follows. First, except for attractiveness among the factors of physical surroundings(convenience, attractiveness, cleanliness and amusement), as cleanliness and convenience occupy high degree, customers were presented to response more emotionally. Second, except for attractiveness among convenience, attractiveness, cleanliness and amusement, as cleanliness and convenience occupy high degree, customers were presented to be more satisfied. Third, customer emotional response influences on customer satisfaction with the food town for local speciality.

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Examining the Relationship Among Restaurant Brand Relationship Quality, Attribution, and Emotional Response After Service Failure Experience (서비스 실패 경험 후 레스토랑 브랜드 품질, 귀인 및 감정반응 관계분석)

  • Jang, Gi-Hwa;Song, Soo-Ik;Oh, Sung-Cheon
    • Journal of the Korean Applied Science and Technology
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    • v.35 no.4
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    • pp.1120-1133
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    • 2018
  • The purpose of this study is to validate the failure attribution factors affecting emotional changes after a failed service by local restaurant users, and the relapse effects of the perceived failure of a customer's brand relationship. In this study, the implications of this study can be divided into the null theory and the homogenous theory, in which the study of the relationship between individual belief that influences the null theory and the post-gender emotional response is minimal. The independence of the crash response (angerous VS compassion) has been equally validated as building a belief-gathering-emotion three-step model. First, emotional BRQ (intimate and love) has a reduction effect on controllable geeks, and behavioral BRQ (relative existence) has an extended effect on controllable geeks. From a management perspective, restaurant managers should be less aware of the repeatability of a customer's service failure and call for customer sympathy. Integratedly, restaurant managers must control the customer's perception of service failure and restore the impact of the customer's BRQ on emotional reactions. A variety of service recovery measures should be established and the cerumen should be controlled. In addition, since BRQs have different effects on anger and sympathy (extended VS), different service failure recovery plans should be presented depending on the characteristics of the customer BRQ. For example, measures such as monetary compensation or fair dealing, emotional distribution to close and loving customers, and persuasion of reciprocal benefits to interdependent customers should be developed according to circumstances. This study explored the effectiveness of the geeks after a service failure and has limitations that do not take into account the various regulatory factors in the BRQ-return-Empression process. Thus, in further studies, the effects of adjusting service failure strength should be considered and a more complete model should be built.

The Effect of Physical Environment of Family Restaurant upon Customers' Emotions, Satisfaction and Revisit Intent - Focused on the Moderating Roles of Gender and Age - (패밀리 레스토랑의 물리적인 환경이 고객의 감정, 만족도 및 재방문 의도에 미치는 영향 - 성별과 연령의 조절 효과를 중심으로 -)

  • Jung, Hyo-Sun;Yoon, Hye-Hyun
    • Culinary science and hospitality research
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    • v.16 no.4
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    • pp.190-205
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    • 2010
  • The purpose of this study is to understand the effect of physical environment of family restaurant upon customers' emotions, satisfaction and revisit intent. Based on total 438 samples obtained from the empirical research, this study reviewed the reliability and fitness of the research model using Amos program. The hypothesized relationships in the model were tested simultaneously by using a structural equation model (SEM). The proposed model provided an adequate fit to the data, $x^2$ 592.898(p<0.001), df=239, CMIN/DF 2.481, RMR 0.103, GFI 0.900, NFI 0.952, CFI 0.970, RMSEA 0.058. SEM resulted that the physical environment showed a significant effect on customers' positive emotions($\beta$=0.388, p<0.001) and negative emotions($\beta$=-0.148, p<0.001). Also, customers' positive emotion($\beta$=0.828, p<0.001) bad a positive significant effect on customer satisfaction, and customer satisfaction($\beta$=0.771, p<0.001) bad a positive significant effect on revisit intent. Limitations and future research directions are also discussed.

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The Effect of Store Image on Customers' Emotional Responses and Behavioral Intentions (점포이미지가 고객의 감정반응 및 행동의도에 미치는 영향에 관한 연구)

  • Xiong, jian-yong;Kim, won-kyum
    • Proceedings of the Korea Contents Association Conference
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    • 2011.05a
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    • pp.137-138
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    • 2011
  • 본 연구에서는 Mehrabian과 Russell (1974)의 S-O-R모델을 바탕으로 연구범위를 확장하여 점포이미지와 쇼핑가치를 포함한 연구모형을 설계하였다. 연구모형을 토대로 대형유통시설의 점포 관련 다양한 이미지를 선행자극요인으로 선정하고, 소비자들이 쇼핑하면서 경험하는 감정요인을 반응요인으로 설정하여 이들 변수들이 소비자의 행동의도에 미치는 영향을 파악하는데 주된 목적이 있다. 또한 이들 자극-반응 변수간의 관계에 쇼핑가치를 도입하여 조절효과를 검증하고자 한다. 본 연구는 연구범위를 확장하여 국가 간 비교 및 선행연구들이 간과하고 있는 부분에 대한 이론적, 실증적 접근을 시도하고 있다는데서 그 의미를 찾을 수 있다. 본 연구의 결과는 이론적인 측면은 물론 실무적인 측면에서도 본격적인 해외시장개척을 하는 한국유통기업의 해외마케팅전략 수립에 활용할 수 있는 유익한 시사점을 제공해 줄 수 있을 것이다.

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The Influence of Physical Environments on Tourist's Emotional Response & Behavioral Intention in Tourist Destination (관광목적지의 물리적 환경이 감정적 반응과 행동의도에 미치는 영향)

  • Kim, Gyu-Young;Lee, Jung-Eun
    • Journal of Digital Convergence
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    • v.12 no.7
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    • pp.123-132
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    • 2014
  • This study examines the influence of the physical environment on tourist's emotional response and behavioral intention in the tourist destination. The research was mainly performed in leading tourist destinations of Busan Metropolitan City (Haeundae, Gwanganri & Songjeong area) by the sampling survey method in April-May 2013. The results demonstrate as follows. Firstly, the tourist's convenience and amenity in physical environments have significant impacts on the negative feeling of emotional response, but attractiveness did not influence in negative feeling. By contrast, the attractiveness and amenity the a of physical environments give significant impacts on the positive feeling of emotional response but convenience did not work in positive response. Secondly, both positive and negative feeling of emotional responses give meaningful impacts on Tourist's behavior intention. According to the meaningful relationship between physical environment and emotional response, the regional characteristics and effective marketing management of tourism resource and preparedness should be considered in setting up tourist facilities.

A Study on the Impact of Visual Merchandising Cognitive Dimension of Food & Beverage Stores on Consumer Behavior Intention: Focusing on the Mediating Effect of Emotional Response (외식음료매장의 비주얼머천다이징 인지차원이 소비자 행동의도에 미치는 영향: 감정반응 매개효과를 중심으로)

  • Park, Hyoung Kuk;Yang, Dong Woo
    • Asia-Pacific Journal of Business Venturing and Entrepreneurship
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    • v.13 no.5
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    • pp.103-118
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    • 2018
  • This study would provide the basic data informative for establishing a VMD strategy, covering design and marketing for business owners and prospective entrepreneurs, including the persons concerned with the food and beverage industries by investigating the relationships of the impacts of several factors in the cognitive dimension factors of VMD in food and beverage stores on consumers' emotional response and behavior intention and the mediating effect of emotional responses, applying the concept of VMD to the food and beverage industries. To check this research purpose, data were collected through a survey, conducted with various consumers in their 20s through 60s who have experienced the use of food and beverage stores. The period of the survey was from September 20 through October 10, 2017, 202 copies of questionnaires were collected without missing values and used as data for the final analysis. As for the analysis of the data, using SPSS statistical software, frequency analysis and descriptive statistics, analysis of reliability and validity, correlation analysis, single and multiple regression analysis were conducted. According to the results of this study, first, the relationship of the impact between the VMD cognitive dimension of food and beverage stores and customers' emotional responses was statistically significant. In concrete, all factors of VMD cognitive dimension, including the factors of suitability and daily escape had positive (+) impacts on positive emotions. Second, as a result of an analysis of the impact of emotional responses felt in the process of visiting the food and beverage stores on customers' behavior intention, it turned out that positive emotions had a positive (+) impacts on visit intention and recommendation intention while negative emotions did not have any impacts on visit intention and recommendation intention. Third, as a result of an analysis of the impact of VMD cognitive dimension on behavior intention, the suitability and balance of the VMD cognitive dimension had positive (+) impacts on visit intention while daily escape and functionality had positive (+) impacts on recommendation intention. Fourth, as a result of checking if emotional responses had a mediating effect in the relationship between the VMD cognitive dimension and behavior intention, positive emotions had a full mediating effect while there was no mediating effect of negative emotions between the VMD cognitive dimension and behavior intention. In conclusion, this study found that the VMD cognitive dimension of food and beverage stores affected consumers' emotional responses and that emotional responses were a factor affecting behavior intention and proved that consumers' emotional responses differed depending on the factors in the cognitive dimension. Thus, in food and beverage stores, it would be necessary to make effective designs of the stores and differentiate the presentation of them through utilizing detailed factors of the cognitive dimension of VMD. Also, the results of this study could be utilized as the appropriate marketing tools for customers in food and beverage stores and as the basic data for establishing the strategy.

The Effect of Consumer's Emotion Experienced during Internet Shopping According to Gender (성별에 따른 인터넷 쇼핑상황에서의 감정적 반응이 쇼핑행동에 미치는 영향)

  • Suh, Mun-Shik;Kim, Sang-Hee
    • Journal of Global Scholars of Marketing Science
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    • v.9
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    • pp.101-128
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    • 2002
  • Prior researchs on Internet shopping have focused on cognitive, technological factors, but this research is focused on emotions experienced during internet shopping. Examines emotion types experienced during internet shopping and shopping mall characteristics influencing emotional response and effect of emotions on internet shopping behavior, specifically focusing on gender difference The data, collected from a sample of 131 internet shoppers, indicate that emotion types experienced during internet shopping and shopping mall characteristics influencing emotional response and emotional response influencing internet shopping behavior are difference between female and male. Theses results provide insights on internet shopping mall management according to gender.

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The Study on the Antecedents and Consequences of Relationship Quality between Customer and Influencer (고객과 인플루언서의 관계품질(Hot IRQ, Cold IRQ)의 선행요인과 결과요인에 대한 연구)

  • Wu, Junfang;Kim, Sang-Hee
    • Journal of Convergence for Information Technology
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    • v.12 no.1
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    • pp.55-65
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    • 2022
  • This study examines the relationship between customer experience, customer-influencer relationship quality, and customer behaviors. This study employed questionnaire survey and collected 413 data. The structural equation modeling (SEM) method is used to test the hypotheses of the study. As a result of the study, it was found that among customer experiences, emotional experience had a greater effect on hot IRQ than cold IRQ, and cognitive experience had a greater effect on cold IRQ than hot IRQ. And it was found that hot IRQ had a greater effect on relationship retention intention than recommendation intention, and cold IRQ had a greater effect on recommendation intention than relationship maintenance intention. This study provides various implications both theoretically and practically by examining the relationship quality between customers and influencers.