Abstract
This research suggests that consumer emotional intelligence (CEI) is an important construct in explaining why some consumers react destructively to conflicts in consumer-brand relationships whereas others approach them constructively. The results of the study show that (1) when encountering transgressions in relationships with brands, consumers low in CEI are more likely to respond to transgressions destructively than those who are high in CEI; (2) the effects of CEI on destructive responses are greater if a transgression affects consumers’ self interests rather than society’s interests; and (3) low CEI consumers are more likely to attribute negative intentions to the company and are therefore more likely to respond destructively than high CEI consumers.
Original language | English |
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Pages (from-to) | 223-233 |
Number of pages | 11 |
Journal | Marketing Letters |
Volume | 27 |
Issue number | 2 |
DOIs | |
Publication status | Published - 2016 Jun 1 |
Bibliographical note
Publisher Copyright:© 2015, Springer Science+Business Media New York.
Keywords
- Consumer emotional intelligence
- Consumer-brand relationship
- Exit–voice theory
- Perceived Intention
- Transgression
ASJC Scopus subject areas
- Business and International Management
- Economics and Econometrics
- Marketing