Esta dissertação tem como objetivo central investigar fatores que moderam a relação entre satisfação pós-recuperação e intenção de recompra no varejo online. Mais especificamente, esta pesquisa visa analisar se os construtos qualidade do relacionamento, resistência à mudança e motivo inferido moderam a relação entre satisfação com o gerenciamento de reclamações e intenção de recompra no varejo online. Para verificar tais moderações, inicialmente foi realizada a etapa exploratória de pesquisa, na qual, por meio de entrevistas em profundidade, evidenciou-se que as variáveis propostas poderiam moderar a relação entre a variável independente e dependente desta dissertação, bem como foi adicionado o construto valor econômico como possível moderador da relação entre satisfação pós-reclamação e intenção de recompra. Em seguida, para testar as hipóteses propostas foi aplicada uma survey junto a consumidores norte-americanos (N=500), operacionalizada com auxílio do Qualtrics, via Mechanical Turk. Como resultado dos testes, tem-se que a qualidade do relacionamento, o motivo inferido e a percepção de valor econômico moderam a relação entre satisfação pós-recuperação e intenção de recompra no varejo online, ou seja, podem explicar, em partes, a não linearidade da relação entre a variável independente e dependente desta pesquisa. Destaca-se ainda que as dimensões da qualidade do relacionamento (a saber: satisfação, confiança e comprometimento) sugeridas neste estudo também moderaram, individualmente, a relação entre a variável independente e dependente desta pesquisa. Sendo assim, esta dissertação contribuiu para a literatura de Marketing e comércio eletrônico ao evidenciar que tanto a qualidade do relacionamento, bem como as dimensões de satisfação, confiança e comprometimento moderam a relação entre satisfação com o gerenciamento de reclamações e intenção de recompra. Além disso, evidencia-se que a elevada percepção de valor econômico, e os motivos inferidos pelos clientes (se positivos), diante da falha inicial ocorrida, também podem sinalizar intenções de recompra dos consumidores junto a sites varejistas. / This dissertation aims to investigate factors that moderate the relationship between satisfaction with complaint handling and repurchase intention in online retail. More specifically, this research aims to examine whether the quality of the relationship constructs, resistance to change and inferred motive moderate the relationship between satisfaction with complaint handling and repurchase intention in online retail. To test such moderations, was taken an exploratory research stage through in-depth interviews in which it became clear that the proposed constructs could moderate the relationship between the independent and dependent variables of this dissertation, as well as the variable economic value was added as a possible moderator of the relationships between satisfaction with complaint handling and repurchase intention. Then, to test the hypotheses was applied a survey with online consumers (N=500) from United States, through Qualtrics and Mechanical Turk. The results indicate that the relationship quality, the inferred motive and the perceived economic value moderated the relationship between satisfaction with complaint handling and repurchase intention in online retail. It is emphasized that the dimensions of relationship quality (satisfaction, trust and commitment) suggested in this study also moderated, in an individual way, the relationship between the independent and dependent variables of this study. Thus, this dissertation has contributed to the literature of marketing and e-commerce by showing that both the relationship quality as well as the dimensions (satisfaction, trust and commitment) moderate the relationship between satisfaction with complaint handling and repurchase intention. Furthermore, it is evident that the high perceived economic value, and the motive inferred by customers (if positive), facing the initial failure occurred, can also indicate repurchase intentions of consumers with online retailers.

<p>En rad förändringar i de kommunala verksamheterna kan hänföras till tankarna kring behovet av ett nytt tänkande och åtgärder för modernisering av offentlig verksamhet, en förändringsvåg som ofta beskrivs med samlingsbegreppet New Public Management (NPM). Offentlig styrning har blivit allt mer lik den privata och med NPM har offentliga verksamheter tagit mer sikte på marknadskrafterna. En konsekvens av detta tänkande är att medborgarnas synpunkter på verksamheten tilldelas en allt större vikt.</p><p>Klagomålshantering har för många privata företag under en längre tid varit ett naturligt sätt att hantera kundernas synpunkter på verksamheten. I företag som är inne i en satsning på total kvalitet (TQM) betraktas klagomålshantering ofta som ett del- eller följdmoment till dessa ansträngningar. TQM, ett koncept med grunderna i den japanska tillverkningsindustrin, har som centrala ledord att kunden ska stå i centrum, arbeta med processer och basera beslut på fakta.Idag används TQM som ett uttryck för organisationens syn på kvalitet även av många offentliga organisationer.</p><p>Hur klagomålshantering ska betraktas i den kommunala verksamheten är dock inte självklart. Kundbegreppets innebörd i de kommunala verksamheterna, den stora variationen i tjänsteutbudet samt de nationella styrdokumenten, som i hög utsträckning påverkar utformningen påverkar möjligheterna till att utforma verksamheten, gör att både avsikten med att införa klagomålshanteringen och hur den används inte är lika uppenbart i den kommunala verksamheten som i privata företag.</p><p>I Norrköpings kommun togs i början av 2004 ett beslut att införa klagomålshantering i hela organisationen. Beslutet i kommunfullmäktige var ett led i utvecklingen av det systematiska kvalitetsarbete som har sina tankemässiga grunder i TQM konceptet. Det systematiska kvalitetsarbetet ges, som ett av fyra ledord, en framträdande plats i kommunens nya styrmodell som fastställdes i början av 2003.</p>

En rad förändringar i de kommunala verksamheterna kan hänföras till tankarna kring behovet av ett nytt tänkande och åtgärder för modernisering av offentlig verksamhet, en förändringsvåg som ofta beskrivs med samlingsbegreppet New Public Management (NPM). Offentlig styrning har blivit allt mer lik den privata och med NPM har offentliga verksamheter tagit mer sikte på marknadskrafterna. En konsekvens av detta tänkande är att medborgarnas synpunkter på verksamheten tilldelas en allt större vikt. Klagomålshantering har för många privata företag under en längre tid varit ett naturligt sätt att hantera kundernas synpunkter på verksamheten. I företag som är inne i en satsning på total kvalitet (TQM) betraktas klagomålshantering ofta som ett del- eller följdmoment till dessa ansträngningar. TQM, ett koncept med grunderna i den japanska tillverkningsindustrin, har som centrala ledord att kunden ska stå i centrum, arbeta med processer och basera beslut på fakta.Idag används TQM som ett uttryck för organisationens syn på kvalitet även av många offentliga organisationer. Hur klagomålshantering ska betraktas i den kommunala verksamheten är dock inte självklart. Kundbegreppets innebörd i de kommunala verksamheterna, den stora variationen i tjänsteutbudet samt de nationella styrdokumenten, som i hög utsträckning påverkar utformningen påverkar möjligheterna till att utforma verksamheten, gör att både avsikten med att införa klagomålshanteringen och hur den används inte är lika uppenbart i den kommunala verksamheten som i privata företag. I Norrköpings kommun togs i början av 2004 ett beslut att införa klagomålshantering i hela organisationen. Beslutet i kommunfullmäktige var ett led i utvecklingen av det systematiska kvalitetsarbete som har sina tankemässiga grunder i TQM konceptet. Det systematiska kvalitetsarbetet ges, som ett av fyra ledord, en framträdande plats i kommunens nya styrmodell som fastställdes i början av 2003.

Pourquoi et comment les grandes entreprises traitent-elles les réclamations de leur clientèle ? Quels effets ce traitement a-t-il sur les régulations internes des firmes ? Que peut espérer le réclamant ? Cette thèse se propose de traiter ce faisceau de questions par une enquête ethnographique menée dans deux grandes entreprises françaises. S’appuyant sur l’outillage analytique développé par Albert O. Hirschman, elle propose une description historique et sociologique des pratiques de traitement des réclamations. Ainsi, elle souhaite contribuer à la problématique de l’influence du destinataire final d’une marchandise sur les entreprises qui la produisent et la vendent. / Why and how do large companies deal with customer complaints? What effects does this treatment have on the internal regulation of firms? What can the customer expect? This thesis proposes to deal with this set of questions by an ethnographic survey conducted in two large French companies. Based on the analytical tools developed by Albert O. Hirschman, it provides a historical and sociological description of the complaint-handling practices. Thus, it wishes to contribute to the question of the influence of the client of a commodity on the companies that produce and sell it.

Made available in DSpace on 2014-12-17T13:53:15Z (GMT). No. of bitstreams: 1 TaniaRN.pdf: 4309086 bytes, checksum: 892e6f5acf3243a43697715d1b7c1b46 (MD5) Previous issue date: 2007-09-06 / Consumer dissatisfaction, when properly handled, is a significant information source for the manager. Studies in this area allow broadening the understanding of certain customer attitudes and behaviors, such as loyalty, repurchase intention or satisfaction and trust increase. Above and beyond supporting consumer feedback, dissatisfaction can provide significant opportunities for organizational learning. Starting from dissatisfied customer information, companies can detect service flaws and develop new products. This work presents the results of an investigation on the behavior of businesses belonging to the hotel sector in Natal, RN, through the dissatisfaction of their customers. We have sought to map the main problems presented by customers to hotels, in the perception of managers and employees, as well as to understand both the process of dissatisfactionrelated data collection, analysis, and processing, and the utilization of such information by businesses. Beyond this, we have compared the habits of organizations to the company reaction approaches described in the literature: Complaint Handling, Complaint Management, and Dissatisfaction Management. The used methodology has been based on case study. Data was collected via indepth interviews with managers and employees in six hotels, two independent ones and four belonging to national and international hotel networks. We have also made use of documents provided by the organizations, such as guest complaint registers and reports from satisfaction surveys on which content analysis was subsequently performed. The results of the investigation point to a high level of awareness in the companies concerning the importance of consumer dissatisfaction. Even though the maximum grade in the procedure scale is not achieved, it has been observed that answer to dissatisfaction is given in planned and systematic form, geared towards consumer satisfaction and improvement of products and processes. Hotel businesses still have to look into other possibilities for mapping consumer dissatisfaction, which implies, among other aspects, articulation with a range of public and private organizations in such a way as to guarantee sustainability of touristic activities in the long term / A insatisfa??o do consumidor, devidamente tratada, ? uma significativa fonte de informa??o para o gestor. Os estudos nessa ?rea permitem ampliar a compreens?o de determinadas atitudes e comportamentos do cliente, como a lealdade, a inten??o de recompra e o aumento da satisfa??o e da confian?a. Al?m de permitir o feedback dos consumidores, a insatisfa??o pode fornecer oportunidades significativas de aprendizado organizacional. A partir das informa??es de clientes insatisfeitos, as empresas podem detectar falhas nos servi?os e desenvolver novos produtos. Este trabalho apresenta os resultados de uma investiga??o sobre o comportamento adotado por empresas do setor hoteleiro em Natal, RN, mediante a insatisfa??o de seus clientes. Buscou-se mapear os principais problemas apresentados pelos consumidores aos hot?is, na percep??o de gestores e funcion?rios, bem como compreender o processo de coleta, an?lise e tratamento dos dados relacionados ? insatisfa??o e a utiliza??o de tais informa??es pelas empresas. Al?m disso, procurou-se relacionar as pr?ticas organizacionais ?s abordagens de resposta das empresas encontradas na literatura: Tratamento da Reclama??o, Gest?o da Reclama??o e Gest?o da Insatisfa??o. A metodologia empregada foi o estudo de caso. Os dados foram coletados atrav?s de entrevistas em profundidade com gerentes e funcion?rios em seis hot?is; dois independentes e quatro pertencentes a redes hoteleiras nacionais e internacionais. Foram utilizados tamb?m documentos cedidos pelas organiza??es, como registros de reclama??o de h?spedes e relat?rios de pesquisas de satisfa??o, posteriormente submetidos ? an?lise de conte?do. Os resultados da pesquisa apontam para um n?vel de conscientiza??o elevado nas empresas sobre a import?ncia da insatisfa??o do consumidor. Apesar de n?o atingir o n?vel m?ximo na escala de procedimentos, observa-se que a resposta ? insatisfa??o acontece de forma planejada e sistem?tica, orientada para a satisfa??o do consumidor e melhoria de produtos e processos. As empresas hoteleiras devem ainda atentar para outras possibilidades de mapeamento da insatisfa??o do consumidor, o que implica, dentre outros aspectos, a articula??o com uma gama de organiza??es p?blicas e privadas, de forma a garantir a sustentabilidade da atividade tur?stica em longo prazo

Esta dissertação tem como objetivo central investigar fatores que moderam a relação entre satisfação pós-recuperação e intenção de recompra no varejo online. Mais especificamente, esta pesquisa visa analisar se os construtos qualidade do relacionamento, resistência à mudança e motivo inferido moderam a relação entre satisfação com o gerenciamento de reclamações e intenção de recompra no varejo online. Para verificar tais moderações, inicialmente foi realizada a etapa exploratória de pesquisa, na qual, por meio de entrevistas em profundidade, evidenciou-se que as variáveis propostas poderiam moderar a relação entre a variável independente e dependente desta dissertação, bem como foi adicionado o construto valor econômico como possível moderador da relação entre satisfação pós-reclamação e intenção de recompra. Em seguida, para testar as hipóteses propostas foi aplicada uma survey junto a consumidores norte-americanos (N=500), operacionalizada com auxílio do Qualtrics, via Mechanical Turk. Como resultado dos testes, tem-se que a qualidade do relacionamento, o motivo inferido e a percepção de valor econômico moderam a relação entre satisfação pós-recuperação e intenção de recompra no varejo online, ou seja, podem explicar, em partes, a não linearidade da relação entre a variável independente e dependente desta pesquisa. Destaca-se ainda que as dimensões da qualidade do relacionamento (a saber: satisfação, confiança e comprometimento) sugeridas neste estudo também moderaram, individualmente, a relação entre a variável independente e dependente desta pesquisa. Sendo assim, esta dissertação contribuiu para a literatura de Marketing e comércio eletrônico ao evidenciar que tanto a qualidade do relacionamento, bem como as dimensões de satisfação, confiança e comprometimento moderam a relação entre satisfação com o gerenciamento de reclamações e intenção de recompra. Além disso, evidencia-se que a elevada percepção de valor econômico, e os motivos inferidos pelos clientes (se positivos), diante da falha inicial ocorrida, também podem sinalizar intenções de recompra dos consumidores junto a sites varejistas. / This dissertation aims to investigate factors that moderate the relationship between satisfaction with complaint handling and repurchase intention in online retail. More specifically, this research aims to examine whether the quality of the relationship constructs, resistance to change and inferred motive moderate the relationship between satisfaction with complaint handling and repurchase intention in online retail. To test such moderations, was taken an exploratory research stage through in-depth interviews in which it became clear that the proposed constructs could moderate the relationship between the independent and dependent variables of this dissertation, as well as the variable economic value was added as a possible moderator of the relationships between satisfaction with complaint handling and repurchase intention. Then, to test the hypotheses was applied a survey with online consumers (N=500) from United States, through Qualtrics and Mechanical Turk. The results indicate that the relationship quality, the inferred motive and the perceived economic value moderated the relationship between satisfaction with complaint handling and repurchase intention in online retail. It is emphasized that the dimensions of relationship quality (satisfaction, trust and commitment) suggested in this study also moderated, in an individual way, the relationship between the independent and dependent variables of this study. Thus, this dissertation has contributed to the literature of marketing and e-commerce by showing that both the relationship quality as well as the dimensions (satisfaction, trust and commitment) moderate the relationship between satisfaction with complaint handling and repurchase intention. Furthermore, it is evident that the high perceived economic value, and the motive inferred by customers (if positive), facing the initial failure occurred, can also indicate repurchase intentions of consumers with online retailers.

Le secteur touristique souffre de plus en plus des départs de clients insatisfaits suite aux dysfonctionnements de services vécus. De nombreux établissements de services, attachent encore, peu d’importance à la gestion des réclamations en raison des moyens financiers qu’elles suscitent. Or, une gestion efficace de la réclamation pourrait transformer un client insatisfait en un client plus confiant et engagé. Notre recherche s’est intéressée à l’identification des critères d’évaluation sur lesquels les réclamants se basent pour juger la gestion de la réclamation, et à l’impact de cette évaluation sur la qualité de la relation établie avec l’établissement touristique. Pour ce faire une étude qualitative exploratoire suivie d’une étude quantitative ont été réalisées.Après avoir examiné la revue de la littérature, nous nous sommes focalisés sur les théories de la justice perçue lors de l’évaluation de la gestion de la réclamation. En outre, nous avons mobilisé les dimensions de la confiance et de l’engagement comme critères de jugement de la qualité relationnelle perçue. Les résultats de notre étude montrent l’existence d’un impact positif et significatif de quelques critères de la justice perçue (jugés par les réclamant comme étant les plus importants) sur la satisfaction post-réclamation et la qualité relationnelle perçue. Ces critères sont essentiellement l’équité du résultat accordé par l’établissement (ex : compensation accordée), l’empathie et la politesse développées par le personnel en contact, et la rapidité du traitement de la réclamation. / The tourist sector is suffering more and more from the departure of the unsatisfied customers after experienced service failures. Several services companies, still attach, few importance to complaint handling because of financial funds needed. However, an efficient complaint handling management could transform a dissatisfied customer to a more confident and committed customer. Our research was interested in the identification of the appraisal criteria on which claimants base to judge complaint handling and the impact of this evaluation on the quality of the relationship established with the tourist establishment. Consequently, a qualitative study followed by a quantitative study has been accomplished. After examining the literature review, we focused on the perceived justice theory to evaluate the complaint handling. Besides, we used trust and commitment dimensions as a criteria of judgment of the perceived relationship quality (Morgan et Hunt, 1994).The outcomes of our study show the existence of a positive significant impact of some criteria of the perceived justice (considered by consumers as the most important), on recovery satisfaction and perceived relationship quality. These criteria are mainly equity of the result provided by the establishment (Ex. Compensation provided), empathy and politeness developed by the front line staff, and the quickness of the complaint treatment.

The goal of this thesis is to investigate the effects of different hotel response strategies to negative user-generated electronic word of mouth on online travel guide sites and subsequently to identify managerial implications that would lead to an effective online review management in the hotel industry. Three basic response strategies to a negative review were identified: no-response strategy, defensive response strategy and accommodating response strategy. An experimental research method with 240 respondents proved that accommodating response to a negative review has positive impact on customer's perception of a hotel. The most negative perception was observed by the defensive response strategy. The results of this experimental research were confirmed in a Mann-Whitney U-test.

Esta dissertação tem como objetivo central investigar fatores que moderam a relação entre satisfação pós-recuperação e intenção de recompra no varejo online. Mais especificamente, esta pesquisa visa analisar se os construtos qualidade do relacionamento, resistência à mudança e motivo inferido moderam a relação entre satisfação com o gerenciamento de reclamações e intenção de recompra no varejo online. Para verificar tais moderações, inicialmente foi realizada a etapa exploratória de pesquisa, na qual, por meio de entrevistas em profundidade, evidenciou-se que as variáveis propostas poderiam moderar a relação entre a variável independente e dependente desta dissertação, bem como foi adicionado o construto valor econômico como possível moderador da relação entre satisfação pós-reclamação e intenção de recompra. Em seguida, para testar as hipóteses propostas foi aplicada uma survey junto a consumidores norte-americanos (N=500), operacionalizada com auxílio do Qualtrics, via Mechanical Turk. Como resultado dos testes, tem-se que a qualidade do relacionamento, o motivo inferido e a percepção de valor econômico moderam a relação entre satisfação pós-recuperação e intenção de recompra no varejo online, ou seja, podem explicar, em partes, a não linearidade da relação entre a variável independente e dependente desta pesquisa. Destaca-se ainda que as dimensões da qualidade do relacionamento (a saber: satisfação, confiança e comprometimento) sugeridas neste estudo também moderaram, individualmente, a relação entre a variável independente e dependente desta pesquisa. Sendo assim, esta dissertação contribuiu para a literatura de Marketing e comércio eletrônico ao evidenciar que tanto a qualidade do relacionamento, bem como as dimensões de satisfação, confiança e comprometimento moderam a relação entre satisfação com o gerenciamento de reclamações e intenção de recompra. Além disso, evidencia-se que a elevada percepção de valor econômico, e os motivos inferidos pelos clientes (se positivos), diante da falha inicial ocorrida, também podem sinalizar intenções de recompra dos consumidores junto a sites varejistas. / This dissertation aims to investigate factors that moderate the relationship between satisfaction with complaint handling and repurchase intention in online retail. More specifically, this research aims to examine whether the quality of the relationship constructs, resistance to change and inferred motive moderate the relationship between satisfaction with complaint handling and repurchase intention in online retail. To test such moderations, was taken an exploratory research stage through in-depth interviews in which it became clear that the proposed constructs could moderate the relationship between the independent and dependent variables of this dissertation, as well as the variable economic value was added as a possible moderator of the relationships between satisfaction with complaint handling and repurchase intention. Then, to test the hypotheses was applied a survey with online consumers (N=500) from United States, through Qualtrics and Mechanical Turk. The results indicate that the relationship quality, the inferred motive and the perceived economic value moderated the relationship between satisfaction with complaint handling and repurchase intention in online retail. It is emphasized that the dimensions of relationship quality (satisfaction, trust and commitment) suggested in this study also moderated, in an individual way, the relationship between the independent and dependent variables of this study. Thus, this dissertation has contributed to the literature of marketing and e-commerce by showing that both the relationship quality as well as the dimensions (satisfaction, trust and commitment) moderate the relationship between satisfaction with complaint handling and repurchase intention. Furthermore, it is evident that the high perceived economic value, and the motive inferred by customers (if positive), facing the initial failure occurred, can also indicate repurchase intentions of consumers with online retailers.

Titel: Service Recovery genom hantering av eWOM - En studie om e-handelns modebransch. Nivå: Examensarbete på grundnivå (kandidatexamen) i ämnet företagsekonomi. Författare: Omar Aboukhaled &amp; Viktor Oleandersson. Handledare: Akmal Hyder. Datum: 2022 juni. Syfte: Syftet med denna studie är att undersöka hur e-handelsföretag inom modebranschen hanterar negativ eWOM genom nyttjandet av Service Recovery. Metod: Studien utgår från en kvalitativ metod med ett hermeneutistiskt synsätt samt en induktiv forskningsansats. Empirin består av sju semistrukturerade intervjuer. Slutsats: Digitala utvecklingen har givit ett stort utrymme för Service Failure, det har även underlättat för eWOM att spridas. Vanligaste orsakerna till att negativ eWOM sprids enligt studien är framförallt leveransproblem eller missnöje över en produkt. Studien visar även att majoriteten av företagen saknar en plan för Service Recovery och istället förlitar sig på kundserviceavdelningen. Studiens bidrag: Studiens bidrag till teorin inom marknadsföring är en ökad förståelsekring hur svenska företag inom e-handelns modebransch hanterar negativ eWOM samtorsakerna till eWOMs uppkomst. Det praktiska bidraget är en visdom för ehandelsföretag inom modebranschen för att kunna utforma en Service Recovery strategisamt vilka aspekter som kan förebygga negativ eWOM. Förslag till vidare forskning: Forskningen kan fördjupas ytterligare genom att ta hänsyn till kundens perspektiv. Vidare framgick det i denna studie att den digitala utvecklingen har påverkat e-handelsföretag och eWOM markant, därav blir det av intresse att undersöka hur företag ska handskas med digitaliseringen. Slutligen är ett förslag att undersöka detta ämne inom andra branscher. / Title: Service Recovery by managing eWOM - A study of the e-commerce fashion industry. Level: Final assignment for Bachelor Degrees in Business Administration. Authors: Omar Abou Khaled &amp; Viktor Oleandersson. Supervisor: Akmal Hyder. Date: 2022 June. Aim: The purpose of this study is to investigate how e-commerce companies in the fashion industry manage negative eWOM through the use of Service Recovery. Method: This study is based on a qualitative method with a hermeneutic approach and an inductive research approach. The empirical data consists of seven semi-structured interviews. Conclusion: Digital development has given a lot of room for mistakes, it is also easier for eWOM to spread. The most common reasons for negative eWOM spreading are mainly delivery issues or dissatisfaction with a product. The study also shows that the majority of companies lack strategies and instead rely on the customer service department, which makes it important to have well-trained staff. Contribution: The study’s contribution to the theory in marketing is an increased understanding of how Swedish companies in the e-commerce fashion industry manage negative eWOM and the reasons for eWOM’s emergence. The practical contribution is a wisdom for e-commerce companies in the fashion industry to be able to design a Service Recovery strategy and the aspects that can prevent negative eWOM. Suggestions for future research: The research can be further deepened by taking the customer perspective into account. It will also be of interest to investigate how companies should deal with digitalisation. Finally, a suggestion is to study this topic in other industries.