Show simple item record

hal.structure.identifierDauphine Recherches en Management [DRM]
dc.contributor.authorDelacroix, Eva
hal.structure.identifierDauphine Recherches en Management [DRM]
dc.contributor.authorGuillard, Valérie
HAL ID: 179870
ORCID: 0000-0002-7117-1988
dc.date.accessioned2018-06-20T14:34:18Z
dc.date.available2018-06-20T14:34:18Z
dc.date.issued2016
dc.identifier.issn1472-0817
dc.identifier.urihttps://basepub.dauphine.fr/handle/123456789/17860
dc.language.isoenen
dc.subjectConsumersen
dc.subjectSocial anxietyen
dc.subjectrelational marketingen
dc.subjectMarketingen
dc.subject.ddc658.8en
dc.subject.classificationjelM.M3.M31en
dc.titleConsumers who avoid relationships : manifestations of social anxiety in commercial contextsen
dc.typeArticle accepté pour publication ou publié
dc.description.abstractenThis article focuses on the study of consumers with social anxiety who avoid relationships in commercial settings. While relationship marketing recommends fostering personal relationships with customers, our research shows that too much closeness can be a problem for people with social anxiety who are apprehensive about interacting with strangers. A qualitative study based on 17 in‐depth interviews with individuals with social anxiety allows us to specify the contexts that give rise to social anxiety—physical closeness between consumer and salesperson, when the interaction is relatively long, in new situations, or in situations designed to be repeated. Our study shows that social anxiety has psychological, economic, and time costs for the consumer. Additionally, the study sets out the relational preferences of people with social anxiety, showing that they prefer neutral, distant or anonymous relationships, that they do not like or benefit from special treatment, nor do they like to be surprised by novelty. The conventional recommendations of relational marketing (e.g., creating a close relationship with customers) are partly called into question by this study, which shows that not all individuals necessarily want such relationships in a commercial context.en
dc.relation.isversionofjnlnameJournal of Consumer Behaviour
dc.relation.isversionofjnlvol15en
dc.relation.isversionofjnlissue4en
dc.relation.isversionofjnldate2016
dc.relation.isversionofjnlpages370-384en
dc.relation.isversionofdoi10.1002/cb.1582en
dc.relation.isversionofjnlpublisherWileyen
dc.subject.ddclabelMarketingen
dc.relation.forthcomingnonen
dc.relation.forthcomingprintnonen
dc.description.ssrncandidatenonen
dc.description.halcandidateouien
dc.description.readershiprechercheen
dc.description.audienceInternationalen
dc.relation.Isversionofjnlpeerreviewednonen
dc.relation.Isversionofjnlpeerreviewednonen
dc.date.updated2018-05-30T14:31:00Z
hal.identifierhal-01819609*
hal.version1*
hal.author.functionaut
hal.author.functionaut


Files in this item

FilesSizeFormatView

There are no files associated with this item.

This item appears in the following Collection(s)

Show simple item record