Consumer emotional intelligence and its effects on responses to transgressions

Hongmin Ahn, Youngjun Sung, Minette E. Drumwright

Research output: Contribution to journalArticle

9 Citations (Scopus)

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 languageEnglish
Pages (from-to)223-233
Number of pages11
JournalMarketing Letters
Volume27
Issue number2
DOIs
Publication statusPublished - 2016 Jun 1

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

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