Customer satisfaction and loyalty after a double deviation: the fundamental role of personalized repairs and relational, non-transactional management
Résumé
The repair of service failures has been widely studied, but few studies have addressed the situation where the
repair fails to satisfy customers, creating a double deviation. This situation can generate negative emotions, which in turn
can lead to behaviors that are highly detrimental to the business. It is therefore crucial to find effective strategies to prevent
these negative behaviors and regain customer satisfaction and loyalty after a double deviation. A qualitative study explored
ways to remedy this situation. The results suggest (1) a better understanding of customer emotions (2) the key role of per-
sonalizing repairs and (3) the need for relational, non-transactional management.