Consumer emotional intelligence and its effects on responses to transgressions |
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Authors: | Hongmin Ahn Yongjun Sung Minette E. Drumwright |
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Affiliation: | 1.Reed College of Media,West Virginia University,Morgantown,USA;2.Department of Psychology,Korea University,Seoul,South Korea;3.Department of Advertising, College of Communication,The University of Texas at Austin,Austin,USA |
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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. |
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