Research Article
A Study on the Effects of Consumer Attribution and Emotions on Dissatisfaction and Behavior in Negative Expectation Disconfirmation
Published: January 2006 · Vol. 35 No. 5 · pp. 1497-1529
Full Text
Abstract
This study examines the process of consumer satisfaction/dissatisfaction formation under negative expectation disconfirmation, linking pre-purchase consumer behavior with post-purchase consumer responses. Information search effort is presented as the pre-purchase consumer behavior, while emotional responses and attribution are presented as the post-purchase consumer responses. Previous studies have discussed the relationships between negative expectation disconfirmation and satisfaction/dissatisfaction and behavior, as well as the relationships between information search effort and satisfaction/dissatisfaction and behavior; however, these discussions have been conducted separately, and limited research has been conducted on the interrelationships among them. In particular, research on the relationship between pre-purchase information search effort and post-purchase experiential emotions under negative expectation disconfirmation situations remains severely lacking. Therefore, this study aims to elucidate the relationships among pre-purchase information search effort, post-purchase expectation disconfirmation, attribution, experiential emotions, and satisfaction/dissatisfaction and behavior—aspects that were overlooked in prior research. That is, the discussions that have been conducted separately in previous studies are connected and discussed as a single process in this study. Through this, the study aims to demonstrate that consumer satisfaction/dissatisfaction and behavior are not determined simply by expectation disconfirmation alone or information search effort alone, but rather can be determined by various actions and responses throughout the entire purchase process. Additionally, it aims to show that consumer emotions are not experienced solely due to a specific event at a single point in time, but can also be experienced through the comparison of one's own behavior and purchase outcomes during the purchase decision-making process, thereby examining the dynamic aspects of consumer emotion formation. The research results showed that as pre-purchase information search effort increases, consumers are more likely to make external rather than internal attributions and experience more disappointment than regret upon post-purchase negative expectation disconfirmation. Furthermore, greater external attribution led to more disappointment than regret, while greater internal attribution led to more regret than disappointment. Disappointment had a greater influence than regret on dissatisfaction, and among consumer behaviors, complaint intention was also more influenced by disappointment than by regret. However, there was no significant difference in the degree to which disappointment and regret affected repurchase intention, indicating that both disappointment and regret reduced repurchase intention. In other words, regardless of where the cause of the emotion lies, the experience of negative emotions reduced repurchase intention. This study provides diverse theoretical and strategic implications for satisfaction/dissatisfaction management by examining satisfaction/dissatisfaction formation through the linkages among various consumer actions and responses throughout the entire purchase process.
