Gilles N'Goala (2006)
How to make customers resist switching to another service provider when a critical incident occurs? The complementary roles of trust and relationship commitment
9th international research seminar in service management, La Londe les Maures, IAE Aix en Provence.
This article examines the effects of trust and relationship commitment on consumers’ resistance to switch to another service provider. An empirical study was conducted in the financial service industry on a sample of 1999 consumers. We measured the extent to which consumers resist switching to another service provider when different types of critical incidents occur (Keaveney, 1995). The service provider’s perceived reliability, benevolence and fairness and customers’ affective and calculative relationship commitment have complementary roles in explaining consumers’ switching resistance. These effects depend on the critical incident that is under consideration. Implications for Customer Relationship Management are then presented.