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'I hope this seller won't talk to me!' Social anxiety and the influence of verbal intimacy on the intention to return to a store


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  • Guillard, Valérie
  • Delacroix, Eva
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    This article demonstrates that socially anxious consumers avoid close relationships with merchants. An experimental approach (n=102) shows that socially anxious consumers prefer small talk with merchants rather than intimate conversations, whereas non-socially anxious consumers prefer intimate conversations rather than small talk. The results also show that the intention to return the store is lower among socially anxious subjects than among non-socially anxious ones, even in the small talk condition

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    Bibliographic Info

    Paper provided by Paris Dauphine University in its series Economics Papers from University Paris Dauphine with number 123456789/9155.

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    Date of creation: May 2012
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    Handle: RePEc:dau:papers:123456789/9155

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    Related research

    Keywords: Anxiété sociale; relation; intimité; fidélité; conversation; Social Penetration Theory; Relationship Marketing; Social Exchange Theory; Social anxiety; Experimental design; Fear of intimacy;

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