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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

Author

Listed:
  • Valérie Guillard

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

  • Eva Delacroix

    (DRM - Dauphine Recherches en Management - Université Paris Dauphine-PSL - PSL - Université Paris Sciences et Lettres - CNRS - Centre National de la Recherche Scientifique)

Abstract

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

Suggested Citation

  • Valérie Guillard & Eva Delacroix, 2012. "'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," Post-Print hal-01630517, HAL.
    • Handle: RePEc:hal:journl:hal-01630517
    as

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