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Consumers who avoid relationships : manifestations of social anxiety in commercial contexts

Author

Listed:
  • Eva Delacroix

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

  • Valérie Guillard

    (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 focuses on the study of consumers with social anxiety who avoid relationships in commercial settings. While relationship marketing recommends fostering personal relationships with customers, our research shows that too much closeness can be a problem for people with social anxiety who are apprehensive about interacting with strangers. A qualitative study based on 17 in‐depth interviews with individuals with social anxiety allows us to specify the contexts that give rise to social anxiety—physical closeness between consumer and salesperson, when the interaction is relatively long, in new situations, or in situations designed to be repeated. Our study shows that social anxiety has psychological, economic, and time costs for the consumer. Additionally, the study sets out the relational preferences of people with social anxiety, showing that they prefer neutral, distant or anonymous relationships, that they do not like or benefit from special treatment, nor do they like to be surprised by novelty. The conventional recommendations of relational marketing (e.g., creating a close relationship with customers) are partly called into question by this study, which shows that not all individuals necessarily want such relationships in a commercial context.

Suggested Citation

  • Eva Delacroix & Valérie Guillard, 2016. "Consumers who avoid relationships : manifestations of social anxiety in commercial contexts," Post-Print hal-01819609, HAL.
  • Handle: RePEc:hal:journl:hal-01819609
    DOI: 10.1002/cb.1582
    as

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    Cited by:

    1. Lussier, Bruno & Philp, Matthew & Hartmann, Nathaniel N. & Wieland, Heiko, 2021. "Social anxiety and salesperson performance: The roles of mindful acceptance and perceived sales manager support," Journal of Business Research, Elsevier, vol. 124(C), pages 112-125.
    2. Michela Addis, 2016. "Understanding the Customer Journey to Create Excellent Customer Experiences in Bookshops," International Journal of Marketing Studies, Canadian Center of Science and Education, vol. 8(4), pages 20-36, August.

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