Consumer Responses to Service Failures: A Resource Preference Model of Cultural Influences

Abstract

This article highlights consumers’ preference for economic (versus social) resources in individualist (versus collectivist) cultures and demonstrates the multifaceted effects of culture on consumer responses to service failures. A cross-cultural study involving American and Chinese participants in the setting of a computer repair service confirms seven of eight hypotheses derived from the resource preference model. The results indicate that Americans (versus Chinese) are more dissatisfied with an outcome failure but less dissatisfied with a process failure. This interactive effect of culture and failure type seems to be driven by a corresponding pattern of attribution tendencies across cultures. Not only do Americans and Chinese differ in service dissatisfaction, but they also tend to express their dissatisfaction in different ways, preferring voice and private responses, respectively. Overall, the resource preference model enhances theoretical understanding of cross-cultural consumer behavior and provides culture-specific guidelines for managing the inevitable service failures.