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To date, the service encounter has received considerable attention in the literature (e.g., Bitner, Booms, and
Mohr 1994; Bitner, Booms, and Tetreault 1990; Verhoef,
Antonides, and de Hoog 2004), and this is deservedly so
given the impact that the service encounter has on customer evaluations, satisfaction, and loyalty in relation to a
The author thanks an anonymous reviewer and the editor for their assistance in greatly improving the article, especially during several later rounds of the review process.
Journal of Service Research, Volume 9, No. 3, February 2007 271-284
DOI: 10.1177/1094670506295852
2007 Sage Publications
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272
CONSUMPTION EMOTIONS
In exploring emotions in the context of consumption,
many have drawn on the work of emotions theorists (e.g.,
Izard 1977; Mehrabian and Russell 1974; Plutchik 1980),
and as a result, much of the work, to date, has been based
on frameworks developed in psychology. Arguing that the
measures developed by such theorists may not be the most
appropriate for consumer behavior applications, Richins
(1997) embarked on six empirical studies to study the
domain of consumption emotions, and this resulted in the
development of the Consumption Emotions Set (CES).
The CES comprises 16 emotion dimensions and is argued
to represent a relatively broad, but not exclusive, coverage
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may be irrelevant to the consumption situation, and romantic love may well be one of those. However, given the
nature of the face-to-face service encounter as opposed to
other consumption situations, what is important here is to
identify those emotions that may have particular relevance
or even be peculiar to the face-to-face service encounter.
One such emotion, residing under Richinss umbrella
dimension of shame, which has particular relevance only
to the face-to-face service encounter, is that of embarrassment. As embarrassment involves complex cognitive
processessuch as the evaluations of ones behavior from
anothers perspective (Keltner and Buswell 1997, p. 251),
it is entirely dependent on the presence of others, just as is
the face-to-face service encounter under study here. For
example, other emotions such as anger, discontent, worry,
sadness, fear, and so forth are all emotions that can occur
in consumption situations pertaining to either goods or
services because, to be experienced, they are not dependent on the presence of others. Embarrassment is somewhat different because this emotion is induced when a
social transgression has been witnessed (or perceived to be
witnessed) by others. Some might argue that embarrassment is not only evident in the face-to-face service
encounter but can be also related to a sensitive product
(e.g., sanitary napkins, condoms, pornography). However,
it is not the consumption of a sensitive product that is
embarrassing to the individual but rather the purchasing of
the product, particularly when this is facilitated by a faceto-face service encounter in a retail environment. That is
why some consumers prefer vending machines or mail
delivery of sensitive products to avoid the embarrassment
of making the purchase at a retail outlet in the presence of
others. This supports the notion that embarrassment is the
only consumption emotion that is peculiar to the face-toface service encounter and, if we are to enhance our knowledge of service encounter emotions, must be worthy of
further investigation.
EMBARRASSMENT
Although encapsulated under the one dimension in
Richinss (1997) CES typology, embarrassment, shame,
and humiliation are quite distinct emotions. It is important
to acknowledge this distinction to understand why embarrassment has particular relevance in the context of face-toface service encounters over and above the others. First,
humiliation is defined as the enforced lowering of a
person or group, a process of subjugation that damages
and strips away their pride, honor and dignity (Lindner
2001, p. 47). In this sense, humiliation involves a victim
being forced into passivity and being made to feel helpless
273
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275
FIGURE 1
Development of the Research Design
Problem to be solved
RQ1: What are the antecedents
of consumer embarrassment in
the service encounter?
Cause
Consequences
RQ3: What are the consequences
of consumer embarrassment in the
service encounter?
Course
Result
Cause of Embarrassment
Q2: Thinking of the embarrassing
story you just told, what do you
think was the main cause or
source of your embarrassment?
(For example, embarrassment
could have been caused from the
product you purchased, the
person who provided a service
to you, or something that you did
yourself or another customer did,
etc.).
Embarrassment
Consequences
NOTE: Partially sourced from Edvardsson (1992); Keltner and Gross (1999).
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TABLE 1
Antecedents of Embarrassment: Stimulus Source
Self
Criticism
Awkward acts
Image appropriateness
Forgetfulness/lack of knowledge/error
Environment/surroundings
Violations of privacy
Total
17
4
22
43 (26%)
RESULTS
Problems to Be Solved
(Sources of Embarrassment)
Table 1 provides the matrix produced by the analysis
conducted to address Research Question 1, which clearly
shows the antecedents of embarrassment in the form of
stimulus by source. In terms of stimulus, the largest category (representing 43% of incidents) was criticism followed by forgetfulness/lack of knowledge/error (23%),
awkward acts (18%), violations of privacy (10%), and
image appropriateness and environment/surroundings
both being 5%. In relation to sources, in 66% of incidents, the embarrassing stimulus was produced by the
service provider, in 26% of the cases by the consumer,
and in 8% of the cases by others present at the time. The
results also reveal that the largest category in relation to
Stimulus Source was criticism coming from the service
provider, and this was evident in 43% of all responses.
An example of a critical incident reported that was classified as being criticism (stimuli) by the service provider
(source) is the following quote:
I entered a lingerie shop to buy a nice gift for my
girlfriend of 1 year. I approached the counter and
told the sales assistant that I wanted to buy some
lingerie for my girlfriend. As I am in my 40s, she
must have assumed I was married (which I have
never been), and she very sarcastically and loudly
snapped at me why dont you buy some nice
lingerie for your wife instead!!!! I was shocked
and extremely embarrassed. I dont know what her
problem was, but I left in a hurry never to return
(and never to forget). I will stick to buying chocolates for my girlfriend in futureit is a lot safer!
Service Provider
72
5
16
5
11
109 (66%)
Others
8
1
5
14 (8%)
Total
72 (43%)
30 (18%)
5 (3%)
38 (23%)
5 (3%)
16 (10%)
166 (100%)
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TABLE 2
Responses to Embarrassment
Source
% of Respondents
Emotional responses
90
Physiological responses
10
61
Behavioral responses
39
57
43
73
Word of mouth
27
61
39
Type of Behavior
Anger
Humiliation
Upset (unhappy)
Self-conscious
Foolish
Depressed
Frustrated
Shocked
Unaffected/satisfied
Blushing
Shaking
Heart racing
Crying
Nausea
Unaffected
Exited quickly
Reasoned with staff
Applied humor
Threatened retribution
Other (small talk, apologies, no
eye contact, etc.)
Did nothing/unable to do anything
Boycott at all costs
Avoid if possible
Repatronage unavoidable
No change to intentions
Negative
Positive
Did not mention to others
% of Responses
35
15
10
6
6
6
6
6
10
35
8
7
6
5
39
23
8
5
4
13
43
54
14
5
27
55
6
39
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280
DISCUSSION
Given the nature of embarrassment and the service
encounter, which are both strongly characterized by the
presence of others, it is not surprising to find that consumer embarrassment is alive and well in this domain. In
fact, given that embarrassment results from the flustered
uncertainty that follows the loss of a coherent script in
interaction (Miller 1992, p. 204) and given that service
encounters are often conceptualized as a combination of
scripts and roles, the lack of previous research attention
to embarrassment in this setting represents a significant
oversight. What we now know, in accordance with the
theoretical framework adopted here (i.e., functional
analysis), is that embarrassment is aroused in response to
interruptions to tasks, such as awkward acts, criticism,
forgetfulness, and so forth, and these create problems
for the consumer, which need solving. In response to the
problem, automatic response mechanisms (both controllable and uncontrollable) are activated in the consumer,
and although these differ in kind (e.g., emotional physiological, behavioral), together they represent the experience
of embarrassment. Finally, the longer term consequences
of the experience of embarrassment are demonstrated
through the consumers postevent word-of-mouth communications and level of future patronage.
In drawing on previously developed categories of
embarrassment stimuli (e.g., from Sharkey and Stafford
1990) and applying them in the analysis of embarrassment antecedents specifically in the context of the service
encounter, embarrassment stimuli in the form of criticism,
awkward acts, image appropriateness, forgetfulness, lack
of knowledge, violations of privacy, and the environment
have been confirmed. However, in comparing the findings
of this study in relation to those of Sharkey and Stafford
(1990), we see vast differences in the frequencies associated with each stimulus category. For example, Sharkey
and Stafford, when examining embarrassing situations of
students, found that awkward acts, violations of privacy,
and forgetfulness accounted for more than 75% of all
embarrassing situations reported, whereas the findings
here show overwhelmingly that criticism (43%) was the
most common, followed by (but to a much lesser extent)
forgetfulness/lack of knowledge/error (23%) and awkward acts (18%). This being the case, it appears that the
antecedents of embarrassment are quite context specific
and thus will vary according to situation.
What is surprising is that, in the service encounter
where one party (service provider) is supposed to serve
the other (customer), it is the server who ultimately
causes the customer to be the recipient of the embarrassment. In fact, the findings show that in 66% of embarrassing incidents, it was the service provider who was the
source of the embarrassment to the customer, over and
above the individual and other customers. Furthermore,
most of the embarrassment caused by service providers
was through criticism in the form of unsolicited negative
comments, accusations, discrimination and stereotyping, and nonverbal criticism, such as being made the
focus of attention, rejections, and ignoring. In this sense,
as opposed to making errors, lacking knowledge, or
engaging in awkward acts, the embarrassment did not
occur mistakenly but intentionally. Therefore, as the findings show, this has a severe long-term affect on the consumers behavior, and this is in line with the arguments of
Westbrook (1987), who advocates that those emotions
that have an attribution of causal agency to the seller
are likely to affect postpurchase behavior. Furthermore,
critical incident research shows that unprompted and
unsolicited employee actions are highly linked to customer satisfaction (Mattila and Enz 2002, p. 270), and
therefore, negative employee actions would be similarly
associated with dissatisfaction.
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281
FIGURE 2
Functional Analysis of Consumer Embarrassment (FACE)
Service Provider
Criticism
Awkward Acts
Forgetfulness/Lack of Knowledge/
Error
Violations of Privacy
Environment
Consumer
Emotional
Dimension
Anger
Humiliation
Upset (Unhappy)
Self-conscious
Foolish
Depressed
Frustrated
Shocked
Awkward Acts
Image Appropriateness
Forgetfulness/Lack of Knowledge/
Error
Consequences of
Consumer Embarrassment
Behavioral
Dimension
Flight
Reasoning
Humor
Honesty
Threaten Retribution
Physiological
Dimension
Others Present
Awkward Acts
Image Appropriateness
Violations of Privacy
Problem to Be Solved
Word-of-Mouth
Negative
Positive
Future Intentions
Boycott
Avoid if can
Repatronage
unavoidable
Use as normal
Blushing
Shaking
Heart Racing
Crying
Nausea
System of Components
Consequences
combinations of behaviors may represent different emotions. Although there may be commonality between behaviors associated with one emotion and another, it is the
combination of the behaviors that will differentiate the two.
In relation to the physiological dimension of embarrassment, the findings clearly suggest that the body does
react significantly to this emotion, and as approximately
half of the incidents showed, this reaction is visible to
others (e.g., shaking, blushing, crying). Given that such
displayed emotion is highly likely when consumers experience embarrassment, this gives the service provider the
opportunity to identify emotional distress and act on it
accordingly. In fact, Mattila and Enz (2002) advocate that
displayed emotion during service encounters correlates
highly with service evaluation, and therefore, service
providers can improve their performance by picking up on
these cues to enhance the customers evaluation of the
episode. In addition to the visible emotional signs, behaviorally, there are immediate telltale signs of embarrassment in the form of coping behavior (e.g., flight, applying
humor, small talk, no eye contact), and these can also be
used to signal consumer distress to the provider.
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282
Given the detrimental effect of embarrassment on consumers, both emotionally and physically, and the negative postconsumption ramifications (e.g., negative word
or mouth, reduced patronage), organizations need to
begin to address these deficiencies. Whether the poor
performance by service personnel is due to a lack of
appropriate training or ineffective recruitment strategies
or a combination of both needs to be determined. It is evident from the findings that in many cases, service personnel have inadequate or inappropriate interpersonal
skills, and this is severely affecting their customer relations. This being the case, an individuals capacity to
communicate effectively should take precedence in the
selection and recruitment process, and communication
and human relations should dominate training programs.
The findings of this study (refer to Figure 2) provide
clear direction with regard to the areas of communication
that warrant addressing in staff training programs (e.g.,
stereotyping, accusations, discrimination). Furthermore,
an examination of consumer reactions to embarrassment
(both emotional and physical) and the coping strategies they employ (flight, humor, threatening retribution)
may assist staff to recognize the symptoms of consumer
dilemma to deal with situations in an empathetic fashion.
Future Research
The implications of this research go a lot deeper than
that related to staff training and recruitment strategies.
What we need to ask ourselves is why the interaction
between personnel and customers is, so often, poorly executed when service personnel and customers do not form
mutually exclusive categories of individuals. For example,
all service personnel are consumers, and many consumers
are service personnel, in some form or another. This being
the case, one would expect that the ability to place oneself
(service personnel) into anothers (customers) shoes (i.e.,
show empathy) would be effortless. However, there is evidence here to suggest the contrary. It would appear that
some type of schizophrenic metamorphosis often takes
place as individuals jump from one side of the counter
to another, and this notion warrants further investigation.
Moreover, we need to ask what it is about the service
encounter that induces individuals to engage in aberrant
behavior that they may not normally exhibit in other
social exchanges also involving interaction with strangers.
It is suggested, here, that maybe the connotations associated with the label customer drive this aberrant behavior,
and if so, then we need to determine what these connotations are and why they exist.
The findings also validate the importance of examining
individual emotions and the role they play within the service
encounter and the influence they have on future outcomes.
In a practical sense, this is so because in-process emotions, more than post consumption judgments, are what
firms have the responsibility and the opportunity to manage (Dub and Morgan 1996, p.161). Consequently, by
understanding what it is that customers are feeling and
how they react to these emotions, marketers will be more
effective in tailoring their product offerings in accordance
with the consumers emotional needs. Future research that
examines the relationship between individual emotions,
satisfaction, and behavior is important. It is suspected,
from the findings here, that one episode involving a strong
negative emotion, such as embarrassment, may quickly
negate, in the consumers mind, the good of many previous satisfactions. If this is so, then does this also hold true
for other emotions, and is there, in terms of behavioral
outcome influence, a hierarchy of emotions that transcends the notion of satisfaction?
Although the implications for future research in the
area of emotions, in general, are abundant, there is still
much more we need to know in terms of consumptionrelated embarrassment. First, the findings of this study
suggest that a major cause of embarrassment resides
within the communication that occurs between service
personnel and customers. This being the case, given different communication styles across high-context and lowcontext cultures, it would be expected that a replication of
this study in other cultures may not necessarily produce
the same results as that found here. Furthermore, it may
be that differing results also exist across cultures where
only subtle differences are evident. As such, the examination and comparison of consumer embarrassment across
cultures would be a fruitful exercise in furthering our
understanding of consumption emotions and culture.
Second, we need to appreciate and understand individual
differences in the context of emotional response, and this is
clearly indicated within the psychology literature, particularly in relation to embarrassment. For example, Kelly and
Jones (1997) found that some individuals are more prone
to experiencing embarrassment than others. They appear to
have a lower threshold for embarrassment and, thus, are
more likely to become embarrassed across a variety of situations (pp. 307-8). Therefore, we should investigate how
an individuals propensity to be embarrassed (embarrassibility) influences the way in which he or she behaves
within, and responds to, consumption situations. For
example, the relationship between individual embarrassment sources and an individuals threshold for embarrassment would be one such area worthy of investigation.
Limitations
Although the CIT method has proven to be an effective
method of collecting information, particularly in relation
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283
3. Image appropriateness
Look of ones body
Look of ones clothing
Look of ones possessions (e.g., shopping bags)
4. Forgetfulness/lack of knowledge/error
Forgetfulness
Lack of knowledge/misunderstanding
Mistake/error
5. Environment/surroundings
Equipment failure
Process failure
Layout failure
6. Violation of privacy
Body/clothing exposure
Invasion of body/clothing through an intimate act
Invasion of ones space
Revealing privacy/secrecy
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