Sales and Merchandising Commons^™

Take It Back: Dynamic Consumer Goals In Retail Customer Service Transactions, Courtney Droms

Courtney Hatch

Product returns and exchanges are an important part of a consumer’s postpurchase decision-making process and have economic and psychological consequences. Based primarily on a participant observation research, a conceptual model is developed that portrays two distinct process paths that occur during return transactions. The analysis incorporates previous research regarding goal-directed behavior and role and script theories in understanding the complexity of a return transaction. Consumers are identified as having both economic and social goals, and the change catalysts promoting shifts in goal focus as well as the interplay between these goals are represented in the model.