Service with a conscience: moral dilemmas in customer service roles

2017 ◽  
Vol 27 (3) ◽  
pp. 689-711 ◽  
Author(s):  
Dana Yagil ◽  
Tamar Shultz
Keyword(s):  
Customer Service ◽  
Service Providers ◽  
Personal Values ◽  
Moral Dilemmas ◽  
Moral Emotions ◽  
Moral Decision Making ◽  
Moral Conflicts ◽  
Content Type ◽  
Service Employees ◽  
Moral Decisions

Purpose Service employees are frequently exposed to moral dilemmas as a result of their boundary role, attending to the interests of both the organization and customers. The purpose of this paper is to explore organizational and personal values that generate moral dilemmas in the service context, as well as emotions related to employees’ moral decisions. Design/methodology/approach Using the critical incidents technique, data were collected from service providers about moral dilemmas in the workplace. The data were analyzed independently by each author, with an agreement rate of 84-88 percent. Findings The results show that service employees confront dilemmas as a result of conflicts between the following organizational and personal values: standardization vs personalization; profit vs integrity; and emotional display rules vs dignity. Moral decision making involves emotions generated by customer distress, negative emotions toward customers, and emotions of guilt, shame, or fear. Originality/value Little research has studied moral conflicts in service encounters from employees’ perspective. Using a qualitative approach, this study explores the role of personal values and moral emotions in such processes.

An empirical investigation of tourist’s choice of service delivery options

2017 ◽  
Vol 29 (7) ◽  
pp. 1892-1913 ◽  
Author(s):  
Arun Kumar Kaushik ◽  
Zillur Rahman
Keyword(s):  
Service Delivery ◽  
Service Providers ◽  
Ease Of Use ◽  
Perceived Usefulness ◽  
Technology Readiness ◽  
Extensive Literature ◽  
Perceived Ease Of Use ◽  
Content Type ◽  
Service Employees ◽  
Delivery Options

Purpose This paper aims to offer and examine a conceptual model of tourist innovativeness toward self-service technologies (SSTs) to confirm whether tourists prefer service delivery by SSTs over employees in an offline hospitality environment. Design/methodology/approach Tourists’ perceived usefulness (PU) of SSTs and need for interaction (NI) with service employees have been taken as crucial mediating variables to examine the effects of perceived ease of use and technology readiness index personality dimensions toward SST and employee-based service adoption. Findings Findings reveal that both “NI” and “PU” play significant roles in Technology Readiness and Acceptance Model (TRAM) when tourists select one of two service delivery options – SSTs and service employees. Research limitations/implications The foremost limitation of the study is its dependence on domestic tourist samples. However, such samples were chosen because tourists comprising these samples tend to use similar service delivery options more, in turn increasing their use of SSTs available in sample hotels. Practical implications The study gives a deeper understanding of TRAM with an extremely crucial mediating variable (NI) in an offline service context. It also provides useful insights to service providers and policy makers for developing new strategies and policies to enhance user experience. Social implications This study recommends the usage of numerous SSTs by tourists. Originality/value During extensive literature review carried out in this research, no study was found that proposed such an effective framework in an offline service context.

Does transformational leadership always matter in frontline service roles?

2018 ◽  
Vol 28 (6) ◽  
pp. 733-751 ◽  
Author(s):  
Keo Mony Sok ◽  
Phyra Sok ◽  
Lan Snell ◽  
Pingping Qiu
Keyword(s):  
Customer Service ◽  
Service Performance ◽  
Hierarchical Regression ◽  
Content Type ◽  
Service Employees ◽  
High Level ◽  
Frontline Service Employees ◽  
The Relationship ◽  
Frontline Service

Purpose The purpose of this paper is to examine the role of frontline service employees (FSEs) motivation (enjoyment of work and driven to work) and ability (customer service ability) in the relationship between TFL and employee service performance. Design/methodology/approach This is a survey-based study which involves 534 FSEs and 135 supervisors in a hair salon setting. Hierarchical regression analysis was used to test the proposed hypotheses. Findings Results show that TFL is significantly related to employee service performance; this relationship is enhanced with the presence of driven to work; yet, it is neutralized with the presence of enjoyment of work. Further, the three-way interaction of TFL, enjoyment of work and customer service ability as well as TFL driven to work, and customer service ability are negatively associated with employee service performance. Practical implications The results advance service managers’ understanding of the importance of FSEs motivation and ability if they are to fully reap the benefits from their FSEs. The role of leader is not always effective in all situations. FSEs with high level of enjoyment of work and customer service ability would least rely on the guidance and support from the supervisors. Originality/value This research is one of the first to examine the role of subordinate’s characteristics (motivation – enjoyment of work and driven to work and ability – customer service ability) as the key moderators in the relationship between TFL and employee service performance.

scholarly journals Towards a circumplex typology of customer service experience management practices: a dyadic perspective

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Yasin Sahhar ◽  
Raymond Loohuis ◽  
Jörg Henseler
Keyword(s):  
Customer Service ◽  
Management Practices ◽  
Ad Hoc ◽  
Service Providers ◽  
Service Industries ◽  
Customer Journey ◽  
Service Experience ◽  
Content Type ◽  
Knowledge Intensive ◽  
Five Phases

PurposeThe purpose of this study is to identify the practices used by service providers to manage the customer service experience (CSE) across multiple phases of the customer journey in a business-to-business (B2B) setting.Design/methodology/approachThis study comprises an ethnography that investigates in real time, from a dyadic perspective, and the CSE management practices at two service providers operating in knowledge-intensive service industries over a period of eight months. Analytically, the study concentrates on critical events that occurred in phases of the customer journey that in some way alter CSE, thus making it necessary for service providers to act to keep their customers satisfied.FindingsThe study uncovers four types of service provider practices that vary based on the mode of organization (ad hoc or regular) and the mode of engagement (reactive or proactive) and based on whether they restore or bolster CSE, including the recurrence of these practices in the customer journey. These practices are conveniently presented in a circumplex typology of CSE management across five phases in the customer journey.Research limitations/implicationsThis paper advances the research in CSE management throughout the customer journey in the B2B context by showing that CSE management is dynamic, recurrent and multifaceted in the sense that it requires different modes of organization and engagement, notably during interaction with customers, in different phases of the customer journey.Practical implicationsThe circumplex typology acts as a tool for service providers, helping them to redesign their CSE management practices in ongoing service and dialogical processes to keep their customers more engaged and satisfied.Originality/valueThis paper is the first to infuse a dyadic stance into the ongoing discussion of CSE management practices in B2B, in which studies to date have deployed only provider or customer perspectives. In proposing a microlevel view, the study identifies service providers' CSE management practices in multiple customer journey phases, especially when the situation becomes critical.

Employing proactive interaction for service failure prevention to improve customer service experiences

2017 ◽  
Vol 27 (1) ◽  
pp. 164-186 ◽  
Author(s):  
Hyunju Shin ◽  
Alexander E. Ellinger ◽  
David L. Mothersbaugh ◽  
Kristy E. Reynolds
Keyword(s):  
Customer Service ◽  
Service Provision ◽  
Service Providers ◽  
Service Failure ◽  
Marketing Research ◽  
Theory And Practice ◽  
Future Research ◽  
Content Type ◽  
Failure Prevention ◽  
Patronage Behavior

Purpose Services marketing research continues to be largely focused on firms’ reactive interactions for recovering from service failure rather than on proactive customer interactions that may prevent service failure from occurring in the first place. Building on previous studies that assess the efficacy of implementing proactive interaction in service provision contexts, the purpose of this paper is to compare the influences of proactive interaction to prevent service failure and reactive interaction to correct service failure on customer emotion and patronage behavior. Since proactive interaction for service failure prevention is a relatively underexplored and resource-intensive approach, the authors also assess the moderating influences of customer and firm-related characteristics. Design/methodology/approach The study hypotheses are tested with survey data from two scenario-based experiments conducted in a retail setting. Findings The findings reveal that customers prefer service providers that take the initiative to get to them before they have to initiate contact for themselves. The findings also identify the moderating influences of relationship quality, situational involvement, and contact person status and motive. Originality/value The research contributes to the development of service provision theory and practice by expanding on previous studies which report that proactive efforts to prepare customers for the adverse effects of service failure are favorably received. The results also shed light on moderating factors that may further inform the exploitation of resource-intensive proactive interaction for service failure prevention. An agenda is proposed to stimulate future research on proactive customer interaction to prevent service failure in service provision contexts.

The power of information on customers’ social withdrawal and citizenship behavior in a crowded service environment

2019 ◽  
Vol 30 (1) ◽  
pp. 23-47 ◽  
Author(s):  
Shuqin Wei ◽  
Tyson Ang ◽  
Nwamaka A. Anaza
Keyword(s):  
Social Interactions ◽  
Customer Service ◽  
Social Withdrawal ◽  
Citizenship Behavior ◽  
Negative Consequences ◽  
Service Experience ◽  
Content Type ◽  
Service Employees ◽  
Service Environment ◽  
Extended Service

PurposeCrowding in service environments is a constant concern for many firms due to the negative consequences it has on consumers and companies alike. Yet, scant empirical research exists on firm-generated initiatives aimed at improving customer service experiences in crowded situations. The purpose of this paper is to investigate how information, a managerially actionable variable, influences social interactions (in the form of customer social withdrawal and citizenship behavior) and service experience.Design/methodology/approachTwo experimental studies were conducted using an extended service context.FindingsThis research demonstrates that receiving information about crowds in advance results in heightened social withdrawal, which improves customer service experience. However, providing consumers with a platform to share crowding information increases customers’ citizenship behavior toward service employees and other customers, which, in turn, improves customer service experience.Practical implicationsFor extended service encounters (e.g. air travel) where social interactions are inevitable, companies should encourage customers to share their real-time experiences with other customers in hopes of creating more positive social interactions (e.g. citizenship behavior) within the crowded environment.Originality/valueExisting investigations of crowding stem from an overemphasis on the physical and atmospheric aspects of the environment by treating crowds as a “fixture” in the servicescape, rather than as “active participants” involved in the crowding environment. While the mere presence of crowds alone has negative effects, this research takes it a step further by examining interactions among and between customers and service employees within the crowded service environment.

Fear Deciding Fate: How Fear Influences Moral Decision-Making

2021 ◽  
Author(s):  
◽  
Sophia Strojny
Keyword(s):  
Decision Making ◽  
Moral Dilemmas ◽  
Thinking Styles ◽  
Moral Decision ◽  
Moral Decision Making ◽  
Moral Choice ◽  
Moral Decisions ◽  
Moral Choices ◽  
The Impact

<p>Moral dilemmas require individuals to make a life-altering choice. Due to the severity of the choice, we argue that there is a degree of fear in moral decision-making. We aimed to see how prevailing fears in each individual predicts moral decision-making habits. We looked into the emotional and physical divisions of fear to deem which dimension of fear is more dominant in each participant. Then analysed these results against reported deontological or utilitarian moral inclinations to see if higher reports of fear impact moral decision-making. Additionally, we included two secondary variables that are most prevalent in fear research (gender and thinking styles) as well as the impact of burden on moral choice. We found that our research was supported; fear tendencies are linked to individual behaviours and burden of moral decisions was influenced by what we fear and affected moral choices.</p>

scholarly journals Human decision-making biases in the moral dilemmas of autonomous vehicles

2019 ◽  
Vol 9 (1) ◽  
Author(s):  
Darius-Aurel Frank ◽  
Polymeros Chrysochou ◽  
Panagiotis Mitkidis ◽  
Dan Ariely
Keyword(s):  
Decision Making ◽  
Autonomous Vehicles ◽  
Moral Dilemmas ◽  
Situational Factors ◽  
Future Research ◽  
Personal Perspective ◽  
Moral Code ◽  
Moral Decision Making ◽  
Moral Decisions ◽  
Human Decision

Abstract The development of artificial intelligence has led researchers to study the ethical principles that should guide machine behavior. The challenge in building machine morality based on people’s moral decisions, however, is accounting for the biases in human moral decision-making. In seven studies, this paper investigates how people’s personal perspectives and decision-making modes affect their decisions in the moral dilemmas faced by autonomous vehicles. Moreover, it determines the variations in people’s moral decisions that can be attributed to the situational factors of the dilemmas. The reported studies demonstrate that people’s moral decisions, regardless of the presented dilemma, are biased by their decision-making mode and personal perspective. Under intuitive moral decisions, participants shift more towards a deontological doctrine by sacrificing the passenger instead of the pedestrian. In addition, once the personal perspective is made salient participants preserve the lives of that perspective, i.e. the passenger shifts towards sacrificing the pedestrian, and vice versa. These biases in people’s moral decisions underline the social challenge in the design of a universal moral code for autonomous vehicles. We discuss the implications of our findings and provide directions for future research.

Examining the influence of strategic profit emphases on employee engagement and service climate

2014 ◽  
Vol 26 (3/4) ◽  
pp. 152-171 ◽  
Author(s):  
Carolyn (“Casey”) Findley Musgrove ◽  
Alexander E. Ellinger ◽  
Andrea D. Ellinger
Keyword(s):  
Employee Engagement ◽  
Customer Service ◽  
Service Industries ◽  
Service Organizations ◽  
Job Engagement ◽  
Service Climate ◽  
Content Type ◽  
Service Employees ◽  
Working Environments ◽  
Effective Service

Purpose – Research suggests that employee engagement favorably influences the provision of customer service, that high levels of service employee engagement are rare, and that firms' strategic profit emphases affect engagement and service climate. This study responds to calls for research that identifies drivers of employee engagement and foundational issues that promote effective service climates within service organizations. Design/methodology/approach – A survey method is utilized to assess data from 502 key informant service employees from multiple service industries. Findings – The findings indicate that service organizations' revenue enhancement and cost containment strategic profit emphases differentially influence employee engagement, and that organizational and job engagement differentially influence service climate. Research limitations/implications – Data comprised of individual service employees' perceptions of their firms' strategic profit emphases and service climates are utilized. Although it is conceivable that some respondents' perceptions of these variables may be misguided, the study findings are based on a large sample of experienced service employees from multiple service industries. Practical implications – The findings suggest that the most effective approach for promoting effective service climate is to hire service employees with a track record of job engagement and then focus on encouraging organizational engagement by creating working environments that support, value, and reward service quality. Originality/value – Managers increasingly realize that how firms treat service employees critically affects customer service quality. However, relatively few studies examine service employees' perceptions of their own engagement and their organizations' working environments. This research incorporates social exchange theory and concepts from the fields of strategy and organizational behavior to assess service employees' perceptions of their organizations' strategic profit emphasis and its influence on engagement and service climate.

Customer aggression and service sabotage

2020 ◽  
Vol 12 (1) ◽  
pp. 56-72
Author(s):  
Ruhama Goussinsky
Keyword(s):  
Call Center ◽  
Service Providers ◽  
Management Training ◽  
Content Type ◽  
Service Employees ◽  
Stress Management Training ◽  
Two Samples ◽  
Service Sabotage ◽  
Social Sharing ◽  
The Impact

Purpose The purpose of this study aims to investigate the independent and combined moderating effects of social sharing and rumination on the relationship between customer aggression and service sabotage. Design/methodology/approach Two samples of service providers were recruited: a sample of face-to-face service employees from various organizations (N = 481) and a sample of call center employees (N = 122). Data were collected using self-reported questionnaires and the research hypotheses were tested using hierarchical regression analyses. Findings The impact of customer aggression on service sabotage was exacerbated by rumination in Sample 1 and although failing to reach significance (0.08), the same pattern of interaction was observed in Sample 2. The results lend support to the existence of a three-way interaction effect between customer aggression, social sharing and rumination. Specifically, the positive relationship between customer aggression and service sabotage was stronger for employees who reported high levels of both social sharing and rumination compared to employees who reported high levels of social sharing but low levels of rumination. Practical implications Implementing stress-management training intended to help service employees avoid using maladaptive coping strategies when confronted with mistreatment can serve to reduce employees’ engagement in retaliatory behaviors directed against customers. Originality/value The study’s findings provide one potential explanation for the mixed findings in the literature on social sharing and suggest that sharing of emotions for coping with customer aggression may become a maladaptive strategy for individuals who tend to engage in ruminative thinking whereas it may be a helpful coping choice for individuals who do not.

Foreign or domestic: who provides better customer service?

2015 ◽  
Vol 29 (2) ◽  
pp. 124-136 ◽  
Author(s):  
Amit Poddar ◽  
Timucin Ozcan ◽  
Ramana Kumar Madupalli
Keyword(s):  
Customer Service ◽  
Service Recovery ◽  
Content Type ◽  
Service Employees ◽  
Service Excellence ◽  
Customer Evaluations ◽  
Interaction Factors ◽  
Practical Implications ◽  
Service Representative

Purpose – The purpose of this paper is to investigate the role of customer service employees’ (CSEs) competence and service recovery outcomes on service evaluations of foreign and domestic CSEs. Design/methodology/approach – Three experiments were conducted to test and validate the proposed hypotheses. The participants were told a cover story that they were either listening to (Study 2) or reading (Studies 1 and 3) a real conversation between a customer service representative of a bank and a customer and the authors wanted their views about the service encounter. While country of origin (COO) and competency were common independent variables across three studies, Study 2 included service recovery with a full refund and Study 3 had both full and partial refund and apology offered or not. Findings – Results from three experiments show that while competent CSEs are evaluated the same, regardless of their COO, the domestic CSE is evaluated more negatively than the foreign CSE when both are incompetent. The authors also find that when competent CSEs deliver no service recovery, the foreign CSE evaluations are significantly lower than the domestic one. Study 3 results show that this effect is mediated by participants’ ethnocentric beliefs. Research limitations/implications – For implications, this study provides a deeper understanding of the role of COO in services contexts. Future researchers can utilize the findings to investigate the important role that expectations play in determining service excellence and how it affects the COO effect. Practical implications – The paper provides managers in both offshoring client and provider firms with an understanding of the effects of offshoring on employee evaluations. It discusses the relevance/irrelevance of COO on the customer evaluations of service employees. Originality/value – The study investigates an under researched phenomenon – offshoring of services. This paper is one of the few looking at the role of different interaction factors, such as competence, recovery on service evaluations.

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