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Frontline Problem-Solving Effectiveness

Frontline Problem-Solving Effectiveness : A Dynamic Analysis of Verbal and Nonverbal Cues

 Marinova, Detelina
 2018.
 p.178-192. English
Video recording,Customer satisfaction,Service recovery,Verbal/nonverbalComplaint handling,
Tác giả CN Marinova, Detelina
Nhan đề Frontline Problem-Solving Effectiveness: A Dynamic Analysis of Verbal and Nonverbal Cues
Thông tin xuất bản 2018.
Mô tả vật lý p.178-192.
Tóm tắt This study examines the impact of frontline employees’ problem solving on customer satisfaction (CSAT) during ongoing interactions prompted by service failures and complaints. Using outsourced regulation theory, the authors predict negative moderating effects of frontline relational work and displayed affect on the dynamic influence of frontline solving work on CSAT. Frontline employees’ verbal (nonverbal) cues provide the basis to identify solving and relational work (displayed affect). The authors test hypotheses with data from video recordings of real-life problem-solving interactions involving airline customers as well as a controlled experimental study. They find that frontline solving work has a positive effect on CSAT, and it increases in magnitude as the interaction unfolds. However, this positive effect becomes weaker for relatively higher levels of frontline relational work or displayed affect and, conversely, stronger for relatively lower levels over time. In summary, overdoing relational work and overdisplaying positive affect diminish the efficacy of problem-solving interactions, a finding that provides implications for theory and practice.
Từ khóa tự do Video recording,
Từ khóa tự do Customer satisfaction,
Từ khóa tự do Service recovery,
Từ khóa tự do Verbal/nonverbal
Từ khóa tự do Complaint handling,
Tác giả(bs) CN Singh, Jagdip
Tác giả(bs) CN Singh, Sunil K.
Nguồn trích Journal of Marketing Research: (April 2018)- Vol. 55, No. 2.
MARC
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245[1 0] |a Frontline Problem-Solving Effectiveness: |b A Dynamic Analysis of Verbal and Nonverbal Cues
260[ ] |c 2018.
300[1 0] |a p.178-192.
520[ ] |a This study examines the impact of frontline employees’ problem solving on customer satisfaction (CSAT) during ongoing interactions prompted by service failures and complaints. Using outsourced regulation theory, the authors predict negative moderating effects of frontline relational work and displayed affect on the dynamic influence of frontline solving work on CSAT. Frontline employees’ verbal (nonverbal) cues provide the basis to identify solving and relational work (displayed affect). The authors test hypotheses with data from video recordings of real-life problem-solving interactions involving airline customers as well as a controlled experimental study. They find that frontline solving work has a positive effect on CSAT, and it increases in magnitude as the interaction unfolds. However, this positive effect becomes weaker for relatively higher levels of frontline relational work or displayed affect and, conversely, stronger for relatively lower levels over time. In summary, overdoing relational work and overdisplaying positive affect diminish the efficacy of problem-solving interactions, a finding that provides implications for theory and practice.
653[ ] |a Video recording,
653[ ] |a Customer satisfaction,
653[ ] |a Service recovery,
653[ ] |a Verbal/nonverbal
653[0 ] |a Complaint handling,
700[ ] |a Singh, Jagdip
700[ ] |a Singh, Sunil K.
773[0 ] |t Journal of Marketing Research: (April 2018) |g Vol. 55, No. 2.
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