Problematic customers and customer service employee retaliation

Abstract

Purpose

The purpose of this paper is to examine the effects of problematic customer behaviors on customer service employee (CSE) attitudes and subsequent retaliation toward customers.

Design/methodology/approach

Data from five semi-structured in-depth interviews and a structured survey with 434 responses are used to develop and test the theoretical model. CSEs working in different call center companies serving American and European customers were approached using an established survey panel.

Findings

Results using partial least squares methodology showed that problematic customer behaviors have significant effects on emotional dissonance and drain CSEs emotionally. Negative emotional reactions are positively impacted by higher emotional dissonance and exhaustion levels and, subsequently, lead to higher employees’ retaliation.

Research limitations/implications

For implications, this study provides an understanding of the relationship between problematic customer behaviors and CSEs’ retaliation. Future researchers can utilize the findings to investigate employee retaliation in other marketing employees. Limitation was use of cross-sectional data.

Practical implications

This paper provides call center managers with an understanding of the effects of problematic customer behaviors on employee attitudes. It discusses the need for understanding problematic customers and ways to manage the effects of such experiences. This research helps call center and customer service managers recognize the existence of problematic customer behaviors and retaliation of employees, and different levels of antecedents to such employee responses.

Originality/value

The study investigates an under-researched phenomenon, problematic customer behaviors. It provides evidence of relationship between problematic customer behaviors and CSE retaliation. This study is one of the few to investigate employee retaliation in services.

Citation

Kumar Madupalli, R. and Poddar, A. (2014), "Problematic customers and customer service employee retaliation", Journal of Services Marketing, Vol. 28 No. 3, pp. 244-255. https://doi.org/10.1108/JSM-02-2013-0040