TY - JOUR

T1 - Linking service employees' emotional competence to customer satisfaction

T2 - A multilevel approach

AU - Giardini, Angelo

AU - Frese, Michael

N1 - Volume 29, Issue 2 Special Issue:Contexts of Positive Organizational Behavior Pages: 147-261 February 2008

PY - 2008/2

Y1 - 2008/2

N2 - This study investigates the role of the positive organizational behavior (POB) concept of emotional competence for the effective management of participants' affect in service encounters and customers' assessments about the encounter. We developed and tested a two-level model in which service employees' emotional competence is related to both service employees' and customers' state positive affect. Customers' positive affect, in turn, is related to customers' specific and general evaluations of the service rendered. A total of 394 service encounters involving 53 financial consultants of a bank were assessed. Data were analyzed by a combination of path analysis and hierarchical linear modeling (HLM), and the results support large parts of the model. More specifically, employees' emotional competence was related to customer evaluations through their own positive affective state during the encounter as well as through a direct link to the customer evaluations of the encounter.

AB - This study investigates the role of the positive organizational behavior (POB) concept of emotional competence for the effective management of participants' affect in service encounters and customers' assessments about the encounter. We developed and tested a two-level model in which service employees' emotional competence is related to both service employees' and customers' state positive affect. Customers' positive affect, in turn, is related to customers' specific and general evaluations of the service rendered. A total of 394 service encounters involving 53 financial consultants of a bank were assessed. Data were analyzed by a combination of path analysis and hierarchical linear modeling (HLM), and the results support large parts of the model. More specifically, employees' emotional competence was related to customer evaluations through their own positive affective state during the encounter as well as through a direct link to the customer evaluations of the encounter.

KW - Management studies

UR - http://www.scopus.com/inward/record.url?scp=38849146450&partnerID=8YFLogxK

U2 - 10.1002/job.509

DO - 10.1002/job.509

M3 - Journal articles

AN - SCOPUS:38849146450

VL - 29

SP - 155

EP - 170

JO - Journal of Organizational Behavior

JF - Journal of Organizational Behavior

SN - 0894-3796

IS - 2

ER -