Teamwork makes the Theme work : A qualitative study on theming and performative labour as a differentiation strategy on SME Cafés in Sweden

Abstract: Servicescape is a physical setting where the performance, delivery and consumption are exchanged within a service marketplace. It includes sensory components, such as the theme of the place that has a high impact on customer perceptions and purchasing decisions and providing them with extraordinary experiences (Pine and Gilmore, 1999; Zeithaml, Bitner and Gremler, 2009). Therefore, the Disneyization concept which is influenced by the previous was applied as it focuses on providing differentiated services. However, the purpose of this research was to explore how theming and performative labour have been used in Small-Medium-Enterprises (SME) cafés as a differentiation strategy, thus only 2/4 Disneyization principles were looked into. Together with their teamwork differentiation was established against homogenised Fika cafés in Sweden. Three sub-questions have been created to allow the authors to answer the main question accurately. Deductive reasoning has been adapted for theory collection, while qualitative research was used when collecting primary data, through purposive sampling, due to criteria having to be met. A total of seven cafés participated through face-to-face semi-structured interviews. A thematic analysis was followed to analyse, code, review, and define themes. The themes in the findings were cross-referenced with the literature review, thus the use of both interpretive and positivist research has shown slightly different results from previous studies. The findings state that when theming, all cafés cared about the different sensory elements such as interior design, sounds and smell for creating uniqueness. However, different from big enterprises, the passion of owners towards the theme was a significant factor in creating a successful theme as well. Nevertheless, theming alone was found to be not efficient enough as a differentiation strategy. Performative labour is needed to complement it which includes the concepts of emotional and aesthetic labour. Aesthetic labour had not a high effect on differentiating services, rather the extent of its application depends on the place and theme itself. On the contrary, emotional labour, which was connected with the service provided had a significant effect on instead, through interaction. Interaction is what is found to provide a unique service, creating a customer experience, thus loyal ones. Furthermore, the execution of theming and performative labour through a strong team is what creates a differentiation strategy in the face of competitors. Therefore, a Differentiation Strategy (DS) model for SME cafés was developed from the Disneyization model to include interaction and teamwork. The empirical data suggest that if a SME café successfully implements the model, it will create a differentiated strategy for itself.