Molding the Behavior of Aggressive Customers : Case Study of Björken Hotel Umeå, Sweden

Abstract: Organizations have to understand the customer very well if they want to exist in business. Thisunderstanding of the customer will help organizations to act accordingly. More specifically hotelservices are characterized by frequent interaction with the customers. Thus, these frequentcontacts with the customers may lead to experience dissatisfaction/ frustration when things gowrong. Accordingly, it is important to find out the reasons for such negative emotions andmeasures to be taken to mold these behaviors.For this reason, the aim of our master‟s thesis is to identify reasons for customer aggression andconsiderable mechanisms to put in place for, how customer service employees mold the behaviorof aggressive customers through emotional labor while delivering services in hotels. This impliesthat major motives are mentioned based on some of the routine interactions, from the serviceitself and others outside the service delivery process. In addition, customer service employees‟(CSEs) key mechanisms used to react positively to such emotions due to customers‟dissatisfaction/ frustrations are assessed. Moreover, to fulfill the aim of the research, the hotelindustry has been chosen from which sample customers and service employees are also selected.In this regard, survey questions from a sample of customers and interviews held with selectedcustomer service employees (CSEs) were used as data collection tools from one of the hotelslocated in Umeå. The result of the findings helps to identify the most common types of reasonsfor customer aggression during interaction; lack of assistance from CSEs, noisy customeraround, lack of punctuality and billing errors are the common reasons for customer aggressionfrom the respondents‟ point of view. While interview results revealed that customer‟s ownpersonal reasons due to the prior emotional state of the customer (Antecedent State) are causes ofaggression during service provision. On the other hand, in molding such behaviors, emotionallabor is found to be fundamental tool in services, where surface acting emotional labor is themost widely used mechanism while delivering services to mold the customer aggression, angerand dissatisfaction into happier and more satisfying situations for the customers.We believe the study complements the existing research by extending and bridging on customeraggression and in response emotions to be applied to mold such behavior in hotel services. Keywords: Hotel industry, Emotional labor, Aggression, Anger, Customer serviceEmployees (CSE)