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Service work is often differentiated from manufacturing by the interactive labor workers perform as they come into direct contact with customers. Service organizations are particularly interested in regulating these interactions because they are a key opportunity for developing quality customer service, customer retention, and ultimately generation of sales revenue. An important stream of sociological literature focuses on managerial attempts to exert control over interactions through various techniques including routinization, standardization, and surveillance. Scripting is a common method of directing workers’ behavior, yet studies show that workers are extremely reluctant to administer scripts, judging them to be inappropriate to particular interactions or because they undermine their own sense of self. This paper examines a panoptic method of regulating service workers, embodied in undercover corporate agents who patrol employee’s adherence to scripts. How do workers required to recite scripts for customers respond to undercover control? What does it reveal about the nature of interactive labor? In-depth interviews with interactive workers in a range of retail contexts reveal that they mobilize their own interactional competence to challenge the effects of the panoptic, as they utilize strategies to identify and adapt to these “mystery shoppers,” all the while maintaining their cover. The paper shows the limits on control of interactive workers, as they maintain their own socialized sense of civility and preserve a limited realm of autonomy in their work.

Boundary‐spanning personnel such as tax preparers, travel agents and hairdressers interface directly with customers. In their unique position, between the organization and customer, these service providers market the service to consumers while they simultaneously carry out operational functions. Both the customer and the provider bring certain expectations to the service encounter. These expectations then shape the perceptions of the service encounter. The research reported uses script methodology to compare the expectations between boundary‐spanning service providers and consumers of the same service. Draws its theoretical foundation from the expectations and scripts literatures. In Phase One, scripts of the service were elicited in order to test hypotheses based on the discovery and comparison of consumers′ and service providers′ subgoals for a typical service encounter (H1). A hypothesis also tested the point at which providers and consumers enter their respective scripts of a typical service encounter (H2 ). In Phase Two, the subgoals mentioned most frequently in Phase One were used as stimuli to elicit the specific actions which comprise the complete script. These complete scripts enabled a comparison of the elaborateness of provider and consumer scripts (H3). The results of Phase One revealed that a portion of consumers′ subgoals for a service encounter are shared by providers of the service while other subgoals are unique, supporting H1. The point of activation of the script differed dramatically between customers and providers, supporting H2. The Phase Two findings provide support for the hypothesis that service providers have more elaborate scripts. Overall, the results support the notion that scripts operationalize expectations. Closes with implications for management and suggestions for future research.

Brands are increasingly considering the use of chatbots to supplement, or even replace, humans in service interactions. Like humans, chatbots can follow certain service scripts in their encounters, which can subsequently determine the customer experience. Service scripts are verbal prescriptions that seek to standardize customer service interactions. However, while the role of service scripts is well documented, despite the increasing use of chatbots as a service mechanism, less is known about the effect, on consumers, of different service scripts presented during chatbot service encounters.

An experimental scenario was developed to test the research hypotheses. Respondents were randomly allocated to scenarios representing a 2 (service interaction: human, chatbot) × 2 (service script: education, entertainment) design. A total of 262 US consumers constituted the final sample for the study.

The findings indicate that when employing an education script, a significant positive effect occurs for human service agents (compared to chatbots) in terms of both satisfaction and purchase intention. These effects are fully mediated by emotion and rapport, showing that the bonds developed through the close proximity to a human service agent elicit emotion and develop rapport, which in turn influence service outcomes. However, this result is present only when an educational script is used.

This paper contributes to the emerging service marketing literature on the use of digital services, in particular chatbots, in service interactions. We show that differences occur in key outcomes dependent on the type of service script employed (education or entertainment). For managers, this study indicates that chatbot interactions can be tailored (in script delivered) in order to maximize emotion and rapport and subsequently consumer purchase intention and satisfaction.

This study aimed to examine the effect of self-efficacy on job performance through creativity. We predicted that exposure to customer incivility and rigid service scripts will moderate the mediating effect of creativity on the relationship between self-efficacy and job performance.

Survey data were collected from 397 salespersons who were working in a department store in South Korea. The PROCESS macro was used to test the study hypotheses.

The results revealed that the positive relationship between self-efficacy and job performance was partially mediated by creativity. Furthermore, exposure to customer incivility and rigid service scripts weakened the positive effects of self-efficacy on creativity. Finally, customer incivility and rigid service scripts also dampened the positive effects of self-efficacy on job performance through creativity.

Sales organizations should understand that the extent to which self-efficacy improves job performance by enhancing creativity is contingent on the extent to which salespersons are exposed to customer incivility and are required to adhere to rigid service scripts in the workplace.

Our findings paint a more complete portrait of the beneficial effects of self-efficacy. Specifically, they suggest that the development of creativity is an important mechanism that underlies the process by which internal resources enhance job performance and that customer incivility and service scripts weaken this relationship.

The role of scripts as a job design tool, and the functional and dysfunctional impacts of mindlessness that can result from the habitual and repetitive performance of scripts is examined from a service perspective. Five dimensions of scripts are then proposed: script complexity – the degree to which scripts require cognition during their performance; script intensity – the degree to which the script permits variation and adlibbing in its performance; number of scripts – an absolute measure of the number of scripts that must be learned to perform the job; percentage of time in script – the percentage of work time spent in scripted behaviour; and percentage of scripted duties – the percentage of a worker′s job duties or tasks that are scripted. These dimensions are then examined in the context of the degree of customer‐induced uncertainty experienced by service organisations. Finally, a model is proposed that relates the five script dimensions to high, medium, and low levels of customer‐induced uncertainty.

This article provides a framework for the development of a dramatic script for a service (retail) organisation. It is argued that such a script can lead to an agreed experiential goal that the organisation can use to achieve positive holistic service experiences for customers. It draws on techniques from practical theatre and is being tried, evaluated and refined in conjunction with employees of a UK multiple retail organisation. The process of dramatic script development with employees is demonstrated through the identification of the drama, the creation of the playtext and the exploration of subtext. It can be employed by any organisation where the nature of the business requires that face‐to‐face interactions take place between employees and customers.

Customers' role in value creation has changed dramatically over the past few years. Today, many firms view customers as co‐creators of value. Until recently, however, attention to customer integration was mainly directed toward customers' role in a firm's given supply processes. The goal of this paper is to show that processes on the customer side are equally important for the overall success of value creation.

The reasoning for the role of customers is based on a theoretical discussion of customer integration, blueprints and customer scripts. Relating this work to the general problem of transaction costs from information asymmetries, the paper develops a typology of how customer scripts can be applied in various situations.

It is found that customer scripts can have a positive effect on interactive value creation because they enable companies to build a holistic process image for all process participants.

Marketing must rethink its role as an agent of companies. Indeed, in interactive value creation, boundaries blur. However, the results lack broad empirical confirmation.

It is argued that firms must adopt a customer perspective and provide an approach of how to achieve this.

The paper reintroduces scripts in the marketing discussion. In addition, it provides a new typology of situations in interactive value creation.

This article argues for the pivotal role of consumer performance in services – the quality of the ability of the consumer to fulfil their production role. It argues that script theory is ideally suited to understanding performance. It highlights a study which confirms that it is possible to measure the quality of scripts, shows their antecedents and relates script quality directly to performance and consumer satisfaction.

This research aims to investigate the contingent influence of service scripts on the links between service employees’ job demands and customers’ perceptions of discrimination.

Drawing on prior conceptual and empirical work, as well as conservation of resources theory, the authors propose a conceptual model comprising job demands (job stress and role ambiguity) and two dimensions of perceived discrimination.

A unique, dyadic data set reveals that the two focal job demands positively affect customers’ perceptions of discrimination. Service scripts enhance those negative relationships, such that they have resource-depleting and job demand-exacerbating effects.

This study offers the first research to link customer perceived discrimination with employee antecedents. These insights, in turn, have several key theoretical and managerial implications, and they offer directions for further work in this arena.

Informed by the role and script theory, this paper aims to explore workforce and customer experiences related to service delivery under the sharing economy. The study is expedient as the sharing economy spreads its disruptive innovation across the hospitality industry.

This paper applies a qualitative approach, sourcing online data from virtual platforms.

The results indicate both positive and negative experiences for customers and the workforce, and the paper highlights the challenges of fragmented service delivery as a result of service delivery mediated through mobile applications.

Food delivery mediated through mobile applications is likely to expand as more households are lured by its convenience. This change has implications for both restaurants and the workforce.

Although a growing number of studies analyse the impact of the sharing economy on the hospitality industry, much of the focus has been on accommodation, and the impact and implications for the food-service segment has not been thoroughly investigated yet.