Service Workers’ Sensemaking Process of Customer Misbehavior: The Case of French Rail Transport
Abstract
Drawing on Weick’s sensemaking theory and based on an in-depth ethnography of a French public railway company, this article reveals the cognitive map that underlines the service worker’s interpretation of customer misbehavior. It appears that this process is ground on the sensemaking of the motive of customer misbehavior, of the service workers’ tolerance of the customer misbehavior, and of the customer misbehavior situations. This article also shows that this process is based on the adjustment of the meaning frame to the situation, on the construction of the framing by the service worker, on the negotiation of the framing between service workers, and on the competition between the framings in the organization. This research goes beyond a fragmented understanding of this sensemaking process, to give a more integrated understanding of it.
Downloads
References
Allard-Poesi, F. (2005). The paradox of sensemaking in organizational analysis. Organization, 12(2), 169–196. doi: 10.1177/1350508405051187
Bitner, M. J., Booms, B. H. & Mohr, L. A. (1994). Critical service encounters: The employee’s viewpoint. Journal of Marketing, 58(4), 95–106. doi: 10.1177/002224299405800408
Cossette, P. (2008). La cartographie cognitive vue d’une perspective subjectiviste : mise à l’épreuve d’une nouvelle approche. M@n@gement, 11(3), 259–281. doi: 10.3917/mana.113.0259
Cossette, P. & Audet, M. (1992). Mapping of an idiosyncratic schema. Journal of Management Studies, 29(3), 325–347. doi: 10.1111/j.1467-6486.1992.tb00668.x
Cossette, P. (1994). Cartes cognitives et organisations. ESKA.
Cristofaro, M. (2022). Organizational sensemaking: A systematic review and a co-evolutionary model. European Management Journal, 40(3), 393–405. doi: 10.1016/j.emj.2021.07.003
Dwyer, G., Hardy, C. & Tsoukas, H. (2023). Struggling to make sense of it all: The emotional process of sensemaking following an extreme incident. Human Relations, 76(3), 420–451. doi: 10.1177/00187267211059464
Echeverri, P., Salomonson, N. & Åberg, A. (2012). Dealing with customer misbehaviour: Employees’ tactics, practical judgement and implicit knowledge. Marketing Theory, 12(4), 427–449. doi: 10.1177/1470593112457741
Fullerton, R. A. & Punj, G. (2004). Repercussions of promoting an ideology of consumption: Consumer misbehavior. Journal of Business Research, 57(11), 1239–1249. doi: 10.1016/S0148-2963(02)00455-1
Gal, I., Yagil, D. & Luria, G. (2021). Service workers and ‘difficult customers’: Quality challenges at the front line. International Journal of Quality and Service Sciences, 13(2), 321–337. doi: 10.1108/IJQSS-05-2020-0078
Garcia, P., Restubog, S., Lu, V. N., Amarnani, R., Wang, L. & Capezio, A. (2019). Attributions of blame for customer mistreatment: Implications for employees’ service performance and customers’ negative word of mouth. Journal of Vocational Behavior, 110(A), 203–213. doi: 10.1016/j.jvb.2018.12.001
Grandey, A. A., Dickter, D. N. & Sin, H.-P. (2004). The customer is not always right: Customer aggression and emotion regulation of service employees. Journal of Organizational Behavior, 25(3), 397–418. doi: 10.1002/job.252
Harris, L. C. & Reynolds, K. L. (2004). Jaycustomer behavior: An exploration of types and motives in the hospitality industry. Journal of Services Marketing, 18(5), 339–357. doi: 10.1108/08876040410548276
Hay, G. J., Parker, S. K. & Luksyte, A. (2021). Making sense of organisational change failure: An identity lens. Human Relations, 74(2), 180–207. doi: 10.1177/0018726720906211
Hernes, T. & Maitlis, S. (2010). Process, sensemaking, and organizing. Oxford University Press. doi: 10.1093/acprof:oso/9780199594566.001.0001
Jerger, C. & Wirtz, J. (2017). Service employee responses to angry customer complaints: The roles of customer status and service climate. Journal of Service Research, 20(4), 362–378. doi: 10.1177/1094670517728339
Maitlis, S. & Christianson, M. (2014). Sensemaking in organizations: Taking stock and moving forward. Academy of Management Annals, 8(1), 57–125. doi: 10.5465/19416520.2014.873177
Merriam, S. B. (2009). Qualitative research: A guide to design and implementation. Jossey-Bass.
Ng, K., Niven, K. & Hoel, H. (2020). ‘I could help, but …’: A dynamic sensemaking model of workplace bullying bystanders. Human Relations, 73(12), 1718–1746. doi: 10.1177/0018726719884617
Olivier de Sardan, J.-P. (2015). The policy of fieldwork: Data production in anthropology and qualitative approaches. In Epistemology, fieldwork, and anthropology (trans. A. Tidjani Alou, pp. 21–63). Palgrave Macmillan. doi: 10.1057/9781137477880
Olson-Buchanan, J. B. & Boswell, W. R. (2008). An integrative model of experiencing and responding to mistreatment at work. Academy of Management Review, 33(1), 76–96. doi: 10.5465/amr.2008.27745325
Reynolds, K. L. & Harris, L. C. (2006). Deviant customer behavior: An exploration of frontline employee tactics. Journal of Marketing Theory and Practice, 14(2), 95–111. doi: 10.2753/MTP1069-6679140201
Robertson, K. & O’Reilly, J. (2020). ‘Killing them with kindness’?: A study of service employees’ responses to uncivil customers. Journal of Organizational Behavior, 41(8), 797–813. doi: 10.1002/job.2425
Rouquet, A. & Suquet, J.-B. (2021). Knocking sovereign customers off their pedestals? When contact staff educate, amateurize, and penalize deviant customers. Human Relations, 74(12), 2075–2101. doi: 10.1177/0018726720950443
Sandberg, J. & Tsoukas, H. (2015). Making sense of the sensemaking perspective: Its constituents, limitations, and opportunities for further development. Journal of Organizational Behavior, 36(S1), S6–S32. doi: 10.1002/job.1937
Stake, R. (1995). The art of case study research. Sage.
Starbuck, W. & Milliken, F. (1988. Executives’ perceptual filters: What they notice and how they make sense. In D. Hambrick (Ed.), The executive effect: Concepts and methods for studying top managers (pp. 68–83). JAI.
Strauss, A. L. (1992). La trame de la négociation. Sociologie qualitative et interactionnisme (ed. I. Baszanger). L’Harmattan.
Suquet, J.-B. (2010). Drawing the line: How inspectors enact deviant behaviors. Journal of Services Marketing, 24(6), 468–475. doi: 10.1108/08876041011072582
Weick, K. (1979). The social psychology of organizing. Random House.
Weick, K. (1995). Sensemaking in organizations. Sage.
Weick, K. (2005). The experience of theorizing: Sensemaking as topic and resource. In K. Smith & M. Hitt (Eds.), Great minds in management: The process of theory development (pp. 394–413). Oxford University Press.
Weick, K. & Bougon, M. (1986). Organizations as cognitive maps: Charting ways to success and failure. In H. Sims & D. Gioia (Eds.), The thinking organization: Dynamics of organizational social cognition (pp. 102–135). Jossey-Bass.
Weick, K., Sutcliffe, K. & Obstfeld, D. (2005). Organizing and the process of sensemaking. Organization Science, 16(4), 409–421. doi: 10.1287/orsc.1050.0133
Ybema, S., Yanow, D., Wels, H. & Kamsteeg, F. (Eds.). (2009). Organizational ethnography: Studying the complexity of everyday life. Sage. doi: 10.4135/9781446278925
Zabrodska, K., Ellwood, C., Zaeemdar, S. & Mudrak, J. (2016). Workplace bullying as sensemaking: An analysis of target and actor perspectives on initial hostile interactions. Culture and Organization, 22(2), 136–157. doi: 10.1080/14759551.2014.894514
Copyright (c) 2025 Oriane Sitte de Longueval
![Creative Commons License](http://i.creativecommons.org/l/by-nc/4.0/88x31.png)
This work is licensed under a Creative Commons Attribution-NonCommercial 4.0 International License.
Authors retain copyright of their work, with first publication rights granted to the AIMS.