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Innovation in the frontline: Exploring the relationship between role conflict, ideas for improvement, and employee service performance

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  • Schepers, Jeroen J.L.
  • Nijssen, Edwin J.
  • van der Heijden, Gielis A.H.

Abstract

Although practitioners and scholars recognize that frontline employees' (FLEs') performance may improve rather than suffer from role conflict, research has yet to show how firms can manage this complex process. This study proposes that employees' ideas for improvement are a crucial mediator in role conflict's positive influence on FLEs' service performance. A conditional process model was tested in two empirical studies with multisource data. Results show that role conflict positively influences service performance through the employee's ideas for improvement. Role conflict also has a direct negative effect on performance. Detailed moderating analyses, using a floodlight approach, show that role conflict's total effect on service performance is positive only when an employee's learning orientation and the manager's level of encouragement for improvement are aligned. In other cases role conflict does not affect, or can even seriously impair FLEs' service performance. This study is the first to demonstrate empirically how, and under what conditions, role conflict can lead to performance enhancement of FLEs. Our findings help marketing managers to leverage role conflict for service innovation and to serve customers better.

Suggested Citation

  • Schepers, Jeroen J.L. & Nijssen, Edwin J. & van der Heijden, Gielis A.H., 2016. "Innovation in the frontline: Exploring the relationship between role conflict, ideas for improvement, and employee service performance," International Journal of Research in Marketing, Elsevier, vol. 33(4), pages 797-817.
    • Handle: RePEc:eee:ijrema:v:33:y:2016:i:4:p:797-817
    DOI: 10.1016/j.ijresmar.2016.01.004
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    References listed on IDEAS

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    Cited by:

    1. Ozlem Ozkok & Simon J. Bell & Jagdip Singh & Kwanghui Lim, 2019. "Frontline knowledge networks in open collaboration models for service innovations," AMS Review, Springer;Academy of Marketing Science, vol. 9(3), pages 268-288, December.
    2. Hammedi, Wafa & Leclercq, Thomas & Poncin, Ingrid & Alkire (Née Nasr), Linda, 2021. "Uncovering the dark side of gamification at work: Impacts on engagement and well-being," Journal of Business Research, Elsevier, vol. 122(C), pages 256-269.
    3. de Jong, Ad & Schepers, Jeroen J.L. & Lages, Cristiana R. & Kadić-Maglajlić, Selma, 2021. "The role of the service manager’s perceived career success in frontline employees’ learning processes and service improvement," Journal of Business Research, Elsevier, vol. 134(C), pages 601-617.
    4. Li, Xiaodong & Wang, Chuang & Hamari, Juho, 2021. "Frontline employees’ compliance with fuzzy requests: A request–appraisal–behavior perspective," Journal of Business Research, Elsevier, vol. 131(C), pages 55-68.
    5. Suhartanto, Dwi & Dean, David & Nansuri, Ruhadi & Triyuni, N.N., 2018. "The link between tourism involvement and service performance: Evidence from frontline retail employees," Journal of Business Research, Elsevier, vol. 83(C), pages 130-137.
    6. van Esch, Patrick & Arli, Denni & Gheshlaghi, Mahnaz Haji, 2020. "Creating an effective self-managed service climate for frontline service employees," Journal of Retailing and Consumer Services, Elsevier, vol. 57(C).

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