Our results have implications for researchers who study emotion work
and indicate that the emotional exchange between customers and service
representatives goes beyond simple emotional contagion. Our findings
also suggest that CSRs should concentrate their efforts toward not only
being positive but also changing or reappraising the situation, even when
the customer is behaving particularly negatively. Finally, CSRs aiming
284 PERSONNEL PSYCHOLOGY
to further increase positive customer emotional displays and decrease
negative emotional displays should avoid distracting and focusing on the
customer’s emotional response (particularly when used in combination).