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Juxt C-Sat_SABUC Model

Juxt C-Sat_SABUC Model

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Published by: JuxtConsult Pvt. Ltd. on Sep 14, 2009
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05/11/2014

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Tracking Customer Satisfaction

……with the brand, and not just with the product

The Juxt SABUC™ Model
……bringing in the ‘brand’ perspective to customer satisfaction studies

The Juxt SABUC™ Model
……how easy is the brand to See  Access  Buy  Use  Correlate

Customer-Brand Interaction
• 5 distinct ‘stages’ of brand-customer interaction (SABUC) • Creating 5 distinct ‘experiences’ with the brand • Leading to 5 possible ‘points of satisfaction/dissatisfaction’ with the brand • Therefore, any comprehensive customer satisfaction model must track and measure all the 5 experiences with the brand • With customers who are currently interacting with the brand at each of these 5 stages

4

The 5 Customer-Brand Interaction Stages
Interaction Stages
Pre Purchase

Touch Points
ATL, BTL Media

Milestones
Brand Awareness
Persuasion

See Access Buy Use Correlate
Expectation

Retail

Brand Consideration
Preference

Purchase

Retail, Product

Brand Purchase
Need Relevance

Post Purchase

Product

Brand Usage
Conviction

Customer Service

Brand Relationship
Loyalty

Experience

Satisfaction 5

The 5 Distinct Customer Experience Points
Pre Purchase Purchase Post Purchase

See
ATL, BTL Media

Access
Retail

Buy
Product

Use

Correlate
Customer Relations

User Friendliness Usage Satisfaction
noticeable, approachable, appealing, relevant, user identification hassle-free, timely, responsive, need satisfying, consistent

Brand Awareness Experience

Brand Consideration Experience

Brand Buying Experience

Brand Usage Experience

Brand Relationship Experience 6

The Customer Satisfaction Measuring Schema
Pre Purchase Purchase Post Purchase

See
ATL, BTL Media

Access
Retail

Buy
Product

Use

Correlate
Customer Relations

User Friendliness Usage Satisfaction
Brand Awareness Experience Brand Consideration Experience Brand Buying Experience Brand Usage Experience Brand Relationship Experience

S Index
10 parameters

A Index
35 parameters

B Index
20 + 21 parameters

U Index
16 + Specific product attribute parameters

C Index
40 parameters

Composite

S A B U C Index

7

The Customer Satisfaction Measuring Parameters
• Noticeability of the brand (brand recall level) • Noticeability of the communication (frequency) • Timing of the communication (with need) • Appeal of the brand communication (likeability) • Adequacy of the information (to form an opinion/perception about the brand) • Ease of comprehending key message • Persuasiveness of the brand communication (to create consideration for the brand) • Enhancement of the brand image 10 Parameters • Identification with the brand imagery (personality match) • Achievement of brand differentiation • Overall satisfaction experience with brand awareness process

Brand Awareness Experience

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The Customer Satisfaction Measuring Parameters
• Finding more information about the brand/product (ease, relevance and adequacy of info) • Noticeability/Locating of brand outlet (signage) • Ease of accessing the outlet (distance, parking, approachability) • Physical appeal of the outlet (space, cleanliness, comforts, presentation, product display) • Marketing friendliness of the outlet (range/options, right variants, demo/sampling, POP)

Brand Consideration Experience

• Physical appeal of the staff (appropriate dressing, cleanliness, present-ability) • Marketing friendliness of the staff (approachability, attentiveness, politeness, efficiency,
brand & competitive product knowledge, responsiveness, persuasiveness, assistance provided, service orientation/attitude)

35 Parameters

• Marketing friendliness of the products (looks/design, packaging, key features) • Competitiveness of the products (range, features, usage friendliness, price) • Overall satisfaction experience with brand consideration process

9

The Customer Satisfaction Measuring Parameters
• Availability of the desired/selected variant or model • Full pricing comprehension (explanation, understanding, acceptance) • Appropriateness of the final price (vis-à-vis product value, retail deal) • Adequacy of payment options (range, desired option) • Efficiency of transaction (timeliness, smoothness, staff friendliness/courtesy) • Appropriateness of billing (amount, explanation of terms & conditions, warranty) • Return/Exchange/Refund Policy comprehension (explanation, understanding, acceptance) 20 Parameters • Appropriateness of delivery (timely, as per specifications, in proper condition) • Overall satisfaction experience with brand buying process

Brand Buying Experience

• Convenience of installation time • Punctuality of installation • Physical appearance of installation staff (appropriate dressing, cleanliness, present-ability)

If Installation Required
21 Parameters

• Customer-friendliness (approachability, politeness, efficiency, responsiveness, service attitude) • Knowledge/Expertise of the installation staff • Appropriate installation (in proper working condition, hassle-free installation) • Appropriate product demo (actual demo/walk-thru, explanation of operations, user manual handover,
explanation of key do’s & don’ts, comprehension) • Contact

detailing (customer contact/helpline info, complaint process explanation)

10

The Customer Satisfaction Measuring Parameters
• Ease of usage (use of product, storage) • Visual appeal (design, finish, colors, fit with status/personality/decor) • Appropriateness of key features (number of features, comprehension of their usage/benefits,
ease of using the features)

Brand Usage Experience
16 Parameters + Specific Usage Attribute Parameters

• Product performance on key attributes (results delivered) • Consistency of performance • Problems faced in usage (frequency, severity, self-repair/recovery) • Quality perception of the product • Value perception of the product • Overall satisfaction experience with brand usage

11

The Customer Satisfaction Measuring Parameters
• Pro-active customer relations (welcome greetings, usage feedback, value-addition/
upgrade/loyalty offers)

• Availability of regular parts/refills/rechargeables (ease, timely, range, reasonable cost) • Problem resolution call support (ease of connecting, promptness, politeness, responsiveness,
problem comprehension, forwarded to the right person, problem registration, timeliness, product/ service knowledge)

Brand Relationship Experience

• Problem resolution visit (punctuality of visit, appropriate dressing, cleanliness, present-ability,
politeness, efficiency, responsiveness, service attitude, product/service knowledge & expertise)

• Problem resolution (correct & timely identification of problem, adequate resolution of problem,
timely resolution, availability/replacement of required parts)

• Service Charges (reasonable, explained adequately, receipt given, warranty honored) 40 Parameters • Problem resolution check/confirmation call • Permission marketing (opt-in vs. unwanted calls)
• Customer

loyalty program (does it exist, customer awareness, membership, perceived benefits,

satisfaction level)

• Overall satisfaction experience with customer relationship

12

Methodology
• Important to measure satisfaction levels at each stage of interaction to derive the relevant ‘diagnostics’ for leakages in the brand funnel • For each customer-brand interaction stage, feedback from only those who have interacted with the category at that level in the last 3-6 months • Parameters also rated on their ‘importance’ to customers to facilitate reporting of ‘attribute importance vis-à-vis performance grids’ for key brands in the category
13

Sampling
Non Intending Non Users Intending Non Users New Users Old Users

Not likely to buy in next X months

Likely to buy in next X months

Bought in last Y months

Bought in last X months

Bought before X months

Brand Awareness Experience

Brand Awareness Experience Brand Consideration Experience

Brand Consideration Experience Brand Buying Experience

Brand Buying Experience Brand Usage Experience

Brand Usage Experience Brand Relationship Experience

Quota of total 300 responses per brand

(60 x 5 interaction stages)

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Key Analysis & Reporting
• Brand funnel with leakages at each of the 5 stages of customerbrand interaction (+ reasons of leakages at each level) • Satisfaction scores at each of the 5 stages of brand experience individual S,A,B,U,C index scores • Overall satisfaction with the brand (composite SABUC index for the brand) • Brand performance on individual parameters/attributes vis-a-via the importance of these parameters/attributes (S, A, B, U, C grids)
15

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