Professional Documents
Culture Documents
in Services
CONSUMER PROBLEM
TIME DEFICIENCY
REASONS: dual career couples, single
parent families
IT LEADS TO: demand for different
services
SEARCH, EXPERIENCE &
CREDENCE PROPERTIES
SEARCH QUALITIES: attributes that a
consumer can determine before the
purchase
EXPERIENCE QUALITIES : attributes
that a consumer can determine only after
the purchase
CREDENCE QUALITIES : attributes that
consumer may find impossible to
evaluate even after purchase &
consumption
Continuum of Evaluation for
Different Types of
Products/services
Most Most
Goods Services
Restaurant meals
Medical diagnosis
Television repair
Legal services
Automobiles
Root canals
Auto repair
Child care
Vacations
Furniture
Clothing
Haircuts
Jewelry
Houses
{
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Memory
Memory
Evaluation of
service suppliers
Future Intentions
Request service
Service delivery
UNDERSTANDING
DIFFERENCES AMONG
CONSUMERS
GLOBAL DIFFERENCES
ROLE OF CULTURE
DIFFERENT VALUES, ATTITUTEDS
DIFFERENT CUSTOMS
CUSTOMER EXPECTATION
OF SERVICE
Adequate Service
THE ZONE OF TOLERANCE
Desired Service
Zone of
Tolerance
Adequate Service
ZONES OF TOLERANCE FOR DIFFERENT
SERVICE DIMENSIONS
Desired
DesiredService
Service
Zone
of
Tolerance Desired Service
Adequate
Adequate Service
Service
Zone
of
Tolerance
Adequate Service
Reliability Tangibles
FACTORS THAT INFLUENCE
DESIRED SERVICE
Lasting
Lasting Service
Service
Intensifiers
Intensifiers
Desired Service
Personal
Personal Needs
Needs Zone
of
Tolerance
Adequate Service
Desired Service
Perceived
Perceived Service
Service
Alternatives
Alternatives Zone
of
Tolerance
Self-Perceived
Self-Perceived
Service
Service Role
Role Predicted
Predicted
Adequate Service
Service
Service
Situational
Situational
Factors
Factors
FACTORS THAT INFLUENCE DESIRED
AND PREDICTED SERVICE
Explicit Service
Promises
Implicit Service
Promises
Increased revenues
RELATIONSHIP BETWEEN CUSTOMER
SATISFACTION AND LOYALTY IN
COMPETITIVE INDUSTRIES
Source: James L. Heskett, W. Earl Sasser, Jr., and Leonard A. Schlesinger, The Service Profit Chain, (New York, NY: The Free Press, 1997), p. 83.
SERVICE QUALITY
Recovery: Adaptability:
employee response employee response
to service delivery to customer needs
system failure and requests
Coping: Spontaneity:
employee response unprompted and
to problem customers unsolicited employee
actions and attitudes
UNDERSTANDING CUSTOMER EXPECTATION AND
PERCEPTION THROUGH MARKETING RESEARCH
Customer
CUSTOMER
Expected
Service
(Customer Gap)
Perceived Service
GAP 1
COMPANY
Company
Perceptions of
Company Consumer
Expectations
WHY DO SERVICE
RESEARCH?
To identify dissatisfied customers
To discover customer requirements or expectations
To monitor and track service performance
To assess overall company performance compared to
competition
To assess gaps between customer expectations and
perceptions
To gauge effectiveness of changes in service
To appraise performance of individuals/teams for rewards
To determine expectations for a new service
To monitor changing expectations in an industry
To forecast future expectations
CRITERIA FOR AN EFFECTIVE
SERVICE RESEARCH
PROGRAM
Includes both qualitative and quantitative
research
Includes both expectations and perceptions of
customers
Balances the cost of the research and the value
of the information
Includes statistical validity when necessary
Measures priorities or importance of attributes
Occurs with appropriate frequency
Includes measures of loyalty, behavioral
intentions, or actual behavior
STAGES IN THE RESEARCH
PROCESS
Stage 1 : Define Problem