This action might not be possible to undo. Are you sure you want to continue?
Service from the heart
Jochen Wirtz Patricia Chew Christopher Lovelock
Dedication About the Authors About the Contributors of the Cases Preface Acknowledgments v vii xi xxiii xxxv
Chapter 1 Chapter 2 Chapter 3
Understanding Service Products, Consumers, and Markets
Introduction to Services Marketing Consumer Behavior in a Services Context Positioning Services in Competitive Markets
4 34 66
Chapter 4 Chapter 5 Chapter 6 Chapter 7
Developing Service Products: Core and Supplementary Elements Distributing Services through Physical and Electronic Channels Setting Prices and Implementing Revenue Management Promoting Services and Educating Customers
Applying the 4 Ps of Marketing to Services
96 122 150 188
Chapter 8 Chapter 9 Chapter 10 Chapter 11
Designing and Managing Service Processes Balancing Demand and Capacity Crafting the Service Environment Managing People for Service Advantage
Designing and Managing the Customer Interface
226 264 296 322
Chapter 12 Chapter 13
Managing Relationships and Building Loyalty Complaint Handling and Service Recovery
Developing Customer Relationships Striving for Service Excellence Cases
356 428 502
Chapter 14 Chapter 15
Improving Service Quality and Productivity Organizing for Service Leadership
Glossary Credits Name Index Subject Index
649 657 661 671
RELATIONSHIPS and BUILDING LOYALTY
By the end of this chapter, the reader should be able to:
Recognize the important role customer loyalty plays in driving a service firm’s profitability. Calculate the lifetime value (LTV) of a loyal customer. Understand why customers are loyal to a particular service firm. Know the core strategies of the Wheel of Loyalty that explain how to develop a loyal customer base. Appreciate why it is so important for service firms to target the “right” customers. Use service tiering to manage the customer base and build loyalty.
Understand the relationship between customer satisfaction and loyalty. Know how to deepen the relationship through cross-selling and bundling. Understand the role of financial and non-financial loyalty rewards in enhancing customer loyalty. customization, and structural bonds in enhancing loyalty.
LO 2 LO 3 LO 4
LO 10 Appreciate the power of social,
LO 11 Understand what factors
cause customers to switch to a competitor, and how to reduce such switching. by Customer Relationship Management (CRM) systems in delivering customized services and building loyalty.
LO 12 Understand the part played
Figure 12.1 From high-rollers to casual gamblers, the glittering lights of Harrah’s promise customer satisfaction.
Chapter 12 • Managing Relationships and Building Loyalty
show tickets. Harrah’s can tailor a customerspecific reward to celebrate that win. Harrah’s was first to launch a tiered customer loyalty program in the gaming industry. At the back end. vacations. reached. but what it does with the information gleaned about its customers when they use their cards to earn points. ranging from its gaming tables. Harrah’s can offer him a heavily discounted ticket in real time via text message for a show with available seats. and Seven Stars (by invitation only). Platinum. Harrah’s increased the share-of-wallet of its Harrah’s Total Rewards card holders to an impressive 50% plus. Harrah’s has linked all its databases from casino management. With its data-driven customer relationship management (CRM). to the gift shops and shows. All this information about the customer is captured in real time. Likewise. Harrah’s also knows when a customer is approaching his maximum gaming limit on a particular evening and when Figure 12. promotions that create the right incentives for each of its different customers. Harrah’s now has detailed data on over 42 million customers and knows each customer’s preferences and behaviors. restaurants. Developing Customer Relationships 359 PART IV . up from 34% before its CRM program was implemented. “The usual. it has four tiers in its loyalty program—Gold. merchandise. which is. and events to allow it to have a holistic view of each of its customers. For example. Harrah’s does not do blanket promotions that target all its customers at the same time. Today. It is a leader in the use of highly sophisticated loyalty programs. It also uses control groups to measure the success of a promotion in dollars and cents and to further fine-tune its campaigns. The program is integrated across all its properties and services. if a Diamond card holder on slot machine 278 signals for service. As a result. it uses otherwise wasted capacity in Harrah’s shows and restaurants. it uses highly targeted . a Harrah’s associate is able to ask. These range from how much they spend on each type of game and their likes in food and drinks. Mr. The points collected can be used to obtain cash. Customers identify themselves (and earn points) at every touchpoint throughout the company. Horseshoe. In another example. and the London Clubs family of casinos. according to Harrah’s Chairman. Just innovation in developing before the limit is customer relationships.OPENING VIGNETTE Harrah’s Entertainment’s Customer Relationship Management1 Harrah’s Entertainment is the world’s largest gaming company with its four main brands Harrah’s. Diamond.2 Harrah’s hits the the customer is likely jackpot with its technological to stop playing. Harrah’s is able to transform customer interactions into personal and differentiated ones. when a customer wins a jackpot. the staff will have detailed real-time information about a customer’s preferences and spending habits. At the same time. Harrah’s uses this data to drive its marketing and on-site customer service. lodging. and hotels. when a customer makes a call to its call center. and events. Jones?” and then track the time it takes for a server to fill the guest’s request. Caesar’s. What is special about Harrah’s is not its loyalty program. President. hotel reservations. to entertainment and lodging preferences. This keeps the customer on the premises (and spending) and makes him feel valued as he gets a very special deal just when he wanted to stop playing. and can then tailor promotions that cross-sell or up-sell its services. “a margin eroding nightmare” Rather. and CEO Gary Loveman.
business customers often 360 Chapter 12 • Managing Relationships and Building Loyalty . These factors are: 1.2 However. Over time.4 Not only does a rising defection rate show that something is wrong with quality (or that competitors offer better value). Profit derived from increased purchases (or. LO 1 Recognize the important role customer loyalty plays in driving a service firm’s profitability. Big customers do not disappear overnight. and profits then increased as customers stayed longer with the firm. Customer loyalty does not just refer to customer behavior. In this chapter. Annual profit increases per customer as shown in Figure 12. In Chapter 3. in a credit card and banking environment. “Few companies think of customers as annuities. They often may show their increasing dissatisfaction by steadily reducing their purchases and shifting part of their business elsewhere.3 for a few sample industries. Why Is Customer Loyalty so Important to a Firm’s Profitability? How much is a loyal customer worth in terms of profits? Reichheld and Sasser analyzed the profit per customer in different service businesses. higher account balances). author of The Loyalty Effect. loyal customers within the chosen segments and then building and maintaining their loyalty through carefully planned relationship marketing strategies. we discussed segmentation and positioning. Reichheld and Sasser made the term zero defections popular. we emphasize the importance of focusing on desirable. industrial distribution ($45). that is what a loyal customer can mean to a firm—a regular source of revenue over a period of many years. and future intentions.THE SEARCH FOR CUSTOMER LOYALTY T argeting.3 In a marketing context. The active management of the customer base and customer loyalty is also referred to as customer asset management. it may also be showing a fall in profits. The same loyalty effect was found in the Internet context. It also includes preference. and retaining the “right” customers is at the core of many successful service firms.6 Reichheld and Sasser state that there are four factors that cause this growth.” says Frederick Reichheld. It was grouped by the number of years that a customer had been with the firm. and automobile servicing ($25). industrial laundry ($144). the term defection is used to describe customers who stop buying and transfer their brand loyalty to another supplier.5 They found that the longer customers remained with a firm in each of these industries. The objectives are to build relationships and to develop loyal customers who will do a growing volume of business with the firm in the future. It usually took more than a year to recover customer acquisition costs. The industries studied (with average profits from a first-year customer shown in parentheses) were credit cards ($30). Loyalty in a business context describes a customer’s willingness to continue buying from a firm over the long term and recommending the firm’s products to friends and associates. the more profitable they became. liking. acquiring. Zero defections means keeping every customer the company can serve profitably. and a major researcher in this field.
Reichheld and W. however. This contributes to greater productivity. 108. Long-term customers.7 Moreover. Profit from price premium. 4 Figure 12. based on an analysis of 19 different product categories (both goods and services). customers who trust a supplier may be more willing to pay higher prices at peak periods or for express work. are more likely to pay regular prices. Copyright © 1990 by the Harvard Business School Publishing Corporation. All rights reserved.4 shows the relative contribution of each of these different factors over a seven-year period. They may also make fewer mistakes when involved in operational processes. they have less need for information and assistance. Positive word-of-mouth recommendations are like free sales and advertising. saving the firm from having to invest as much money in these activities. Both types of customers may be willing to combine their purchases with a single supplier who provides high quality service. 2. Earl Sasser Jr. Source Reprinted by permission of Harvard Business Review from Frederick J. New customers often benefit from introductory promotional discounts. they make fewer demands on the supplier (for instance. Individuals may also purchase more as their families grow or as they become more affluent. grow larger and so need to purchase in greater quantities. 3. “Zero Defections: Quality Comes to Services” Harvard Business Review 73 (Sept–Oct 1990). Profit from referrals to other customers.3 How much profit a customer generates over time.400 350 300 Profit Index (year 1 = 100) 250 200 150 100 50 0 Year 1 Industrial Laundry Year 2 Credit Card Year 3 Year 4 Year 5 Auto Servicing Industrial Distribution Figure 12. Assessing the Value of a Loyal Customer It’s a mistake to assume that loyal customers are always more profitable than those who make one-time transactions. and make more use of self-service options). and when they are highly satisfied they tend to be less pricesensitive.. As customers become more experienced. Profit from reduced operating costs. Reichheld argues that the economic benefits of customer loyalty noted above often explain why one firm is more profitable than a competitor.8 Loyal customers may not spend more than oneDeveloping Customer Relationships 361 PART IV .
“Zero Defections: Quality Comes to Services. This forces suppliers to share the cost savings resulting from doing business with large. For instance.11 Some of the challenges that you will probably face in your work are to determine the costs and revenues associated with serving customers to different market segments at different points in their customer lifecycles.” Harvard Business Review 73 (Sept–Oct 1990). In contrast. Reprinted by permission of Harvard Business School.Key Profit from Price Premium Profit from References Profit from Reduced Operating Costs Profit from Increased Usage Base Profit Loss 1 2 3 4 Year 5 6 7 Figure 12. DHL’s smaller. time buyers. profits do not necessarily increase with time for all types of customers. However.5). Earl Sasser Jr.10 Recent studies have also shown that the profit impact of a customer may vary a lot depending on the stage of the service product lifecycle.4 Why customers are more profitable over time. less powerful accounts provide significantly higher profitability (Figure 12. Source Why Customers Are More Profitable Over Time from Frederick J. Reichheld and W. DHL has found that although each of its major accounts generates significant business. 362 Chapter 12 • Managing Relationships and Building Loyalty . For insights on how to calculate customer value. 108. see the box. where the focus is much more on generating cash flow from the existing customer base instead of new customers. Also. and hospitality—customers cannot negotiate prices.9 In most mass market business-to-customer (B2C) services—such as banking. they yield below average margins. referrals by satisfied customers and negative word-of-mouth from “defected” customers have a much greater effect on profit in the early stages of the service product’s lifecycle than in later stages. mobile phone services. they may even expect price discounts. large customers have a lot of bargaining power and therefore will nearly always try to negotiate lower prices when contracts come up for renewal. and to predict future profitability.5 DHL prices differently for different market segments. in many B2B contexts.”12 Figure 12. loyal customers. and in some instances. “Worksheet for Calculating Customer Lifetime Value.
account fees. the marketing cost of acquiring a new client can be calculated by dividing the total marketing costs (advertising. Calculating customer value is an inexact science that is subject to a variety of assumptions. You may want to try varying these assumptions to see how it affects the final figures. Costs. The cost of credit checks— where relevant—must be divided by the number of new customers. Anticipated profits from each new customer referred (could be limited to the first year or expressed as the net present value of the estimated future stream of profits through year n). From these two items. Additional research may be needed to clarify whether “older” customers are more likely to be effective recommenders than “younger” ones. (This could reflect estimates of future inflation rates. The NPV of a customer. Developing Customer Relationships 363 PART IV . bad debts) If applicable. The first priority is to segment your customer base by the length of its relationship with your firm. To get started. may have to be based on average data. account Acquisition Initial Revenue Application feea Initial purchasea Total Revenues Initial Costs Marketing Credit checka Account setupa Less total costs Net Profit (Loss) a b revenue streams (except referrals) can be easily identified. suitably discounted each year into the future. Generally speaking. Year 1 Year 2 Year 3 Year n Annual Revenues Annual account feea Sales Service feesa Value of referralsb Annual Costs Account management Cost of sales Write-offs (e. Account setup costs will also be an average figure in most organizations. then. annual costs in each category may be directly assigned to an individual account holder or averaged for all account holders in that age category. etc. If each acquisition takes place over an extended period of time. For instance. this value could be negative if an unhappy customer starts to spread negative word-ofmouth that causes existing customers to defect. Acquisition Revenues Less Costs If individual account records are kept.. by contrast.Worksheet for Calculating Customer Lifetime Value13 LO 2 Calculate the lifetime value (LTV) of a loyal customer. Annual Revenues and Costs If annual sales. estimates can be made of what percentage of the credit for all new customers should be assigned to referrals. is the sum of the anticipated annual profit on each customer for the projected relationship lifetime.g.) devoted toward acquiring new customers by the total number of new customers acquired during the same period. revenues per customer are easier to track on an individualized basis than are the associated costs of serving a customer. unless (1) no individual records are kept and/or (2) the accounts served are very large and all account-related costs are individually documented and assigned. Value of Referrals Computing the value of referrals requires a variety of assumptions. Depending on the sophistication and precision of your firm’s records. you may need to conduct surveys to determine (1) what percentage of new customers claim that they were influenced by a recommendation from another customer and (2) what other marketing activities also drew the firm to that individual’s attention. because some applicants will probably fail this hurdle. and service fees are documented on an individual-account basis. the initial application fee paid and initial purchase (if relevant) should be found in these records. Net Present Value Calculating net present value (NPV) from a future profit stream will require choice of an appropriate annual discount figure. promotions. you may want to build in a lagged effect between when marketing expenditures are incurred and when new customers come on board.) It also requires assessment of how long the average relationship lasts. selling. not the total number of applicants.
” Source After evaluating and grouping the comments. friendship with the service provider. group involved what the researchers labeled confidence benefits.” • “Once people feel comfortable. Just ask yourself: What service companies are you loyal to? And why are you loyal to these firms? Research has shown that relationships can create value for individual consumers through such factors as inspiring greater confidence. let’s explore what it is that makes a customer loyal. He’s kind of like a friend now. and providing special treatment (see Service Insights 12.1).1 How Customers See Relational Benefits in Service Industries What benefits do customers see themselves receiving from an extended relationship with a service firm? Researchers seeking answers to this question conducted two studies. We will next discuss how we can systematically think about creating value for our loyal customers using the Wheel of Loyalty. it’s on us today. and Mary Jo Bitner. • Social benefits included mutual recognition between customers and employees.” • “I often get price breaks.’” • “You can get better service than drop-in customers … We continue to go to the same automobile repair shop because we have gotten to know the owner on a kind of personal basis. the researchers designed a second study in which they collected 299 survey questionnaires.LO 3 Understand why customers are loyal to a particular service firm. ‘You’re a good customer. and they typically received the firm’s highest level of service. extra services. They don’t want to train or break a new dentist in. Rather. 364 Chapter 12 • Managing Relationships and Building Loyalty . Respondents were asked to identify service providers that they used on a regular basis and invited to identify and discuss any benefits they received as a result of being a regular customer. Customers experienced lowered anxiety when purchasing because they knew what to expect. followed by social benefits. the food will be good. SERVICE INSIGHTS 12. Gwinner. no. Why Are Customers Loyal? After understanding how important loyal customers can be for the bottom line of a service firm. we need to give our customers a reason to combine their buying with only us and then staying with us. We need to create value for them to become and remain loyal.” Journal of the Academy of Marketing Science 26. Customers are not automatically loyal to any one firm. The little bakery that I go to in the morning. Kevin P. and the ability to trust the provider. being known by name. rather than take a chance on all of the new restaurants. higher priority when there was a wait. The first. they don’t want to switch to another dentist. greater confidence in correct performance. and most important. and he … can always work us in. Results showed that most of the benefits that customers derived from relationships could be grouped into three categories. offering social benefits. discounts on special deals that were unavailable to most customers. 2 (1998): 101–114. Dwayne D. every once in a while.” • “I know what I’m getting—I know that if I go to a restaurant that I regularly go to. and special treatment. The first consisted of in-depth interviews with 21 respondents from a broad cross-section of backgrounds. there was less risk of something going wrong. they’ll give me a free muffin and say. and faster service than most customers. Among the comments were: • “I like him [hairstylist] … He’s really funny and always has lots of good jokes. • Confidence benefits included feelings by customers that in an established relationship. • Special treatment benefits included better prices. and enjoyment of certain social aspects of the relationship. “Relational Benefits in Services Industries: The Customer’s Perspective. Gremler.
they often are not successful in building true customer loyalty. a firm needs to develop close bonds with its customers. You are likely to only come up with very few examples. First. • Increase switching costs. to truly build loyalty. tiering the service. 1. u u We discuss each of the components of the Wheel of Loyalty in the sections that follow. or add value to the customer through loyalty rewards and higher-level bonds. attracting the right customers.THE WHEEL OF LOYALTY LO 4 Know the core strategies of the Wheel of Loyalty that explain how to develop a loyal customer base. Reduce Churn Drivers • Conduct churn diagnostic and monitor declining/churning customers. although firms spend huge amounts of money and effort on building loyalty. Third.6 as an organizing framework for thinking of how to build customer loyalty.g. Create Loyalty Bonds • Give loyalty rewards: – Financial – Nonfinancial – Higher-tier service levels – Recognition and appreciation • Deepen the relationship via: – Cross-selling – Bundling Figure 12. • Manage the customer base via effective tiering of service. the firm needs to identify and reduce the factors that result in “churn”. It can either deepen the relationship through cross-selling and bundling. . • Address key churn drivers: – Proactive retention measures – Reactive retention measures (e..6 The Wheel of Loyalty. Customer Loyalty • Build higher-level bonds: – Social – Customization – Structural 2. the loss of existing customers and the need to replace them with new ones. save teams) • Put effective complaint handling and service recovery processes in place. Developing Customer Relationships 365 PART IV • Segment the market to match customer needs and firm capabilities. Build a Foundation for Loyalty Enabled through: • Frontline staff • Account managers • Membership programs • CRM Systems • Be selective: Acquire customers who fit the core value proposition. It is made up of three sequential strategies. • Deliver quality service. 3. We use the Wheel of Loyalty shown in Figure 12. and delivering high levels of satisfaction. Second. B u uilding customer loyalty is difficult. This shows that. the firm needs a solid foundation for creating customer loyalty that includes targeting the right portfolio of customer segments. Just try and think of all the service firms you yourself are loyal to.
in short. Firms that are highly focused and selective in their customer acquisition—rather than those that focus on getting new customers without being selective—tend to show rapid growth over long periods. and not at their expense. they need to ask themselves whether their company can match or exceed competing services that are directed at the same types of customers (Figure 12. Like investments. In this section. heavy users who buy more frequently and in larger volumes are more profitable than occasional users. “… the result should be a win-win situation. The result of carefully targeting customers by matching the company capabilities and strengths with customer needs should be a superior service offering in the eyes of those customers who value what the firm has to offer. As Frederick Reichheld said. Too many service firms continue to focus on the number of customers they serve without giving sufficient attention to the value of each customer. some types of customers may be more profitable than others in the short term.7 A company that is able to exceed customer expectations will win their loyalty. They are deal-prone. Companies need to choose their target segments carefully and match them to what the firm can deliver. In Chapter 3 we discussed segmentation and positioning. Loyalty leaders are choosy about acquiring only the right customers. Managers must think carefully about how customer needs relate to such operational elements as speed and quality. we emphasize the importance of focusing on serving several desirable customer segments and then building and maintaining their loyalty through carefully thought-out relationship marketing strategies. Getting the right customers can bring in long-term revenues and continued growth from referrals. They also need to consider how well their service personnel can meet the expectations of specific types of customers. identify and target the right customers. the times when service is available.BUILDING A FOUNDATION FOR LOYALTY M LO 5 Appreciate why it is so important for service firms to target the “right” customers. a leader in the mutual funds industry. and switch brands easily. any elements are involved in creating long-term customer relationships and loyalty. “Who should we be serving?” is a question that every service business needs to ask regularly. Different segments offer different value for a service firm. continuously seek the lowest price on offer.”15 Searching for Value. the firm’s capacity to serve many customers all at once. where profits are earned through the success and satisfaction of customers. Service customers who buy strictly based on lowest price (a minority in most markets) are not good target customers for relationship marketing. designed its products and pricing to attract and retain the right customers for its business model. Not Just Volume Figure 12.7). in terms of both personal style and technical ability.2 shows how the Vanguard Group.17 Service Insights 12.14 Finally. but others 366 Chapter 12 • Managing Relationships and Building Loyalty .16 Generally speaking. Targeting the Right Customers Loyalty management starts with segmenting the market to match customer needs and firm capabilities. and the physical features and appearance of service facilities. It can also enhance satisfaction from employees whose daily jobs are improved when they can deal with appreciative customers.
Another important part of keeping its costs low was its aim to discourage the acquisition of customers who were not long-term index holders. For example. creating extra costs for existing customers. long-term investors. He explained. and its product and pricing strategies. The stability of its loyal customer base has been key to Vanguard’s cost advantage. Furthermore. 2001. Bogle attributes the high customer loyalty Vanguard has achieved to a great deal of focus on customer defections or low redemption rates. and spending only a small portion of what its competitors did on advertising. and made it the fastest-growing mutual fund in its industry. Vanguard once turned away an institutional investor who wanted to invest $40 million because the firm suspected that the customer would churn the investment within the next few weeks. Vanguard introduced a number of changes to industry practices that discouraged active traders from buying its funds. Finally. Adapted from Frederick F. Developing Customer Relationships 367 PART IV . Its share of new sales. which gave it a market share of net cash flows of 55% (new sales minus redemptions). 84–87. it had a far lower share of redemptions (customer defections in the fund context). but made the fund extremely attractive for longterm investors. 144–145. 2012. and penalizes short-term investors. How did Vanguard achieve such low redemption rates? The secret was in its careful customer acquisition. he regarded the acquisition of this customer a failure of the system. These product and pricing policies in effect turned away heavy traders.6 trillion in managed assets by 2011 through carefully targeting the right customers for its business model. For example. accessed on March 12. Boston: MA. www. who not only supported the decision. but also used it as an opportunity to remind his teams why they needed to be selective about the customers they accept. and the standard practice subsidizing new accounts at the expense of existing customers was rejected because the practice was considered as disloyal to its core investor base. which encouraged the acquisition of the “right” customers. believed that the quality of index funds and their lower management fees would lead to higher returns over the long run.” At the end of his chairman’s letter to the Vanguard Index Trust. redemption fees were added to some funds. However. Vanguard’s pricing was set up to reward loyal customers.vanguard.SERVICE INSIGHTS 12. Harvard Business School Press. which goes into the funds themselves to make up for all current investors for the administrative costs of selling new shares.” This care and attention to acquiring the right customers is famous. not having a sales force. 24–29. John Bogle. which was around 25%. Reichheld. investors pay a one-time fee upfront. Loyalty Rules! How Today’s Leaders Build Lasting Relationships. They muck up the game at the expense of the longterm investor. Low redemption rates meant that the firm was attracting the right kind of loyal. For many of its funds. When an institutional investor redeemed $25 million from an index fund bought only nine months earlier. Vanguard’s founder. Bogle repeated: “We Source urge them [short-term investors] to look elsewhere for their investment opportunities. reflected its share of assets or market share.com. He offered Vanguard’s clients the lowest management fees through a policy of not trading (its index funds hold the market they are designed to track). “We don’t want short-term investors. The potential customer complained to Vanguard’s CEO. This fee subsidizes long-term investors. Vanguard did not allow telephone transfers for index funds.2 Vanguard Discourages the Acquisition of “Wrong” Customers The Vanguard Group is a growth leader in the mutual fund industry that built its $1.
Customer retention involves developing longterm. 4. A wise marketer seeks a mix of segments in order to reduce the risks associated with variations in demand.21 Zeithaml. spends more with us over time. 368 Chapter 12 • Managing Relationships and Building Loyalty . Research has confirmed that customer profitability and return on sales can be increased by focusing a firm’s resources on top-tier customers.8). Reprinted by permission of The Regents for electronic posting add” All rights reserved. Rust.g. the right customers may come from a large group of people that no other supplier is doing a good job of serving. It avoided the more traditional segment of business travelers targeted by its principal competitors. Rust. It is not to be copied. However. these efforts need not necessarily target all the customers in a firm with the same level of intensity. Managing the Customer Base through Effective Tiering of Service Marketers should adopt a strategic approach to retaining. Lemon “The Customer Pyramid: Creating and Serving Profitable Customers”. no. upgrading. and Katharine Lemon. California Management Review 43. and Paychex provides small businesses with payroll and human resource services. Many firms have built successful strategies on serving customer segments that had been neglected by established players. pp. and Lemon illustrate this principle through a four-level pyramid (Figure 12. This article is for personal viewing by individuals accessing this site.8 The customer pyramid. which targets customers who need a temporary replacement car. and even ending relationships with customers. reproduced. costs less to maintain. 118–142 Copyright © 2001 by the Regents of the University of California.19 LO 6 Use service tiering to manage the customer base and build loyalty. which didn’t see them as being “valuable” enough. Figure 1.18 Finally. effort and money but does not provide the returns we want? Which segment is difficult to do business with? Lead Figure 12. Roland T. By viewing this document. spending heavily in boom times but cutting back sharply in recessions. cost-effective links with customers for the mutual benefit of both parties. According to Valarie Zeithaml. For permission or reprints.may have greater potential for long-term growth. Similarly. e. you hereby agree to these terms. Summer 2001. Which segment sees high value in our offer.edu.20 Furthermore. Depending on the service business model. different customer tiers often have quite different service expectations and needs. and Katherine N. it is important for service firms to understand the needs of customers within different profitability tiers and adjust their service levels accordingly. Roland Rust. Zeithaml. Examples include Enterprise Rent-A-Car. Source Poor-Relationship Customers Valerie A. contact: cmr@haas. while others may be varied. or otherwise disseminated without written permission from the California Management Review. managers shouldn’t assume that the “right customers” are always big spenders. Similarly.berkeley. the spending patterns of some customers may be stable over time. and spreads positive word-of-mouth? Good-Relationship Customers Platinum Gold Iron Which segment costs us in time. Charles Schwab focused on retail stock buyers.
but expects highest service levels in return.9). Some customers no longer fit the firm’s strategy either because that strategy has changed or because the customers’ behavior and needs have changed. customers are “fired” outright. The benefit features for platinum and gold customers should be designed to encourage them to remain loyal because these customers are the very ones competitors would like most to steal.22 By contrast. The gold tier includes a larger percentage of customers than the platinum.23 Some relationships may no longer be profitable for the firm because they cost more to maintain than the contributions they generate. Imposing a minimum balance or fee that is waived when a certain level of revenue is generated may encourage customers who use several suppliers to consolidate their buying with a single firm instead.5% in August 2010) (Figure 12. 369 PART IV . and it lures low-maintenance customers with no minimum balance nor fees and slightly higher interest rates (its Orange savings account paid 1. iron customers in themselves may only be marginally profitable. low-use mobile users can be encouraged to use prepaid packages that do not require the firm to send out bills and collect payment. Their level of business is not enough to justify special treatment. Among loyal segments. When a customer calls too often (the average customer phone call Developing Customer Relationships Figure 12. u u u Tiering the service means that the firm delivers different services and service levels to different customer groups. which are often needed for serving gold and platinum customers well. Customers in this tier tend to generate low revenues for a firm. However. For instance. Therefore. for example.g. Iron. They are likely to be willing to invest in and try new services.. from the firm’s perspective. Gold. among lead-tier customers at the bottom of the pyramid. Divesting or terminating customers comes when the firm realizes that not all existing customer relationships are worth keeping. Their numbers give the firm economies of scale. This also reduces the risk of bad debts on such accounts. Lead. its business model pushes its customers toward online transactions. perhaps via loyalty programs.u Platinum. it only has a handful of basic products. In the cellular telephone industry. They are heavy users and contribute a large share of the profits. Hence. Occasionally. increasing prices. they are important so that a firm can build and maintain a certain capacity level and infrastructure. lead-tier customers may be charged a fee for face-to-face interactions but the fee is waived when such customers use electronic channels. These customers provide the bulk of the customer base. To offset that generosity. However. It sells a no-frills type of consumer banking.9 ING Direct offers high interest rates that keep customers happy. However. they are frequently a loss-making segment. and the bank routinely fires customers who don’t fit its business model. They tend to be slightly more price sensitive and less committed to the firm. and/or cutting servicing costs) or to end the relationship with them. the options are to either to move them to the iron segment (e. individual customers contribute less profit than platinum customers do. they often still require the same level of service as iron customers do. Another way to move customers from the lead tier to iron is to encourage them to use low-cost service delivery channels. the focus should be on developing and growing the relationship. These customers form a very small percentage of a firm’s customer base. through increasing sales. This segment is usually less price sensitive. ING Direct is one such company that does so.
a bank may introduce a minimum monthly fee for accounts with a low balance (e. November-December 1995.. and affection (Figure 12.25 On the other hand.” Harvard Business Review. and become loyal advocates of a firm. of course. The zone of defection occurs at low satisfaction levels. Jones and W.10 The customer satisfaction-loyalty relationship. Customers will switch unless switching costs are high or there are no other choices. You need to go back to your community bank and get the kind of contact you’re comfortable with. will determine and how to take such actions. 91. waive this fee for customers on social security.g. Customer Satisfaction and Service Quality Are Prerequisites for Loyalty The foundation for building true loyalty lies in customer satisfaction.costs the bank $5. Recent research even showed that increases in customer satisfaction lead to increases in stock prices. but. ING Direct’s cost per account is only one-third of the industry average. Earl Sasser.3. spread positive word-of-mouth.. For example. the bank’s sales associates basically say: “Look. 370 Chapter 12 • Managing Relationships and Building Loyalty . LO 7 Understand the relationship between customer satisfaction and loyalty.” As a result. See Service Insights 12.25 to handle) or wants too many exceptions to the rule. “Why Satisfied Customers Defect. Legal and ethical considerations. Jr. Extremely dissatisfied customers can turn into ‘terrorists’ 100 80 LOYALTY (retention) 60 40 20 Terrorist 0 1 2 3 4 5 Apostle Zone of Affection Near Apostle Zone of Indifference Zone of Defection Very Dissatisfied Dissatisfied Neither Satisfied nor Dissatisfied SATISFACTION Satisfied Very Satisfied Figure 12. for social responsibility considerations. Highly satisfied or even delighted customers are more likely to consolidate their purchases. dissatisfaction drives customers away and is a key factor in switching behavior. below $1. indifference. The satisfaction—loyalty relationship can be divided into three main zones: defection.000).24 Each service firm needs to regularly examine its customer portfolio and consider ending unsuccessful relationships. p.10). Source Adapted from Thomas O. this doesn’t fit you.
Lerzan Aksoy. 4 (2008): 105–122. Krishnan. Your finance friends will tell you customer satisfaction). and M. More specifically. Both portfolios consisted only of firms that did Can customer satisfaction data help to outperform the market? well in terms of their customer satisfaction ratings. Sources Claes Fornell. Morgeson III. Christopher Groening.S. Forrest V. were these returns associated with higher risks as would be predicted by finance theory? The researchers built two stock portfolios.theacsi. to accountants) in managing customer relationships However. as measured customers improve the level and the stability of cash by the American Customer Satisfaction Index flow. acting faster than that efficient markets learn fast! You know this the market to changes in the ACSI index generated has happened when you see stock prices move as excess stock returns. Their findings are striking for managers and investors alike! Fornell and his colleagues discovered For marketing managers. no. Sunil Mithas.3 Customer Satisfaction and Wall Street—High Returns and Low Risk! Does a firm’s customer satisfaction levels have anything to do with its stock price? This was the interesting research question Claes Fornell and his colleagues wanted to answer. You can learn research in marketing. “The Long-Term Stock Market Valuation of Customer Satisfaction. Keiningham. as firms published other results (perhaps high increases in customer satisfaction in future earnings data or other “hard” facts that may lag ACSI releases. (ACSI). be Instead.” Journal of Marketing 70 (January 2006): 3–14. simply publishing the latest data on the and the cash flows they produce increase a firm’s ACSI index did not immediately move share prices. one hypothetical back-dated portfolio and a realworld portfolio. Although the results are convincing. Low Risk.” Journal of Marketing 72. Developing Customer Relationships 371 PART IV . this study’s findings that ACSI was significantly related to stock prices of confirm that investments (or “expenses” if you talk the individual firms and outperformed the market. The results are in line with a response to future ACSI releases.org. Bruce Cooil. which holds that satisfied more about the ACSI at www. Timothy L. and Atakan Yalçin. value. share prices seemed to adjust slowly over careful if you want to invest in firms that show time. “Customer Satisfaction and Stock Prices: High Returns. they examined whether investments in customer satisfaction led to excess stock returns. Therefore. If so.SERVICE INSIGHTS 12.
tiering the service. where customers may have such high attitudinal loyalty that they do not look for alternative service providers.26 The zone of indifference is found at moderate satisfaction levels. customization. they are attracted to visit the company.providing a lot of negative word-of-mouth for the service provider. In such instances. Finally. banks like to sell as many financial products to an account or household as possible. attracting the right customers. However. This is especially true in situations where service delivery involves separate transactions (such as a car rental) instead of being continuous in nature (as with insurance coverage). and structural bonds. Customers who praise the firm in public and refer others to the firm are described as “apostles. Deepening the Relationship To build closer ties with its customers. credit card. In many instances. car loan. firms can deepen the relationship through bundling and/or cross-selling services. safe deposit box. there is a need to have a variety of strategies to develop loyalty bonds with customers. LO 9 Understand the role of financial and nonfinancial loyalty rewards in enhancing customer loyalty. and sometimes service bundles do come with price discounts.” High satisfaction levels lead to improved future business performance. When having many services with the same firm. Once a family has its current account. the zone of affection is located at very high satisfaction levels.6. and (3) building higher-level bonds such as social. firms can do more to “bond” more closely with their customers. when customers are loyal to a company. (2) creating loyalty rewards. the relationship is so deep that switching becomes a major hassle. LO 8 Know how to deepen the relationship through crossselling and bundling. etc. Encouraging Loyalty through Financial and Nonfinancial Rewards Few customers buy only from only one supplier. with the same bank.27 STRATEGIES FOR DEVELOPING LOYALTY BONDS WITH CUSTOMERS H aving the right portfolio of customer segments. In addition to higher switching costs. the customer may achieve a higher service tier and receive better services. once there.28 Therefore. For example. One-stop shopping typically is more convenient and less hassle than buying individual services from different providers. consumers are loyal to several brands (sometimes described as “polygamous loyalty”) but avoid others. there is often also value for the customer too when buying all particular services from a single provider. mortgage. Specific strategies include (1) deepening the relationship through cross-selling and bundling. customers are not likely to switch unless they are very dissatisfied with the bank. and delivering high levels of satisfaction are a solid foundation for creating customer loyalty as shown in the wheel of loyalty in Figure 12. savings account. it is the loyalty program that will attract them to spend money. Therefore.29 We will discuss each of these three strategies next. customers are willing to switch if they find a better choice. However. the marketing goal is to strengthen the customer’s preference for one brand over others and to gain a greater share of the customer’s 372 Chapter 12 • Managing Relationships and Building Loyalty . Research shows that. Here.
32 Recent research in the credit card industry suggests that financial rewards-based loyalty programs strengthen the customers’ perception of the value proposition and lead to increased revenues due to fewer defections and higher usage levels. satisfaction with the core service can have a positive impact on buying from program partners. Many firms denominate their awards in miles that can be credited to a selected frequent flyer program. Well-designed loyalty programs can achieve increased share-ofwallet reward-based bonds.33 Interestingly. value of purchase.spending on that service category (also referred to as increasing “share-of-wallet”). Developing Customer Relationships 373 PART IV . No service business that has a rewards program for frequent users can ever afford to lose sight of its broader goals of offering high service quality and good value relative to the price and other costs incurred by customers. meet their needs.. customers can be frustrated with financial rewards-based programs so that instead of creating loyalty and goodwill. telecommunications providers. and café chains to courier services and cinema chains have or are launching similar reward programs in response to the increasing competitiveness of their markets. loyalty program rewards such as frequent flier miles (Figure 12.35 Sometimes. they breed dissatisfaction. In short. what the customer wants is just for the firm to deliver the basic service well. If you are dissatisfied with the quality of service. or believe that you can get better value from a less expensive service. where loyalty program points can also be earned with these companies).11). car rental firms.30 Incentives that offer rewards based on the frequency of purchase.11 American Airlines tries to make its loyalty program enticing. These rewards can be financial or nonfinancial in nature. Besides airlines and hotels. satisfaction with the service of program partners can have a positive impact on the buying of the core service. In the same way. (e. if a firm has loyalty program partners. and petrol stations). an airline may partner credit card companies.36 Finally. This can happen when customers feel they are excluded from a reward program because of low balances or volume of business. if the rewards are seen as having little or no value. These include discounts on purchases. an increasing number of service firms ranging from retailers (such as department stores. and they will be loyal. you may quickly become disloyal. and the cash-back programs provided by some credit card issuers. supermarkets. and solve their problems quickly and easily. or a combination of both. represent a basic level of customer bonding. hotels.37 Figure 12.g. air miles have become a form of promotional currency in the service sector. 34 Even well-designed rewards programs by themselves are not enough to keep a firm’s most desirable customers. Financial Rewards Financial rewards are customer incentives that have a financial value (also called “hard benefits”). and if redemption processes are too troublesome and time consuming. if they cannot redeem their loyalty points because of black-out dates during high-demand periods.31 book shops.
Examples include giving priority to loyalty program members on reservation wait lists and virtual queues in call centers.38 Nonfinancial rewards. Many loyalty programs also provide important status benefits to customers in the top tiers who feel part of an elite group (e. the Seven Stars card holders with Harrah’s Entertainment in our opening vignette) and enjoy their special treatment. SERVICE INSIGHTS 12. silver and gold card holders are entitled to special benefits. Nonfinancial Rewards Nonfinancial rewards (also called “soft benefits”) provide benefits that cannot be translated directly into monetary terms. early check-in. nonfinancial rewards directly relate to the firm’s core service and improve the customers’ experience and value perception. too. British Airways’ (BA) Executive Club members receive both air miles toward redemption of air travel awards and points toward silver or gold tier status for travel on BA.And some customers already have so many loyalty cards in their wallet that they simply are not interested in adding more cards to that pile. Customers tend to value the extra attention given to their needs and appreciate the implicit service guarantee offered by high-tier loyalty program memberships. especially if linked to higher-tier service levels. effectively combining financial and nonfinancial loyalty rewards. For instance. This includes efforts to meet their occasional special requests. Unlike financial rewards. he or she will be entitled to first-class standards of treatment at check-in and in the airport lounges. Not Just Frequency. Qantas. Some airlines provide benefits such as higher baggage allowances. and receiving special attention and appreciation make your stay more pleasant and makes you want to come back. However. Important intangible rewards include special recognition and appreciation. Miles can be accumulated for up to three years (after which they expire). even if a gold card holder is only traveling in economy class. such as priority reservations and a superior level of on-the-ground service. With the creation of the OneWorld alliance with American Airlines. at British Airways Unlike some frequent flyer programs. priority upgrading. getting priority for reservations. 374 Chapter 12 • Managing Relationships and Building Loyalty . redeeming loyalty points for free gifts does nothing for the guest experience.. access to airport lounges and the like to its frequent flyers. are typically more powerful than financial ones. but tier status is valid for only 12 months beyond the membership year in which it was earned.4 describes how British Airways has designed its Executive Club. In the hotel context. Higher-tier service can create a lot of value for customers. for example. Cathay Pacific.4 Rewarding Value of Use. even when they are only flying in economy class. late check-out. upgrades. Executive Club members have been able to earn miles (and sometimes points) by flying these partner airlines. in which customer usage is measured simply in miles. Service Insights 12. As shown in Table 12.g.1. and other airlines.
Concorde Room access at Heathrow Terminal 5 for those who earn 5. passengers earn points at double the economy rate if they travel in club (business class). Award someone else with a Silver Partner card on reaching 4. Points given also vary according to the class of service. However. To reward purchase of higher-priced tickets. Few passengers travel so often that they will be able to obtain the benefits of gold tier status (or its equivalent) on more than one airline. members of BA’s Executive Club are more likely to receive such invitations than other passengers.000 points Special privilege Source British Airways Executive Club.1 Benefits offered by British Airways to its most valued passengers Benefit Reservations Reservation assurance Silver-tier Members Dedicated silver phone line If flight is full. They do not want frequent travelers to believe that they can plan on buying a less expensive ticket and then automatically receive an upgraded seat. The objective of awarding tier status is to encourage passengers who have a choice of airlines to concentrate their travel on British Airways. allowing use of lounges even when not flying BA intercontinental flights Board aircraft at leisure Problem solving beyond that accorded to other BA travelers Priority wait list and standby Check-in desk Lounge access Preferred boarding Special services assistance Bonus air miles Upgrade for two Board aircraft at leisure +100% +100% Free upgrade to next cabin for member and companion after earning 2. lounge access anytime. regardless of travel class. www. guaranteed seat in economy when booking full fare ticket at least 24 hours in advance and checking in at least one hour in advance Higher priority Club (regardless of travel class) Club departure lounges for passenger and one guest regardless of class of travel Gold-tier Members Dedicated gold phone line If flight is full.500 points in same year. tickets at deeply discounted prices may earn fewer miles and no points at all. another upgrade for two after 3. Unlike many airlines. use of arrivals lounges. Table 12. Developing Customer Relationships 375 PART IV . Longer trips earn more points than shorter ones.This means that the right to special privileges must be re-earned each year. guaranteed seat in economy when booking full fare ticket at least 24 hours in advance and checking in at least one hour in advance Highest priority First (regardless of travel class) First-class departure lounge for passenger and one guest. and at triple the rate in first class.500 points within membership year. Tier status is an important consideration.500 tier points in one year. accessed July 2011. Although the airline makes no promises about complimentary upgrades.com/travel/ecbenftgold/public/en_us. BA tends to limit upgrades to situations in which a lower class of cabin is overbooked.britishairways.
and the newspaper they want to receive in the morning. and (3) structural bonds. There is an element of trust.41 Social Bonds Customization Bonds These bonds are built when the service provider succeeds in providing customized service to its loyal customers. Figure 12. For example. They are created by getting customers to align their way of doing things with the supplier’s own processes. reward-based loyalty programs are quite easy for other suppliers to copy and seldom provide a sustained competitive advantage. when customers arrive at their hotel. and structural bonds in enhancing loyalty.42 For example. but they are also harder for other suppliers to imitate. they can be a major loyalty driver for the organization. This situation makes it more difficult for 376 Chapter 12 • Managing Relationships and Building Loyalty . A firm that has created social bonds with its customers has a better chance of keeping them for the long term because of the trust the customers place in the staff.LO 10 Appreciate the power of social. In contrast.12) or experiences between customers. Firms offering customized service are likely to have more loyalty customers. higher-level bonds tend to offer a longer-term competitive advantage. 40 When social bonds include shared relationships (Figure 12.13 Starbucks’ employees are encouraged to learn their customers’ preferences. Starbucks’ employees are encouraged to learn their regular customers’ preferences and customize their service accordingly (Figure 12. (2) customization. he or she may find it difficult to adjust to another service provider who is not able to customize the service (at least immediately as it takes time for the new provider to learn about someone’s needs and preferences). Many large hotel chains capture the preferences of their customers through their loyalty program databases. These range from preferred drinks and snacks in the mini bar. Structural Bonds Structural bonds are commonly seen in B2B settings.39 Social bonds are more difficult to build than financial bonds and may take longer to achieve.12 A knowledgeable and charismatic lecturer helps build social bonds with students. which is important for loyalty. such as in country clubs or educational settings. they find that their individual needs have already been met. customization. which are (1) social. We discuss next the three main types of higher-level bonds. to the kind of pillow they like.13). When a customer becomes used to this special service.43 Figure 12. thus linking the customer to the firm. Have you ever noticed how your favorite hairdresser calls you by your name when you go for a haircut or how she asks why she hasn’t seen you for a long time? Social bonds are usually based on personal relationships between providers and customers. However. Building Higher-Level Bonds One objective of loyalty rewards is to motivate customers to combine their purchases with one provider or at least make it the preferred provider.
S o far. bonds will not work well unless they also generate value for the customer! STRATEGIES FOR REDUCING CUSTOMER DEFECTIONS LO 11 Understand what factors cause customers to switch to a competitor. For instance. Keaveney.” Journal of Marketing 59 (April 1995).competitors to draw them away.44 These were: Service Failure/Recovery Core Service Failure • Service mistakes • Billing errors • Service catastrophe Service Encounter Failures • Uncaring • Impolite • Unresponsive • Unknowledgeable Response to Service Failure • Negative • None • Reluctant Value Proposition Pricing • High • Increases • Unfair • Deceptive Service Switching Inconvenience • Location/hours • Wait for appointment • Wait for service Competition • Found better service Others Involuntary Switching • Customer moved • Provider closed Source Ethical Problems • Cheat • Unsafe • Hard sell • Conflict of interest Adapted from Susan M. processes.14 What drives customers to switch away from a service firm? Developing Customer Relationships 377 PART IV .1)? In general. A complementary approach is to understand the drivers for customer defections. social. also called customer churn. 71–82. and special treatment benefits that customers desire (refer to Service Insights 12. and equipment. we have discussed drivers of loyalty and how to tie customers more closely to the firm. Analyze Customer Defections and Monitor Declining Accounts The first step is to understand the reasons for customer switching. Have you noticed that. Susan Keveaney conducted a large-scale study across a range of services and found several key reasons why customers switch to another provider (Figure 12. too.14). while all these bonds tie a customer closer to the firm. This simplifies and speeds up the task of making new bookings. Structural bonds can be created in a B2C environment. and how to reduce such switching. and work on eliminating or at least reducing those drivers. Examples include joint investments in projects and sharing of information. “Customer Switching Behavior in Service Industries: An Exploratory Study. insurance coverage. and so forth. some car rental companies offer travelers the opportunity to create customized pages on the firm’s website where they can get details of past trips including the types of cars. Figure 12. they also deliver the confidence.
such as a service failure followed by an unsatisfactory service recovery. Implement Effective Complaint Handling and Service Recovery Procedures Effective complaint handling and excellent service recovery are important to keep unhappy customers from switching providers.45 Some firms even try to predict churn of individual accounts.5. For example. or unfair pricing (30%). many providers now offer handset replacement programs. But be careful on how to reward save teams—see Service Insights 12. This includes the analysis of data from churned and declining customers. Inconvenience in terms of time. To prevent handset-related churn. exit interviews (call center staff often have a short set of questions they ask when a customer cancels an account to gain a better understanding of why customers defect).u u u u u Core service failures (44% of respondents). There are often industry-specific churn drivers as well. 378 Chapter 12 • Managing Relationships and Building Loyalty . The main job of save team employees is to listen to customer needs and issues and try to address these with the key focus of retaining the customer. Many service firms regularly conduct what is called churn diagnostics. and having fair and transparent pricing (Chapter 6). Well-managed firms make it easy for customers to voice their problems and respond with suitable service recovery strategies. They train call center staff. The objective is to predict when a customer might switch. and in-depth interviews of former customers by a third-party research agency. as new subscription plans usually come with heavily subsidized new handsets. many firms take active steps to retain customers. Some providers even provide handsets free to high-value customers or against redemption of loyalty points. Poor response to service failure (17%). called “save teams. reducing inconvenience and other nonmonetary costs. such as sending a voucher and/or having a customer service representative call the customer to check on the health of the customer relationship and start corrective action if needed. Address Key Churn Drivers Keaveney’s findings show the importance of addressing some general churn drivers by delivering quality service (see Chapter 14). These systems keep track of the activity in individual customer accounts. High.” who deal with customers who intend to cancel their accounts. In addition to measures to prevent churn. Important accounts at risk are flagged and efforts are made to keep the customer. Many respondents decided to switch after a series of related incidents. handset replacement is a common reason for cellular phone service subscribers to discontinue an existing relationship. location. Dissatisfactory service encounters (34%). For example. which typically yield a more detailed understanding of churn drivers. offering current subscribers heavily discounted new handsets at regular intervals. cell phone service providers use churn alert systems. or delays (21%). deceptive.
p. As claimed by the attorney general’s office. “AOL to Pay $1. In that way. especially when many direct debits. and other related banking services are tied to that account. 5B. not stealth retention programs. a previously inert customer may have enough and switch the service provider. and this will reduce the intention to switch.” USA Today. said. 25. credits. AOL eventually agreed to pay $1. New York’s Attorney General at the time.48 Switching costs can also be created by having contractual penalties for switching. For example.5 Churn Management Gone Wrong America Online (AOL) found itself on the wrong end of churn management when about 300 of its subscribers filed complaints with the New York state attorney general’s office. it is a lot of work for customers to change their primary banking account. and to provide up to four months’ worth of refunds Source to all New York subscribers who claim that their cancellations had been ignored (AOL did not admit to any wrongdoing in that settlement).47 Many services have natural switching costs. A firm with high switching barriers and poor service quality is likely to generate negative attitudes and bad word-of-mouth.46 We will discuss in depth on how to do that effectively in Chapter 13. “This agreement helps to ensure that AOL will strive to keep its customers through quality service. What went wrong? AOL had been rewarding its call center employees for “saving” customers who called in to cancel their service. customers will remain satisfied. At some point. this may have led AOL’s employees to make it difficult to cancel service. Employees could earn high bonuses if they were able to persuade half or more of such customers to stay with the firm. However. AOL agreed in a settlement to have service cancellations requests recorded and verified by a third-party monitor.25 million in penalties and costs and to change some of its customer service practices to settle the case. Also.SERVICE INSIGHTS 12.49 Developing Customer Relationships 379 PART IV . Increase Switching Costs Another way to reduce churn is to increase switching barriers. many customers are reluctant to learn about the products and processes of a new provider. such as the transfer fees payable to some brokerage firms for moving shares and bonds to another financial institution. firms need to be careful so that they are not seen as holding their customers hostage. Eliot Spitzer.08.25M to Settle Spitzer Probe. After an investigation by the State of New York. As a response.” The Associated Press. saying that AOL had ignored their demands to cancel the service and stop billing them.2005.
demographics.6 highlights some common CRM applications. Sales leads.50 It should be seen as enabling the successful implementation of the Wheel of Loyalty. This can result in a vast service improvement and increased customer value. and to tailor the service accordingly. • Data analysis. segment. and immediately costly and complex IT systems and infrastructure come to mind. CRM systems also allow firms to judge the effectiveness of marketing campaigns through the analysis of responses. platinum callers get priority in waiting loops. purchasing history. • Sales force automation.51 From a company’s perspective. 380 Chapter 12 • Managing Relationships and Building Loyalty . at each transaction. • Call center automation. Mining of customer data allows the firm to target its market. Common Objectives of CRM Systems CRM systems allow customer information to be captured and deliver it to the various touchpoints.52 Service Insights 12. Personalization and improved communication will result in more loyalty. or history of a service problem. The data captured is analyzed and grouped by the system according to criteria set by the firm. and up-sell opportunities can be effectively identified and processed. and even implement churn alert systems that signal if a customer is in danger of defecting.6 Common CRM Applications • Data collection. cross-sell. Let’s first look at CRM systems before we move to a more strategic perspective. This results in increasing the return on investment (ROI) on its marketing expenditure. CRM: CUSTOMER RELATIONSHIP MANAGEMENT S ervice marketers have understood for some time the power of relationship management. For example. better target promotions and crossselling. A good CRM system allows the firm to achieve one-toone marketing and cost savings. This is used to tier the customer base and tailor service delivery accordingly. mention CRM. the person serving the customer will have easy access to the customer’s relevant account details. caller ID and account numbers allow call centers to identify the customer tier the caller belongs to. SERVICE INSIGHTS 12.LO 12 Understand the part played by Customer Relationship Management (CRM) systems in delivering customized services and building loyalty. The entire sales cycle from lead generation to close of sales and aftersales service can be tracked through the CRM system. and the like. the neighborhood car repair shop. and providers of banking services to high-net-worth clients. From a customer perspective. and tier its customer base. • Marketing automation. and certain industries have applied it for years. knowledge of customer preferences and past transactions. Furthermore. Call center staff have customer information at their fingertips and can improve their service levels to all customers. This means that. However. CRM systems allow the company to better understand. But CRM is actually the whole process by which relations with the customers are built and maintained. service preferences. The system captures customer data such as contact details. often through loyalty and retention programs. well-implemented CRM systems deliver customization and personalization. Examples include the corner grocery store.
15 An integrated framework for CRM strategy. For customer relationship management to have a positive impact on a firm’s performance.6).” Journal of Marketing 69 (October 2005): 167–176. including the company’s vision. loyalty rewards. It is usually the responsibility of top management. the design of loyalty bonds. Value creation translates business and customer strategies into value propositions for customers and the firm. and Strategy Development Process Business Strategy • Business vision • Industry and competitive analysis 2. ather than viewing CRM as a technology. Figure 12. Source Adapted from: Adrian Payne and Pennie Frow. the firm’s strategy is key.WHAT DOES A COMPREHENSIVE CRM STRATEGY INCLUDE? 53 R 1. industry trends. including -Higher tier services -Loyalty rewards -Customization Dual Creation of Value Value Organization Receives • Acquisition economics • Retention economics • Share-of-wallet Customer Segment Lifetime Value Analysis Multichannel Integration Process Sales force Outlets Telephony Direct marketing Electronic commerce Mobile commerce • • • • Integrated Channel Management Performance Assessment Process Stakeholder Results Customer value Employee value Shareholder value Cost reduction • • • • Customer Strategy Target segments Tiering of service Loyalty bonds Churn management CRM Process Monitoring Data Repository IT systems Analysis tools Front-office applications Back-office applications Information Management Process Figure 12. The value created for customers includes all the benefits that are delivered through priority tiered services. customer base tiering. and competition. we should view it as a system that focuses on the profitable development and management of customer relationships. Developing Customer Relationships 381 PART IV Marketing & Service Delivery Performance Monitoring • Customer metrics • Service delivery standards . Figure 12. including the choice of target segments. and churn management (as discussed in the Wheel of Loyalty. “A Strategic Framework for Customer Relationship Management.15 provides five key processes involved in a CRM strategy: Strategy development involves looking at business strategy.54 Therefore. business strategy should guide the development of customer strategy. Value Creation Process Value Customer Receives • Value proposition.
credit assessment.. The values created for the firm include reduced customer acquisition and retention costs. and churn alert systems. procurement. Figure 12. 382 Chapter 12 • Managing Relationships and Building Loyalty .16 Airport self checkin kiosks represent another service touchpoint that needs to be integrated into an airline’s CRM system. customers. increased share-of-wallet. customer profiling. Multi-channel integration. Customers need to participate in CRM (e. and offer a unified customer interface that delivers customization and personalization.16). • Back-office applications. Performance assessment must address three critical questions: • Is the CRM strategy creating value for its key stakeholders (i. which support internal customer-related processes. • Analytical tools such as data mining packages. employees. Service delivery across many channels depends on the firm’s ability to collect customer information from all channels at the various touchpoints (Figure 12. CRM’s channel integration addresses this challenge.customization and personalization. including. and financial processing. • Front-office applications. The information management process includes: • The data repository that contains all the customer data.g. logistics. and reduced customer serving costs. which support activities that involve direct customer contact. • IT systems including IT hardware and software. Most service firms interact with their customers through a multitude of channels. CRM seems most successful when there is a win-win situation for the firm and its customers..55 3. including sales force automation and call center management applications. and shareholders)? 4. • Specific application packages such as campaign management analysis. and it has become a challenge to serve customers well across these many potential interfaces.e. through volunteering information) so that they benefit from the firm’s CRM strategy. Information management. 5.
employee training. online services and distributions. from customer contact centers. Failing to re-engineer business processes. Are the relevant strategies being set? Is customer and firm value being created? Is the information management process working effectively? Is integration across customer service channels being achieved effectively?) Common Failures in CRM Implementation Unfortunately. which are often lacking. The wide-ranging scope of CRM makes it challenging to implement and to get it right.g. Insufficient appreciation of customer lifetime value (LTV). A key reason for this high failure rate is that firms often think just installing CRM systems is having a customer relationship strategy. the CRM implementation failure rate is 55%. the CRM implementation will not be successful. They forget that the system is just a tool to enhance the firm’s customer servicing capabilities. It is nearly impossible to implement CRM successfully without redesigning customer service and back-office processes...g. u u u u Developing Customer Relationships 383 PART IV . Lack of customer focus. and cross-selling initiatives).. and Accenture claims it to be as high as around 60%. Without ownership and active involvement from top management.g. Common reasons for CRM failures include:56 u Viewing CRM as a technology initiative. and processes (e. This often results in a lack of direction from management and a lack of understanding of customers and markets during implementation. rather than redesigning the processes to fit a customer-centric CRM implementation.g. by using activity-based costing as discussed in Chapter 6).. It’s easy to let the focus shift toward technology and its features. Many implementations fail because CRM is being fitted into existing processes. CRM cuts across many departments and functions (e. Inadequate support from top management. and is not the strategy itself. to branch operations. programs (ranging from sales and loyalty programs to launching of new services. from credit line authorization all the way to complaint handling and service recovery). and IT departments). and retention to customer satisfaction) and service delivery performance objectives (e. According to the Gartner Group. with the result that the IT department rather than top management or marketing taking the lead in coming up with the CRM strategy. Redesigning also requires change management and employee involvement and support. Marketing does not take into account the different profitabilities of different customers. the servicing costs for different customers are often not well captured (e.. shareof-wallet.g. • Are the marketing objectives (ranging from customer acquisition. the majority of CRM implementations have failed in the past. Furthermore. Furthermore. call center service standards such as call waiting) being achieved? • Is the CRM process itself performing up to expectations? (e. Many firms implement CRM without the goal of allowing for improving service delivery for valued customers across all delivery channels.
However. to new accounts. service firms should focus on clearly defined problems within their customer relationship cycle.17). Answering these questions can even lead to the conclusion that a CRM system may not be the best investment or highest priority at the moment. 3. Experienced McKinsey consultants believe that even CRM systems that have yet to show results can still be turned around.7). 5. They recommend taking a step back and focusing on how to build customer loyalty. more and more firms are getting it right. why haven’t we taken more steps in that direction in the past? What can we do today to develop customer relationships without spending a lot on technology?61 4.59 Rather than using CRM to transform entire businesses through the implementation of the CRM model shown in Figure 12. we emphasize that the system is merely a tool to drive the strategy and must thus be customized to deliver that strategy (Figure 12. These narrow CRM strategies often reveal additional opportunities for further improvements. Being aware and actively avoiding these weaknesses is a first step toward a successful CRM implementation. one way to take advantage of the full potential of CRM is to make customer knowledge available in real time to all employees who need it.17 CRM can help companies create two-way channels with customers. taken together.58 Even CRM systems that have been implemented but have not yet shown results can be well positioned for future success.15. firms can put their CRM strategies at risk if customers believe that CRM is being used in a way that is harmful to them. “No longer a black hole.57 Examples include feeling that they are not being treated fairly (including not being offered attractive pricing or promotions that are offered. for example. Figure 12. In the long run. which. In any case. CRM is becoming a basic building block of corporate success. Firms frequently fail to integrate customer data that usually are scattered across the organization. but not to existing customers) and potential privacy concerns (see Service Insights 12.” argue Darrell Rigby and Dianne Ledingham.u Underestimating the challenges in data integration. How should our value proposition change to increase customer loyalty? How much customization or one-to-one marketing and service delivery is appropriate and profitable? What is the incremental profit potential of increasing the share-of-wallet with our current customers? How much does this vary by customer tier and/or segment? How much time and resources can we allocate to CRM right now? If we believe in customer relationship management.60 Among the key questions managers should ask when defining their customer relationship strategy are: 1. 384 Chapter 12 • Managing Relationships and Building Loyalty . can develop into broad CRM implementation extending across the entire company. 2. How to Get CRM Implementation Right Despite the horror stories of millions of dollars sinking into unsuccessful CRM projects. rather than focusing on the technology itself.
” Customer: “How do you know?” Operator: “You borrowed the book ‘Popular Soybean Dishes’ from the City Library last week.aclu.” Customer: “I would like to order a large seafood pizza …” Operator: “Sir.lawdebt.” Customer: “Why?!?” Operator: “According to your medical records. you’ve reached your daily machine withdrawals limit for today. it’s …. Linda speaking.org/pizza.” Customer: “OK.6468 …” Customer: “#@$#@%^%%@” Operator: “Sir. Developing Customer Relationships 385 PART IV Customer: “Never mind. ACLU is a nonprofit organization that campaigns against government’s and corporations’ aggressive collection of information on people’s personal life and habits. could I please have the number of your multi-purpose smart card?” Customer: “Hold on ….pdf (accessed in January 2006) and a video created by the American Civil Liberties Union (ACLU) available at www. your cell phone number is 992-4566.” Customer: “Can I pay by credit card?” Operator: “I’m afraid you’ll have to pay us cash. Sir. Sir. how may I help you?” Customer: “Good evening. Just send the pizzas.7 CRM Extreme—A Glimpse into Ordering Pizza in 2018? Operator: “Thank you for calling Pizza Delight. but if you don’t want to wait you can always come and collect it on your Harley. and your office number is 432-9377. How much will that be?” Operator: “That should be enough for your family of eight. can I order …” Operator: “Sir. Sir. Sir. um … CA-4555 9831.” Operator: “Thank you! Can I please confirm you’re Mr Thompson calling from 10940 Wilford Boulevard? You are calling from your home number 432-3876. Based on the records. please watch your language. I give up … Get me three large ones then.A. That’s excluding the late payment charges on your home equity loan.” Customer: “What? … What do you recommend then?” Operator: “Try our Low Fat Soybean Yoghurt Pizza. Remember. How long is it gonna take?” . that’s not a good idea.” Customer: “How in the world did you get my address and all my numbers?” Operator: “Sir. Sir?” Source This story was adapted from various sources. before taking your order. You’ll like it.” Operator: “About 45 minutes Sir.” Operator: “You can’t do that. registration number L.com/gazette/nov2004/nov2004. we are connected to the Integrated Customer Intimacy System. you have very high blood pressure and a far too high cholesterol level.435. The total is $54. on 28th April 2017 you were convicted of using abusive language at a traffic warden …” Customer: (Speechless) Operator: “Is there anything else. This video aims to communicate the privacy threats that CRM poses to consumers.88. Your credit card is over the limit and your checking account has an overdue balance of $2.” Customer: “I guess I’ll have to run to the ATM and withdraw some cash before your guy arrives. Sir.SERVICE INSIGHTS 12. I’ll have the cash ready. including www. Sir.90.
firms can then create loyalty bonds to strengthen the relationship. the focus should be on increasing profitability through building volume. The satisfaction loyalty relationship can be divided into three main zones: defection. (3) account-specific servicing costs. perceptions that pricing is deceptive and unfair. friendship with the service provider. cutting servicing costs. The foundation delivers confidence benefits to its loyal customers. and as a last resort even ending unprofitable relationships.g. which divides the customer base into different value tiers (e. o Common causes for customers to switch include core service failures and dissatisfaction. LO 6 u Manage the customer base via service tiering. including feeling that there is less risk of something going wrong. ability to trust the provider. 386 Chapter 12 • Managing Relationships and Building Loyalty . increasing prices. To truly understand the profit impact of the customers. platinum. and (4) price premiums. and (5) discount rate for future cash flows. LTV calculations need to include (1) acquisition costs. it is not true that loyal customers are always more profitable. Social benefits. Once the foundation is laid. (2) reduced operation costs. and affection. customer acquisition costs can be amortized over a longer period of time. There are three different types of customer bonds: LO 8 u Cross-selling and bundling deepen relationships that make switching more difficult and often increase convenience through one-stop shopping. Only highly satisfied or delighted customers who are in the zone of affection will be truly loyal. indifference. firms also have to work on reducing customer churn.g. To build the foundation for loyalty. (3) referral of new customers. LO 2 u However.CHAPTER SUMMARY LO 1 u Customer loyalty is an important driver of a service firm’s profitability. o LO 4 u It is not easy to build customer loyalty. inconvenience. firms need to learn how to calculate the LTV of their customers. including being known by name. customiza- o LO 11 u The final step in the Wheel of Loyalty is to o understand what causes customers to leave and then systematically reduce these churn drivers. and recognition and appreciation). (2) revenue streams. The profits derived from loyal customers come from (1) increased purchases. extra services. These bonds tend to be more difficult to be copied by competition than reward-based bonds. (4) expected number of years the customer will stay with the firm.. Finally. loyalty points) and nonfinancial rewards (e. including better prices.g. LO 9 u Loyalty programs aim at building share ofwallet through financial rewards (e. firms need to build a foundation for loyalty without which loyalty cannot be achieved. o Loyalty bonds are used to build relationships with customers. firms need to: LO 5 u Segment the market and target the “right” customers. It helps to tailor strategies to the different service tiers. tion. highertier service levels. Loyalty benefits deliver social and special treatment benefits. Firms need to choose their target segments carefully and match them to what the firm can do best. o First. and lead). LO 3 u Customers are only loyal if there is a benefit for them to be so. and structural bonds. and enjoyment of certain social aspects of the relationship. and poor response to service failures. Firms need to focus on customer value. and higher priority. iron. LO 10 u Higher-level bonds include social.. For the lower tiers. The higher tiers offer higher value for the firm but also expect higher service levels. The Wheel of Loyalty offers a systematic framework that guides firms on how to do so. and receipt of the firm’s highest level of service. Special treatment benefits. instead of just going for customer volume. Also. gold. The framework has three components that follow a sequence. LO 7 u Understand that the foundation for loyalty lies in customer satisfaction. Common benefits customers see in being loyal include: o Confidence benefits. They may expect price discounts for staying loyal. besides focusing on loyalty..
and potentially increase customers’ switching costs.g.o To prevent customers from switching. which includes the data repository. tiering of service. and design of loyalty rewards. and front. from the website to the branch office) Information management. campaign management analysis and churn alert systems). An effective CRM strategy includes five key processes: o Strategy development. o Multi-channel integration to provide a unified customer interface across many different service delivery channels (e. which has to address the three questions of: (1) Is the CRM creating customers and the firm? value for o LO 12 u Finally. firms should analyze and address key reasons why their customers leave them. CRM systems should be seen as enabling the successful implementation of the Wheel of Loyalty. Value creation. priority wait-listing and upgrades). including delivering benefits to customers through tiered services and loyalty programs (e.and back-office applications. o Developing Customer Relationships 387 PART IV .. analytical tools (e.. including choice of target segments.g.. Performance assessment. have good complaint handling and service recovery processes in place. o (2) Are its marketing objectives being achieved? (3) Is the CRM system itself performing according to expectations? Performance assessment should lead to continuous improvement of the CRM strategy and system.g. CRM systems are particularly useful when firms have to serve large numbers of customers across many service delivery channels.
388 Chapter 12 • Managing Relationships and Building Loyalty . Having a firm grasp of these keywords and how they are used is essential to helping you do well on your course. go forth and market. pronto. They are integral to understanding the services marketing concepts taught in each section. Tally your score at the end and see if you earned the right to be called—a services marketeer. There should be a marketing concept named after you. and in the real and very competitive marketing scene out there. I know what you didn’t do all semester. Now. SCORE 0 – 13 14 – 25 26 – 40 41 – 52 53 – 64 65 – 68 Services Marketing is done a great disservice. give yourself a point (and a pat on the back).UNLOCK YOUR LEARNING These keywords are found within the sections of each Learning Objective (LO). By George! You’re getting there. The midnight oil needs to be lit. LO 1 1 2 3 4 5 6 7 8 9 Customer loyalty Loyalty effect Price premium Profitability Referrals Value of loyal customers LO 6 LO 2 Acquisition costs Acquisition revenues Customer lifetime value 10 Net present value 11 Value of referrals 12 13 14 15 Confidence benefits Relational benefits Social benefits Special treatment benefits 23 24 25 26 27 28 29 30 31 Customer base Customer pyramid Customer retention Gold Iron Lead Loyalty programs Platinum Tiering of service 52 53 54 55 57 58 59 60 61 62 63 64 65 66 67 68 Customer defections Declining accounts Service recovery Switching costs CRM implementation CRM strategy CRM systems Customer lifetime value Customer relationship management Data integration Failures in CRM Information management Multichannel integration Performance assessment Strategy development Value creation LO 12 56 CRM applications LO 7 LO 3 32 Customer satisfaction 33 Satisfaction—loyalty relationship 34 Service quality 35 Zone of affection 36 Zone of defection 37 Zone of indifference 38 Deepening the relationship 39 40 41 42 Financial rewards “Polygamous loyalty” “Share-of-wallet” Nonfinancial rewards LO 8 LO 9 LO 4 16 Build foundation for loyalty 17 Create loyalty bonds 18 Reduce churn drivers 19 Wheel of Loyalty 20 Loyalty leaders 21 Searching for value 22 Targeting LO 5 LO 10 43 Customization bonds 44 Higher-level bonds 45 Social bonds 46 Structural bonds 48 49 50 51 LO 11 47 Churn diagnostics How well do you know the language of services marketing? Quiz yourself! Churn drivers Churn management Complaint handling Customer churn Not for the academically faint-of-heart For each keyword you are able to recall without referring to earlier pages.
6. WORK YOUR ESM Application Exercises 1. complete the following sentence: “I am loyal to this business because …” What conclusions do you draw about (a) yourself as a consumer. Ask them about potential concerns and improvement suggestions they may have about their organizations’ CRM systems. Use open-ended questions. Identify some key measures that can be used to create customer bonds and encourage longterm relationships with customers. Developing Customer Relationships 389 PART IV . “Has participating in the program changed your purchasing/usage behavior in any way?” . 9. and whether or not the CRM systems (a) help them understand their customers better and/or (b) lead to improved service experiences for their customers. 3. “What did you like least?” and “What are some suggested improvements?” Analyze what features make loyalty/membership programs successful. 5. and what features do not achieve the desired results. Design a questionnaire and conduct a survey asking about two loyalty programs. Now. best about this loyalty membership program?” . Approach service employees in two or three firms with implemented CRM systems. 7. such as “What motivated you to sign up in the first place?”“Why are you using this program?” . available?” “Did membership in the program .KNOW YOUR ESM Review Questions 1. and (b) the performance of each of the businesses in Exercise 1? Assess whether any of these businesses managed to develop a sustainable competitive advantage through the way it won your loyalty. Identify two service businesses that you used several times but have now stopped to buying from (or plan to stop soon) because you were dissatisfied. what conclusions do you draw about yourself and the firms in Exercise 3? How would each of these firms avoid your defection? What could each of these firms do to avoid defections in the future of customers with a profile similar to yours? Evaluate the strengths and weaknesses of two frequent user programs. Assess how each program could be improved further. 2. Complete the sentence: “I stopped using (or will soon stop using) this organization as a customer because …” Again. each one from a different service industry. lead to any immediate benefits in the use of the service?” “What are the three things you like . Use frameworks such as the Wheel of Loyalty to guide your analysis and presentation. . Ask the employees about their experience interfacing with these systems. “Has it made you less likely to use competing suppliers?” “What do you think of the rewards . The second should be about a loyalty program that is not well perceived and does not seem to add value to the customer. 3. 8. for each business. 4. Identify three service businesses that you buy from on a regular basis. What are the arguments for spending money to keep existing customers loyal? What is the role of CRM in delivering a customer relationship strategy? 7. The first is about membership/loyalty programs your classmates or their families like best and keep them loyal to that firm. What is tiering of services? Explain why it is used and what are its implications for firms and their customers. Why is customer loyalty an important driver of profitability for service firms? Why is targeting the “right customers” so important for successful customer relationship management? How can you estimate a customer’s lifetime value (LTV)? How do the various strategies described in the Wheel of Loyalty relate to one another? How can a firm build a foundation for loyalty? 6. 2. 5. 4.
3 (2003): 196–208. 1 (2004): 7–18. Boston: MA. W. Today’s Leaders Build Lasting Relationships. Verhoef. Reichheld and Sasser. Donald R. (Singapore: Prentice Hall. Ravi Dhar and Rashi Glazer. “2007 Chief Of The Year: Tim Stanley. Lemon. cit. Werner Reinartz and V. Dowling and Mark Uncles. N. Jochen Wirtz.html. accessed March 12.Y. and Wrong Customers.com. Journal of Services ” Marketing 18. 2001. Voight.ENDNOTES 1 Stanley. Nicole Koschate. 8. Grahame R.harvard. Frederick F Reichheld and Phil Schefter. “E-Loyalty—Your Secret Weapon on the Web. Katherine N.html. jsp?vnu_content_id=1003641351. (September).com/bw/news/recent_display.harrahs. op. ” www.cognos. Kumar. 2002): 105–113. Loyalty Effect. accessed March 12. Kumar. James L. no. Hoyer. . Harvard Business Review 81.brandweek. edu/multimedia/flashtools/cltv/index. 2012. Loyalty Rules—How . and Wayne D. 3 (2004): 271–292. Heskett. 2012. no. Christian Homburg. ” Harvard Business Review (October 1990): 105–111. www. 3 (2004): 187–197. 17. 2012. 84–85. Frederick F Reichheld. Brandweek. “The Mismanagement of Customer Loyalty. Lehmann. Harvard Business School Press. Boston: Harvard Business School Press. no. “The Long-Term Impact of Loyalty Programs on Consumer Purchase Behavior and Loyalty. “Zero Defections: Quality Comes to Services. Hogan. ” in Services Marketing in Asia—A Case Book. “Retaining and Divesting Customers: An Exploratory Study of Right Customers. Hoover. Reinartz and V. accessed March 12. “What is the True Cost of a Lost Customer?” Journal of Services Research 5. by Jochen Wirtz and Christopher Lovelock eds. Fock.jhtml?articleID=204702770. John E.. “Total rewards pays off for Harrah’s. Earl Sasser. 2012. see Sunil Gupta. For a discussion on how to evaluate the customer base of a firm. The . see http://hbsp. (2007). Boston: Harvard Business Press. T. “Hedging Customers. Frederick F Reichheld and Thomas Teal. 15 13 9 Werner J. 2001. Optimize: Business Strategy & Execution for CIOs. 2012. 2005. 379–396). To use a customer lifetime value calculator and see a worked problem. and Barak Libai. Earl Sasser. and Peter C. and Sanjay Singh.informationweek. “The Theoretical Underpinnings of Customer Asset Management: A Framework and Propositions for Future Research. www. Loyalty Rules—How . Boston: MA.. ” Harvard Business Review (July–August. 1996. Lemon. 2008: 9–13. Journal ” of the Academy of Marketing Science 32. Frederick F Reichheld. (February). no. no. see ” Ka-shing Woo and Henry K. “Customer Asset Management at DHL in Asia. Journal of ” Marketing 64 (October 2000): 17–35. InformationWeek. J. and Jennifer Ames Stuart. “Do Customer Loyalty Programs Really Work?’ Sloan Management Review (Summer 1997): 71–81. Harvard ” Business Review (July 2002): 86–94.com/ story/showArticle. Indranil Sen. Harvard Business School Press. “Do Satisfied Customers Really Pay More? A Study of the Relationship Between Customer Satisfaction and Willingness to Pay. (May ” 2003): 86–92 10 11 12 2 3 14 4 5 6 7 16 17 8 18 390 Chapter 12 • Managing Relationships and Building Loyalty . 43. 4 (October ” 2007): 19–35.com.com/company/ ” success/harrahs. ‘At-Risk’ Right Customers. The Ownership Quotient. It has even been suggested to let “chronically dissatisfied customer go to allow front-line staff focus on satisfying the ‘right’ customers. Journal of Marketing 71. “Valuing Customers. accessed March 12. J. ” (December 2007) www. “On the Profitability of Long-Life Customers in a Noncontractual Setting: An Empirical Investigation and Implications for Marketing. Ruth Bolton. Yuping Liu. accessed March 12. . Journal of Marketing 69 (April 2005): ” 84–96. “High stakes analytics. (2006). and Joe Wheeler. Katherine N. Jr. Journal of Marketing ” Research 41. 45. Today’s Leaders Build Lasting Relationships. Frederick F Reichheld and W.
Stanley Huang. 26 Florian V. Berry and A. Myers. “The Right Way to Manage Unprofitable Customers. and Katharine N. Journal ” of Service Research 11.. Christian Homburg. Ina Garnefeld. and How Should It Be Implemented?” Journal of Marketing 72. Vikras Mittal. 5th ed. Leo Huang. and Valarie A. no.. “The Influence of Loyalty Programs and Short-Term Promotions on Customer Retention. Leonard L. 136–142). 5 (2008): 110–130. and Dwayne D. Keiningham. “An Approach to Develop Effective Customer Loyalty Programs: The VIP Program AT T & T Supermarkets Inc. Heiner Evanschitzky. “Walk Your Talk: An Experimental Investigation of the Relationship between Word of Mouth and Communicators’ Loyalty. 1 (2003): 37–50. Wangenheim. no. “The Customer Pyramid: Creating and Serving Profitable Customers. Elizabeth Esfahani. 5 ” (September–October 2006): 426–439. “Consequences of Customer Loyalty to the Loyalty Program and to the Company. Kumar. no. Lemon. “Customer Prioritization: Does It Pay Off. but the greatest positive impact is seen at the upper extreme levels of satisfaction. John T. Journal of Service Research 14. October 2004. Zeithaml. Matthew Sarkees. Katherine N. Ramaseshan. and Andreas Eggert. 1991. “How Effective Are Loyalty Reward Programs in Driving Share of Wallet?” Journal of Service Research 9. ING Direct. 4 (2009): 440–454. and Larry Scott. Zeithaml. Journal of ” Marketing 67. accessed March 12. See also: Beth Davis-Sramek. 4 (Summer 2001): 118–142 Werner J. “The Impact of Customer Relationship Characteristics on Profitable Lifetime Duration. 6 (2009): 702–720. no. Reinartz and V. “Creating Commitment and Loyalty Behavior among Retailers” What Are the Roles of Service Quality and Satisfaction?” Journal of the Academy of Marketing Science 37. NY: McGraw-Hill. Michael Lewis. and Heather Evans. Tiffany PerkinsMunn. Parasuraman. Chapter 7. no. no. 2008). B. “The Value of Different Customer Satisfaction and Loyalty Metrics in Predicting Business Performance. Tang. “Bottom-Feeding for Blockbuster Business. Markus Blut. “The Reinforcing Effects of Loyalty Program Partnerships and Core Service Usage. Not only is there a positive relationship between satisfaction and share of wallet. and Christopher S. Verena Richelsen. Journal of Marketing ” Research 41 (August 2004): 281–292. no. Rex S. Managing Service Quality ” 19. “The Impact of Customer Satisfaction on Share of Wallet in a Business-to-Business Environment. Journal of the Academy ” of Marketing Science 26 (July 2011) (published online). 1 ” (2011): 93–107. Mentzer. Sabrina Helm. 1 (2005): 67–78. Journal of ” Service Research 6. and Christof Backhaus. Toh and Peter Raven. (New York. 4 (2009): 357–370. Frederick DeKay. “Postswitching Negative Word of Mouth. “Loyalty Programs: Airlines Outdo Hotels. and May Oo Lwin. ” and https://home. no. NY: The Free Press. in Marketing ” Services—Competing through Quality (New York. Alexander Rosten. Mary Jo Bitner. Neil A. Jochen Wirtz. 1 (2003): 77–99. Cornelia Droge. Doug Tomlinson. no. Morgan and Lopo Leotte Rego.com/index. Lemon and Florian V. 2012.html. Gremler.ingdirect. no. For details. Wangenheim. 4 (2007): 327–334.19 David Rosenblum. Harvard Business ” Review (April 2008): 95–102. Journal of Service ” Research 8. Mathias Droll. 3 (2009): 371–382. ” Cornell Hospitality Quarterly 50. ” California Management Review 43. Roland T. Rust. and Dirk Totzek. “How to Get Tough with Bad Customers. Richard Ho. Woisetschlager. no. and Matthew B. Mattila. Tina Lee. Valarie A. and Feisal Murshed. Services Marketing. 20 27 21 28 22 29 23 24 30 25 31 32 Developing Customer Relationships 391 PART IV . Marketing Science 25. no. refer to Timothy L. “Three Levels of Relationship Marketing. Harvard Business Review (March ” 2003): 52–59. David M. Anna S.
Bramlett. Maxie Schmidt. and Bo Edvardsson. see: Xavier Drèze and Joseph C. no. Alessandro Arbore. Wangenheim. and Nicholas Toman. “The Influence of Loyalty Programs and Short-Term Promotions on Customer Retention. International Journal of ” Service Industry Management 16. Bernd Stauss. 5 (2005): 436–454. no. See. Louise Canning. “The Reinforcing Effects of Loyalty Program Partnerships and Core Service Usage. 3 ” (2009): 317–341. Ostrom. “Customer Frustration in Loyalty Programs. Journal ” of Service Research 6. Susan M. Keaveney. no. and Alexander E. Journal of ” Consumer Marketing 23. “How Do Corporate Reputation and Customer Satisfaction Impact Customer Defection? A Study of Private Energy Customers in Germany. “Online Community: Enhancing the Relationship Marketing Concept through Customer Bonding. 4 (2005): 222–233. refer to Inger Roos. and Ronald Kuntze. Journal of Consumer Research 35. “Customer Switching Patterns in Competitive and Noncompetitive Service Industries. 6 (2009): 890–905. Rosenbaum. Bo Edvardsson. Journal ” of Service Research 11. 5 (2005): 480–496. ” no. 3 (2004): 256–271. Amy L. Journal of Marketing ” Research 41.33 Ruth N. Rick Ferguson and Kelly Hlavinka. Journal of Services ” Marketing 20. Journal of Service Management 20. Michael Lewis. “Stop Trying to Delight Your Customers. “Loyalty Building. and Anders Gustafsson. no. “Customer Switching Behavior in Service Industries: An Exploratory Study. “Implications of Loyalty Program Membership and Service Experience for Customer Retention and Value. 36 42 37 43 38 44 45 39 40 46 392 Chapter 12 • Managing Relationships and Building Loyalty . Rick Ferguson and Kelly Hlavinka. 7 (2006): 421–429. Journal of Consumer Marketing 23. Isabelle Szmigin. and Sandro Castaldo. no. “The Role of Customer Clubs in Recent Telecom Relationships. for example: Iselin Skogland and Judy Siguaw. For a more detailed discussion of situationspecific switching behavior. Journal of Services ” Marketing 19. On the perception of design of loyalty tiers. International Journal of Service ” Industry Management 16. no. “The Long Tail of Loyalty: How Personalized Dialogue and Customized Rewards Will Change Marketing Forever. Michael D. Paolo Guenzi. no. Lemon and Florian V. no. 6 (2006): 357–361. no. and KlausPeter Wiedmann. Journal of Marketing 59 (April 1995): ” 71–82. Reppel. Danielle Fowler. D. ” no. and Adreas Schoeler. ” Harvard Business Review July–August (2010): 116–122. P K. Nunes. “Feeling Superior: The Impact of Loyalty Program Structure on Consumers’ Perceptions of Status. no. “The Long Tail of Loyalty: How Personalized Dialogue and Customized Rewards Will Change Marketing Forever. Relational Trade-offs and Key Service Employees: The Case of Radio DJs. “A Comprehensive Model of Customer Trust in Two Retail Store. and Andrea Ordanini. 3 (2004): 281–292. Frank Franzak. “Are Your Satisfied Customers Loyal?” Cornell Hotel and Restaurant Administration Quarterly 45. Dennis Pitta. Keith Dinnie. 4 (2009): 357–370. “A Strategic Approach to Building Online Customer Loyalty: Integrating Customer Profitability Tiers. ” no. Marketing Intelligence & ” Planning 25. “Loyalty Programs and a Sense of Community. Journal of ” Service Management 20. no. Matthew Dixon. 3 (2005): 229–252. Katherine N. Paolo Guenzi. 1 (2000): 95–108. no. 1 (2007): 98–106. 3 (2009): 290–316. 6 (2006): 357–361. Anders Gustafsson. Karen Freeman. Inger Roos. International ” Journal of Service Industry Management 16. “Relationship Marketing and Customer Loyalty. 6 (2006): 412–420. Gianfranco Walsh. Journal of ” the Academy of Marketing Science 28. 3 (2004): 221–234. no. Johnson. no. Journal of Consumer Marketing 23. Nelson Oly Ndubisi. Kannan. and Matthew . Bolton. 41 34 35 Mark S.
Sarang Sunder. and Karen Smalley. no. ” Journal of Service Research 9. “The Impact of Switching Costs on the Consumer Satisfaction—Loyalty Link: Mobile Phone Service in France. and B. and Joseph Pancras. 53 54 48 55 56 49 57 50 58 59 60 61 51 Developing Customer Relationships 393 PART IV . Arthur Hu. Reinartz. Richard Staelin. Martin Reimann. Rigby. Rigby and Dianne Ledingham. Phil Schefter. and Lawrence Feick. Jones. Ramaseshan. John G. Johnston. This section is largely based on: Sudhir H. David Bejou. Dwayne Ball. “CRM Failure and the Seven Deadly Sins. no. “Issues and Perspective in Global Customer Relationship Management. Johnston. M. Simon J. no. NJ: John Wiley & Sons. Mothersbaugh. no. and Where to Go.47 Jonathan Lee. Journal of ” Service Research 9. no. Reynolds. “A Customer Relationship Management Roadmap: What Is Known. B. Potential Pitfalls. ” Marketing Management (September/October 2004): 42–46. no. Potential Pitfalls. Vilares. Pedro S. Freeland. no. no. Michael Ehret. no. ” Harvard Business Review (February 2002): 108. “CRM Done Right. 4 (2005): 155–166. 1 (2011): 23–39. “More Than Data Warehousing: An Integrated View of the Customer. and Where to Go. “Customer Value. William Boulding. Michael Ehret. Journal ” of Marketing 69 (October 2005): 167–176. “Analyzing the Diffusion of Global Customer Relationship Management: A CrossRegional Modeling Framework. 52 Kevin N. ” (November 2004): 118–129. Bell. “Why Customers Stay: Reasons and Consequences of Inertia in Financial Services. Oliver Schilke. Moonkyu Lee and Lawrence F Cunningham. Kristy E. “How to Rescue CRM?” The McKinsey Quarterly 4. 2 (2005): 169–183. (New York: McGraw-Hill. “Avoid the Four Perils of CRM. For an overview on CRM. no. Richard Staelin. Harvard Business Review. Lesley White and Venkat Yanamandram. Satisfaction. David L. Journal of ” Services Marketing 15. Journal of ” International Marketing 19. Shun Yin Lam. Michael A. Darrell K. and . ” Journal of Services Marketing 20. and Jim McCrory. . Seigyoung Auh. Journal of Services Marketing 15. and Bvsan Murthy. Krishna Erramilli. Daniel Levitt. in The Ultimate CRM ” Handbook—Strategies & Concepts for Building Enduring Customer Loyalty & Profitability. Journal ” of the Academy of Marketing Science 38. ” Journal of the Academy of Marketing Science 33. Venkatesh Shankar. and Sharon Beatty. Harvard Business Review. see: V. Charlotte Mason. Hoboken. 102–108). Customer Relationship Management: A Database Approach. “The Positive and Negative Effects of Switching Costs on Relational Outcomes. “Customer Relationship Dynamics: Service Quality and Customer Loyalty in the Context of Varying Levels of Customer Expertise and Switching Costs. 2006. William Boulding. Darrell K. and Wesley J. Kumar and Werner J. no. Journal of the Academy of ” Marketing Science 32. and Switching Costs: An Illustration from a Business-to-Business Service Context. “A Strategic Framework for Customer Relationship Management. Kale. no. Frederick F Reichheld. 4 (2007): 335–355. Subhash C. “CRM Done Right. “A Customer Relationship Management Roadmap: What Is Known. 4 (2005): 155–166. ” Journal of Marketing 69. Jain. (Technology. “Service Personalization and Loyalty. 2002). 2 ” (2001): 113–130. and Manuel J. Rigby and Dianne Ledingham. Quiring and Nancy K. 3 (2004): 293–311. Darrell K. Ramaseshan.. Coelho. Kumar. This section is adapted from: Adrian Payne and Pennie Frow. ” (November 2004): 118–129. and Wesley J. 3 (2004): 183–194. 2002. 3 (2010): 326–346. Mullen. Thomas. Manuel Ebner. Loyalty. 2 (2006): 195–207. V. Janghyuk Lee. “Customer Relationship Management and Firm Performance: The Mediating Role of Business Strategy. International ” Journal of Service Industry Management 14. 6 (2006): 391–403. “A Cost/Benefit Approach to Understanding Loyalty. ed. and Jacquelyn S. ” Journal of Marketing 69. 1 (2001): 35–48.
This action might not be possible to undo. Are you sure you want to continue?
We've moved you to where you read on your other device.
Get the full title to continue listening from where you left off, or restart the preview.