{"title":"How to Win Back the Disgruntled Consumer? The Omni-Channel Way","authors":"A. Shetty, J. S., Jayant Kalghatgi","doi":"10.24052/JBRMR/V12IS04/ART-20","DOIUrl":"https://doi.org/10.24052/JBRMR/V12IS04/ART-20","url":null,"abstract":"In a conventional wisdom, it was believed that in traditional consumer journey, consumer will engage in an extended consideration and evaluation before entering into the loyalty loop. But with the emergence of online and offline advocacy the modern consumers may skip various traditional phases and may directly enter into loyalty loop. Being well informed and empowered modern-day consumer would wait hardly few seconds before he shifts loyalty to the rival brands. Hence, the retailers and marketers need to deal with well informed and empowered consumers who are disloyal to the core. Therefore, this paper proposes the adoption of Omni-channel marketing as a strategy to deal with disloyal customers. This study is both analytical and theoretical in nature and is based on the secondary data as well as extensive review of literature on the subject. The findings of the study recommend that the adoption of Omni-channel marketing will reduce the loyalty depressing factors and increases the loyalty supporting factors amongst the consumers by creating seamless experience throughout their consumer journey. Therefore, this paper proposes the adoption of Omni channel marketing to retailers, brands and marketers to deal with well informed, empowered and disloyal consumers and to convert them into loyal consumers.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"70 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2018-04-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121461736","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"The Impact of Training on Team Effectiveness in Hotel Industry","authors":"Narender Suhag","doi":"10.2139/ssrn.3065770","DOIUrl":"https://doi.org/10.2139/ssrn.3065770","url":null,"abstract":"The aim of this study is to examine the impact of no training for the new employees and re-training of the existing employees. A review has been done on different aspects of the training. The findings of this study will reveal the drawbacks of lack of interest and investment in the training and how it affects the overall running of the organization. There are many factors which needs to considered in order to ensure effectiveness of training like support from management, attitude, training style and environment, open mindedness of trainer, job related factors etc. The implications of no trainings are lesser job satisfaction and job retention which increases the overall cost of the organization in firing and hiring new employees. To keep the staff motivated and to ensure the overall growth, trainer identifies the different areas of improvement and continuously works with the departmental heads which makes them capable of performing the duties and responsibilities in an efficient manner. The hospitality industry is facing skilled workforce challenges. Success in meeting these challenges is on the ability of the industry’s stakeholders to come together and deal with their problems. Based on comprehensive research and feedback from hospitality professionals, we portray a picture of this critical facet of industry. Seen through the eyes of hotel professionals, hotel jobs are often low-wage, with irregular hours and little training. Seen through the eyes of the investors, high turnover of workforce and therefore training are too risky an investment.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"3 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-06-07","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"133943172","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Managing Service Systems in the Presence of Social Networks","authors":"Gad Allon, Dennis J. Zhang","doi":"10.2139/ssrn.2673137","DOIUrl":"https://doi.org/10.2139/ssrn.2673137","url":null,"abstract":"We study the optimal service differentiation policy for service organizations in the presence of social networks. In our framework, customers' beliefs of the service quality evolve over time according to their own experiences and the reported experiences from their friends in the network. We characterize the conditions under which such belief system converges and the corresponding optimal service differentiation policy. Our main results can be summarized as follows: First, contrary to the existing literature, we show that, when customers directly report their experiences, the importance of a customer only depends on her marginal economic value, her influence on her friends, and her friends' marginal economic values. In other words, the optimal policy only needs first-order friendship information instead of the whole network structure. Second, we demonstrate that the value of knowing the social network structure critically depends on the correlation between customers' economic and social values. The social network value is higher if the correlation is lower. Third, we use a novel data set with more than 1,600 service providers to show empirically that for many service providers, there are negative correlations between the economic and social values of their customers. We also provide empirical evidence to show that the price ranges of services affect their correlations, with service providers targeting high-end markets having more negative correlations.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"39 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2017-05-04","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"115884008","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Developing and Implementing a Customer–Focused Strategy in Banks: Customer Satisfaction Strategy Maps","authors":"Vikas Mittal","doi":"10.2139/ssrn.2783075","DOIUrl":"https://doi.org/10.2139/ssrn.2783075","url":null,"abstract":"This note describes how a Customer-Satisfaction-Strategy Map (CSSM) can be used to derive and implement a customer-focused strategy in banks. The CSSM links strategic areas to overall customer satisfaction, which in turn is linked to outcomes spanning intentions, behaviors, and financial results. Using three case studies, we describe the various components of a CSSM, its use for strategic planning and implementation, as well as for managing key outcomes for customers, employees, and investors. The cases illustrate the versatility of a data-rich, measurement methodology — survey measures, multivariate statistical analysis, outcomes analysis — to create and implement the CSSM approach. The approach should benefit community, regional, and national banks.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"3 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-05-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128447564","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
D. Diab, Hesham E. Mohammed, Elham Hassam Mansour, Osman Saad
{"title":"Investigating the Impact of Key Dimensions of Service Quality on Customers’ Satisfaction and Loyalty: Evidences from the Restaurant Industry in Sudan","authors":"D. Diab, Hesham E. Mohammed, Elham Hassam Mansour, Osman Saad","doi":"10.33844/mbr.2016.60459","DOIUrl":"https://doi.org/10.33844/mbr.2016.60459","url":null,"abstract":"This paper reports a study that identified the underlying key dimensions of service quality and its impact on consumers’ satisfaction and loyalty within the restaurant context in Sudan using Dineserv model. The study is quantitative and descriptive in nature. Data was collected through self-administered questionnaires from 4 restaurants in Sudan. Based on the analyses, four factors including assurance, empathy, tangibility, and reliability were the most significant dimensions of service quality that had positive influence on customer satisfaction while assurance, empathy, and tangibility were the most significant dimensions that had positive influence on customers’ loyalty. The results also confirmed the links between service quality dimensions, satisfaction, and loyalty, respectively. The findings of study could be employed by the restaurant managers to improve their marketing strategies.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"34 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2016-04-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"128128816","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Beyond Customer Satisfaction: How to Measure Service Excellence","authors":"P. Strach, T. Kinčl","doi":"10.2139/ssrn.2550682","DOIUrl":"https://doi.org/10.2139/ssrn.2550682","url":null,"abstract":"Customer satisfaction has long been among the most prominent topics in consumer behavior and in marketing in general. Satisfaction concept is typically examined in regards to consumer (B2C) markets, much less paying attention to the more multi-faceted nature of industrial (B2B) settings. The study presented here seeks to address the development of service excellence measures, which would enable providers of industrial services to achieve superior levels of customer satisfaction. The research is based on a systemic literature meta-analysis and on a qualitative study among 15 informants – representatives of leading industrial solutions providers in Upper Austria and arrives at proposing 12 dimensions of industrial service excellence.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"64 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2015-01-16","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"126761579","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Impacts of Customer Orientation, Service Orientation, Service Quality, Service Encounter Quality and Perceived Value Towards Customers Satisfaction and Behavioural Intention: In Retail Context","authors":"L. Ming, Hosea Chung, D. Paul","doi":"10.14707/ajbr.130004","DOIUrl":"https://doi.org/10.14707/ajbr.130004","url":null,"abstract":"Does customer satisfaction and behavioural intention directly influence by customer orientation, service orientation, service quality, service encounter quality, perceived value towards? In order to address this question, a survey was conducted in different grocery stores across the city. At the same time, this research also tends to examine whether the western oriented service evaluation model is applicable in non-western country. This study also proposed to examine the direct relationship without the existence of customer satisfaction and service quality as mediator. The outcomes of the analyses were used to determine the acceptance or rejection of the proposed hypotheses. With the positive relationship between the independent variables and dependent variables, all the generated hypotheses proposed in this research were accepted and approved.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"12 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2013-10-28","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"131974672","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"How Experience Changes the Importance of Website Criteria: The Moderating Influence of Online and Website-Specific Experience","authors":"Thijs L. J. Broekhuizen, J. Hoekstra, W. Jager","doi":"10.2139/ssrn.2314948","DOIUrl":"https://doi.org/10.2139/ssrn.2314948","url":null,"abstract":"Online shoppers may differ in what they desire from websites based on their experience with a specific website and with online shopping in general. This study investigates the moderating influence of online and website-specific shopping experience on the importance of website criteria. The results from survey data from customers of two bookstores reveal that both experience measures similarly moderate the importance of the website criteria of enjoyment and time/effort costs, but differentially affect the importance of service quality as a driver of online behavioral loyalty intentions. E-tailers can benefit from these insights by tailoring their websites to the heterogeneous preferences of consumers who possess varying levels of website and general online experience.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"2 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2013-08-23","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"121757564","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"A Service Process Positioning Framework for Co-Productive Services","authors":"G. Roels","doi":"10.2139/ssrn.2285244","DOIUrl":"https://doi.org/10.2139/ssrn.2285244","url":null,"abstract":"In manufacturing, process positioning frameworks are useful mental maps for guiding process reengineering. In contrast, there is no equivalent analytical framework for services despite their importance in today's economy. One reason might have been a lack of clear understanding of what truly defines a service -- until the emergence of the joint-production paradigm. In this paper, we develop a process positioning framework for co-productive services based on an analytical model of joint production between a service provider and a customer. We show that, as a task becomes more routine, it is desirable to decouple efforts, i.e., to make the provider's and the customer's efforts more substitutable, and to shift the service boundary to either the customer or the provider, whoever is the most efficient. Conversely, as a task becomes less routine, it is optimal to make efforts more complementary and to involve both parties in the service delivery. Based on our model, we offer prescriptions to improve service delivery efficiency and effectiveness.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"107 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2013-06-15","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"122118226","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
{"title":"Values Orientation in Business Through Service Innovation: A Conceptual Framework","authors":"M. Sayem","doi":"10.5121/IJMVSC.2012.3401","DOIUrl":"https://doi.org/10.5121/IJMVSC.2012.3401","url":null,"abstract":"Service innovation evinced as the most discernible facet of service literature. It has been viewed as a strong mechanism to create value for customers, communities, business alliances and society. The emergence of service-dominant logic has brought about a radical change in terms of how value is created through service innovation. S-D logic only considers the value-in-use that is the financial value. Consequently the focus of service innovation research has remained on profit maximization only. Accordingly there is a paucity of research directed towards values based service innovation. Couched on this notion of valuesbased service, this research will shed light on the service innovation paradigm. The theoretical dimension has been drawn from S-D logic and linked with the concept of triple-bottom line that encompasses the acuity of sustainability. A conceptual framework has been developed with some propositions. This study further suggests that more empirical research is required to further investigate values-based service innovation.","PeriodicalId":268355,"journal":{"name":"PROD: Empirical (Service) (Topic)","volume":"40 1","pages":"0"},"PeriodicalIF":0.0,"publicationDate":"2012-12-25","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"127242755","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}