Documentos de Académico
Documentos de Profesional
Documentos de Cultura
Introduction to
Services Marketing
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1- 1
How Important is the Service Sector in
Our Economy?
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1- 2
Services dominate the United States Economy:
GDP by Industry, 2001 (Fig. 1.1)
Agriculture, Forestry,
Mining, Construction 8%
Finance, Insurance,
Real Estate
Manufacturing 14% 20%
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1- 3
Changing Structure of Employment
as Economic Development Evolves (Fig. 1.2)
Agriculture
Services
Industry
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1- 4
Some Service Industries Profiled by NAICS but
Not Identified by SIC Codes
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1- 5
Internal Services
Includes:
accounting and payroll administration
recruitment and training
legal services
transportation
catering and food services
cleaning and landscaping
Increasingly, these services are being outsourced
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1- 6
Major Trends in Service Sector (Fig. 1.3)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1- 9
Defining the Essence of a Service
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 10
Distinguishing Characteristics of Services
(Table 1.1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 11
Marketing Implications - 1
No ownership
Customers obtain temporary rentals, hiring of personnel, or access
to facilities and systems
Pricing often based on time
Customer choice criteria may differ for renting vs. purchase--may
include convenience, quality of personnel
Can’t own people (no slavery!) but can hire expertise and labor
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 12
Marketing Implications - 2
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 13
Value Added by Tangible vs Intangible
Elements in Goods and Services (Fig. 1.4)
Hi
Salt
Soft drinks
CD Player
Golf clubs
New car
Tailored clothing
Furniture rental
Fast food restaurant
Plumbing repair
Office cleaning
Health club
Airline flight
Retail banking
Insurance
Weather forecast
Lo Intangible Elements Hi
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 14
Marketing Implications - 3
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 15
Marketing Implications - 4
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 16
Important Differences
Exist among Services
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 17
Four Categories of Services
Employing Different Underlying Processes (Fig. 1.5)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 18
Implications of Service Processes
(1) Seeking Efficiency May Lower Satisfaction
People-processing services
require customers to visit the
“service factory,” so:
Think of facility as a “stage” for service
performance
Design process around customer
Choose convenient location
Create pleasing appearance, avoid
unwanted noises, smells
Consider customer needs--info,
parking, food, toilets, etc.
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 20
Implications of Service Processes:
(3) Evaluating Alternative Delivery Channels
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 21
Implications of Service Processes:
(4) Balancing Demand and Capacity
Potential solutions:
- Manage demand
- Manage capacity
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 22
Implications of Service Processes:
(5) Applying Information Technology
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 23
Implications of Service Processes:
(6) Including People as Part of the Product
Involvement in service
delivery often entails
contact with other people
Managers should be
concerned about employees’
appearance, social skills,
technical skills
Other customers may enhance
or detract from service
experience--need to manage
customer behavior
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 24
The Services
Marketing Mix
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 25
Elements of The Services Marketing Mix:
“7Ps” vs. the Traditional “4Ps”
Guarantees
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 27
The 7Ps:
(2) Place and Time
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 28
The 7Ps:
(3) Promotion and Education
Content
information, advice
persuasive messages
customer education/training
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 29
The 7Ps:
(4) Price and Other User Outlays
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 31
7Ps:
(6) Process
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 32
The 7Ps:
(7) People
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 33
Managing the 7Ps Requires Collaboration between
Marketing, Operations, and HR Functions (Fig. 1.7)
Operations Marketing
Management Management
Customers
Human Resources
Management
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 34
Chapter 2
Consumer Behavior in
Service Encounters
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 35
Where Does the Customer Fit in a
Service Organization? (Fig. 2.1)
Consumers rarely involved in manufacture of goods but
often participate in service creation and delivery
Challenge for service marketers is to understand how
customers interact with service operations
Flowcharting clarifies how customer involvement in service
encounters varies with type of process - see Fig. 2-1:
People processing (e.g., motel stay): customer is physically involved
throughout entire process
Possession processing (e.g., DVD repair): involvement may be limited to
drop off of physical item/description of problem and subsequent pick up
Mental stimulus processing (e.g., weather forecast): involvement is
mental, not physical; here customer simply receives output and acts on it
Information processing (e.g., health insurance): involvement is mental -
specify information upfront and later receive documentation of coverage
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 36
High-Contact and Low-Contact Services
Emphasizes encounters
High with service personnel
Nursing Home
HairCut
4- Star Hotel
Management Consulting
Good Restaurant
Telephone Banking
Airline Tra vel (Econ.)
Cable TV
Subway
• Internet Banking
Mail Based Repairs
Emphasizes encounters
with equipment
Internet-based
Services
Low
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 38
Managing Service Encounters--1
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 39
Managing Service Encounters--2
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 40
The Purchase Process for Services
(Adapted from Fig. 2-3)
Prepurchase Stage
Awareness of need
Information search
Evaluation of alternative service suppliers
Service Encounter Stage
Request service from chosen supplier
Service delivery
Postpurchase Stage
Evaluation of service performance
Future intentions
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 41
Perceived Risks in
Purchasing and Using Services (Table 2.1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 42
Factors that Influence
Customer Expectations of Services (Fig. 2.4)
Situational Factors
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 43
Components of Customer Expectations
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 44
Intangible Attributes, Variability, and Quality
Control Problems Make Services Hard to Evaluate
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 45
How Product Attributes Affect
Ease of Evaluation) (Fig. 2.5)
Easy Difficult
to evaluate to evaluate
Clothing
Restaurant meals
Computer repair
Haircut
Complex surgery
Chair
Foods
Legal services
Motor vehicle
Lawn fertilizer
Entertainment
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 46
Customer Satisfaction is Central to the
Marketing Concept
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 48
A Service Business is a System Comprising
Three Overlapping Subsystems
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 49
Service Marketing System:
(1) High Contact Service--e.g., Hotel (Fig. 2.7)
Other Advertising
Service Operations System
Customers Sales Calls
Interior & Exterior Market Research
Facilities Surveys
Billing / Statements
Technical Equipment The
Core Customer Miscellaneous Mail,
Phone Calls, Faxes, etc.
Service People Random Exposure to
Facilities / Vehicles
Other Chance Encounters
Backstage Front Stage
Customers with Service Personnel
(invisible) (visible)
Word of Mouth
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 50
Service Marketing System:
(2) Low Contact Service--e.g., Credit Card (Fig. 2.8)
Advertising
Mail
Market Research
The Surveys
Technical Self Service
Core Equipment Customer Random Exposures
Facilities, Personnel
Phone, Fax,
Web site etc. Word of Mouth
Front Stage
Backstage (visible)
(invisible)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 51
Service as Theater
William Shakespeare
As You Like It
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 52
The Dramaturgy of Service Delivery
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 53
Role and Script Theories
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 54
Chapter 3
Positioning Services in
Competitive Markets
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 55
Search for Competitive Advantage in Services
Requires Differentiation and Focus
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 56
Standing Apart from the Competition
GEORGE S. DAY
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 57
Basic Focus Strategies for Services (Fig. 3.1)
Narrow Wide
Unfocused
Service (Everything
Many Focused for everyone)
NUMBER
OF MARKETS
SERVED
Fully Focused
Market
(Service and
Focused
Few market focused)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 58
Four Principles of Positioning Strategy
Jack Trout
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 59
Uses of Positioning in
Marketing Management (Table 3.1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 60
Possible Dimensions for Developing
Positioning Strategies
Product attributes
Price/quality relationships
Reference to competitors (usually shortcomings)
Usage occasions
User characteristics
Product class
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 61
Developing a
Market Positioning Strategy (Fig. 3.3)
INTERNAL - Resources
Marketing
- Reputation Articulate
ANALYSIS Desired Position Action
- Constraints
in Market Plan
- Values
Select Benefits
to Emphasize
to Customers
- Strengths
COMPETITIVE - Weaknesses Analyze
ANALYSIS - Current Possibilities for
Positioning Differentiation
Source: Adapted from Michael R. Pearce
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 62
Positioning of Hotels in Belleville:
Price vs. Service Level (Fig. 3.4)
Expensive
Grand
Regency
PALACE
Shangri-La
High Moderate
Service Atlantic Service
Sheraton
Italia
Castle
Alexander IV
Airport Plaza
Less Expensive
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 63
Positioning of Hotels in Belleville:
Location vs. Physical Luxury (Fig. 3.5)
High Luxury
Regency
Grand
Shangri-La
Sheraton
PALACE
Financial Shopping District Inner
District and Convention Centre Suburbs
Castle Italia
Alexander IV
Atlantic
Airport Plaza
Moderate Luxury
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 64
Positioning after New Hotel Construction:
Price vs. Service Level (Fig. 3.6)
Expensive
Mandarin
New Grand Heritage
Marriott
Continental
Action?
Regency PALACE
Shangri-La
High No action? Moderate
Service Service
Atlantic
Sheraton
Italia
Castle
Alexander IV
Less Expensive Airport Plaza
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 65
Positioning after New Hotel Construction:
Location vs. Physical Luxury (Fig. 3.7)
High Luxury
Mandarin
New Grand
Continental Heritage
Marriott Regency
Sheraton Shangri-La
Action?
PALACE
Castle Italia
Alexander IV
Atlantic
Airport Plaza
Moderate Luxury
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 66
Positioning Maps Help Managers to
Visualize Strategy
Positioning maps display relative performance of competing
firms on key attributes
Research provides inputs to development of positioning maps
Challenge is to ensure that
attributes employed in maps are important to target segments
performance of individual firms on each attribute accurately
reflects perceptions of customers in target segments
Predictions can be made of how positions may change in the
light of new developments in the future
Simple graphic representations are often easier for managers to
grasp than tables of data or paragraphs of prose
Charts and maps can facilitate a “visual awakening” to threats
and opportunities and suggest alternative strategic directions
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 67
Chapter 4
Creating the
Service Product
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 68
Key Steps in Service Planning:
Matching Opportunities to Resources
Must relate marketing opportunities to firm’s resources
(physical, financial, technological, human)
Identify, evaluate firm’s marketing assets
Customer portfolio/lifetime value (customer equity)
Market knowledge
Marketing implementation skill
Product line
Competitive positioning strategies
Brand reputation (brand equity)
Identify, evaluate firm’s operating assets
Physical facilities, equipment
Technology and systems (especially IT)
Human resources (numbers, skills, productivity)
Leverage through alliances and partnerships
Potential for customer self service
Cost structure
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 69
Service Design Involves Matching Marketing
Concept with Operations Concept (Fig. 4.1)
Corporate Objectives
and Resources
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 70
Understanding the
Components of the
Augmented Service Product
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 71
Shostack’s Molecular Model of a Total Market
Entity - Passenger Airline Service (Fig. 4-2)
Distribution
Price
Vehicle
Service
frequency
Transport In-flight
service
Pre- and
post-flight Food
service and
drink
KEY
Tangible elements
Intangible elements
Marketing Positioning
(Weighted toward evidence) Source: Shostack
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 72
Core Products and Supplementary Services
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 73
Core and Supplementary Product Design:
What Do We Offer and How Do We Create and Deliver It?
Core
Service Customer
Level Role
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 74
What Should Be the Core and Supplementary
Elements of Our Service Product?
How is our core product defined and what supplementary
elements currently augment this core?
What product benefits create the most value for customers?
Is our service package differentiated from the competition in
ways that are meaningful to target customers?
What are current levels of service on the core product and
each of the supplementary elements?
Can we charge more for higher service levels on key
attributes (e.g., faster response, better physical amenities,
easier access, more staff, superior caliber personnel)?
Alternatively, should we cut service levels and charge less?
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 75
Core and Supplementary Services in a Luxury Hotel
(Offering Guests Much More than a Cheap Motel!)
Reservation
Cashier Valet
Parking
Business
Center Reception
Telephone Restaurant
Entertainment/
Sports / Exercise
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 76
What Happens, When, and in What Sequence?
The Time Dimension in the Augmented Service Product
Reservation
Parking Get car
Porter
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 77
The Flower of Service:
Categorizing Supplementary Services (Fig. 4-5)
Information
Payment Consultation
Exceptions Hospitality
KEY:
Facilitating elements Safekeeping
Enhancing elements
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 78
Facilitating Services - Information
(Table 4.1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 79
Facilitating Services - Order-Taking
(Table 4.2)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 80
Facilitating Services - Billing
(Table 4.3)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 81
Facilitating Services - Payment
(Table 4.4)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 82
Enhancing Services - Consultation
(Table 4.5)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 83
Enhancing Services - Hospitality
(Table 4.6)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 84
Enhancing Services - Safekeeping
(Table 4.7)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 85
Enhancing Services - Exceptions
(Table 4.8)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 86
Branding
Service Products
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 87
Service Branding:
Clarifying Distinctive Service Offerings
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 88
Branding a High-Tech, B2B Product Line:
A Family of Brands at Sun Microsystems
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 89
Sun Spectrum Support:
Sub-branding Highlights Four Service Levels
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 90
New Service
Development
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 91
New Service Development:
A Hierarchy of New Service Categories
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 92
New Service Development:
Physical Goods as Source of Service Ideas
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 93
Creating Services as Substitutes for
Owning and/or Using Goods (Fig. 4-7)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 94
Service Development through Delivery Options:
Alternative Meal Service Formats (Fig. 4-8)
Fast-Food
Restaurant See sign Park and Order meal, Pick up Find table Clear table
(Eat In) enter and pay meal and eat and leave
Drive-In See sign Stop car at Order via Get meal at Drive away,
Restaurant order point microphone pickup, pay eat later
(Take Out)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 95
Elements of a Hotel Offering:
Trading off Room Price vs. Features/Services
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 96
Success Factors in New Service Development
Market synergy
Good fit between new product and firm’s image/resources
Advantage vs. competition in meeting customers’ needs
Strong support from firm during/after launch
Firm understands customer purchase decision behavior
Organizational factors
Strong interfunctional cooperation and coordination
Internal marketing to educate staff on new product and its
competition
Employees understand importance of new services to firm
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 97
Chapter 5
Designing the
Communications Mix
for Services
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 98
Advertising Implications for
Overcoming Intangibility (Fig. 5-1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 99
Other Communications Challenges
in Services Marketing
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 100
Setting Clear Objectives: Checklist for
Marketing Communications Planning (“5 Ws”)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 101
Common Educational and Promotional
Objectives in Service Settings (Table 5-2)
Sign-up Special
Training Internet Brochures Vehicles
rebates events
Video-
Telemarketing Outdoor Gifts Sponsorship Equipment
audiocassettes
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 104
Originating Sources of Messages Received by a
Target Audience (Fig. 5-5)
Messages originating
within the organization
Front-line staff
Service outlets
A
U
Advertising D
Sales promotions
Direct marketing
I
Personal selling E
Public relations N
C
E
Word of mouth
Messages originating Media editorial
outside the organization
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 105
What is Brand Equity and Why Does It Matter?
(From Berry, “Cultivating Brand Equity”)
Insights
Brand equity can be positive or negative
Positive brand equity creates marketing advantage for
firm plus value for customer
Perceived value generates preference and loyalty
Management of brand equity involves investment to
create and enhance assets, remove liabilities
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 106
A Service Branding Model:
How Communications + Experience Create Brand Equity
Marketer-controlled communications
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 107
Marketing Communication and the Internet (1)
International in Scope
Accessible from almost anywhere in the world
Simplest form of international market entry
Internet Applications
Promote consumer awareness and interest
Provide information and consultation
Facilitate 2-way communications through e-mail and chat rooms
Stimulate product trial
Enable customers to place orders
Measure effectiveness of specific advertising/promotional
campaigns
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 108
Marketing Communications and the Internet (2)
Internet advertising
Banners and buttons on portals and other websites seek to draw
online traffic to own site
Limits to effectiveness—exposure (“eyeballs”) may not lead to
increases in awareness/preference/sales
Hence, advertising contracts may tie fees to marketing relevant
behavior (e.g., giving personal info or making purchase)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 109
Chapter 6
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 110
What Makes Service Pricing Strategy Different
(and Difficult)?
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 111
Objectives of Pricing Strategies
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 112
The Pricing Tripod (Fig. 6.1)
Pricing Strategy
Competition
Costs Value to customer
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 113
Three Main Approaches to Pricing
Cost-Based Pricing
Set prices relative to financial costs
(problem: defining costs)
Competition-Based Pricing
Monitor competitors’ pricing strategy
(especially if service lacks differentiation)
Who is the price leader? (one firm sets the pace)
Value-Based
Relate price to value perceived by customer
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 114
Activity-Based Costing: Relating Activities to
the Resources They Consume
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 115
Net Value = (Benefits – Outlays)
(Fig. 6.3)
Effort Time
e
Perceived Perceived
Benefits Outlays
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 116
Enhancing Gross Value
Relationship Pricing
non-price incentives
discounts for volume purchases
discounts for purchasing multiple services
Low-cost Leadership
Convince customers not to equate price with quality
Must keep economic costs low to ensure profitability at low price
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 117
Paying for Service:
The Customer’s Perspective
Time expenditures
Physical effort (e.g., fatigue, discomfort)
Psychological burdens (mental effort, negative feelings)
Negative sensory burdens (unpleasant sensations affecting any
of the five senses)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 118
Determining the Total Costs of a Service
to the Consumer (Fig. 6.4)
Related Monetary
Costs Incidental
Expenses
Time Costs
Purchase and
Physical Costs
Use Costs
Psychological
Costs
Sensory Costs
Necessary
After Costs follow-up
Problem
solving
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 119
Trading off Monetary and Non- Monetary Costs
(Fig. 6.5)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 120
Increasing Net Value by Reducing
Non-financial Costs of Service
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 121
Revenue Management: Maximizing Revenue
from Available Capacity at a Given Time
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 122
The Strategic Levers of
Revenue (Yield) Management
Price
Fixed Variable
Quadrant 1: Quadrant 2:
Duration
Quadrant 3: Quadrant 4:
Unpredictable Restaurants Continuing Care
Golf Courses Hospitals
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 123
Dealing with Common Customer Conflicts
Arising from Revenue Management
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 124
Price Elasticity (Fig. 6.6)
Price per Di
unit of De
service
De
Di
De : Demand is price elastic. Small changes in price lead to big changes in demand.
Di : Demand for service is price inelastic. Big changes have little impact on demand.
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 125
Key Categories of Rate Fences (Table 6.2)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 126
Key Categories of Rate Fences (Table 6.2 cont’d)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 127
Key Categories of Rate Fences (Table 6.2 cont’d)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 128
Key Categories of Rate Fences (Table 6.2 cont’d)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 129
Relating Price Buckets and Fences to the
Demand Curve (Fig. 6.7)
Price per
Seat
First Class
Full Fare Economy (No Restrictions)
Capacity Capacity
of 1st-class of Aircraft
Cabin
No. of Seats Demanded
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 130
Ethical Concerns in Pricing
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 131
Pricing Issues:
Putting Strategy into Practice (Table 6.3)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 132
Consumption follows the Timing of Payments
(Research Insight 6.1)
Health Club Visits
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 133
Chapter 7
Distributing Services
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 134
Applying the Flow Model of Distribution to
Services
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 135
Information and Physical Processes of the
Augmented Service Product (Fig. 7.1)
Information
Processes
Information
Payment Consultation
Order-
Billing Core
Taking
Exceptions Hospitality
Safekeeping
Physical
Processes
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 136
Using Websites for Service Delivery
Information
Read brochure/FAQ; get schedules/
directions; check prices
Payment Consultation
Pay by bank card Conduct e-mail dialog
Direct debit Use expert systems
Billing Order-Taking
Receive bill Core Make/confirm reservations
Make auction bid Submit applications
Check account status Order goods, check status
Exceptions Hospitality
Make special requests
Record preferences
Resolve problems
Safekeeping
Track package movements
Check repair status
CORE: Use Web to deliver information-based core services
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 137
Options for Service Delivery
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 138
Method of Service Delivery (Table 7.1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 139
Place vs. Cyberspace
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 140
“24/7” - Factors Encouraging
Extended Operating Hours (Mgt Memo 7.1)
Changes in legislation
Economic incentives to
improve asset utilization
Availability of employees to
work nights, weekends
Automated self-service
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 141
Technology Revolutionizes Service Delivery:
Some Examples
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 142
E-Commerce:
Factors that Attract Customers to Virtual Stores
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 143
Splitting Responsibilities for Delivering
Supplementary Services (Fig. 7.2)
Core + = Core
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 144
Franchising
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 145
Service Process and Market Entry
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 146
Barriers to International Trade in Services
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 147
Forces for Internationalization
Market drivers
Competition drivers
Technology drivers
Cost drivers
Government drivers
Impact will vary by service
type (people, possessions,
information)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 148
Modes of Internationalization
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 149
Impact of Globalization Drivers on Different
Service Categories (Table 7.2)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 150
Impact of Globalization Drivers on Different
Service Categories (Table 7.2, cont’d)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 151
Chapter 8
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 152
Developing a Blueprint – Some Basic Advice
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 153
Service Blueprinting: Key Components
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 154
Simplified Example: Blueprinting a Hotel Visit
(extract only)
Phone
Contact Rep.
records,
confirms
Line of
Visibility
Valet Make up
Backstage
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 155
Improving Reliability of Processes
by Failure Proofing
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 157
Customers as Co-Producers:
Levels of Participation in Service Production
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 158
Self Service Technologies (SSTs)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 159
Service Firms as Teachers:
Well-trained Customers Perform Better
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 160
Managing Customers as Partial Employees
to Increase Productivity and Quality
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 161
The Problem of Customer Misbehavior –
Identifying and Managing “Jaycustomers”
What is a jaycustomer?
A customer who behaves in a thoughtless or abusive
fashion, causing problems for the firm itself, employees,
other customers
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 162
Six Types of “Jaycustomer”
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 163
Chapter 9
Balancing Demand
and Capacity
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 164
Relating Demand to Capacity:
Four Key Concepts
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 165
Variations in Demand Relative to Capacity
(Fig. 9-1)
VOLUME DEMANDED
Demand exceeds capacity
(business is lost)
CAPACITY UTILIZED
Excess capacity
Low Utilization (wasted resources)
(May Send Bad Signals)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 166
Defining Productive Capacity
in Services
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 167
Alternative Capacity Management Strategies
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 168
Predictable Demand Patterns and
Their Underlying Causes (Table 9-1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 169
Causes of Seemingly Random Changes in
Demand Levels
Weather
Health problems
Accidents, Fires, Crime
Natural disasters
Question: which of these
events can be predicted?
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 170
Alternative Demand Management Strategies
(Table 9-2)
Take no action
let customers sort it out
Reduce demand
higher prices
communication promoting alternative times
Increase demand
lower prices
communication, including promotional incentives
vary product features to increase desirability
more convenient delivery times and places
Price per
Room Night
Bl Bh
Th Bh = business travelers in high season
Bl = business travelers in low season
Tl Th = tourist in high season
Th
Bh
Bl Tl
Quantity of Rooms Demanded at Each Price
by Travelers in Each Segment in Each Season Note: hypothetical example
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 172
Avoiding Burdensome Waits for Customers
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 173
Alternative Queuing Configurations (Fig. 9-4)
21
29
28
“Take a number” (single or multiple servers) 30 25
20
26 24
31 27
32 23
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 174
Tailoring Queuing Systems to Market Segments:
Criteria for Allocation to Designated Lines
Urgency of job
emergencies vs. non-emergencies
Importance of customer
frequent users/loyal customers vs. others
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 175
Ten Propositions on the Psychology of Waiting
Lines (Table 9-3)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 176
Benefits of Effective Reservations Systems
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 177
Characteristics of Well-designed
Reservations Systems
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 178
Setting Capacity Allocation Sales Targets for a
Hotel by Segment and Time Period (Fig. 9-5)
Week 7 Week 36
Capacity (% rooms) (Low Season) (High Season)
100%
Out of commission for renovation Executive service guests
Executive service
guests
Transient guests
Weekend
package
50% W/E
package
Transient guests
Groups and conventions
Nights: M Tu W Th F S Sn M Tu W Th F S Sn
Time
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 179
Information Needed for Demand and
Capacity Management Strategies
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 180
Chapter 10
Planning the
Service Environment
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 181
The Purpose of Service Environments
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 183
The Mehrabian-Russell Stimulus-Response
Model (Figure 10.2)
Response
Environmental Dimensions of Behaviors:
Stimuli & Affect:
Approach/
Cognitive Pleasure and Avoidance &
Processes Arousal Cognitive
Processes
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 184
The Mehrabian-Russell Stimulus-Response
Model
Arousing
Distressing
Exciting
Unpleasant Pleasant
Boring Relaxing
Sleepy
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 186
The Russell Model of Affect
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 187
Drivers of Affect
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 188
Behavioral Consequence of Affect
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 190
An Integrated Framework – Bitner’s
ServiceScape Model(con’t)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 191
Dimensions of the Service Environment
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 192
Dimensions of the Service Environment (con’t)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 193
Impact of Music on Restaurant Diners
(Table 10-2)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 194
The Effects of Scents on the Perceptions of
Store Environments (Table 10-3)
Store Environment
Unattractive/attracti 4.12 4.98 +0.86
ve
Drab/colorful 3.63 4.72 +1.09
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 195
The Effects of Scents on the Perceptions of
Store Environments (Table 10-3)
Merchandise
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 196
Aromatherapy: The Effects of Fragrance on
People (Table 10-4)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 197
Common Associations and Human Responses
to Colors (Table 10-5)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 198
Selection of Environmental Design Elements
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 199
Tools to Guide in Servicescape Design
Managing People
for Service Advantage
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 201
Frontline Service Personnel: Source of
Customer Loyalty and Competitive Advantage
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 202
Boundary Spanning Roles
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 203
Role Stress in the Frontline
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 204
Emotional Labor
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 205
The Cycles of Failure, Mediocrity and Success
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 206
Cycle of Failure (Fig. 11.1)
Customer
turnover Repeat emphasis on
attracting new customers
Failure to develop
customer loyalty
Low profit
margins Narrow design of
jobs to accommodate
low skill level
High employee turnover;
poor service quality
Employees Minimization of
become bored selection effort
Customer
dissatisfaction Minimization
of training
Employees can’t
respond to customer
problems
Source: Schlesinger and Heskett
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 207
Service Sabotage (Fig. 11-A) Routinized
Covert Overt
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 208
Cycle of Mediocrity (Fig. 11.2)
Customers trade
horror stories
Other suppliers (if any)
seen as equally poor
Employees spend
working life
in environment
Employee of mediocrity
dissatisfaction
(but can’t easily quit) Emphasis
Narrow design on rules
of jobs vs. pleasing
customers
No incentive for Complaints met by
cooperative relationship Training emphasizes
indifference or Success =
to obtain better service hostility learning rules
not making
mistakes
Service not focused
Jobs are boring and on customers’ needs
repetitive; employees
unresponsive Good wages/benefits
high job
Resentment at inflexibility and E security
Promotion
lack of employee initiative; and pay
complaints to employees increases based Initiative is
on longevity, discouraged
lack of mistakes
Customer dissatisfaction
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 209
Cycle of Success (Fig. 11.3)
Low
customer
turnover Repeat emphasis on
customer loyalty and
retention
Customer
loyalty
Higher
profit
margins
Broadened
Lowered turnover, job designs
high service quality
Continuity in
relationship with Train, empower frontline
customer Employee satisfaction, personnel to control quality
positive service attitude
Above average
Extensive wages
training
High customer Intensified
satisfaction selection effort
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 210
How to Manage People for Service Advantage?
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 211
Hire the Right People
Jim Collins
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 212
Recruitment
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 213
Select And Hire the Right People:
(1) Be the Preferred Employer
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 214
Select and Hire the Right People:
(2) How to Identify the Best Candidates
Observe Behavior
Hire based on observed behavior, not words you hear
Best predictor of future behavior is past behavior
Consider group hiring sessions where candidates given group tasks
Personality Testing
Willingness to treat co-workers and customers with courtesy,
consideration and tact
Perceptiveness regarding customer needs
Ability to communicate accurately and pleasantly
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 215
Select and Hire the Right People:
(3) How to Identify the Best Candidates
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 216
Train Service Employees
Product/Service Knowledge
Staff’s product knowledge is a key aspect of service quality
Staff need to be able to explain product features and to position
products correctly
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 217
Factors Favoring Employee Empowerment
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 218
Control vs. Involvement Model of Management
Suggestion involvement
Employee recommendation
Job involvement
Jobs redesigned
Employees retrained
Supervisors facilitate
High involvement
Information is shared
Employees skilled in teamwork,
problem solving etc.
Participate in decisions
Profit sharing and stock ownership
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 220
Motivate and Energize the Frontline
Job content
Goal accomplishment
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 221
The Inverted Organizational Pyramid (Fig. 11.5)
Customer Base
Top
Mgmt Frontline Staff
Middle
Mgmt
Middle Mgmt
Frontline & Top Mgmt
Staff Support Frontline
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 222
The Wheel of Successful HR in Service Firms
(Fig. 11.6)
Leadership that:
Focuses the entire organization 1. Hire the
on supporting the frontline Right People
Fosters a strong 3. Motivate & Be the preferred
service culture with
Energize Your People employer & compete
passion for service
and productivity for talent market share
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 223
Chapter 12
Managing Relationships
and Building Loyalty
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 224
Four Stages of Brand Loyalty in a Consumer
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 225
Loyalty is Important to Profitability :
Index of Customer Profits over Time (Fig. 12.1)
(Year 1=100)
350 –
300
250
200
150
100
50
0
Year 1 Year 2 Year 3 Year 4 Year 5
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 226
What Makes Loyal Customers More Profitable?
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 227
Analyzing Why Customers Are More Profitable
over Time (Fig. 12.2)
1 2 3 4 5 6 7
Year Source: Reichheld and Sasser
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 228
Measuring Customer Equity:
Calculating Life Time Value of Each Customer
Value at Acquisition
revenues (application fee + initial purchase)
Less costs (marketing +credit check + account set up)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 230
Types of Relationships with Customers (Table 12.1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 231
Basic Segmentation Issues:
Building an Appropriate Customer Portfolio
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 232
Service-Relevant Segmentation Variables
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 233
Identifying and Selecting Target Segments
(Mgt Memo 12.2)
User characteristics
demographics
psychographics
geographic location
benefits sought
User behavior
when, where, how services used
quantity/value of purchases
frequency of use
profitability of relationship
sensitivity to marketing variables
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 234
Portfolio of Professional Assignments (Fig. 12.4)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 235
The Customer Pyramid (Fig. 12.5)
Good Relationship
Customers
Which segment sees high value in
our offer, spends more with us over
Platinum time, costs less to maintain, and
spreads positive word-of-mouth?
Gold
Poor Relationship
Customers
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 236
How Customers See Relational Benefits in
Service Industries (Research Insights 12.1)
Confidence benefits
less risk of something going wrong, less anxiety
ability to trust provider
know what to expect
get firm’s best service level
Social benefits
mutual recognition, known by name
friendship, enjoyment of social aspects
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 237
The Customer Satisfaction-Loyalty Relationship
(Fig. 12.6)
Apostle
100
Zone of Affection
Loyalty (Retention)
80
Near Apostle
60 Zone of Indifference
40 Zone of Defection
20
Terrorist 0
1 2 3 4 5
Very Neither Very
dissatisfied Dissatisfied satisfied Satisfied Satisfied
nor dissatisfied
Satisfaction
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 238
The Wheel of Loyalty (Fig. 12.7)
3. Reduce 1. Build a
Churn Drivers Foundation
for Loyalty
Conduct churn diagnostic
Segment the market
Address key churn drivers
Be selective in acquisition
Enabled through: Implement complaint
handling & service Use effective tiering
Frontline staff of service.
Account
recovery Customer
managers Increase switching Deliver quality
Membership costs
Loyalty service.
programs
CRM
Systems 2. Create Loyalty
Bonds
Build higher Deepen the
level bonds relationship
Give loyalty
rewards
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 239
Rewarding Value of Use, Not Just Frequency at
British Airways (Best Practice in Action 12.2)
Dedicated reservations
Reservations assurance
Preferred boarding
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 240
Drivers of Service Switching (Fig. 12.9)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 241
Common CRM Applications (Mgt Memo 12.2)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 242
Customer Relationship Strategies with CRM
Systems: Key Questions
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 243
Chapter 13
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 244
American Customer Satisfaction Index:
Selected Industry Scores, 2002
Score 100
(Max = 100)
90 85
79 80 79
80 74 76
71 71 70
70 66 65 62
60
50
40
30
20
10
% Change 0 3.7% 1.3% 0.0% 1.3% 2.8% 0.0% 0.0% 8.2% 2.9% -2.6% 4.8% 3.3%
2002 vs 2001
Industry:
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 245
Key Questions for Managers to Ask about
Customer Complaining Behavior
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 246
Courses of Action Open to a Dissatisfied
Customer (Figure 13.1)
Complain to the
service firm
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 247
Dimensions of Perceived Fairness in Service
Recovery Process (Figure 13.2)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 248
Proportion of Unhappy Customers Who Buy
Again Depending on the Complaint Process
100 95%
90 82%
80 70%
70
60 54%
50 46%
37%
40
30 19%
20 9%
10
0
Customer did not Complaint was Complaint Complaint was
complain not resolved was resolved resolved quickly
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 249
Impact of Effective Service Recovery
on Retention
No
Problem
84%
Problem,
but effectively 92%
resolved
Problem
46%
Unresolved
0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
Customer Retention
Source: IBM-Rochester study
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 250
Components of an Effective Service Recovery
System (Figure 13.3)
Do
Dothe
theJob
JobRight
Rightthe Effective
EffectiveComplaint Increased
IncreasedSatisfaction
First Time
First Time
the
+ Complaint
Handling
Handling = and
Satisfaction
Loyalty
and Loyalty
Conduct
ConductResearch
Research
Identify
IdentifyService
Service Monitor
MonitorComplaints
Complaints
Complaints
Complaints Develop
Develop“Complaints
“Complaints
as Opportunity”
as Opportunity”
Culture
Culture
Resolve
ResolveComplaints
Complaints
Effectively Develop
DevelopEffective
Effective
Effectively System
System andTraining
and Traininginin
Complaints Handling
Complaints Handling
Learn
Learnfrom
fromthe
the Conduct
ConductRoot
RootCause
Cause
Recovery Experience
Recovery Experience Analysis
Analysis
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 251
Strategies to Reduce Customer Complaint
Barriers (Table 13.1)
Complaint Barriers for Strategies to Reduce These Barriers
Dissatisfied Customers
Inconvenience Make feedback easy and convenient by:
Difficult to find the right complaint Printing Customer Service Hotline
procedure. numbers, e-mail and postal addresses on
Effort, e.g., writing a letter. all customer communications materials.
Doubtful Pay Off Reassure customers that their feedback will
Uncertain whether any action, and be taken seriously and will pay off by:
what action will be taken by the Having service recovery procedures in
firm to address the issue the place, and communicating this to
customer is unhappy with. customers.
Featuring service improvements that
resulted from customer feedback.
Unpleasantness Make providing feedback a positive
Complaining customers fear that experience:
they may be treated rudely, Thank customers for their feedback.
may have to hassle, or Train the frontline not to hassle and make
may feel embarrassed to complain. customers feel comfortable.
Allow for anonymous feedback.
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 252
How to Enable Effective Service Recovery
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 253
Guidelines for Effective
Problem Resolution (Management Memo 13.1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 254
Service Guarantees Help Promote and Achieve
Service Loyalty
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 255
Types of Service Guarantees
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 256
The Hampton Inn 100% Satisfaction Guarantee
(Figure 13.4)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 257
Key Objectives of Effective Customer Feedback
Systems
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 258
Building a Customer Feedback System
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 259
Strengths and Weakness of Key Customer Feedback
Collection Tools (Table 13.3)
Service Reviews
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 260
Entry Points for Unsolicited Feedback
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 261
Chapter 14
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 262
Importance of Productivity and Quality for
Service Marketers
Productivity
Helps to keep costs down
lower prices to develop market, compete better
increase margins to permit larger marketing budgets
raise profits to invest in service innovation
May impact service experience (must avoid negatives)
May require customer involvement, cooperation
Quality
Gain competitive advantage, maintain loyalty
Increase value (may permit higher margins)
Improve profits
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 263
Perspectives on Service Quality
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 264
Dimensions of Service Quality
Tangibles
Reliability
Responsiveness
Assurance
competence,
courtesy
credibility
security
Empathy
access
communication
understanding of customer
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 265
Seven Service Quality Gaps (Fig. 14.1)
1. Knowledge Gap
Management definition
of these needs
MANAGEMENT
2. Standards Gap
Translation into
design/delivery specs
3. Delivery Gap
Execution of 4. I.C.Gap Advertising and
design/delivery specs sales promises
7. Service Gap
Customer experience
relative to expectations
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 266
Prescriptions for Closing Service Quality Gaps
(Table 14.3)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 267
Hard and Soft Measures of Service Quality
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 268
Hard Measures of Service Quality
Pareto analysis
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 269
Composition e of FedEx’s
Service Quality Index (SQI) (Table 14.4)
Weighting No of Daily
Failure Type Factor
X =
Incidents Points
Late Delivery – Right Day 1
Late Delivery – Wrong Day 5
Tracing request unanswered 1
Complaints reopened 5
Missing proofs of delivery 1
Invoice adjustments 1
Missed pickups 10
Lost packages 10
Damaged packages 10
Aircraft Delays (minutes) 5
Overcharged (packages missing label) 5
Abandoned calls 1
100%
90%
80%
70%
60%
J F M A M J J A S O N D
Month
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 271
Tools to Address Service Quality Problems
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 272
Cause and Effect Chart for
Airline Departure Delays (Fig. 14.3)
Facilities, Frontstage
Front-Stage
Procedure
Procedures
Equipment Personnel
Personnel
Materials,
Materials, Backstage Information
Supplies
Supplies Personnel
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 273
Analysis of Causes of
Flight Departure Delays (Fig. 14.4)
4.9
All stations, excluding
15.3% 23.1% %
Chicago-Midway Hub
19%
33.3%
15.4% 11.7%
9.5%
23.1% 8.7%
23.1% 33.3%
11.3% 53.3%
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 274
Return on Quality (ROQ)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 275
When Does Improving Service Reliability
Become Uneconomical? (Fig. 14.5)
Satisfy Target
100% Customers Through
Service Recovery
Service Reliability
Optimal Point of
Reliability: Cost of
Failure = Service
Recovery
Satisfy Target
Customers Through
Service Delivery as
A B C D Planned
Investment
Small Cost, Large Cost, Assumption: Customers are equally (or even
Large Improvement Small Improvement more) satisfied with the service recovery provided
than with a service that is delivered as planned.
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 276
Productivity in a Service Context
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 277
Efficiency, Effectiveness, and Productivity
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Measuring Service Productivity
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 279
Questions to Ask When Developing Strategies
to Improve Service Productivity
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 280
Operations-driven vs. Customer-driven Actions
to Improve Service Productivity
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 281
Backstage and Frontstage Productivity Changes:
Implications for Customers
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 282
Overcoming Customers’ Reluctance to Accept
Changes in Environment and Behavior
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Six Sigma Methodology to Improve and
Redesign Customer Service Processes
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 285
Customer-Led versus Market-Oriented
Philosophies of Management
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 286
The Service Profit Chain (Fig. 15.1)
Internal External
Operating strategy and Service Target Market
service delivery system concept
Loyalty
EMPLOYEES CUSTOMERS
Satisfaction Revenue
Productivity Growth
Service
& Output Satisfaction Loyalty
Quality Value
Capability
Profitability
Service
Quality
• Workplace design
• Job design Quality and productivity • Lifetime value
• Selection and development improvements yield • Retention
• Rewards and recognition higher service quality • Repeat business
• Information and communication and lower costs • Referral
• Tools for serving customers
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 287
Causal Links in the Service Profit Chain (Table 15.1)
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 288
Integrating Three Functional Imperatives
(recap from Chapter 1)
Customers
Operations
Imperative
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 289
Defining Three Functional Imperatives
Marketing Imperative
Target “right” customers and build relationships
Offer solutions that meet their needs
Define quality package with competitive advantage
Operations Imperative
Create, deliver specified service to target customers
Adhere to consistent quality standards
Achieve high productivity to ensure acceptable costs
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 290
Reducing Intra-Organizational Tension
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The Search for Synergy:
A Top Management Perspective
What do we want?
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 292
From Losers to Leaders:
Moving Up the Service Performance Ladder
Service Leaders
Crème de la crème of their respective industries
Names synonymous with outstanding service, customer delight
Service Professionals
Clear positioning strategy
Sustained reputation for meeting customer expectations
Service Non-entities
Traditional operations mindset
Rudimentary marketing, often emphasizing price discounts
Service Losers
Only survive because of lack of viable alternatives in marketplace
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 293
Achieving Service Leadership by Focusing on
Role of Each Functional Area
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Leadership for Change Management Involves
Eight Stages
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 295
Leadership Qualities Needed in Service
Organizations
Corporate Culture:
Shared perceptions regarding what is important
Shared values about what is right and wrong
Shared understanding about what works and what doesn’t
Shared beliefs about why these things are important
Shared styles of working and relating to others
Slide ©2004 by Christopher Lovelock and Jochen Wirtz Services Marketing 5/E 1 - 297