Business Commons^™

Differential Impact Of Customer Equity Drivers On Satisfaction: The Case Of China’S Telecommunications Industry, Haejin Seo, Linlin Fu, Tae Ho Song

Asia Marketing Journal

As the necessity of customer relationship management (CRM) increases, measuring the performance of CRM have been actively discussed. Customer equity (CE) is regarded as an appropriate indicator for evaluating the outcomes of marketing activities. There are three drivers of CE: brand, value, and relationship equity. This study aims to investigate the impact of three drivers on customer satisfaction. Market competition is an environmental factor that affects the effectiveness of CRM. This study divides target firms into leaders and followers. This study found that the differential impact of CE drivers on customer satisfaction depends on the firm’s status (leader or follower). …

Buy-Online-Pickup-In-Store (Bopis) Business Strategy: A Multivarite Study Of Bopis Influencing Factors On Customer Satisfaction, Addison G. Smith

Honors Thesis

Purpose- The purpose of this study was to identify the attitudes consumers have towards buy-online-pickup-in-store (BOPIS) and its influence on customer satisfaction.

Design- Data were collected from 567 respondents and resulted in 476 usable responses. This paper uses multivariate regression and two separate multiple regression analyses to examine the differential effects of multiple constructs (i.e. perceived usefulness online, perceived ease of use online, trust online, hedonic values online, perceived usefulness pickup, perceived ease of use pickup, trust pickup and hedonic values pickup) on customer satisfaction within online ordering and physical pickup portions of BOPIS process.

Findings- The result of this …

A Study Of Stakeholder Management In Information Technology (It) Projects With Work From Home (Wfh) During Covid-19 Times, Muralidhar Deshpande

Management Dynamics

The project stakeholder management in IT (Information Technology) projects is a key activity to improve the value in project management and to bring about more value add project results. There are various definitions and views about the stakeholder. The stakeholder(s) consist of either individuals or group of individuals, who have capability to influence and/or get influenced by results of the projects. The major debate presented in this paper is that the good stakeholder management has led to project success or failure in general and organizational efficiency in particular. There will be shift from office to Work from Home (WFH) due …

What Improves Customer Satisfaction In Mobile Banking Apps? An Application Of Text Mining Analysis, Yun Kyung Oh, Jung-Min Kim

Asia Marketing Journal

Consumer-generated reviews reflect consumers’ experiences and perceptions toward a product or service. In this context, we propose a text mining approach to identify factors that improve customer satisfaction in the mobile banking app service. To do so, we collect 96,140 mobile app reviews for four U.S. banks: Bank of America, Capital One, Chase, and Wells Fargo. Using the Latent Dirichlet Allocation (LDA) topic model, we first derive the critical quality dimensions such as ease of use, convenience, security, and customer support. Analysis of weekly panel data shows that positive responses to the security and convenience of mobile banking apps improve …

Strategies To Cultivate Long Term Customer Relationships, Chauncelor Roosevelt Howell

Walden Dissertations and Doctoral Studies

The failure of long-term customer relationships poses a material threat to the profitability and growth of organizations. Financial service leaders who have difficulties cultivating long-term relationships are at risk of not ensuring their business’s financial stability. Grounded in the concept of customer relationship management, the purpose of this qualitative multiple case study was to explore strategies financial service business leaders use to cultivate long-term customer relationships. Data were collected from 16 financial services business leaders using semistructured interviews and a review of company documents related to customer relationship management and marketing. Data analysis using Yin’s five step method resulted in …

The Effects Of Applying Revenue Management On Customer Satisfaction In Airline Industry: An Experimental Study In Indonesia, Rambat Lupiyoadi, Bramana Putra

ASEAN Marketing Journal

This research mainly discusses about the effects of applying revenue management, specifically in the contexts of inventory control (variation in ticket prices for the same flight and class) and denied boarding (permissibility of reservations exceeding carrying capacity as a hedging practice over the possibility of tickets cancellation) on the customers’ satisfaction toward airlines in Indonesia. Experimental method was applied on the research, involving students from University of Indonesia asparticipants. The results showed that inventory control policy partly affected customer satisfaction, while the denied boarding policy fully affected their satisfaction. These research findings can contributeto further studies on consumers’ behaviour in …

Associate Engagement, Customer Satisfaction, And The Impact On The Shopping Experience, Deborah J. Hufford

Doctoral Dissertations and Projects

This qualitative case study focuses on levels of associate engagement, customer satisfaction and the customer shopping experience. The qualitative research presents a case study design that looks to develop an understanding of how the different levels of associate engagement and customer satisfaction will impact the shopping experience, which could result in a loss of future revenue through reduced future visits and decreased spending. It addresses the general problem of low levels of associate engagement, customer satisfaction and the impact on the customer shopping experience. This research looks to question how important customers perceive levels of associate engagement when they are …

Strategies For Implementing A Successful Customer Relationship Management System, Samuel Adebayo

Walden Dissertations and Doctoral Studies

Customer relationship management (CRM) software implementation fails in thepackaging industry because of ineffective CRM implementation strategies. Effective strategies for CRM software implementation are essential to CRM managers for improving CRM project success rates. Grounded in Kano’s customer satisfaction theory, the purpose of this qualitative multiple case study was to explore the strategies CRM managers in the packaging industry used to operate a profitable business. Data were collected through semi-structured interviews and documents of CRM strategies. Participants were four CRM managers located in Illinois who had a minimum of 10 years of successfully managing CRM systems with high success rates. Data …

Strategies For Implementing A Successful Customer Relationship Management System, Samuel Adebayo

Walden Dissertations and Doctoral Studies

Customer relationship management (CRM) software implementation fails in thepackaging industry because of ineffective CRM implementation strategies. Effective strategies for CRM software implementation are essential to CRM managers for improving CRM project success rates. Grounded in Kano’s customer satisfaction theory, the purpose of this qualitative multiple case study was to explore the strategies CRM managers in the packaging industry used to operate a profitable business. Data were collected through semi-structured interviews and documents of CRM strategies. Participants were four CRM managers located in Illinois who had a minimum of 10 years of successfully managing CRM systems with high success rates. Data …

Integrating The Critical Success Factors (Csf) Of Customer Relationship Management (Crm), Customer Satisfaction And Customer Retention In The Oil And Gas Sector: The Case Of Uae-Adnoc, Sawsan Mohammed Shouib Al Khouri

Dissertations

Customer Relationship Management (CRM) is a complex and revolutionary strategic management concept that aims at integrating organisational functions to present consumers with a single face of the organization. To this end, the presentation of this face of the company must be agreed upon by the multi-functional teams in the organization, especially regarding what the face of the organization is and/or how it should be presented. A number of critical success factors must apply if the implementation of CRM is to succeed. This study investigated the possibility of integrating the critical success factors (CSF) of customer relationship management (CRM), customer satisfaction …

The Effect Of Effective/Ineffective Internal Controls Over Financial Reporting On Customer Satisfaction, A. Dwayne Powell

College of Business Theses and Dissertations

The net benefits of compliance with sections 302 and 404 of the Sarbanes Oxley Act of 2002 (SOX or the Act) have been a point of contention since its enactment. Emerging research suggests a spillover effect from internal controls over financial reporting (ICFR) to operations (Bauer, 2016; Bauer et al., 2018; Caplan et al., 2017; M. Cheng et al., 2013; Q. Cheng et al., 2018; Feng et al., 2015; Su et al., 2014). This study seeks to extend this line of research by investigating the benefits of effective ICFR for customer satisfaction. Satisfying customers is a primary operating objective of …

A Qualitative Assessment Of Airline Passenger Satisfaction, Kaetlyn Blocker, Brent D. Bowen, Erin Bowen, Andrea Irish

Student Works

Each year, airline passengers respond to the Airline Passenger Survey providing feedback of their experiences with major domestic (U.S.) airlines. The Airline Passenger Survey analyzes responses to a varied set of questions. This specific study is limited to the single open-ended question within the survey. This question is optional, but allows an opportunity to share any issues, concerns, and/or complaints regarding their own air travel experiences. There is no limitation on the number of words submitted. Through the application of a thematic coding scheme, results show what the highest concerns of airline passengers have been the last two years.

Airline Customer Satisfaction 2015-2017 Results, Michelle M. Bennett, Brent D. Bowen, Erin E. Bowen, Z. Bowen, Dean Headley, Timothy B. Holt, Jacqueline R. Luedtke

Publications

Previous research on perceptions, satisfaction, and attitudes regarding the major commercial air carriers in the United States has provided little more than an interesting descriptive representation of the average air traveler. This study moves beyond basic descriptive information of air travelers to identify attitudinal patterns and relationships in the way consumers at varying levels of travel frequency view the commercial air industry. The Airline Passenger Survey (APS) elements developed via the utilization of rigorous scientific methodology, with the intention of capturing the most important data from passengers while reducing confusion or variability in comprehension of questions. APS items are a …

Gap Analysis For Student Attendance At Collegiate Athletic Events: A Demonstration Project Update, Michael Latta, Mark Mitchell

Association of Marketing Theory and Practice Proceedings 2018

The day after winning the 2016 NCAA College World Series, Coastal Carolina moved from the Big South Conference to the Sun Belt Conference. This move required a ‘step-up transition’ in Football from Football Championship Series (FCS) to Football Bowl Series (FBS) competition. This transition will require increased investment in student scholarships, facilities, and travel. And, the University must increase its average paid attendance for home football games by 50% more than its former stadium capacity. Researchers in the business school updated an earlier study of student attendance at collegiate athletic events in order to provide value-added and impactful information to …

Does The Variance Of Customer Satisfaction Matter For Firm Performance?, Eun Young Lee, Shijin Yoo, Dong Wook Lee

Asia Marketing Journal

Although much attention has been paid to customer satisfaction (CS) as a leading indicator of firm performance, few studies have investigated the role of CS distribution across individual customers. With 10 years of National Customer Satisfaction Index (NCSI) data in Korea, we examine the relationship between the variance of CS and key corporate performance measures such as revenue, profit, Tobin’s q, and stock return.
There are three main findings. First, we confirm the findings of previous studies that the average CS for a firm is related to the firm’s economic performance. Second, we find a moderating effect of CS variance …

British Virgin Islands Tourists' Motives To Travel, Destination Image, And Satisfaction, Sherrine Natahsa Augustine

Walden Dissertations and Doctoral Studies

The turbulent events of the world have resulted in a decline in the number of travelers since 2011. Nevertheless, approximately one billion international tourists still travel annually.Tourist activity plays an important role in the global economic activity. The purpose of this correlational study was to examine if a relationship exists between destination images, push and pull motives to travel, and tourists' satisfaction. The target population consisted of noncitizen and nonresident tourists of the British Virgin Islands (BVI) between March 2017 and April 2017. Oliver's expectancy-disconfirmation theory that the individual will act in a particular way because the expectation that a …

The Impact Of Emojis And Emoticons On Online Consumer Reviews, Perceived Company Response Quality, Brand Relationship, And Purchase Intent., Jayme Hill Hill

USF Tampa Graduate Theses and Dissertations

Several studies have examined the use of emoji and emoticons in computer mediated communication among peers and colleges but there is yet academic research on the impact of businesses using these paralinguistic cues when responding to online consumer reviews. This research is examining the influence these paralinguistic cues have on the consumers perception of the companies quality of the response to an online consumer review, brand relationship, purchase intent.

Using an online survey, participants are asked to answer general questions about the brand, the quality of the response, brand relationship, and purchase intent after seeing a random condition of both …

Strategic Managerial Responses To Critical Service Events In Restaurants, Douglas Grant Edwards

Walden Dissertations and Doctoral Studies

Inappropriate managerial responses to critical service events (CSEs) in restaurants contribute to an increased rate of customer defection and restaurant failure. Some restaurant managers lack employee-training strategies that may enhance service recovery from CSEs. This case study explored what employee-training strategies participants deemed essential to enhance service recovery to CSEs. The population for this study was restaurant managers from a U.S. regional chain in South Carolina with at least 3 years of employee-training experience. Organizational learning theory was the conceptual framework for this study. Data collection included semistructured face-to-face interviews with restaurant managers and an exploration of company archival documents …

Employee Perception Of The Value Of Customer Focus Training In Public Transportation, Michael L. Dawkins

Walden Dissertations and Doctoral Studies

The number of service-oriented jobs has increased locally and nationally, and organizations are spending millions of dollars to train front-line employees to maintain customer satisfaction and compete in the service industry. Despite the financial investments of these training programs, little research has investigated the holistic effectiveness of customer-focused training (CFT) programs. Researchers found positive relationships between the constructs under investigation and reported that when CFT programs are delivered on a consistent basis with leadership support, they help build a service-oriented culture. The purpose of this case study was to investigate employee perceptions of CFT and relationships between performance, engagement, and …

Parallel Sessions (Consumer Behavior & Culture): The Impact Corporate Social Responsibility On Customer Loyalty: Mediating Role Of Customer Satisfaction, Tahir Islam, Muhammad Imtiaz Haider

International Conference on Marketing

This research examines how corporate social responsibility (CSR) affects customer satisfaction and its outcomes customer loyalty. This study develops and tests conceptual framework, which predicts that customer satisfaction partially mediates the relationship between CSR and customer loyalty. This research also takes important steps of understanding the mediation analysis. Convenience sampling was used. All hypothesized variables were supported by empirical study, correlation and regression analysis were used in this regard. Low CSR, actually reduces customer satisfaction levels and, through the lowered satisfaction, harms customer loyalty and customer trust.

Sk Energy"S Customer Satisfaction, Min Sun Yeu, Doo Hee Lee, Jae Hwan Kim

Asia Marketing Journal

Many oil refinery companies have been proactively carried out marketing activities to survive in highly intensified service station industry. In 2012, SK Energy ranked number one in three customer satisfaction surveys (NCSI, KCSI, and KS-SQI). SK Energy``s success is in its differentiated customer satisfaction business strategy. SK Energy has been implementing various marketing activities. As a part of the activities, it issued an affinity credit card with on spot discount privilege for the first time in the oil refinery industry. SK Energy also issued EnClean bonus card for OK Cashbag points that can be used for discounts at the service …

The Impact Of Consumer Product Package Quality On Consumption Satisfaction, Brand Perceptions, Consumer Investment And Behavior, Jeffrey S. Hess Phd, Jay Singh, Lynn E. Metcalf, Jeffrey Danes Phd

Journal of Applied Packaging Research

Consumer product packaging can serve a critical role in the consumption experience, but marketing and packaging science researchers focus primarily on pre and post-consumption aspects of consumer product containers. Exhaustive research into packing ergonomics, logistics, safety, sustainability and promotional features are common across marketing and packaging disciplines, but research isolating the role of a packaging in consumption satisfaction and enduring consumer-brand relationships is rare. In addition to an undervalued role in product satisfaction, functional isolation between marketing and packaging scientists limits packaging’s overall impact on the bottom line.

This research examines the role of bottle quality in bottled-water consumption satisfaction …

Measuring Customer's Satisfaction On Bus Transportation, Rabiul Islam, Mohammed S. Chowdhury, Mohammad Sumann Sarker, Salauddin Ahmed

New York School for Career and Applied Studies (NYSCAS) Publications and Research

The purpose of the study is to examine the factors measuring customers’ satisfaction, especially the impact of service quality on customers’ satisfaction in public transportation industry in the university town of Sintok located in Kedah province of Malaysia. In order to assess the relationships between service quality and customer satisfaction survey http://www.scientificjournals.org/journals2007/articles/1003.htm data were collected from 300 Bus commuters. All hypotheses were tested using Pearson correlations, controlling for the background variables of gender, marital status, ethnicity and education. The results indicate that hypotheses 1 through 5 were supported. Using multiple regressions as a basis for causal paths, a model was …

University Image And Its Relationship To Student Satisfaction: Case Of The Holy Spirit University Of Kaslik, Lebanon, Nehme M. Azoury, Lindos E. Daou, Charbel M. El Khoury

Journal of Executive Education

This work focuses on the study of the university’s image with the aim of explaining the components of image and attributes of student satisfaction. Our study investigates the relationships between the different components of the university image and to what extent they may affect the students’ satisfaction. Hypotheses were drawn setting the relationships between the affective, cognitive and overall image in relation with satisfaction. The results of the empirical work carried out on a representative sample of 200 students studying at Holy Spirit University of Kaslik (USEK) demonstrate that the cognitive component of image is an antecedent of the affective …

Curvilinear Effects Of Corporate Social Responsibility And Benevolence On Loyalty, Pavlos A. Vlachos, Areti Krepapa, Nikolaos Panagopoulos

Pavlos A Vlachos

No abstract provided.

Service Quality, Customer Satisfaction And Loyalty: An Empirical Analysis Of Banking Sector In Pakistan, Mohsin Zafar, Sana Zafar, Aasia Asif, Ahmed Imran Hunjra, H. Mushtaq Ahmad

Ahmed Imran Hunjra (PhD)

Effect Of Reciprocity On Well-Being In Interpersonal Marketing Relationships: An Interview Study, Simon J. Pervan, Liliana L. Bove, Lester W. Johnson, Chih-Huang Lin

Lester Johnson

This article investigates the potential for marketing managers to develop personal well-being in commercial relationships through the upholding of a norm of reciprocity. Interviews were conducted with 10 senior marketing managers across a range of industries, all of whom dealt with persons from outside their companies. Findings indicate that the norm of reciprocity is more prevalent in strong marketing relationships. Within these exchanges, there is a greater likelihood of achieving behavioural confirmation and status; two instrumental goals for the obtainment of social well-being. We suggest that organisational rewards may not be the only motivator for individuals to engage in commercial …

Beyond Service Attributes: Do Personal Values Matter?, Srinivas Durvasula, Steven Lysonski, A.D. Madhavi

Marketing Faculty Research and Publications

Purpose – Service firms constantly look for ways to differentiate their offering. Recently, personal values have emerged as a way to understand how customers fulfill deeper needs when consuming a service. This paper aims to examine how personal values operate in the evaluation of higher education services. Like other services, marketing has become essential to higher education as universities compete aggressively for students and differentiate their service offerings. Although attribute-based measures such as SERVQUAL provide useful information to service providers, personal values may offer a deeper understanding of how customers judge the quality and desirability of an educational institution’s services. …

Too Much Of A Good Thing: Curvilinear Effects Of Service Evaluation Constructs And The Mediating Role Of Trust, Pavlos A. Vlachos, Katerina Pramatari, Adam Vrechopoulos

Pavlos A Vlachos

PURPOSE OF THIS PAPER. The satisfaction-trust paradigm has been recently criticized regarding its ability to deliver positive consumer behavioral outcomes. This study argues that -amongst others- a reason for this unpleasant situation may be the failure of service managers to account for non-linearities in the satisfaction-trust paradigm. DESIGN/METHODOLOGY/APPROACH. The setting for this study has been the super-market retail channel. A total of 942 respondents were “intercepted” in supermarket stores, employing a face-to-face personal interviewing method. For the detection of curvilinear effects the study employed the two-step single indicant method of Ping (1998). FINDINGS. We posit consumer trust as an important …

Customer Satisfaction With College Choice: Something To Scream About When Addressing Cognitive Dissonance, Buyer's Remorse, And The Experience Of Regret, Oscar T. Mcknight, Ronald Paugh, Aaron Mcknight, Heidi Parker

Oscar T McKnight Ph.D.

A modified Thematic Apperception Test [TAT] was administered to undergraduate students to assess dissonance, remorse and regret with their college choice. Results indicate a “roller coaster” affect associated with overall customer satisfaction. The SCREAM model is provided to assist marketing and enrollment managers in their retention efforts.