...International Journal of Hospitality Management journal homepage: www.elsevier.com/locate/ijhosman The effect of relational benefits on perceived value in relation to customer loyalty: An empirical study in the Australian coffee outlets industry Po-Tsang Chen *, Hsin-Hui Hu Ming Chuan University, Hospitality Management, 5 De-Ming Rd., Gui-Shan, Taoyuan 333, Taiwan A R T I C L E I N F O A B S T R A C T Keywords: Relational benefits Perceived value Customer loyalty Coffee outlets Retaining and cultivating customer loyalty has become increasingly important for coffee outlet marketers and operators due to the highly competitive environment. This study aims to develop and test a model investigating how relational benefits enhance perceived value to win customer loyalty. Using a self-administered questionnaire survey, 949 respondents from coffee outlets were used for this study. The findings show that relational benefits have direct effect on perceived value and customer loyalty. In addition, relational benefits also have indirect effect on loyalty via perceived value. Finally, perceived value positively influenced customer loyalty. The findings suggest that coffee outlet operators with a better understanding of their customers’ perceptions, and help them in developing competitive strategies that differentiate themselves from competitors and win customer loyalty in an aggressive market. ß 2009 Elsevier Ltd. All rights reserved. 1. Introduction Competition in the Australian...
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...Department Logo] Customer Service Plan [Insert Date] This template includes directions and examples. Please remove all text in italics and replace with content for your Department’s customer service plan. Please note that the total length of your plan should be approximately ten pages. | Executive Summary The Executive Summary should be 1-1.5 pages. In this section, provide an overview of the purpose of the document, that it was required by Executive Order 13571, and overall goals for the department’s customer service efforts. The table below provides summaries of your department’s signature initiative and the 3-5 key services that will be the focus of the subsequent sections of the plan. Signature Initiative | Overview: [Brief description of the signature initiative that uses technology to improve customer service]Timing: [High-level timeframe for implementation and/or key milestones of the signature initiative] | Service 1: [Insert Service Name] [Insert name of implementing agency/division/program, if appropriate] | Overview: [Brief description of the Service]Key Customer Groups: [Describe the Department’s target customer groups for this service, e.g., long-term unemployed; low-income veterans; tech-savvy customers; small business; state governments]Challenges: [Describe the key challenges the Department faces in serving these customers, e.g., long processing times; high call volume; low awareness of service; high error rates in providing service] Featured Actions:...
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...‘VALUE CREATION’ FOR TODAY’S CUSTOMERS WITH A FOCUS ON AN EMERGING MARKET OF NORTH BENGAL PRESENTED BY: NIRMALYA ACHARJEE DIRECTOR, INSTITUTE OF MANEGEMENT AND ENTREPRENEURSHIP DEVELOPMENT SILIGURI INDEX Sl. No. 1 2 3 4 5 6 Topic Introduction Related work Presented work Research methodology Evaluation results Conclusions Page no. 3 5 7 10 11 16 Page | 2 Introduction “Don’t sell your customers goods that they are attracted to; sell them goods that will benefit them” - Konosuke Matsushita (Founder – Panasonic) The simplest way to define Marketing would be “To create profitable customer relations”. And a customer would only spend money on a product/service, if it creates value for him/her. So, in a way, marketing creates ‘VALUE’. Today, Marketing, more than anything else, is to identify and create a product/service that would be valuable to a customer and convey that message to the customer effectively. Much has been written about customer orientation, customer relationship management (CRM), Customer Lifetime Value (CLV) metrics, Customer Centric organization models, customer retention, customer care etc. And we see the poor customer is still the most dissatisfied lot. Customer value, in its most basic form, is merely the difference between the benefit receive from a product and the cost associated with that product. But the challenge for a marketer today, is to identify what value his product/service delivers to his target customer. Is it products like Micromax...
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...1. Explain customer-perceived value. Customer-perceived value can best be described as the difference between any customer's assessment of the benefits verses the costs associated with any product or a service, along with the perceived substitutes. It is based on this resulting excess benefits that the customer decides to purchase a product. Total customer benefits consists of three things namely Economic benefits, Functional benefits and Psychological benefits. Simultaneously, the total customer cost comprises of the perceived costs the customers expect to incur in the evaluation, acquiring, usage and disposal of any product or service. The determinants of Customer-perceived value are: Total Customer Benefit: Product benefit, services benefit, personal benefit and image benefit. Total Customer Costs: Monetary cost, time cost, energy cost and psychological cost. Thus to sum up, the difference between the benefits the customer gets and the costs the customer anticipates for different products and services is said to be customer-perceived value. This value can be increased by either making the economic, emotional or functional benefits high as well as / or making the perceived costs go down. 2. LZT is a cell phone manufacturer that designs its phones based on customer input. Once a new model is launched, the company monitors customer feedback and uses negative reviews to improve the next model. LZT also handles customer queries at length, and customer service is considered...
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...A Self-Servicing Option 1.0 Executive Summary Argus Health Systems, Inc. is a pharmacy benefit management company (PBM) that provides information management services to healthcare organizations, specifically, managed care organizations, and pharmacy benefit management companies, alike. Headquartered in downtown Kansas City, Missouri, Argus was founded in 1983. The key executives are President and CEO Jonathan J. Boehm, Senior Vice President Candy Yakimo, Vice President and Controller Elizabeth Toohill, Senior Vice President of Strategic Alliances Roderick McKinney, and Director of Marketing Stu Goldstein. In addition to their roles, they are excited about the enhancement tool that Argus will offer. In its key role as administer of prescription drug benefits to thousands of health insurance plans, including plan sponsors, health maintenance organizations, and other PBMs, Argus currently employs three hundred and fifty- five people. Argus revenue comes from healthcare systems support, claims processing, electronic prescribing, pharmacy auditing, call center services, clinical services, and health informatics. In the PBM industry, it is customary to log each customer work request that has been received for tracking purposes. A target date is assigned, and subsequently, the request gets forwarded to the appropriate department to complete the work. Very often, high priority requests evolve into multiple tasks that need to be assigned to two or three different departments. In...
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...Department Logo] Customer Service Plan [Insert Date] This template includes directions and examples. Please remove all text in italics and replace with content for your Department’s customer service plan. Please note that the total length of your plan should be approximately ten pages. | Executive Summary The Executive Summary should be 1-1.5 pages. In this section, provide an overview of the purpose of the document, that it was required by Executive Order 13571, and overall goals for the department’s customer service efforts. The table below provides summaries of your department’s signature initiative and the 3-5 key services that will be the focus of the subsequent sections of the plan. Signature Initiative | Overview: [Brief description of the signature initiative that uses technology to improve customer service]Timing: [High-level timeframe for implementation and/or key milestones of the signature initiative] | Service 1: [Insert Service Name] [Insert name of implementing agency/division/program, if appropriate] | Overview: [Brief description of the Service]Key Customer Groups: [Describe the Department’s target customer groups for this service, e.g., long-term unemployed; low-income veterans; tech-savvy customers; small business; state governments]Challenges: [Describe the key challenges the Department faces in serving these customers, e.g., long processing times; high call volume; low awareness of service; high error rates in providing service] Featured Actions:...
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...label, without the need to examine the packet itself. This allows one to create end-to-end circuits across any type of transport medium, using any protocol. The primary benefit is to eliminate dependence on a particular Data Link Layer technology, such as ATM, frame relay, SONET or Ethernet, and eliminate the need for multiple Layer 2 networks to satisfy different types of traffic. MPLS belongs to the family of packet-switched networks. Customer site Large customer site Customer Network (C-Network): the part of the network still under customer control Provider Network (P-Network): the Service Provider infrastructure used to provide VPN services Customer Site: a contiguous part of customer network (can encompass many physical locations) MPLS operates at an OSI Model layer that is generally considered to lie between traditional definitions of Layer 2 (Data Link Layer) and Layer 3 (Network Layer), and thus is often referred to as a "Layer 2.5" protocol. It was designed to provide a unified data-carrying service for both circuit-based clients and packet-switching clients which provide a datagram service model. It can be used to carry many different kinds of traffic, including IP packets, as well as native ATM, SONET, and Ethernet frames. Service Provider Network Customer site Large customer site...
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...Group Study Case: Service Innovation by Ali SEKBAN Mithat PERKÖZ Yasin Galip GENCER submitted to Assoc. Prof. Arzu İşeri SAY April 7, 2011 SERVICE INNOVATION In today’s business world, services and service industry has a great importance. Yet, it would be a mistake to attribute “service” concept only to service industry. Manufacturing firms need many services to deliver their goods to customers. Therefore, in recent years, services have become an important issue for them too. In this article, we will consider service innovations especially in terms of manufacturing firms and present a review about the issue. In the introduction section, we’ll give the definition of service and explain its importance in details. Then, as the main purpose of this review article, we’ll go into service innovations. Introduction There are lots of definitions for service concept. Among these, the followings are remarkable: “A Service is a product which is a process” (Shostack 1987), “Services are processes involving customer contact’ (Chase 1978)”. In other words, service is a product; however it is different from the product in the traditional sense. In general, there is a common distinction for service: “1- functional services: services offered by investment goods companies and service companies, 2- institutional services: services offered solely by services companies”. With regard to properties of services, the most important ones are the followings; “1- Intangibility...
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...Cloud Computing Benefits, risks and recommendations for information security Rev.B – December 2012 2 Cloud Computing Benefits, risks and recommendations for information security Document History Date December 2009 Version 1.0 Modification Initial Release, Rev.A Author Daniele Catteddu, Giles Hogben Thomas Haeberlen Lionel Dupré December 2012 2.0 Rev.B About ENISA The European Network and Information Security Agency (ENISA) is a centre of network and information security expertise for the EU, its member states, the private sector and Europe’s citizens. ENISA works with these groups to develop advice and recommendations on good practice in information security. It assists EU member states in implementing relevant EU legislation and works to improve the resilience of Europe’s critical information infrastructure and networks. ENISA seeks to enhance existing expertise in EU member states by supporting the development of cross-border communities committed to improving network and information security throughout the EU. More information about ENISA and its work can be found at www.enisa.europa.eu. Contact details This report has been edited by: Lionel Dupré, Thomas Haeberlen For contacting ENISA or for general enquiries about this report, please use the following details: Email: resilience@enisa.europa.eu Internet: http://www.enisa.europa.eu Cloud Computing 3 Benefits, risks and recommendations for information security Legal notice Notice...
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...Consumer Decision Making Introduction: Building a brand driven culture is a lifelong commitment to a mindset and a way of life that takes time, planning and perseverance that produces intangible outputs which include greater customer satisfaction, reduced price sensitivity, fewer customer defections, a greater share of customers’ wallets, more referrals, and a higher percentage of repeat business (Knapp, 2000). Customers value their relationships with their branded possessions and with marketing agents and institutions that own and manage the brand (Alexander et al., 2002). The brand identity needs to focus on points of differentiation that offer sustainable competitive advantage to the firm. Brand identity is based on a thorough understanding of the firm’s customers, competitors, and business environment. The brand identity needs to reflect the business strategy and the firm’s willingness to invest in the programs needed for the brand to live up to its promise to customers (Aaker and Joachimsthaler, 2000). Strong brands enjoy customer loyalty, the potential to charge premium prices, and considerable brand power to support new product and service launches. Companies need to have thorough understanding of customer beliefs, behaviors, product or service attributes, and competitors. This paper presents a conceptual framework in the form of PCDL model for building brands that is based on literature review and case studies of very prominent brands in India. The managerial implications...
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...2009 Compensation & Benefits Survey Questionnaire Any systematic approach to sound salary and benefits administration requires complete, accurate and reliable survey data. It is your reporting that counts. Please complete this compensation and benefits questionnaire and return it by July 31, 2009, so that we may in turn provide you with the most reliable data possible. This survey is also offered online here: http://www.hrsource.org/olstart/olsite/index.cfm. Your userID/password are supplied on the cover letter included with this mailing, or call or email us to have it sent again. Please Print: (This information will remain confidential and will not be re-distributed to any third parties.) Completed by: __________________________________________________ Organization: _____________________________________________________ Phone: ______________________________________________ Email: _________________________________________________________ INSTRUCTIONS To make this survey the greatest value to you and to all other participants, please follow these instructions carefully: QUESTIONS 2 & 3: Please provide information for these two questions based on your location. This information is used to present data in different formats in the results. PAY PERIOD: Report salaries for the pay period nearest to July 1, 2009. REPORTING PAY: Base rates are defined as actual straight time pay. Do not include overtime premiums, shift differentials, bonuses or any other incentives or variable...
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...USED IN BANKING SERVICES Cetina Iuliana Academy of Economic Studies, Bucharest, 6, Piata Romana, ,phone: 0722-430482, email:iuliana.cetina@k.ro Mihail Nora Academy of Economic Studies, 6, Piata Romana, Bucharest, phone: 0722/369467 Usually, the marketing policy developed by companies goods has been directed towards attracting new consumers. In oppositions to such companies, service companies are first of all preoccupied with preserving their current customers. A frequent example, as an average, is that the cost incurred for attracting new consumers is five to six times higher that the one incurred for maintaining current ones1. Moreover, the loss of a consumer reduces the profit by approximately 118 USD, while its preservation costs only 20 USD2. Building customer relationships involve activities leading to a long term development of the relationship between the company and the customer, for both parties’ benefit. Key words: banking services, SERVQUAL Model and banking customer satisfaction, relationship marketing. Within the domain of banking services, the service process involves a multitude of relationships between the performer and the consumer. Especially, the product is the main “instrument” for creating and offering a quality service and, implicitly, for the company to prove its care for and interest in the customer’s problems. The concept of “care for and interest in the customer’s problems” is tightly related to that of providing satisfaction to the customer. In order to...
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...made with an hour. Show great customer service with doctors, laboratory technician and eyeglass frames in store locations. In this case study characteristics of LensCrafters will be reviewed on many levels. The topics of chose range from Customer Benefit Package (CBP), strategy and competitive priorities, service delivery system design, and service encounter design. In the readings below, the write has developed an analogy on LensCrafters. The analogy is based on LensCrafters’ case study from textbook and other resources. Introduction: History A subsidiary of Italy's Luxottica SpA, U.S.-based LensCrafters Inc. is the world's leading retailer of eyewear. Celebrating its 15th anniversary in 1998, the company was a pioneer of the "super optical" segment. Its’ phenomenal growth under U.S. Shoe in the 1980s culminated in Luxottica's 1995 acquisition. With over 700 outlets across the United States, Canada, and Puerto Rico, the chain boasts a seven percent share of the domestic retail eyewear market. The company was expected to cross the $1 billion sales mark in 1997, a tripling of revenues from 1987's $305 million. LensCrafters was founded in 1983 by Dean Butler, a 38-year-old who had previously worked at Procter & Gamble. Butler, whom also came up with the idea, frames ready within an hour. Strategy and Competitive Priorities LensCrafters’ mission statement is focusing on the customers. This means delivering outstanding customer service creating great Eyewear within...
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...obtain what they need and want through creating and exchanging products and value with others. Dr. P.V. (Sundar) Balakrishnan Simply put: Marketing is the delivery of customer satisfaction at a profit. Managing World-Class Organizations S #1 Balakrishnan The Marketing Objective Activities in the Marketing Process ... “Satisfy the needs of a group of customers better than the competition.” Distinguish from Selling or Advertising: – merely a subset of marketing actions used to satisfy consumer needs. Marketing focuses on the use of all the firm’s controllable influences to satisfy the customer. S #3 Balakrishnan S #2 Balakrishnan Broad Objective of Marketing Identify needs of customers that company can satisfy Design a Product (“bundle of benefits”) that satisfies those needs - better than existing products. Promote / communicate these benefits in order to motivate purchase Price at the right level so that consumers are willing & able to buy the product and the firm’s profit goals are met Make the product available at the right Place so that exchange is facilitated S #4 Balakrishnan Core Marketing Concepts To grow the business by adapting it to changes in the environment : by monitoring Needs, wants, and demands changes in customer needs changes in competition changes in the company’s own skills / resources Markets looking for opportunities & threats that arise from these changes initiate tactical...
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...Sustaining Employee Performance John Rhodes, Maria Mendoza Suarez, John Guy, Joseph HRM/300 February 16, 2015 Robert Lacey IV Sustaining Employee Performance As an employee, your work performance is under constant evaluation. “Employees generally see any such evaluation as having some direct effect on their work lives. They may lead to increased pay, a promotion, warnings about sub-standard performance, or assistance in personal development areas for which the employee needs some training” (DeCenzo, 2013 pp. 244). In the coming paragraphs we will discuss: performance management systems, job evaluation methods, possible compensation plans and the importance of providing employee benefit programs as they pertain to Customer Service Representatives and Retail Sales Professionals of AT&T. Function of Performance Management Systems Performance management systems are put in place to apply organizational and individual objectives. “Performance management is a process by which managers and employees work together to plan, monitor and review an employee’s work objectives and overall contribution to the organization. More than just an annual review, performance management is the continuous process of setting objectives, assessing progress and providing on-going coaching” (Community Foundations of Canada, 2013, para. 1). Performance management systems have been criticized as they may lead to emotional outbursts from employees. A properly designed performance management system...
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