酒店业会员制对顾客忠诚度的影响研究——以深圳城市客栈为例

顾客忠诚是顾客保持与企业良好关系的强烈意愿,企业实行会员制的最终目的是提高顾客的忠诚度。本文以深圳市城市客栈为研究对象,通过问卷调查和实证分析得出结论:顾客的期望、顾客对产品和服务的感知以及顾客对价值的感知影响顾客的忠诚;长期性、可靠性、人际关系、企业形象声誉,影响顾客的忠诚;机会成本、沉没成本、风险成本、搜索成本和认知成本,影响顾客的忠诚。在管理上,应通过提高会员满意度、会员关系信任、会员转换成本建立顾客忠诚。     

感知服务质量与顾客满意和顾客忠诚关系的实证研究

在实践中,中国服务业发展迅速,但营销水平有待提高,很多管理人员对营销以及服务管理的理解有限。在理论中,对感知服务质量各个维度、顾客满意和顾客忠诚之间的关系讨论很多,尚无定论。实证研究发现,是顾客满意正向影响感知服务质量各个因子,而不是相反,说明基于交易的顾客满意会影响对服务进行长期综合评价的感知服务质量。只有忠诚度一个因子影响顾客忠诚,因此企业在培养忠诚顾客上应该有所侧重。顾客满意和顾客忠诚的关系被验证并非线性关系,在线性方程模型中未能验证成功。     

Sind positiv eingestellte Kunden generell bereit, mehr zu zahlen?

At first sight it appears plausible that customers who display more positive evaluative reactions to a company, which previously had sold goods to them (=?supplier-related attitudes [SRA] such as customer satisfaction or loyalty), generally should be willing to pay higher prices for additional offerings of this supplier than their counterparts with less positive SRA. However, sizes of the respective correlations reported in past empirical research diverge considerably. Therefore, two empirical studies were conducted to explore the extent to which eight socio-demographic and psychographic customer characteristics influence relationships between SRA and willingness to pay intentions in the sense that the characteristics systematically increase or decrease (moderate) the considered relationships. In a first study of 238 customers of power companies, four characteristics (age, female gender, household size, electricity bill) were found to significantly negatively moderate the relationship between customers’ attitude toward their electricity supplier and their price tolerance for “green electricity” and one characteristic (involvement) was detected to have a significant negative moderating influence. A second study of 319 mobile communication customers suggested that customers’ involvement and relationship length with their current mobile services supplier positively moderated the association between the customers’ attitude toward their supplier and willingness to pay for a packet offer of their mobile service provider, whereas female gender exerted a negative moderating influence. The results imply that companies should conduct analyses aiming at the identification of socio-demo- and psychographic moderators or customer segments with heterogeneous impacts of SRA on behavioral price intentions respectively as part of their marketing planning process.     

Customer satisfaction of bicycle sharing: studying perceived service quality with SEM model

ABSTRACT

Bicycle sharing is an emerging business in many cities worldwide and has attracted a large number of users, due to its convenience, environmental friendliness, low cost, and flexibility for short-distance travels. This study evaluates main factors affecting the perceived service quality, satisfaction, and loyalty of bicycle sharing customers. We design measurement variables, conduct a satisfactory survey on customers using OFO bicycle sharing service in Ningbo, China, develop a Service-Satisfaction-Loyalty model using structure equation modeling (SEM), and conduct statistical analysis. The perceived service quality was simplified to three dimensions including: perceived service quality of platform, perceived quality of bicycle entity, and perceived quality of value. The results show that SEM model can account for commonly unobserved variables within satisfaction and loyalty of bicycle-sharing. Perceived services quality of bicycle entity and platform are found to affect customer satisfaction significantly, while perceived quality of value is not a significant factor. This study confirms that satisfaction decisively leads to loyalty of bicycle sharing.     

Enhancing online-to-offline specific customer loyalty in beauty industry

Customer loyalty is one of the core values for business success in beauty industry; however, there is insufficient research on weighing the importance of critical factors contributing to customer loyalty for the industry. This study, for the first time, investigates and ranks empirically the critical factors contributing to O2O specific customer loyalty in beauty industry by using Analytical Hierarchical Process. Results show that customer satisfaction, customer’s perceived switching costs, customer trust, corporate image and customer value positively influence O2O specific customer loyalty (in decreasing order of importance). Attributes contributing to the five critical factors have also been studied and ranked.     

浅论服务业营销的顾客关系管理

随着服务业在国民经济中的比重加大,服务业营销也理当引起企业管理者的重视。服务业营销不同于产品营销,其顾客在营销中的地位也与一般商品营销不同。通过对顾客关系进行有效管理,乃至把顾客作为服务企业的核心资产进行管理,提高顾客的满意度和忠诚度,使顾客资产价值实现保值、增值,成为服务企业的竞争优势。     

搞好客服文化建设,提高企业服务竞争力

企业客服人员是直接面向客户的团队,服务水平的高低直接影响着企业的客户满意度和企业的名誉。文章先分析了企业重视客服工作的必要性,然后从企业的软环境和硬环境两个方面分析了如何提高员工对企业的满意度和忠诚度。软环境方面包括员工的思想的统一、员工的技能的提高、团队精神的建设、员工的激励活动,硬环境包括客服部门办公室的布置、绿化、空气、光线、颜色、声音,文章重点分析了这些因素对员工工作的影响,并提出了解决方案。     

顾客关系承诺研究:模型与实证

顾客关系承诺有三个维度,持续性承诺、规范性承诺以及情感性承诺。顾客关系承诺意愿越强,则其转换意图就越弱,忠诚度越高。持续性承诺的影响因素包括转换成本和服务质量;情感性承诺的影响因素包括满意和信任;规范性承诺的影响因素为主观规范。对山东省服务业的调查分析显示,情感承诺、规范化承诺和持续性承诺都与转换意向负相关,但是情感承诺由规范化承诺中介,即情感承诺越强,对服务供应商的规范化承诺越强。主观规范与转换意图之间的关系由规范性承诺中介,信任与转换意图之间的关系由情感承诺中介,转换成本与转换意图之间的关系由持续性承诺中介,服务质量和转换意图之间关系没有由持续性承诺中介。     

一线员工对客服务中的移情心理研究

对于任何一个企业,特别是服务性企业来说,顾客的高满意度是企业获取竞争优势的关键因素,而一线员工在对客服务中的移情心理又为获取顾客高满意度起到了关键作用。虽然大部分企业已经向顾客标榜"我们关心您"的口号,但仍旧有不少企业行动上却只关心如何从消费者手中获取更多的利益。事实上,企业要想真正赢得顾客的忠诚,则必须在服务过程中学会如何有效地倾听顾客,做到真正从顾客的利益出发。     

Some insights into customer orientation: an investigation of salespeople in Taiwan

Despite the claim that prosocial service behavior ratings influence sales performance (SP), an empirical discrepancy exists in relating prosocial service behavior ratings to actual SP. Furthermore, studies have seldom considered prescribed role and prosocial service behaviors together as important factors in influencing customer attitudes and SP. This article fills this void by examining the relative contribution of prescribed role and prosocial service behavior. Effective triadic data from 37 sales managers, 418 business customers, and 122 SP archives are used for exploring the relationships between customer-oriented behaviors and customer outcomes [customer satisfaction (CS) and loyalty intent] and percentage of sales quota attained. The principal results generally indicate that business customers place greater values on prosocial service behavior in predicting SP and CS, and that CS partially mediates the relationship between prescribed role service behavior and outcome variables.     

内部服务质量理论及其对服务性企业管理实践的启示

根据服务利润链理论,内部服务质量决定了员工的满意感,满意的员工能够为顾客提供高价值的服务,从而使顾客形成满意感和忠诚感,为企业赢得利润和发展。要激励全体员工做好服务工作,自觉地为顾客提供优质服务,服务性企业必须将广大员工当做内部顾客,尽力满足员工的需要和愿望,为员工提供优质的内部服务。     

Evaluating corporate image and reputation using fuzzy MCDM approach in airline market

In today’s highly competitive airline market, preferable corporate image is acknowledged as having high potential to impact customer loyalty. Corporate image provides a powerful way of differentiating a company from its competitors and stimulating purchases. In the past, corporate image has been a vague concept and has been difficult to measure quantitatively. A fuzzy MCDM (Multi Criteria Decision Making) model is thus proposed. It can quantify corporate image and reputation so that management can fully comprehend the relative positioning of company in the markets to make informed judgments and marketing strategies. A study of international airlines serving in Taiwan is conducted for verification. The results indicate that safety record and service emerge as the critical factors of the air transport market while the incentives seem to have little attraction for customers.     

Comparing the main effects and moderating effects of education among three models in IT service: a quantitative approach

This study examines the formation of relationship quality and loyalty for an ISP (Internet service provider). Three conceptual models are tested for comparison. In the models, relational selling behavior, network quality, and service recovery indirectly influence loyalty with an ISP through the mediation of relationship quality. That is, in model 1, relationship quality is examined as a single construct, rather than the second-order construct comprising satisfaction and trust in model 2. In model 3, satisfaction and trust are examined as two different constructs. Customer education moderates several paths of the three models. The moderating effects are simultaneously examined using data from customers of a Taiwan’s leading ISP. The test results indicate that the influence of satisfaction on loyalty and that of network quality on satisfaction are stronger for low education customers than high education customers, while the influence of trust on loyalty and that of network quality on trust are stronger for high education customers than low education customers. Furthermore, the influences of relational selling behavior and service recovery on satisfaction and trust are similar for both high education customers and low education customers. Implications of the empirical findings are also discussed.     

冷漠顾客满意形成机理探究——基于中国电信行业调查数据

满意的顾客不一定是忠诚的顾客,感受满意的顾客仍有可能流失,顾客满意与顾客忠诚之间存在一个"冷漠满意区域"。企业仅仅满足顾客期望还远远不够,应通过提供超越期望的服务来达到顾客感动,将顾客拖离冷漠区间,是赢取忠诚顾客的有力手段。     

中国零售业服务质量研究对比分析:2005─2010

零售业服务质量不仅影响顾客满意度,还会影响顾客忠诚度。目前,国内对零售业服务质量的研究不仅限于服务质量量表的探索性研究,还涉及到对顾客满意度和忠诚度影响的实证研究。未来的零售业服务质量研究除了在多个业态方向继续深入外,服务质量量表的探索性研究也会加大力度,而服务质量与顾客满意度及忠诚度的关系会是研究的重点。     

外卖快递服务质量对消费者满意度的影响实证研究

为了研究外卖快递服务的消费者满意度,文章基于价值感知理论和外卖快递服务质量,构建外卖快递服务消费者满意度研究模型,并且通过调查问卷收集数据,借助SPSS和Smart PLS进行统计分析和假设检验。研究表明,外卖快递服务的及时性、便利性、安全性和可靠性显著影响用户的功能价值和享乐价值,进而影响用户的满意度。研究结果对于提高外卖快递服务质量和消费者满意度具有重要作用。     

The extended theory of planned behavior in Turkish customers' intentions to visit green hotels

Over the last decade, many studies have started to focus on understanding customers' green purchase intentions since the increasing importance of environmental issues in the hotel industry. This study examined customers' intentions to visit green hotels by using the theory of planned behavior. Two constructs, environmentally friendly activities and overall image, were incorporated into the theory, and the extended theory of planned behavior model was tested. The aim of this study was to analyze the effects of the extended theory of planned behavior constructs (attitudes towards green hotels, subjective norms, perceived control, environmentally friendly activities, and overall image) on visit intentions and also to predict the effects of visit intentions on willingness to pay, satisfaction, and loyalty. Within this aim, the research model was formed to show the antecedents and consequences of intentions to visit green hotels. Data were collected by face‐to‐face survey technique, and 400 usable questionnaires were held from the customers in Izmir City, Turkey. In the findings, four of five constructs in the antecedents of intentions, except perceived control, were found as significant, and all three consequences of intentions were found as significant. The results of the study supported the usage of the extended theory of planned behavior in the context of green hotels. Theoretical contributions and discussions were explained lastly.     

打造顾客参与桥梁，驱动物流服务创新

针对物流产业的服务创新驱动问题．结合宁波北仑区100多家物流企业的调研数据,深入分析了物流行业的结构升级突破点和顾客参与服务改善中面对的问题．提出了创建第三方物流客户服务共同平台,进而打造顾客参与桥梁,驱动不同的物流企业创新出具有特色的服务,赢得彼此的客户满意。     

服务补救理论在物流企业中的应用研究

服务补救理论从客户满意的角度让客户的损失降到最低,尽力挽回客户的忠诚度,提高顾客对服务补救措施的满意程度,使物流企业找到最有效的服务补救的措施和行为,为物流企业构建一套基本的服务补救管理方法。     

管理人员在服务利润链管理中的作用

服务利润链是将"硬性"的价值建立在"软性"的标准上,将企业的赢利能力、客户忠诚度和满意度与服务价值紧紧相连,而服务价值又是由满意、忠诚和富有活力的员工所创造的。管理者作为服务利润链管理成功的基础,在服务利润链各环节上发挥了重要作用。管理者可以通过"员工为中心"的内部服务质量管理和"顾客导向"的服务战略管理,提升企业的整体服务形象和绩效。