Showing posts with label relationship. Show all posts
Showing posts with label relationship. Show all posts

19 February, 2016

This final section of the chapter discusses situations in which the firm might actually consider ending the relationship and how that might occur,in the next chapter we discuss situations in which the customer might decide to terminate the relationship and switch providers.

The Customer Is Not Always Right:

The assumption that all customers are good customers is very compatible with the belief that "the customer is always right",an almost sacrosanct tenet of business.Yet any service worker can tell you that this statement is not always true,and in some cases it may be preferable for the firm and the customer to not continue their relationship.

The Wrong Segment:

A company cannot target its services to all customers,some segments will be more appropriate than others.It would not be beneficial to either the company or the customer for a company to establish a relationship with a customer whose needs the company cannot meet.
For Example: A school offering a lock step,daytime MBA program would not encourage full time working people to apply for its program nor would a law firm specializing in government issues establish a relationship with individuals seeking advice on trusts and estates.

Not Profitable in the Long Term:

In the absence of ethical or legal mandates,organizations will prefer not to have long term relationships with unprofitable customers.Some segments of customers will not be profitable for the company even if their needs can be met by the services offered.

Example: This situation are when there are not enough customers in the segment to make it profitable to serve,when the segment cannot afford to pay the cost of the service,or when the projected revenue flows from the segment would not cover the costs incurred to originate and maintain their business.

Difficult Customers:

Managers have repeated the phrase "the customer is always right" so often that you would expect it to be accepted by every employee in every service organization.So why isn't it? Perhaps because it simply is not true.The customer is not always right.No matter how frequently it is said,repeating that mantra does not make it become reality,and service employees know it. 

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08 January, 2016

Switching barriers tend to serve as constraints that keep customers in relationships with firms because they however firms can engage in activities that encourage customers to remain in the relationship because they creating relationship bonds.
Leonard Berry & A.Parasuraman have developed a framework for understanding the types of retention strategies that focus on developing bonds with customers.

Level :1 Financial Bonds:

The customer is tied to the firm primarily through financial incentives lower prices for greater volume purchases or lower prices for customers who have been with the firm a long time.
Many travelers belong to several frequent flyer programs and do not hesitate to trade off among them.Although price and other financial incentives are important to customers,they are generally not difficult for competitions to imitate because the primary element of the marketing mix being manipulated is price.

# Volume and frequency reward

# Stable pricing

# Bundling and cross selling

Level :2 Social Bonds:

The firm through more than financial incentives.Although price is still assumed to be important,strategies seek to build long term relationships through social and interpersonal as well as financial bonds.Customers are viewed as clients not nameless faces,and become individuals whose needs and wants the firm seeks to understand.

# Continuous relationship

# Personal relationship

# Social bonds among customer

Level :3 Customization Bonds:

Level 3 strategies involves more than social ties and financial incentives,although there are common elements of level 1 and 2 strategies encompassed within a customization strategy and vice versa.Two commonly used terms fit within the customization bonds approach mass customization and customer intimacy.

# Anticipation

# Mass customization 

# Customer intimacy

Level: 4 Structural Bonds:

Level 4 strategies are the most difficult to imitate,they involve structural as well as financial,social and customization bonds between the customer and the firm.Structural bonds are created by proving services to the client that are frequently designed right into the service delivery system for that client .

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13 November, 2015

Relationship value of a customer is a concept or calculation that looks at customers from the point of view of their lifetime revenue and profitability contributions to a company.This type of calculation is needed when companies start thinking of building long-term relationships with their customers.

Factors That Influence Relationship Value:

The Lifetime or relationship value of a customer is influenced by the length of an average "Lifetime" the average revenues generated per relevant time period over the lifetime,sales of additional products and services over time,referrals generated by the customer over time,and costs associated with serving the customer.

Estimating Customer Lifetime Value:

If companies knew how much it really costs to lose a customer,they would be able to accurately evaluate investments designed to retain customers.One way of documenting the dollar value of loyal customers is to estimate the increased value or profits that accrue for each additional customer who remains loyal to the company rather than defecting to the competition.

Linking Customer Relationship Value to Firm Value:

The emphasis on estimating the relationship value of customers has increased substantially in the past decade.Part of this emphasis has resulted from an increased appreciation of the economic benefits that firms accrue with the retention of loyal customers.

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28 August, 2015

Relationship marketing essentially represents a paradigm shift within marketing away from an acquistitions focus towards a retention focus.Relationship marketing is a philosophy of doing business,a strategic orientation,which focuses on keeping and improving relationships with current customers rather than on acquiring new customers.This philosophy assumes that many consumers and business customer prefer to have an ongoing relationship with one organization than to switch continually among providers in their search for value.Building on this assumption and another that suggests it is usually much cheaper to keep a current customer than to attract a new one,successful marketers are working on effective strategies for retaining customers.

"Relationship marketing is the process of creating,maintaining and enhancing strong value,laden,relationship with customer and other stockholders."-->Philip Kotler.

"The term relationship marketing is an organization effort to develop a long term cost effective like with individual customers for mutual benefit."-->Kevin&Herley.

Strong Value.

Finally we can say,Relationship marketing is the process of creating,maintaining and enhancing strong value,laden,relationship with customer and other stockholders.
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