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1、,顧客滿意 / Customer Satisfaction,Outline Customer Satisfaction What Is Customer Satisfaction ? Why Needs Customer Satisfaction ? What Are Key Components Of Customer Satisfaction ? How To Understand Your Customer Satisfaction ? What Are Factors That Block Customer Satisfaction ? How To Improve Customer
2、Satisfaction with Product / Quality ? What Are Key Drivers To Make You Success On Customer Satisfaction ? Q&A,What Is Customer Satisfaction ? The formation process is dynamic : Customer measures and rates his/her Satisfaction as a result of comparison process. Prior to the purchase and consumption o
3、f a product/service, a customer establishes various expectations concerning the “Performance” of the product/service. In general, EXPECTIONS are the customers predictions of the nature and level of satisfaction that they will RECEIVE when product/service is consumed. Therefore, customer expectations
4、 play the role of defining the standard against which subsequent “Performance” is judged.,1.,2.,There are a variety of factors influence customer expectations, and hence, ultimate satisfaction level. They include such things as : Customer prior experience Communication with sales people Advertising
5、Price Influence of friends Customers own personality characteristics As a result, customer EXPECTATIONS serve to provide the foundation for attitude formation and also the adjustment of subsequent / expectation perceptions.,3.,During the OWNERSHIP experience, the customer compares perceived “Perform
6、ance” to the previously formed EXPECTATIONS. If the “Performance” meets or exceeds EXPECTATIONS, the customer is satisfied, but if “performance” falls short of EXPECTATIONS, the customer is dissatisfied.,As the customer continues through the OWNERSHIP experience, he/she tends to modify or revise his
7、/her expectations. As a result, customer satisfaction levels evolve.,Why Needs Customer Satisfaction ? It was proven strong correlation between “Completely Satisfied” customers and owner loyalty : a customer will recommend his/her friends to purchase the product/service he/she experienced. Harvard B
8、usiness School study findings : Firms with higher level of customer loyalty (not market share) enjoy higher profitability in a given industry . Profit will increase by 25% 85% from 5% increase in customer loyalty. Firms become more profitable overtime due to loyal customers.,Profit Increase,Profit I
9、ncrease from 5% Increase in Customer Loyalty,Source : F. Reichheld and E. Sasser (1990), “Zero Defections : Quality comes to Life” Harvard Business Review, Sep.-Oct. Issue.,Profit Per Customer (US$),Customer Profit Patterns Over Time,Source : F. Reichheld and E. Sasser (1990), “Zero Defections : Qua
10、lity comes to Life” Harvard Business Review, Sep.-Oct. Issue.,Loyal Customer vs. Sales Cycle Ford Research Cost of acquiring new customers is 5 times the cost to retain existing ones. Frequent of Customer Contact Point. Sales : one time for new car buyer. Service : eight times for car service. Facto
11、rs that affect a customer re-purchase to your product 80% comes from high satisfaction of service experiences.,Profitable Growth Through Customer Loyalty,Percents show contribution to overall customer satisfaction. Source: M&S Service Analysis,Customer Satisfaction Components,Customer Satisfaction S
12、corecard,Customer Feedback System,FLHs Marketing Research for Customer Satisfaction Product & Quality : GQRS / JD Power IQS & APEAL / ICCD Sales : CVP / JD Power SSI Service : CVP / JD Power CSI / CRC & DCRC survey Distribution : Dealer Attitude Survey (Company to Dealer Standard),What are factors t
13、hat block Customer Satisfaction.A Framework for Customer Satisfaction and Enthusiasm,Product Components,Emotional,Rational,Appearance,Brand Image (Halo Effect),Basic Quality,Performance Quality,Excitement Quality,Failure mode avoidance,Consumer driven Functional targets,minimum degradation with time
14、/service,How to Improve Customer Satisfaction with Product / Quality,Kano model Establish Key Milestones for New Program Launch Ford case Develop Reliability Process Ford case Integrate Reliability Process with Program Launch Key Milestones Ford case Tracking Process Quality / Reliability Metrics Q
15、/ RDAM Quality, Reliability, Discipline Assessment Metrics,Brand/PALS,Consumer Headset,Kano Prioritize and Plan,Targets Cascade,Reliability Demonstration,Kano Execution Progress Scorecard,Customer Satisfaction,With vehicle,Customer Satisfaction Brand, Product, and the Engineer Graphic of Key Message
16、s,June5handout.ppt Originator GSTORK,What Are Key Drivers to Make You Success on Customer Satisfaction ? Business transformation is required to shift to Think about the fact of existing competition environment under - Product or Service offering may be completely commoditized Margins may be vanishing,Does your company deliver unique value, at a profit, to target customers? Can competition get a foothold?,From ProductCentric to CustomerCentric,From Product-Cen
