scholarly journals Managing Customer Relationships through Price and Service Quality

2008 ◽  
Author(s):  
Gabriel R. Bitran ◽  
Paulo Rocha e Oliveira ◽  
Ariel Schilkrut
Keyword(s):  
Service Quality ◽  
Customer Relationships

Examining the role of commercial long-term care insurance in long-term care services

2019 ◽  
Vol 37 (2) ◽  
pp. 565-578 ◽  
Author(s):  
Tsu-Wei Yu ◽  
Lu-Ming Tseng
Keyword(s):  
Service Quality ◽  
Relationship Satisfaction ◽  
Long Term Care ◽  
Customer Relationships ◽  
Term Care ◽  
Policy Makers ◽  
Content Type ◽  
Long Term Care Insurance

PurposeThe purpose of this paper is to explore the role of commercial long-term care insurance (LTCI) in long-term care (LTC) services, and to elucidate the mediating roles of service quality and relationship satisfaction in the relationship between customization and loyalty. In addition, this study offers important recommendations for policy makers in formulating policy aimed at supporting the industry and regulating its customer relationships in life insurers in Taiwan.Design/methodology/approachStudy participants were policyholders of life insurance in Taiwan with experience in purchasing commercial LTCI. They were investigated through in-depth interviews and surveys. The hypotheses were tested using the structural equation modeling (SEM) analysis of variance.FindingsThe findings of this study are important for policy makers in formulating policy aimed at supporting the industry and regulating its customer relationships.Originality/valueThis study represents the first attempt to investigate the role of LTCI in LTC services in Taiwan. Likewise, this study improves our understanding of the main issues relating to the effect of customization on policyholder loyalty, and the partially mediating role of service quality and relationship satisfaction in the insurance marketing context.

scholarly journals PECULIARITIES OF CUSTOMER RELATIONSHIPS MANAGEMENT: A CASE OF LITHUANIAN COMPANIES / SANTYKIŲ SU KLIENTAIS VALDYMO YPATUMAI: LIETUVOS ĮMONIŲ ATVEJIS

2014 ◽  
Vol 6 (1) ◽  
pp. 9-16
Author(s):  
Gintarė Bliujūtė ◽  
Renata Korsakienė
Keyword(s):  
Service Quality ◽  
Customer Relationship Management ◽  
Relationship Management ◽  
Customer Relationships ◽  
Customer Relationship ◽  
Quality Requirements ◽  
Relationships Management

Increasing competition among companies, constantly growingproduct and service quality requirements, rapidly changing consumerbehavior, technology advancements and changes enablescustomer to make decisions which product or service to buy. Inthis context, customer relationship management is becoming animportant tool creating preconditions to maintain loyal customersand improve company’s performance. The paper analyzespeculiarities of customer relationship management in Lithuaniancompanies. In order to reveal motives and problems of customerrelationship management implementation the survey was carriedout. 82 companies participated in the survey. At the end of thepaper conclusions are presented. Didėjanti konkurencija tarp įmonių, nuolat griežtėjantys produktų ir paslaugų kokybės reikalavimai, sparčiaikintanti vartotojų elgsena, technologijų pažanga ir jų lemiami pokyčiai versle, sudaro sąlygas vartotojui rinktis – priimtisprendimus, kokią prekę ar paslaugą įsigyti. Šiame kontekste santykių su klientais valdymas tampa svarbia priemone, sudarančiaprielaidas išlaikyti vartotojus lojalius bei pagerinti įmonės veiklos rezultatus. Analizuojami santykių su klientais valdymoypatumai Lietuvos verslo įmonėse. Siekiant atskleisti santykių su klientais valdymo diegimo motyvus bei problemas,atliktas tyrimas – apklaustos 82 įmonės. Tyrimo rezultatai rodo, kad Lietuvos verslo įmonės supranta santykių su klientaisnaudą ir reikšmę, tačiau aktyvesnį santykių su klientais diegimą riboja tinkamos strategijos stoka bei darbuotojų priešiškumasgalimiems pokyčiams.

The impact of customer knowledge and customer relationship management on service quality

2014 ◽  
Vol 6 (1) ◽  
pp. 77-96 ◽  
Author(s):  
Shu-Mei Tseng ◽  
Pin-Hong Wu
Keyword(s):  
Service Quality ◽  
Customer Relationship Management ◽  
Management Practices ◽  
Relationship Management ◽  
Customer Relationships ◽  
Customer Relationship ◽  
Future Research ◽  
Customer Knowledge ◽  
Content Type ◽  
The Impact

Purpose – Enterprises realize that customers are their most important asset and recognize that a high level of customer satisfaction can only be achieved by enhancing service quality. Thus, how enterprises acquire customer knowledge by which to initiate and maintain customer relationships, as well as to enhance service quality has become an important issue. The paper aims to discuss these issues. Design/methodology/approach – This study uses a questionnaire and statistical analytical techniques to explore the impact of customer knowledge and customer relationship management (CRM) on service quality. Findings – The results indicated that customer knowledge has a positive influence on service quality and CRM is the partial intervening variable between customer knowledge and service quality. That is, customer knowledge enhances the CRM, while CRM, in turn, increases service quality and provides competitive advantages. Research limitations/implications – This research explored the impact of customer knowledge and CRM on service quality based on the company's perception and there was no validation on the customers' perception of the company. Therefore, it is suggested that future research should involve company staff, current customers, and latent customers to strengthen the triangulation. Practical implications – The results found that customer knowledge is indeed an important source of competitive advantage. Hence, enterprises should acquire valuable customer knowledge in order to enhance the relationship with customers, as well as enhance their service quality. Originality/value – There is still little related literature investigating the relationships amongst customer knowledge, CRM, and service quality. Hence, this study applies questionnaire methods as the main research tools in order to conduct an in-depth investigation into the influence of customer knowledge and CRM on service quality. Furthermore, this research is expected to provide enterprises with valuable suggestions for management practices.

scholarly journals E-Service Quality Hotel Pangeran Pekanbaru Pada Website Traveloka

2021 ◽  
pp. 174
Author(s):  
Ervina Wardiyanti ◽  
Intan Purwandani
Keyword(s):  
Service Quality ◽  
Minority Group ◽  
Customer Relationships ◽  
Average Score ◽  
Online Questionnaire ◽  
Travel Agent ◽  
Electronic Service ◽  
Online Reservation ◽  
Online Travel

Hotel Pangeran Pekanbaru is a 4-star hotel in Pekanbaru City which uses several Online Travel Agent (OTA) companies as online reservation media, with one of the highest reservation comes from Traveloka. The purpose of this study is to assess the electronic quality service of Traveloka’s website as an online reservation media at Hotel Pangeran Pekanbaru. The six dimensions of e-service quality by Tsang et al. (2010) include: (1) Website Function; (2) Quality and Information Content; (3) Need Fulfillment and Responsiveness; (4) Safety and Security; (5) Appearance and Presentation; and (6) Customer Relationships are implemented as a measure of the quality of an OTA's electronic service. This research is a descriptive quantitative study using data collection methods of survey and online questionnaire as a research tool. Online questionnaires were distributed to 100 guests of Hotel Pangeran Pekanbaru who had made online reservations through the Traveloka website. The results of this study indicate that the respondents' perceptions of Traveloka website’s e-service quality as an online reservation media for Hotel Pangeran Pekanbaru were classified as "high" with an average score of 3.56. Although the overall value of e-service quality on the Traveloka website is classified as "high", at the e-service quality value from the respondent's profile perspective, there is a minority group of 1% who answered that the quality of electronic services was in the "medium" category. Keywords: electronic service quality, online travel agent, Traveloka, online reservation, online booking

scholarly journals Modeling the factors that explain customer loyalty in retail banking

2021 ◽  
Vol 17 (3) ◽  
pp. 135-143
Author(s):  
Marko van Deventer ◽  
Ephrem Redda
Keyword(s):  
South Africa ◽  
Customer Satisfaction ◽  
Service Quality ◽  
Factor Structure ◽  
Customer Loyalty ◽  
Switching Cost ◽  
Retail Banking ◽  
Customer Relationships ◽  
Customer Commitment ◽  
Confirmatory Factor

Literature suggests that achieving adequate customer loyalty is a significant determinant of growth and profitability. However, in South Africa, there is no evidence of a validated customer-loyalty-in-retail-banking scale. Thus, this study aimed to contribute to the literature by validating customer loyalty in retail banking as a six-factor structure comprising customer loyalty, service quality, customer commitment, trust, switching cost and customer satisfaction, which practitioners can use as a marketing guide to better understand customer loyalty. Data was collected from one sample only once, and the sample size was selected (N = 400). Descriptive and confirmatory factor analyses were undertaken to achieve the study’s objective. Confirmatory factor analysis results validated customer loyalty in retail banking as a six-factor structure that includes customer loyalty, service quality, customer commitment, trust, switching cost and customer satisfaction. The results show no serious multicollinearity between the latent factors and that acceptable internal-consistency reliability was returned for each factor. Moreover, the measurement model returned acceptable composite reliability together with construct, convergent and discriminant validity. Moreover, IFI, TLI, CFI, SRMR and RMSEA model fit index values suggest a good fitting model. Thus, the results concluded that this six-factor model is a reliable and valid instrument of customer loyalty in retail banking and is the first validated customer loyalty scale within the retail-banking context of South Africa. Retail banks are encouraged to use this instrument as a marketing guide in their quest to provide excellent banking services to their market segments, as well as build solid bank-customer relationships.

scholarly journals Application of Revised Importance–Performance Analysis to Investigate Critical Service Quality of Hotel Online Booking

2021 ◽  
Vol 13 (4) ◽  
pp. 2043
Author(s):  
Rong-Chang Jou ◽  
Yeong-Jia Day
Keyword(s):  
Performance Analysis ◽  
Service Quality ◽  
Three Dimensional ◽  
Quality Measurement ◽  
Probit Model ◽  
Quality Attributes ◽  
Customer Relationships ◽  
Policy Implications ◽  
Hotel Management ◽  
Relationship Of

This study integrates the three-factor theory and Importance–Performance Analysis (IPA) into a three-dimensional importance–performance analysis (3-D IPA) approach to identify the critical service quality attributes for hotel online booking. A seven-point Likert-type scale of service quality measurement was designed in the survey and the participants (foreign independent tourists) were randomly selected at Taoyuan International Airport, Taiwan. A total of 453 participants were identified. The classification of the factors was based on the explicit importance, while the implicit importance was measured with the relationship of satisfaction by using the ordered probit model. The results, compared to the traditional method of partial correlation analysis, were different in the dimensions of Fulfillment and Responsiveness, Safety and Security, Website Functionality, and Customer Relationships. In conclusion, this study broadens the perspective of research method and improves the performance evaluation of e-service quality attributes. The empirical results provide recommendations and policy implications for resource allocation of hotel management.

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