Topic
Customer reference program
About: Customer reference program is a research topic. Over the lifetime, 3589 publications have been published within this topic receiving 109326 citations.
Papers published on a yearly basis
Papers
TL;DR: In this article, the authors aim to develop a stronger understanding of customer experience and the customer journey in this era of increasingly complex customer behavior by examining existing definitions and conceptualizations of customer experiences as a construct.
Abstract: Understanding customer experience and the customer journey over time is critical for firms. Customers now interact with firms through myriad touch points in multiple channels and media, and customer experiences are more social in nature. These changes require firms to integrate multiple business functions, and even external partners, in creating and delivering positive customer experiences. In this article, the authors aim to develop a stronger understanding of customer experience and the customer journey in this era of increasingly complex customer behavior. To achieve this goal, they examine existing definitions and conceptualizations of customer experience as a construct and provide a historical perspective of the roots of customer experience within marketing. Next, they attempt to bring together what is currently known about customer experience, customer journeys, and customer experience management. Finally, they identify critical areas for future research on this important topic.
4,119 citations
TL;DR: In this article, the authors provide an overview of the existing literature on customer experience and expand on it to examine the creation of a customer experience from a holistic perspective, and propose a conceptual model, in which they discuss the determinants of customer experience.
2,947 citations
TL;DR: A self-selection bias in satisfaction measures used commonly for QFD and for corporate incentive programs is demonstrated, demonstrating how a product-development team used the voice of the customer to create a successful new product.
Abstract: In recent years, many U.S. and Japanese firms have adopted Quality Function Deployment QFD. QFD is a total-quality-management process in which the "voice of the customer" is deployed throughout the R&D, engineering, and manufacturing stages of product development. For example, in the first "house" of QFD, customer needs are linked to design attributes thus encouraging the joint consideration of marketing issues and engineering issues. This paper focuses on the "Voice-of-the-Customer" component of QFD, that is, the tasks of identifying customer needs, structuring customer needs, and providing priorities for customer needs.
In the identification stage, we address the questions of 1 how many customers need be interviewed, 2 how many analysts need to read the transcripts, 3 how many customer needs do we miss, and 4 are focus groups or one-on-one interviews superior? In the structuring stage the customer needs are arrayed into a hierarchy of primary, secondary, and tertiary needs. We compare group consensus affinity charts, a technique which accounts for most industry applications, with a technique based on customer-sort data. In the stage which provides priorities we present new data in which product concepts were created by product-development experts such that each concept stressed the fulfillment of one primary customer need. Customer interest in and preference for these concepts are compared to measured and estimated importances. We also address the question of whether frequency of mention can be used as a surrogate for importance. Finally, we examine the stated goal of QFD, customer satisfaction. Our data demonstrate a self-selection bias in satisfaction measures that are used commonly for QFD and for corporate incentive programs.
We close with a brief application to illustrate how a product-development team used the voice of the customer to create a successful new product.
1,999 citations
TL;DR: In this paper, a series of four studies leading to the development and validation of a customer value co-creation behavior scale is presented. The scale comprises two dimensions: customer participation behavior and customer citizenship behavior, with each dimension having four components.
1,474 citations
TL;DR: In this article, the relationship between customer satisfaction and customer loyalty was found to be nonlinear, and the authors used the data to develop internal benchmarks for the hotel based on scores that were representative of loyal customers.
Abstract: Develops and implements a method for hotels to identify attributes that will increase customer loyalty. Other hotels can replicate the methodology used in this study. The study makes the uses of the hotel’s database to draw samples for both focus groups and a mail survey. Based on 564 completed surveys from hotel guests, the authors found the relationship between customer satisfaction and customer loyalty was non‐linear. The authors use the data to develop internal benchmarks for the hotel based on scores that were representative of loyal customers. The study makes use of the hotel’s database to draw samples for both focus groups and a mail survey.
1,472 citations
Related Topics (5)
Performance Metrics
| Year | Papers |
|---|---|
| 2019 | 2 |
| 2018 | 12 |
| 2017 | 124 |
| 2016 | 208 |
| 2015 | 224 |
| 2014 | 267 |