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"The loyalty link is a must read for any marketer who wants to understand the power of customer enthusiasm." --Don Hudler, President Saturn Corporation In an age of consumerism, downsizing, and frequent layoffs, it may seem that loyalty in the marketplace has fallen victim to the fast buck and the quick fix. In The Loyalty Link, however, Dennis McCarthy reveals that loyalty--between a business and its customers, between employer and employee--is a major competitive advantage. Businesses that develop loyalty links to their employees will consistently retain loyal customers and gain a competitive edge. McCarthy gives business owners, managers, and executives the ideas and tools to forge the crucial link between loyalty and profitability. The Loyalty Link helps you strengthen the bonds of loyalty with your employees and customers alike. You'll discover that the interactions between employees and customers that foster loyalty are neither random events nor the product of well-rehearsed and closely supervised employee behavior. They result from an overall approach that encourages and rewards discretionary effort, and supports employee efforts with thorough training, adequate compensation, and a sense of appreciation. In this eye-opening book you'll discover: * Why satisfied customers are ripe for the picking by your competitors * What it takes to exceed your customers' expectations and establish a loyalty link * How to create a working environment in which employees go out of their way to exceed customer expectations * Training methods that inspire loyalty rather than resentment * Techniques for getting customers involved in your business Whether you're a small business owner, a department manager, or an executive in a large corporation, The Loyalty Link shows you how to make your business more customer-friendly, more hospitable to your employees, and more profitable for yourself and your investors.
This book aims to provide a deeper understanding of the concept and negative outcomes of employee loyalty, considering employees in organizations and OB theory, and comparing employee experiences across both European and East Asian cultures. Through an international analysis of employee loyalty within the service industry, the author highlights the importance of this highly relevant but often overlooked topic to addressing practical issues such as conflict solution, employee retention, service mentality, and work effort. Building on a clear definition and evaluation of the concept of employee loyalty, this book explores meaningful theoretical and practical implications of employee views of the organization, working group, and supervisor.
Why Loyalty Matters by Timothy Keiningham,Lerzan Aksoy,Luke Williams Pdf
For decades we've been told that we live in fast-paced, dog-eat-dog world, that loyalty gets you nowhere, and that we must look out for number one! We've been told that to succeed we have to constantly reinvent ourselves, let go of past relationships, and move on to greener pastures. And we've been told that all this is good. But it's not good. Why Loyalty Matters is grounded in the most comprehensive study of loyalty ever conducted, and what it reveals can change your life. The science is very clear – when it comes to business success, satisfaction in our relationships and even overall happiness, loyalty is essential. Renowned loyalty experts Timothy Keiningham and Lerzan Aksoy combine their own groundbreaking research with the leading thinking in philosophy, sociology, psychology, economics and management to provide a comprehensive guide to understanding what loyalty is, what it isn't and how to unlock its power in your personal and professional life.
The Loyalty Effect by Frederick F. Reichheld,Thomas Teal Pdf
U.S. corporations now lose half their customers in five years, half their employees in four, and half their investors in less than one. The Loyalty Effect reveals the secrets of successful companies which base their business strategies on loyal relationships. Reichheld lays out the principles that connect value creation, loyalty, growth, and profits, and shows how great companies have used these principles to build loyal customers, loyal employees, and loyal owners.
Customer Loyalty in Third Party Logistics Relationships by David L. Cahill Pdf
To manage an effective customer loyalty program, third party logistics service providers (3PLs) must understand the determining factors, as well as cultural background on loyalty. This book develops a model of customer loyalty, which is then validated using empirical data from nearly 800 logistics managers in Germany and the USA. The author reviews the effects of different relational factors on the model, and explores relevant German-US cultural differences.
"Reichheld outlines a strong argument for companies to develop policies that foster loyalty among customers and employers." -Financial Times In this provocative yet practical book, Fred Reichheld argues that loyalty provides the acid test for leadership in today's volatile business environment, and that most leaders deserve failing grades. Reichheld's 1996 international bestseller, The Loyalty Effect, set out his theory and convincingly established the link between loyalty and bottom-line profits. In Loyalty Rules, he moves from theory to practice, using vivid stories from many of today's most successful companies to illustrate how superior leaders create networks of mutually beneficial, trust-inspiring partnerships between customers, employees, suppliers, and investors.
Loyalty Management by Cristina Ziliani,Marco Ieva Pdf
In this insightful new text, Cristina Ziliani and Marco Ieva trace the evolution of thinking and practice in loyalty management. From trading stamps to Amazon Prime and Alibaba 88 Membership, they present a fresh take on the tools, strategies and skills that underpin its key significance in marketing today. Loyalty management is increasingly identified with the design and management of a quality customer experience on the journey across the many touchpoints that connect the customer with the brand. Evaluating the research on best practice and offering concrete examples from industry, the authors argue that existing schemes and systems are not just things of the past but should be the optimal starting point for companies needing to foster customer loyalty in an omnichannel world. Drawing on 20 years of experience in research, consulting and teaching, the authors have compiled a unique research-based practice-oriented text. It will guide marketers, business leaders and students through the changes in marketing thought and practice on loyalty management as well as offering practical guidance on the skills and capabilities that companies need if they want to be successful at delivering essential loyalty-driving customer experiences.
In 1906 and 1907 I gave, as a part of my regular work at the Summer School of Harvard University, an “Introduction to Ethics, with Special. Reference to the Interests of Teachers” A few lectures, summing up the main principles that lay at the basis of this ethical course as it had been given in the summer of 1906, were delivered in January and February, 1907, before a general academic audience, during a brief visit of mine at the University of Illinois. In several other places, both in the West and in the East, I have also presented portions of my views upon ethics; and in the summer of 1907 four general lectures on the topic were repeated before the Summer School of Theology at Harvard. In November and December of 1907, the lectures that constitute the present book were delivered for the first time before the Lowell Institute in Boston. visiting lecturer, to give to undergraduate students at Yale University in weekly class meetings. The present book, although in this way related to present and past academic tasks, is, nevertheless, not a text-book, and does not mean to be elaborately technical philosophical research. It is simply an appeal to any reader who may be fond of ideals, and who may also be willing to review his own ideals in a somewhat new light and in a philosophical spirit. Loyalty is indeed an old word, and to my mind a precious one; and the general idea of loyalty is still far older than the word, and is immeasurably more precious. But this idea has nearly always been confused in men's minds by its chance social and traditional associations. Everybody has heard of loyalty; most prize it; but few perceive it to be what, in its inmost spirit, it really is, —the heart of all the virtues, the central duty amongst all duties. In order to be able to see that this is the true meaning of the idea of loyalty, one has to free this idea from its unessential if somewhat settled associations with this or that special social habit or circumstance. And in order to accomplish this latter end, one has indeed to give to the term a more exact meaning than popular usage defines. It is this freeing of the idea of loyalty from its chance and misleading associations; it is this vindication of the spirit of loyalty as the central spirit of the moral and reasonable life of man, —t is this that I believe to be somewhat new about my “Philosophy of Loyalty” The conception of “Loyalty to Loyalty”, as set forth in my third lecture, constitutes the most significant part of this ethical task. For the rest, if my philosophy is, as a theory, more or less new, I am still only trying to make articulate what I believe to be the true spirit and meaning of all the loyal, whoever they may be, and however they define their fidelity. The result of conceiving duty in terms of the conception of loyalty which is here expounded is, indeed, if I am right, somewhat deep-going and transforming, not only for ethics, but for most men's views of truth and reality, and of religion. My own general philosophical opinions have been set forth in various works some time since (most elaborately in the volumes entitled “The World and the Individual”). I have no change to report in my fundamental metaphysical theses. But I have not published any formulation of my ethical opinions since the brief review of ethical problems in the first part of my “Religious Aspect of Philosophy” (published in 1885). One learns a good deal about ethics as one matures. And I believe that this present statement of mine ought to help at least some readers to see that such philosophical idealism as I have long maintained is not a doctrine remote from life, but is in close touch with the most practical issues; and that religion, as well as daily life, has much to gain from the right union of ethics with a philosophical theory of the real world. At the moment there is much speech, in current philosophical literature, regarding the “nature of truth“ and regarding “pragmatism” An ethical treatise very naturally takes advantage of this situation to discuss the relation between the “practical” and —the Eternal. I have done so in my closing lectures. In order to do so, I have had to engage in a certain polemic regarding the problem of truth, —a polemic directed against certain opinions recently set forth by one of the “dearest of my friends, and by one of the most loyal of men; my teacher for a while in my youth; my honoured colleague for many years, —Professor William James. Such a polemic would be indeed much out of place in a book upon Loyalty, were it not that my friend and myself fully agree that, to both of us, truth indeed “is the greater friend” Had I not very early in my work as a student known Professor James, I doubt whether any poor book of mine would ever have been written, —least of all the present one. What I personally owe him, then, I most heartily and affectionately acknowledge. But if he and I do not see truth in the same light at present, we still do well, I think, as friends, each to speak his mind as we walk by the way, and then to wait until some other light shines for our eyes. I suppose that so to do is loyalty. Meanwhile, I am writing, in this book, not merely and not mainly for philosophers, but for all those who love, as I said, ideals, and also for those who love, as I may now add, their country, —a country so ripe at present for idealism, and so confused, nevertheless, by the vastness and the complication of its social and political problems. To simplify men's moral issues, to clear their vision for the sight of the eternal, to win hearts for loyalty, —this would be, in this land, a peculiarly precious mission, if indeed I could hope that this book could aid, however little, towards such an end. Amongst the numerous friends to whom (whether or no they agree with all my views) I am especially indebted for direct and indirect aid in preparing this book, and for criticisms and other suggestions, I must mention: first, my wife, who has constantly helped me with her counsel, and in the revision of my text; then, my sister, Miss Ruth Royce, of San José, California, with whom I discussed the plan of the work in the summer of 1907; then, Doctor and Mrs. R. C. Cabot of Boston; Doctor J. J. Putnam of Boston; and, finally, my honoured colleague, Professor George H. Palmer....FROM THE BOOKS.
James L. Heskett,W. Earl Sasser,Leonard A. Schlesinger
Author : James L. Heskett,W. Earl Sasser,Leonard A. Schlesinger Publisher : Simon and Schuster Page : 345 pages File Size : 54,9 Mb Release : 1997-04-10 Category : Business & Economics ISBN : 9781439108307
The Service Profit Chain by James L. Heskett,W. Earl Sasser,Leonard A. Schlesinger Pdf
In this pathbreaking book, world-renowned Harvard Business School service firm experts James L. Heskett, W. Earl Sasser, Jr. and Leonard A. Schlesinger reveal that leading companies stay on top by managing the service profit chain. Why are a select few service firms better at what they do -- year in and year out -- than their competitors? For most senior managers, the profusion of anecdotal "service excellence" books fails to address this key question. Based on five years of painstaking research, the authors show how managers at American Express, Southwest Airlines, Banc One, Waste Management, USAA, MBNA, Intuit, British Airways, Taco Bell, Fairfield Inns, Ritz-Carlton Hotel, and the Merry Maids subsidiary of ServiceMaster employ a quantifiable set of relationships that directly links profit and growth to not only customer loyalty and satisfaction, but to employee loyalty, satisfaction, and productivity. The strongest relationships the authors discovered are those between (1) profit and customer loyalty; (2) employee loyalty and customer loyalty; and (3) employee satisfaction and customer satisfaction. Moreover, these relationships are mutually reinforcing; that is, satisfied customers contribute to employee satisfaction and vice versa. Here, finally, is the foundation for a powerful strategic service vision, a model on which any manager can build more focused operations and marketing capabilities. For example, the authors demonstrate how, in Banc One's operating divisions, a direct relationship between customer loyalty measured by the "depth" of a relationship, the number of banking services a customer utilizes, and profitability led the bank to encourage existing customers to further extend the bank services they use. Taco Bell has found that their stores in the top quadrant of customer satisfaction ratings outperform their other stores on all measures. At American Express Travel Services, offices that ticket quickly and accurately are more profitable than those which don't. With hundreds of examples like these, the authors show how to manage the customer-employee "satisfaction mirror" and the customer value equation to achieve a "customer's eye view" of goods and services. They describe how companies in any service industry can (1) measure service profit chain relationships across operating units; (2) communicate the resulting self-appraisal; (3) develop a "balanced scorecard" of performance; (4) develop a recognitions and rewards system tied to established measures; (5) communicate results company-wide; (6) develop an internal "best practice" information exchange; and (7) improve overall service profit chain performance. What difference can service profit chain management make? A lot. Between 1986 and 1995, the common stock prices of the companies studied by the authors increased 147%, nearly twice as fast as the price of the stocks of their closest competitors. The proven success and high-yielding results from these high-achieving companies will make The Service Profit Chain required reading for senior, division, and business unit managers in all service companies, as well as for students of service management.
Increasing Customer Loyalty via Mobile Customer Relationship Management by Silke Freitag Pdf
Inhaltsangabe:Abstract: The main objective of this research was to find out and demonstrate how companies can manage to maintain and increase their customer s loyalty with the help of Customer Relationship Management in today s wireless world. Due to the growing convergence of the Internet and the mobile phone, competition between companies is considerably increasing. In order to further keep their stake in the market, companies are forced to improve the relations to their customers by using new business technologies enabling them to differentiate themselves from the competition in offering personalized services especially tailored to their customers needs. This thesis will concentrate on the opportunities that Customer Relationship Management offers in the wireless world. Mobile applications and instruments that enable companies to create more loyalty among their customers will be pointed out while special focus is laid on SMS-Marketing. A few examples of companies who have been successfully applying wireless marketing will be given. Furthermore, part of this thesis was to carry out an online survey during which a number of people were interviewed about their experience with mobile services and their willingness to accept wireless marketing. The survey results provided a basis upon which the acceptance of possible marketing strategies, designed to increase customer loyalty, could be judged. Inhaltsverzeichnis:Table of Contents: AbbreviationsIII FiguresIV 1.Introduction1 1.1Problem statement2 1.2Limitation of research topic3 1.3Research procedure4 2.M-Business: Anywhere Anytime Access 5 2.1Definition of M-Business5 2.2Mobile network technology6 2.2.1GSM6 2.2.2GPRS7 2.2.3HSCSD8 2.2.4UMTS8 2.3Service technology9 2.3.1WAP9 2.3.2Bluetooth10 2.3.3Short Messaging Service (SMS)11 2.4iMode as an alternative to WAP11 2.5Mobile payment solutions14 2.5.1Paybox14 2.5.2Mobilpay16 2.5.3Payitmobile solution17 3.Mobile Customer Relationship Management - Key Functions and Definitions18 3.1Definition of Customer Relationship Management18 3.2CRM - A customer-oriented organizational process19 3.3Benefit of CRM22 3.3.1Improvement of image23 3.3.2Improvement of efficiency24 3.3.3Acquisition of new customers24 3.3.4Customer bonding25 3.4Customer Lifetime Value - A means to measure the success of CRM26 3.5CRM in the wireless world29 3.6Fields of application31 3.7Objectives of Mobile Customer Relationship Management32 4.M-CRM as a [...]
Is Loyalty Dead? by Farzana Quoquab,Jihad Mohammad Pdf
This book is for those who are interested to know more about the recent trend of service loyalty and service switching among mobile phone service users. This timely and important book is an essential guide for researchers, policy makers, managers, and marketers to develop an insight to better strategize and effectively implement loyalty programs and prevent their customers from switching. The term loyalty is acknowledged as an important indicator of the likely success of a service business, whereas switching costs a service firm the customers future revenue stream. However, recent research revealed that, in many industries, satisfied customers also tend to switch. This book discusses the role of switching cost and consumer innovativeness in explaining consumers switching tendency. Last but not the least, this book offers a richer explanation about loyalty and switching phenomena than past studies that mostly discussed these two constructs in isolation. Nowadays, divided loyalty as well as switching became a common issue, which made it difficult for the company managers to retain their customers for a long time. With no exception, the mobile phone service market is also filled with divided loyal ones as well as switchers. This book presents some depth and breadth strategies for the mobile phone network service providers in order to manage such promiscuous customers.
Harvard Business Review on Increasing Customer Loyalty by Harvard Business Review Pdf
How do you keep your customers coming back - and get them to bring others? This collection of HBR articles helps you: turn angry customers into loyal advocates; get more people to recommend you; boost customer satisfaction by satisfying your employees; and, focus on profitable customers - whether they're loyal or not.
Handbook of Research on Customer Loyalty by Keeling, Debbie I.,de Ruyter, Ko,Cox, David Pdf
Identifying customer loyalty as a crucial success factor in contemporary marketing thinking and practice, this innovative Handbook incorporates a rich collection of perspectives on the current topics and research-driven practices in the field. Leading scholars offer an insightful reimagining of the research methods, metrics, and designs for the future of measuring and predicting customer loyalty.
Marketing Opportunities and Challenges in a Changing Global Marketplace by Shuang Wu,Felipe Pantoja,Nina Krey Pdf
This proceedings volume explores marketing opportunities and challenges that exist in the current, fast-changing landscape of the global marketplace. Current global issues such as the rising middle class in emerging markets, disruptive technological breakthroughs, big data analytics, changing consumer habits and concerns over national trade policies have renewed ethical concerns around consumer privacy and the tools companies use to operate, market to, connect and build a relationship with their customers. Featuring the full proceedings from the 2019 Academy of Marketing Science (AMS) Annual Conference held in Vancouver, Canada, this book explores and assess the rate of change that drives companies to evaluate and adapt their marketing strategies to remain competitive. Founded in 1971, the Academy of Marketing Science is an international organization dedicated to promoting timely explorations of phenomena related to the science of marketing in theory, research, and practice. Among its services to members and the community at large, the Academy offers conferences, congresses, and symposia that attract delegates from around the world. Presentations from these events are published in this Proceedings series, which offers a comprehensive archive of volumes reflecting the evolution of the field. Volumes deliver cutting-edge research and insights, complementing the Academy’s flagship journals, the Journal of the Academy of Marketing Science (JAMS) and AMS Review (AMSR). Volumes are edited by leading scholars and practitioners across a wide range of subject areas in marketing science.