服务营销精要英文pptimESMTBCh_11.pdf

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1、 90 Chapter 12 Managing Relationships and Building Loyalty GENERAL CONTENT Multiple Choice Questions 1.Which of the following is NOT one of the advantages to incremental profits of a loyal customer?a.Profit from increased purchases.b.Profit from decreased advertising.c.Profit from reduced operating

2、costs.d.Profit from referrals to other customers.e.Profit from price premiums.(b;Easy;p.309)2.In the worksheet for calculating customer lifetime value,sources of annual revenues include all EXCEPT _.a.Annual account fee b.sales c.service fees d.value of referrals e.account management(e;Moderate;p.31

3、1)3.Steps to building a foundation of loyalty include all EXCEPT _.a.delivering customer satisfaction b.delivery service quality c.segmenting the market to match customer needs and firm capabilities d.acquiring customers who fit the core value proposition e.managing the customer base through effecti

4、ve tiering(a;Moderate;p.313)4.The wheel of loyalty is composed of which of the following three main components?a.Create loyalty bonds;deliver quality service;segment the market b.Create loyalty bonds;build higher level bonds;deliver quality service c.Build a foundation for loyalty;create bundling;bu

5、ild higher level bonds d.Build a foundation for loyalty;create loyalty bonds;reduce churn drivers e.Create loyalty bonds;understand customer value;understand service value(d;Moderate;p.313)5.Firms should not assume that the“right customers”are always the _.a.ones that are easily delighted b.high spe

6、nders c.price sensitive customers 91 d.average income earners e.least costly to acquire(b;Challenging;p.316)6.Which of the following is NOT one of the four customer tiers discussed by Zeithaml,Rust,and Lemon?a.Platinum b.Gold c.Bronze d.Iron e.Lead(c;Easy;p.316)7.Which of the following are the three

7、 main zones of the satisfaction-loyalty relationship?a.Direction;institution;affluence b.Defection;indifference;affection c.Detection;elimination;subversion d.Detection;affluence;rejection e.Direction;intention;rejection(b;Moderate;p.318)8.Which of the following is NOT one of the strategies for deve

8、loping loyalty bonds with customers?a.Deepening the relationship b.Lag-based bonds c.Social bonds d.Customization bonds e.Structural bonds(b;Moderate;p.319)9.Which of the following is NOT one of the key strategies used to reduce customer defections?a.Eliminate nuisance customers.b.Address key churn

9、drivers.c.Implement effective complaint handling and service recovery procedures.d.Increase switching costs.e.Analyze customer defections and monitor declining accounts.(a;Easy;p.324)10.The key questions to ask when defining a firms customer relationship strategy include all EXCEPT _.a.What is the i

10、ncrease in profit from increase the share-of-wallet with our current customers?b.How much customization or one-to-one marketing and service delivery is suitable and profitable?92 c.How will top management feel about our strategy?d.How should our value proposition change to increase customer loyalty?

11、e.How much time and resources can we provide to CRM right now?(c;Moderate;p.331)True/False 11.Defection describes customers who stop buying from a company and transfer their brand affinity to another supplier.(False;Moderate;p.308)12.In the B2B context,the smaller firms as a group have a lot of barg

12、aining power.(False;Moderate;p.310)13.Customers remain loyal to a firm because they experience relational benefits.(True;Moderate;p.312)14.Most people can think of dozens of service firms they truly like and where they are committed to going back to.(False;Easy;p.312)15.Special treatment benefits in

13、clude being known by name by the service provider.(False;Moderate;p.313)16.Good relationships start with a good fit between customer needs and company capabilities.(True;Easy;p.314)17.Successful customer relationships cannot be built if a firm is selective about the segments they target.(False;Moder

14、ate;p.314)18.Many service firms put too much emphasis on value without enough consideration of the number of customers they will serve.(False;Moderate;p.314)19.The lead customer tier tends to generate moderate revenue,but only a small amount of business.(False;Moderate;p.317)20.The two ends of the c

15、ustomer satisfaction/loyalty relationship are terrorist and apostle.(True;Challenging;p.318)93 Short Answer 21.Define loyalty in a service context.Loyalty is a customers willingness to continue patronizing a firm over the long-term,preferably exclusively,and recommending the firms products to others

16、.(Easy;p.308)22.Why do firms benefit from a price premium with loyal customers?New customers often benefit from introductory promotional discounts,whereas long-term customers are more likely to pay regular prices and will pay even more when highly satisfied.(Moderate;p.309)23.What are the three clus

17、ters of benefits that customers derive from relationships with the firm?Confidence benefits,social benefits and special treatment benefits.(Moderate;p.312)24.Describe the“Iron”customer segment discussed by Zeithaml,Rust,and Lemon.These are the bulk of the customer base.They give the firm economies o

18、f scale and are often only marginally profitable.(Challenging;p.317)25.Explain what a“structural bond”means.Structural bonds are mostly seen in B2B settings and aim to stimulate loyalty through joint investment and sharing of information,processes,and equipment.(Moderate;p.323)Essay 26.Describe the

19、wheel of loyalty.According to the wheel of loyalty,customer loyalty is derived from three main components.The first is building a foundation for loyalty.Here,the market is segmented to match customer needs and firm capabilities,customers are selected to match the core value proposition,services are

20、tiered,and quality service is delivered.The second component is creating customer loyalty bonds.This component involves building social,customization,and structural bonds.It also involves rewarding(financial,recognition,bonuses)and deepening the relationship through cross selling and bundling of ser

21、vices.The third component reduces churn drivers through 94 effective complaint handling and increasing switching costs.All of these processes are enabled through frontline staff,account managers,membership programs,and CRM systems.(Challenging;p.313)27.Discuss the framework of the five key processes

22、 involved in a CRM strategy.The first key process is strategy development that involves the assessment of business strategy.This is typically the responsibility of top management.Once developed,it should guide the development of customer strategy,including the choice of target segments and tiers,the

23、 design of loyalty bonds,and churn management.Value creation,the second process,translates the business and customer strategies into specific propositions.The value to customers includes all benefits delivered through tier rewards,loyalty rewards,and customization.Value to the firm should include re

24、duced customer acquisition,retention costs,and increased profit.Multichannel integration is the third process.This simply refers to the need to interact consistently across different interfaces(e.g.face-to-face and online).The fourth process is information management.A firms ability to maintain mult

25、ichannel consistency and provide value creation,etc.rests on its management of information.Customer information(demographics,etc.)and churn information(turnover)are key aspects of information of which firms need to be aware.Finally,performance assessment allows a firm to know how well it is doing on

26、 creating value,achieving market and service delivery performance objectives,and its CRM process performance overall.(Challenging;p.327)APPLICATION CONTENT Multiple Choice Questions 28.Vanguards success is measured by which of the following?a.Low redemption rates b.High redemption rates c.Low custom

27、er turnover d.High customer turnover e.Portfolio stability(a;Challenging;p.315)29.Which of the following is NOT an aspect of ING Directs no-frills strategy?a.High interest rates b.Offers only a handful of basic products c.Lures low-maintenance customers d.Firing customers who dont fit the profile e.

28、Increased contact with the bank(e;Moderate;p.317)95 30.Which of the following is NOT an example of common CRM applications?a.Data collection b.Data analysis c.Market reinvestment d.Sales force automation e.Call center automation(c;Moderate;p.327)31.Common CRM applications include all of the followin

29、g EXCEPT _.a.Data collection b.Marketing automation c.Data entry d.Sales force automation e.Finance automation(e;Easy;p.328)32.Common failures in CRM implementation include all of the following EXCEPT _.a.employee enthusiasm about CRM b.inadequate support from top management.c.inadequate understandi

30、ng of customer lifetime value d.lack of coordination e.failure to reengineer business processes(a;Moderate;p.329)True/False 33.DHLs less powerful accounts generate significantly lower profitability than their major accounts.(False;Moderate;p.310)34.Vanguard Group is very careful about acquiring the

31、right type of customer.(True;Easy;p.315)35.ING Direct could be called the fast-food model of consumer banking because it is about as no-frills as it gets.(True;Moderate;p.317)36.Customer satisfaction(based on the ACSI)is highly related to the stock price of individual firms.(True;Moderate;p.319)37.P

32、art of British Airways strategy is that customers can earn BA points and air miles on other airlines.96(True;Challenging;p.320)Short Answer 38.What did DHL find out about its large and small accounts?DHL discovered that each of its major accounts brings a lot of business,but has below average margin

33、s.In contrast,its smaller,less powerful accounts show higher profitability.(Challenging;p.310)39.Describe how Vanguard Group keeps its costs down to attract the right type of customer.Vanguard focuses on index funds that create lower management fees and higher long term returns.They also do little a

34、dvertising and have a policy of not trading.(Moderate;p.315)40.Give an example of a firm discussed in the chapter that successfully built a strategy on serving customer segments that were neglected by established players that didnt perceive them as sufficiently“valuable.”Enterprise Rent-A-Car or Cha

35、rles Schwab.(Moderate,p.316)41.Describe the difference between miles and points on British Airways.Miles refer to distance flown and are redeemed for air travel rewards.Points earned,upgrade members to higher silver or gold tiers.(Moderate;p.321)42.Explain how AOL got itself into legal trouble with

36、poor churn management.AOL rewarded its call center employees with bonuses for“saving”over 50 percent of customers who called in to cancel their service.Rather than retain customers through quality service,they attempted to retain them by making it aggravating to leave the service.(Challenging;p.325)

37、Essay 43.Discuss how Vanguard Groups pricing is set up to reward the right kind of customers.97 For many of Vanguards investors,only a one-time upfront fee is charged that goes into the fund to compensate all current investors for the administrative costs of selling new shares.The fee basically subs

38、idizes long-term investors,and penalizes short-term investors.They also created Admiral shares for their loyal investors,which carry an expense fee one-third below ordinary shares.These efforts keep administrative and sales costs to the firm down,which are passed along to their loyal investors.(Chal

39、lenging;p.315)44.Discuss how tiering helps a leading U.S.market research agency better understand its customers.This agency uses the four-tier pyramid suggested by Zeithaml,Rust,and Lemon.Platinum clients are large accounts that are willing to plan a certain amount of research during the year and al

40、so able to commit to the timing,scope,and nature of the projects.They make capacity management easy and provide high margins because of the size of the projects.Gold accounts are similar,but represent a more price sensitive segment.These accounts are still fairly large,but unwilling to commit to a s

41、pecified amount of work during the year.Iron accounts spend a moderate amount in research and commission work on a project-by-project basis.They seek the lowest price and often do not allow the research firm time to finish a quality job.Lead accounts request isolated,low cost projects,which are quic

42、k and dirty and often invite multiple bids on their business.These accounts also tend to be high maintenance,as they do not understand research well enough.(Moderate;p.317)45.Discuss the benefits offered by British Airways to its Gold tier members.Gold tier members at British Airways receive a host

43、of benefits for their patronage and the value of their patronage.Members can be guaranteed a seat in economy even when a flight is fully booked and the member gives more than 24 hours of notice,essentially bumping another consumer from a lower tier.They receive the highest priority on standbys and a

44、dvance notification of delays over 4 hours from the United States or Canada.They are checked in first and may board the aircraft at their leisure.Members are given access to the first class departure lounge even when not flying on British Airways.They receive an additional 50 percent bonus for air miles and free cabin upgrades for achieving a certain amount of points within a year.(Moderate;p.320)