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1、蕭慰農 / Knight W. N. Hsiao 總經理室顧客滿意部協理 福特六和汽車公司,12 / 28, 2002,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
2、That Block Customer Satisfaction ? How To Improve Customer 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
3、comparison process. Prior to the purchase and consumption of 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 pr
4、oduct/service is consumed. Therefore, customer expectations 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 pr
5、ior experience Communication with sales people Advertising 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 OWN
6、ERSHIP experience, the customer compares perceived “Performance” 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
7、 OWNERSHIP experience, he/she tends to modify or revise his/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
8、 purchase the product/service he/she experienced. Harvard Business 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 profitabl
9、e overtime due to loyal customers.,Profit Increase,Profit Increase 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
10、: F. Reichheld and E. Sasser (1990), “Zero Defections : Quality 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
11、new car buyer. Service : eight times for car service. Factors 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 Analys
12、is,Customer Satisfaction Components,Customer Satisfaction Scorecard,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 Atti
13、tude Survey (Company to Dealer Standard),What are factors that 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,Cons
14、umer driven Functional targets,minimum degradation with time/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
15、 Ford case Tracking Process Quality / Reliability Metrics Q / 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 Satisfac
16、tion Brand, Product, and the Engineer Graphic of Key Messages,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 off
17、ering 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-Centric to Customer-Centric: A Paradigm Shift,How to Build up a Customer-Centric Business Structure ?,Q & A,Thank You !,蕭慰農 / Knight W. N. Hsiao,