DOCSLIB.ORG

New Channel Introduction and Customer Touchpoint Experience in a Multichannel Environment

Total Page：16

File Type：pdf, Size：1020Kb

Download full-text PDF Read full-text
New Channel Introduction and Customer Touchpoint Experience in a Multichannel Environment New channel introduction and customer touchpoint experience in a multichannel environment Citation for published version (APA): Li, J. (2015). New channel introduction and customer touchpoint experience in a multichannel environment. Technische Universiteit Eindhoven. Document status and date: Published: 01/01/2015 Document Version: Publisher’s PDF, also known as Version of Record (includes final page, issue and volume numbers) Please check the document version of this publication: • A submitted manuscript is the version of the article upon submission and before peer-review. There can be important differences between the submitted version and the official published version of record. People interested in the research are advised to contact the author for the final version of the publication, or visit the DOI to the publisher's website. • The final author version and the galley proof are versions of the publication after peer review. • The final published version features the final layout of the paper including the volume, issue and page numbers. Link to publication General rights Copyright and moral rights for the publications made accessible in the public portal are retained by the authors and/or other copyright owners and it is a condition of accessing publications that users recognise and abide by the legal requirements associated with these rights. • Users may download and print one copy of any publication from the public portal for the purpose of private study or research. • You may not further distribute the material or use it for any profit-making activity or commercial gain • You may freely distribute the URL identifying the publication in the public portal. If the publication is distributed under the terms of Article 25fa of the Dutch Copyright Act, indicated by the “Taverne” license above, please follow below link for the End User Agreement: www.tue.nl/taverne Take down policy If you believe that this document breaches copyright please contact us at: [email protected] providing details and we will investigate your claim. Download date: 29. Sep. 2021 New Channel Introduction and Customer Touchpoint Experience in a Multichannel Environment Jing Li A catalogue record is available from the Eindhoven University of Technology library ISBN: 978-94-6295-340-6 Li, Jing New Channel Introduction and Customer Touchpoint Experience in a Multichannel Environment Eindhoven: Eindhoven University of Technology, 2015. Keywords: customer touchpoints, multichannel customer management, customer experience, real-time experience tracking, customer satisfaction, online retailing, channel adoption, cross-channel competition, channel migration. Eindhoven University of Technology Department of Industrial Engineering http://www.tue.nl Beta Ph.D. Theses Series D - 188 Cover Design: Proefschriftmaken.nl Printed by: Proefschriftmaken.nl ǁǁ Uitgeverij BOXPress © 2015, Jing Li New Channel Introduction and Customer Touchpoint Experience in a Multichannel Environment PROEFSCHRIFT Ter verkrijging van de graad van doctor aan de Technische universiteit Eindhoven, op gezag van de rector magnificus, prof.dr.ir. F.P.T. Baaijens, voor een commissie aangewezen door het College voor Promoties in het openbaar te verdedigen op dinsdag 15 September 2015 om 16.00 uur door Jing Li geboren te Xinxiang, China Dit proefschrift is goedgekeurd door de promotoren en de samenstelling van de promotiecommissie is als volgt: voorzitter: prof.dr. J. de Jonge 1e promotor: prof.dr. F. Langerak 2e promotor: prof.dr.ir. M.C.D.P. Weggeman copromotor: dr. U. Konuş (Amsterdam University) leden: prof.dr.ir. G.H. van Bruggen (Erasmus University Rotterdam) prof.dr. K.H. Pauwels (Ozyegin University) prof.dr. T. van Woensel Acknowledgements When recalling the years spent on my Ph.D. research, I would never forget the help that I received from the people who surrounded me. This dissertation would not be completed without the advice and moral support from my promoters, defense committee, co-workers, colleagues, and family. Therefore, I would like to take this opportunity to acknowledge the people who motivate, encourage and support me during my Ph.D. period. First, I would like to express my sincere gratitude to my supervisors, Fred Langerak and Mathieu Weggeman. Fred, thank you for motivating and guiding me throughout the Ph.D. journey. You offer me the freedom to search for my research interest and conduct the research project, give valuable insights whenever I need your support, and take good control over the progress of my Ph.D. project. You are a great supervisor. From you, I learned how to become an excellent researcher. Mathieu, thank you for bringing me to the ITEM group at TU Eindhoven. I still remembered the first time when I talked with you through Skype and our first face-to-face meeting in the office. This warm start gives me confidence to accomplish my Ph.D. research at TU Eindhoven. I am also very grateful to my co-promoter Umut Konuş. Umut, I owned you a lot of ‘Big Thanks’. I want to thank you for teaching me how to cooperate with companies, run research product, and write and publish high-quality academic paper. I also would like to thank you for introducing me to top scholars in my research field, and your genuine advice on my career and life. You support me with all your trust, and encourage and guide me when I was puzzled, which really means a lot to me. Thank you so much! Next, I want to express my sincere appreciation to the other members of my doctoral defense committee, prof. dr. Gerrit van Bruggen, Prof. dr. Koen Pauwels, and Prof. dr. Tom van Woensel. It is my honor to having you in my committee. Thank you for your time and effort that you spent on reading and commenting my dissertation, and participating in my defense. Furthermore, I would like to give special thanks to prof. dr. Koen Pauwels, prof. dr. Hugh Wilson, and dr. Emma Macdonald. Koen, thank you for not only joining my defense committee but also your dedication to one chapter of this book. I really appreciate your quick response, constructive thinking, and in- depth insights. It is my great honor to work with you and publish our paper successfully. Hugh and Emma, thank you for allowing me to get access to an very interesting and unique data set and your great contribution to one of my papers. Moreover, I want to say thanks to my colleagues at ITEM group for your moral support, kind advice, and countless help during my Ph.D. period. My special gratitude goes to my dear (ex-) Ph.D. fellows in our beautiful garden- Connector 0.16; Amr, Freek, Ilona, Jelle, Joey, Kati, Luuk, Madis, Maren, Meike, Mohammad, Ramon, Stela, Ying, Bob, Gielis, Katrin, Lydie, Michel, Regien, Sharon, and Tim. I am very lucky to be surrounded by such a group of people full of humor, passion, sympathy and creation. Thank you all for making my time in ITEM very enjoyable. I also would like to express my great acknowledgement to my (ex-) colleagues from the secretary’s office; Marion, Bianca, Frederieke, and Kristel. You support me not only in daily administration, but also numerous issues that I as a foreigner could encounter by working and living in the Netherlands. Thank you a lot for making me feel at home! Last but certainly not least, I want to take this chance to thank my dearest family. Jianhua, my husband; thank you for tolerating my temper and always encouraging me when I felt depressed and frustrated. Thank you for showing your enthusiasm for my work and being a very good listener. Because of your unconditional love and support, I could have completed my Ph.D. dissertation, and in the meantime, have a wonderful life. To my parents: 亲爱的爸爸和妈妈，太多的感谢想对您们说，甚至一 时不知道从何说起。自从上大学以来，我和你们一年到头总也见不到几次， 我们之间的地理距离也越来越远。尽管你们极力隐藏，我知道这一切对你 们有多难。感谢爸妈这么多年对我的支持、理解、信赖和关心。尽管我们 聚少离多，你们的爱时刻陪伴在我身边，支撑着我前进。爸爸妈妈，女儿 非常地爱你们！ Jing Li Eindhoven, 2015 Table of Contents CHAPTER 1: Introduction……………………………………..………..……1 1.1. Introduction………...…………………………………..……………2 1.2. Research Questions..…………..…………………………...…..……6 1.3. Research Studies…….…………………………………..…..……...10 1.5. Outline……………………...……………………………………….12 CHAPTER 2: The Hare and the Tortoise: Do Earlier Online Channel Adopters Purchase More?…………………………………………….……....15 2.1. Introduction………………………………………………………....16 2.2. Conceptual Development………………………………..…...….….19 2.3. Data Description……….…………………………………….….…..26 2.4. Methodology………………………………………...……………...30 2.5. Results……………………………………………………..….…….36 2.6. Discussion and Implications……………………….………………..51 CHAPTER 3: Customer Channel Migration in the Competitive Environment: The Effects of Cross-Channel Competition………………....57 3.1. Introduction………………………………………………….……...58 3.2. Conceptual Development ………………………….…………….....62 3.3. Data and Variables……………………………….…………..……...72 3.4. Methodology………………………………………………………..76 3.5. Results………………….....……………………………….………..79 3.6. Discussion and Implications…………………....…………………..86 CHAPTER 4: How Do Instant Multi-Touchpoint Experiences Affect Customer Satisfaction and Behavior? A Real-Time Experience Tracking Approach………………………………………………………………………93 4.1. Introduction…………………………………………………….…...94 4.2. Conceptual Development……………………………………..….…98 4.3. Data Collection and Description…………………………....……..110 4.4. Methodology………………………………………...……………..115 4.5. Results………………..…………………………………...…….…120 4.6. Discussion and Implications .………………………………………133 CHAPTER 5: Discussion and Conclusions………………………………...141 5.1. Synopsis…………………………………………………………...142 5.2. Key Findings ……………….……………………………………..142 5.3. Theoretical Contributions..……………..…………………………146 5.4. Managerial
Load more

Recommended publications
  • Brand Touchpoints' Orchestration: Understanding the Impact of Digital
    Brand touchpoints’ orchestration: understanding the impact of digital, traditional and mobile touchpoints on customer journey Grégoire Bothorel, Paris Sorbonne University, Numberly (1000 mercis Group) Régine Vanheems, IAE Lyon-Lyon 3 University Anne Guerin, Numberly (1000 mercis Group) Brands interact with their customers through multiple channels and a myriad of touchpoints. Identifying the right combination of touchpoints to better guide customers’ path to purchase is critical for many brands and retailers. This paper reports two field experiments in which a French click-and-mortar retailer’s email-only advertising strategy was substituted by i) a print-and-email strategy and ii) an SMS-and-email strategy. On large sample sizes of 128,000 and 37,000 individuals, both experiments improved conversion but impacted channel-specific distribution of customers. Print mainly drove offline incremental sales, while SMS equally drove offline and online incremental sales. The nature of firm-initiated touchpoints (email, SMS and print) has a significant influence on the customer purchase channel. 1 Brands aim at interacting with their customers through many touchpoints to engage them in profitable paths to purchase. Understanding customers’ paths to purchase thanks to the activation of specific “touchpoints” (Verhoef, Kannan, and Inman, 2015) has become a critical issue in omni-channel research (Lemon and Verhoef, 2016). As a matter of fact, firms need to be able to evaluate and to understand how the activation of different touchpoints’ may impact customers’ journey. Touchpoints which customers may be exposed to whilst shopping can be of great heterogeneity (Lemon and Verhoef, 2016) namely brand-owned, partner-owned, customer- owned and social touchpoints.
    [Show full text]
  • Touchpoint Study 2015 Folding Cartonassocation Fachverband Faltschachtel-Industriee.V
    Touchpoint Study 2015 Study The Contribution of Packaging to Marketing Success Summary of the Touchpoint Study Pro Carton Pro commissioned by Pro Carton and FFI Fachverband Faltschachtel-Industrie e.V. Folding Carton Assocation Summary of the Touchpoint Study Summary of the Touchpoint commissioned by Pro Carton and FFI The Contribution of Packaging to Marketing Success EDITORIAL - WELCOMING ADDRESS Packaging is the crucial element for competitive decisions at the Point of Purchase. Product packaging plays a variety of roles in the retail trade and the daily routines of consumers. It serves for warehousing purposes, product presentation, storage and use in-home, and, last not least, it provides information and communication. Pro Carton regularly commissions studies to underline this scientifically and to provide the industry and its decision makers with evidence-based facts & figures. Over the past few years the focus of our studies has been on the retail side – be it stationary or digital. This is where the competition takes place: ever more products are competing for the shop- pers' budgets. Packaging plays an overwhelming role for successful sales, not only in competition on supermarket shelves but also in a digital environment. And cartons combine high value as a communication channel with the sustaina- bility requirements of all stakeholders! The new Touchpoint Study 2015 is a further step in confirming the superiority of cartons. Roland Rex President Pro Carton 2 www.procarton.com Packaging is a powerful advertising medium Packaging has a tremendous advertising impact. From our studies to-date, we know how powerful the „carton” communication channel is. At the Point of Sale (POS) it supports the selection decision, in-home it strengthens brand loyalty and promotes repurchasing.
    [Show full text]
  • Carah, N. (2020). 'Mobile Marketing' (Pp. 1-16)
    Mobile marketing Nicholas Carah Cite as: Carah, N. (2020). ‘Mobile Marketing’ (pp. 1-16) in Ling, R., Fortunati, L., Goggin, G, Lim, S., Li, Y. (eds.) The Oxford Handbook of Mobile Communication and Society. Oxford University Press: Oxford. Introduction What defines life in a consumer culture now? For much of the twentieth century it meant being immersed in the sensory consumption of promotional appeals, experiences and imagery (Leach 1993, Lears 1995, Preciado 2014). With the ubiquity of smartphones and digital platforms, a fundamental shift has taken place. Life in a consumer culture now involves being tethered to digital platforms that engineer attention, engagement and analytics for marketers (Alaimo and Kallinikos 2016, Andrejevic 2013, Ekbia and Nardi 2014, Gerlitz and Helmond 2013, Zuboff 2015). While we are still enveloped in the sensory consumption of marketing appeals – in shops, malls and clubs; as flows of images on billboards and television – consumer culture is increasingly governed by platforms designed to shape and optimise our attention. Consumers translate their experience of consumer culture into content and data on platforms, and those platforms respond to them in real- time, customising images and ideas to respond to their preferences, location and actions (Andrejevic 2013, Zuboff 2015). The mobile device is central to these developments. What is mobile marketing? Kaplan defines mobile marketing as ‘any marketing activity conducted through a ubiquitous network to which consumers are constantly connected using a personal device’ (2012: 130). This definition invites us to approach mobile marketing as a series of techniques developed over the past two decades. In a straightforward sense, mobile marketing involves practices like using customer databases to send SMS messages (Lamberton and Stephen 2016), targeting consumers via apps when they are in or near retail stores (Turow 2017), or targeting promotional posts or filters into Instagram or Snapchat feeds based on factors like our interests or location.
    [Show full text]
  • The Relationship Between Marketing Communications and Customer Experiences:A Case Study of an Open and Distance Learning University in Malaysia
    IOSR Journal of Business and Management (IOSR-JBM) e-ISSN: 2278-487X, p-ISSN: 2319-7668. Volume 17, Issue 9. Ver. II (Sep. 2015), PP 36-60 www.iosrjournals.org The Relationship between Marketing Communications and Customer Experiences:A Case Study of an Open and Distance Learning University in Malaysia Stefanie Ng Asia e UniversityNo 4, Jalan Sultan Sulaiman, 50000 Kuala Lumpur, Malaysia. Abstract: The first objective of this paper is to establish whether there is a significant relationship between marketing communications (Marcoms) and customer experiences. The second objective is to identify the significant brand touchpoints of Marcomsthat are strongly correlated with customer pre-purchase, purchase and post-purchase experiences. The third objective is to determine whether there is a significant relationship between customer post-purchase experiences and overall brand satisfaction, and the fourth objective is to determine whether there is a significant relationship between overall brand satisfaction and brand advocacy. The methodological approach to address the research questions is quantitative within the broader mixed methods research design for executing a case study strategy (Yin, 1994, 2009) of investigation. The unit of study is a real-life example of an open and distance learning (ODL) university in Malaysia disguised under the pseudonym of ‘The Study University’. The statistical test results generated from the software package of SmartPLSconfirmed that as a whole, ‘Marcoms’ as an independent variable/constructcomprising 12 brand touchpoints has a significant relationship with the dependent variable of ‘customer experiences’. The relationship between the two variables is strong and positive indicating thatMarcomshas a large influence on customer pre-purchase, purchase and post-purchase experiences of PhD students with The Study University in the PhD decision journey.Findings show eight (8)key brand touchpoints of Marcoms that are strongly correlated with customer experiences: 1.
    [Show full text]
  • The Future of Retail Touchpoints Extending Your Reach in the Consumer Shopping Journey
    Point of View The Future of Retail Touchpoints Extending Your Reach in the Consumer Shopping Journey Author Edward Westenberg Contributors Joanne Bethlahmy Lisa Fretwell Clive Grinyer January 2010 Cisco Internet Business Solutions Group (IBSG) Cisco IBSG Copyright © 2010 Cisco Systems, Inc. All rights reserved. Point of View The Future of Retail Touchpoints Extending Your Reach in the Consumer Shopping Journey A customer’s journey—from first hearing about a product to purchasing it—involves a vast and growing array of encounters with a product or brand. In fact, consumers “touch” your brand an average of 56 times between inspiration and transaction.1 Many of these “touchpoints” involve standard retail channels—walking by the storefront, going online to a branded e-commerce website, viewing a TV ad, or hearing a radio spot promoting a local sale. But more and more, new media touchpoints such as social networking, blogs, communities, video, and location-based services are becoming an integral part of the consumer shopping journey. And it doesn’t stop there. The development of new and engaging touchpoint opportunities is Touchpoint being accelerated by technologies such as augmented reality (AR), Near Field Any product, Communication (NFC), IPTV, and “SixthSense” technology. These new interaction service, technologies are evolving with stunning speed, making it a challenge for retailers to sort transaction, through, understand, and respond to the touchpoint opportunities they represent. venue, or experience One challenge is that retailers and consumer packaged goods (CPG) companies do not own through which most of the new media channels or control the messages that proliferate through them.
    [Show full text]
  • Touch Points and Customer Journey Map Ekaterina Iakimova
    MASTER THESIS SYSTEMATIC APPROACH TO THE SERVICE DESIGN IN THE WINERY: TOUCH POINTS AND CUSTOMER JOURNEY MAP EKATERINA IAKIMOVA Internship developed at Schloss Gobelsburg company Kamptal, Austria Professional supervisor Michael Moosbrugger Academic Supervisor Anabela Carneiro University of Porto June 7th, 2019 ABSTRACT Any winery that is open to tourists, aims to find the best method to manage the service quality. There are several approaches to service management and various tools that can be applied. This paper examines the Customer Decision Journey model - a non-linear model of decision-making by the customer with a repeating cycle, which is a modern and improved version of the previously existing classic sales funnel model. The application of the touch point mapping tool to this model allows to organize a systematic approach to the service design in a company. In this work, the Customer Decision Journey model was built for the first time for a winery visitor at the Austrian winery Schloss Gobelsburg, located in the Kamptal region. The touch point maps of 3 stages of decision making were built and they can be extrapolated and applied to similar businesses. As an example of practical application of the touch points, an algorithm for their evaluation has been developed and an analysis of touch points of Schloss Gobelsburg has been carried out. The recommendations for their improvement are also presented in this paper. Keywords: Schloss Gobelsburg, Kamptal, experiential service, service design, Customer Decision Journey, Brand Touchpoint Wheel List of abbreviations: OTW: Österreichische Traditionsweingüter B2B: Business to business POS system: Point of Sale system EKB model: Engel-Kollat-Blackwell model EBM model: Engel-Blackwell-Miniard model WOM: word-of-mouth CDJ: Customer Decision Journey HoReCa: Hotels, Restaurants, Catering List of the figures Figure 1.
    [Show full text]
  • Building a Brand on the Touchpoints That Count Brand Investments That Customers Truly Value
    From Mercer Management Journal 17 Building a Brand on the Touchpoints That Count Brand investments that customers truly value By Suzanne Hogan, Eric Almquist, and Simon E. Glynn Successful brand-builders consciously resist investing everywhere that their brand touches their customers. Instead, they identify and then spend aggressively only on the interactions they know will have the most impact on revenue growth and profitability. usiness leaders have few illusions about the challenge of building a world-class brand. BBut that’s not the same as knowing the most effective way to do it. The challenge is to make sense of the kaleidoscope of factors in many corners of the company that contribute to brand equity. Elements ranging from product quality and customer service to Web presence, employee behavior, and community relations all shape customer percep- tions over time. How to know which elements to focus on, how much to invest, and how soon? The fixation with excellence in customer satisfaction doesn’t clarify the issue. Many forums promise to reveal the success secrets of companies that have mastered “segment-of-one” inti- macy, which explains much about the urge to assess best practices. The mistake, of course, is in thinking that their best practices can automatically become your best practices. Equally seductive is the “do everything” approach––aligning every customer interaction in the hope that many small positives will add up to a first-rate brand experience. The conse- quences are predictable: poor use of resources; difficulty obtaining buy-in from the many constituents involved across the organization; and limitations on making quick wins that can foster confidence and generate support for broader brand-building programs.
    [Show full text]
  • The Impact of Different Touchpoints on Brand Consideration
    View metadata, citation and similar papers at core.ac.uk brought to you by CORE provided by Cranfield CERES Journal of Retailing 91 (2, 2015) 235–253 The Impact of Different Touchpoints on Brand Consideration a a,b,∗ a Shane Baxendale , Emma K. Macdonald , Hugh N. Wilson a Cranfield School of Management, Cranfield University, United Kingdom b School of Marketing, University of South Australia, Australia Abstract Marketers face the challenge of resource allocation across a range of touchpoints. Hence understanding their relative impact is important, but previous research tends to examine brand advertising, retailer touchpoints, word-of-mouth, and traditional earned touchpoints separately. This article presents an approach to understanding the relative impact of multiple touchpoints. It exemplifies this approach with six touchpoint types: brand advertising, retailer advertising, in-store communications, word-of-mouth, peer observation (seeing other customers), and traditional earned media such as editorial. Using the real-time experience tracking (RET) method by which respondents report on touchpoints by contemporaneous text message, the impact of touchpoints on change in brand consideration is studied in four consumer categories: electrical goods, technology products, mobile handsets, and soft drinks. Both touchpoint frequency and touchpoint positivity, the valence of the customer’s affective response to the touchpoint, are modeled. While relative touchpoint effects vary somewhat by category, a pooled model suggests the positivity of in-store communication is in general more influential than that of other touchpoints including brand advertising. An almost entirely neglected touchpoint, peer observation, is consistently significant. Overall, findings evidence the relative impact of retailers, social effects and third party endorsement in addition to brand advertising.
    [Show full text]
  • Brand Touchpoint Audit Checklist
    Brand Touchpoint Audit Checklist Every touchpoint in your service model is part of the client experience. From initial contact to stationary to training materials, every touchpoint must create a positive experience and maintain a consistent message. Well considered, touchpoints help build an effective brand and generate new business, giving you an edge over the competition. MAKE YOUR BRAND MORE EFFECTIVE WANT TO GO DEEPER? WITH A TOUCHPOINT AUDIT To gain a deeper understanding of A brand touchpoint audit can help determine if you what you are doing well and what are doing something well, or more importantly if you can improve, consider these something needs improvement. Only then can you brand touchpoint audit questions: take steps to enhance your service model and ensure you are consistently delivering on your brand 1. Does this touchpoint delight promise at every stage, making your brand more the client? effective. 2. Does this touchpoint deliver BRAND TOUCHPOINT AUDIT CHECKLIST real value to the client? 3. Does the sum of all brand There could be 20 to well over 100 brand touchpoints equal an optimal touchpoints in your service model. Start with this client service experience? short list, and be sure to note which areas require attention or improvement. BRAND TOUCHPOINTS CLIENT EXPERIENCE Needs Exceptional Average Improvement EXPERIENTIAL Office on-hold message and music Office interior look and feel (including furniture and wall art) Continued © ShoeFitts Marketing, Inc. 2015 BRAND TOUCHPOINTS CLIENT EXPERIENCE Needs Exceptional Average Improvement VISUAL Logo Website Design Company head shots Company font, imagery and design templates Company videos Infographics DIGITAL AND SOCIAL MEDIA Website landing page, navigation and content Out of office email messages Transactional emails Online newsletter and content delivery Webcasts Social media profiles Social media imagery LInkedIn company page photo Twitter company page photo Continued © ShoeFitts Marketing, Inc.
    [Show full text]
  • Marketing: More Than Just a Pretty Face By: Laura Patterson, President the Marketing Professionals Within the Customer Organizat
    Marketing: More than Just a Pretty Face By: Laura Patterson, President The marketing professionals within the customer organizations we work with often tell us they have been relegated merely to tactical implementers who make things pretty. We often hear them say they are perceived as the team that makes the Web site pretty, the presentations prettier, the trade show booth attractive, the online demo cooler, the new product brochure snappier, and so on. Perhaps you're sensing a theme here? Marketing is more than the "make it pretty" department. Our goal as marketers should be to leverage the creative aspects of marketing to enable our organizations to fulfill the role of any business to attract, keep and grow the value of customers. We can use the American Marketing Association's (AMA) definition of marketing as a guide for how we can be more than just a pretty face. The AMA defines marketing as "an organizational function and a set of processes for creating, communicating and delivering value to customers and for managing customer relationships in ways that benefit the organization and its stakeholders." This definition dictates that marketing must be more than a creative function. If you want to make over your marketing to play a more strategic role, then focus on leveraging four customer-centric processes: 1. Create Value Marketing sits in the space between the company's capabilities and what the customer wants. By understanding the core capabilities of the company, and then matching it with customer wants and needs, marketing drives value creation. This means marketing must fully understand the customer.
    [Show full text]
  • How to Create a Realistic Customer Journey Map
    BUSHOR-1342; No. of Pages 8 Business Horizons (2016) xxx, xxx—xxx Available online at www.sciencedirect.com ScienceDirect www.elsevier.com/locate/bushor How to create a realistic customer journey map a, b Mark S. Rosenbaum *, Mauricio Losada Otalora , b Germa´n Contreras Ramı´rez a College of Business, Northern Illinois University, 740 Garden Road, DeKalb, IL 60115, U.S.A. b School of Management, Externado University, Bogota´, Colombia KEYWORDS Abstract Although many articles discuss customer journey mapping (CJM), both Mall management; academics and practitioners still question the best ways to model the consumer Customer journey decision journey. We contend that most customer journey maps are critically flawed. mapping; They assume all customers of a particular organization experience the same organi- Customer decision zational touchpoints and view these touchpoints as equally important. Furthermore, journey; management lacks an understanding of how to use CJM as a cross-functional, strategic Empathy map; tool that promotes service innovation. This article proposes a solution to the unwieldy Customer touchpoints; complexity of CJM by linking customer research to the CJM process and by showing Strategic innovation managers how to develop a customer journey map that improves a customer’s experience at each touchpoint. Using the case of an actual retail mall, we show that common CJM assumptions about the equal importance of all touchpoints are fundamentally wrong, and how easy it is for retail managers and strategic planners to make incorrect judgements about customer experience. This article demonstrates through a case study how customer research helped a mall’s strategic management team understand which touchpoints were more or less critical to customer experi- ence.
    [Show full text]
  • The Retail Imperative to Transform Customer Experiences
    Solution Brief The Retail Imperative to Transform Customer Experiences The modern retail consumer lives in an omnichannel world, seamlessly transitioning between digital and physical touchpoints during the buying journey and expecting a consistent experience throughout. With this new paradigm in customer experience comes a heightened expectation that brands will know customers at an individual level and be able to engage in real time. Retailers must adapt to changing customer expectations or risk losing their market position by failing to meet the omnichannel consumer where they are with contextually relevant interactions. Unfortunately, the fragmented engagement systems retailers Engaging Retail Customers in an currently use create data silos that complicate delivering real-time Omnichannel World contextually relevant experiences. Consumers now expect this Retailers used to have tight control over the customer journey and across every channel and every interaction point, or they will abandon could reasonably expect to direct how consumers moved from one retailer for another that meets their preferences. Retailers must awareness to purchase. Today, the power lies with the consumer overcome their functional and channel-specific data silos if they wish who now drives the entire buying process, including when and to engage effectively with the omnichannel customer. through what touchpoint they prefer. Retailers must adapt to serve this new breed of savvy, omnipresent consumers as they leverage multiple channels in their pursuit of frictionless,
    [Show full text]