LECTURE 2. SERVICE QUALITY MODELS

Customer Service Attributes

• C for Caring• O for Observant• M for Mindful• F for Friendly• O for Obliging• R for Responsible• T for Tactful

Dimensions of Service Quality• Reliability: Perform promised service dependably and

accurately

Example: receive mail at same time each day.• Responsiveness: Willingness to help customers promptly

Example: avoid keeping customers waiting for no apparent reason• Assurance: Ability to convey trust and confidence

Example: being polite and showing respect for customer• Empathy: Ability to be approachable

Example: being a good listener• Tangibles: Physical facilities and facilitating goods

Example: cleanliness

Seven Service Quality Gaps

Customer experience relative to expectations

Advertising and sales promises

Customer interpretation

of communications

1. Knowledge Gap

2. Standards Gap

3. Delivery Gap

5. Perceptions Gap

7. Service Gap

Customer needs and expectations

Management definition of these needs

Translation into design/delivery specs

Execution of design/delivery specs

Customer perceptions of product execution

6. Interpretation Gap

4. I.C.Gap

MANAGEMENT

CUSTOMER

Prescriptions for Closing Service Quality Gaps

• Knowledge: Learn what customers expect--conduct research, dialogue, feedback

• Standards: Specify SQ standards that reflect expectations

• Delivery: Ensure service performance matches specs--consider roles of employees, equipment, customers

• Internal communications: Ensure performance levels match marketing promises

• Perceptions: Educate customers to see reality of service delivery

• Interpretation: Pretest communications to make sure message is clear and unambiguous

Hard and Soft Measures of Service Quality

• Hard measures- refer to standards and measures that can be counted, timed or measured through audits• typically operational processes or outcomes• e.g. how many trains arrived late?

• Soft measures- refer to standards and measures that cannot easily be observed and must be collected by talking to customers, employees or others• e.g. Surveys, and customer advisory panels

• Control charts- are useful for displaying performance over time against specific quality standards

Return on Quality (ROQ)• ROQ approach is based on four assumptions:

• Quality is an investment

• Quality efforts must be financially accountable

• It’s possible to spend too much on quality

• Not all quality expenditures are equally valid

• Implication: Quality improvement efforts may benefit from being related to productivity improvement programs

Productivity in a Service Context

• Productivity measures amount of output produced relative to the amount of inputs

• Improvement in productivity means an improvement in the ratio of outputs to inputs

• Intangible nature of many service elements makes it hard to measure the productivity of service firms, especially for information based services

Efficiency, Effectiveness, and Productivity

• Efficiency: comparison to a standard--usually time-based (e.g., how long employee takes to perform specific task)

• Problem: focus on inputs rather than outcomes

• May ignore variations in quality or value of service

• Effectiveness: degree to which firm is meeting its goals

• Cannot divorce productivity from quality/customer satisfaction

• Productivity: financial valuation of outputs to inputs

• Consistent delivery of outcomes desired by customers should command higher prices

Measuring Service Productivity• Traditional measures of service output tend to ignore

variations in quality or value of service• That is, they focus on outputs rather than outcomes, and stress

efficiency but not effectiveness.

• Firms that are more effective in consistently delivering outcomes desired by customers can command higher prices. Furthermore, loyal customers are more profitable

• Measures with customers as denominator include:• profitability by customer• capital employed per customer• shareholder equity per customer

Kano model• theory of product development and customer

satisfaction developed in the 1980s by Professor Noriaki Kano, which classifies customer preferences into five categories:• Must-be Quality• One-dimensional Quality• Attractive Quality• Indifferent Quality• Reverse Quality

• Must-be Quality  These attributes are taken for granted when fulfilled but result in dissatisfaction when not fulfilled.

• One-dimensional Quality  These attributes result in satisfaction when fulfilled and dissatisfaction when not fulfilled. These are attributes that are spoken and the ones in which companies compete.

• Attractive Quality  These attributes provide satisfaction when achieved fully, but do not cause dissatisfaction when not fulfilled. Since these types of attributes of quality unexpectedly delight customers, they are often unspoken.

• Indifferent Quality  These attributes refer to aspects that are neither good nor bad, and they do not result in either customer satisfaction or customer dissatisfaction.

• Reverse Quality  These attributes refer to a high degree of achievement resulting in dissatisfaction and to the fact that not all customers are alike.

The Kano model offers some insight into the product attributes which are perceived to be important to customers. The purpose of the tool is to support product specification and discussion through better development of team understanding. Kano's model focuses on differentiating product features, as opposed to focusing initially on customer needs. Kano also produced a methodology for mapping consumer responses to questionnaires onto his model.

“The better the performance, the greater the satisfaction.”

Some Measures for Customer Satisfaction• Customer Perceived Quality• Response Time• Errors in Documentation• Errors in Delivery• Delay in Execution• Delay in Delivery