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8Chapter
Service Recovery
The Impact of Service Failure and Recovery
How Customers Respond to Service Failures
Customers’ Recovery Expectations Service Recovery Strategies Service Guarantees
8Chapter
Service Recovery
Doing it right the first time
When failure occurs
Customer Complaints
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Figure 8.3
Customer Complaint Actions Following Service Failure
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Figure 8.1
Unhappy Customers’ Repurchase Intentions
82%
54%
19%
9%
Complaints Resolved Quickly
Complaints Resolved
Complaints Not Resolved
Unhappy Customers Who Don’t Complain
Unhappy Customers Who Do Complain
Percent of customers who will buy again after a major complaint (over $100 in losses)
Source: Adapted from data reported by the Technical Assistance Research Program.
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Figure 8.4
Causes Behind Service Switching
Service Switching Behavior
• High price• Price increases• Unfair pricing• Deceptive pricing
Pricing
• Location/hours• Wait for appointment• Wait for service
Inconvenience
• Service mistakes• Billing errors• Service catastrophe
Core Service Failure
• Uncaring• Impolite• Unresponsive• Unknowledgeable
Service Encounter Failures
• Negative response• No response• Reluctant response
Response to Service Failure
• Found better serviceCompetition
• Cheat• Hard sell• Unsafe• Conflict of interest
Ethical Problems
• Customer moved• Provider closed
Involuntary Switching
Source: Sue Keaveney, “Customer Switching Behavior in Service Industries: An Exploratory Study,” Journal of Marketing, April, 1995, pp. 71-82.
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Types of Complainers
1. Passives- Don’t Complain2. Voicers- complain but don’t do negative things3. Irates- Angry, Negative WOM, likely to switch4. Activists- beyond complaining
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Why do people complain?
Restitution
Self-Esteem
Theoretical Explanation
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Cognitive Appraisal Theory
1. The Primary Appraisal
PositiveIrrelevantStressful (harmful, threatening)
Goals and/or Ego
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Cognitive Appraisal Theory
1. The Secondary Appraisal (How do I deal with)
A. Assign Blame (Internal, External, Situation)B. Assess AlternativesC. Assess Future ExpectationsD. Strategies
1. Problem Focused (Directed Externally)2. Emotion Focused3. Avoidance (Exit)
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Complaining
Are there costs of Complaining?
What do complainers expect?
1. Timely response2. Courtesy3. Fairness
OutcomeProceduralInteraction
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
The Recovery Paradox
Many studies have supported
Excellent Service Recovery leads to higher Satisfaction than if the failure had never occurred
Latest research shows not for repeated failure
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Service Failure Types
1. Core Service Failure
2. Customer Needs & Requests
3. Unprompted ActionsLack of AttentionNorms, Courtesy, RespectFairness, Honesty, etc.
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Learn from R
ecovery E
xperiences
Act
Qui
ckly
Treat Customers Fairly
Fail-safethe Service
Cultivate Relationships
with Customers
Encourage and Track
Complaints
Provide
Ade
quate
Explan
ation
s
Learn
from Lo
st
Custom
ers
ServiceRecoveryStrategies
Figure 8.5
Service Recovery Strategies
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Recovery Strategies
Welcome Complaints Act Quickly Be Fair Learn from Experiences Learn from lost customers
Practical Guide Win-Win Complaint Handling
The Person and the Problem (Process / Outcome) The Complaint Opportunity Physical vs Psychological Restitution
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Service Guarantees
guarantee = an assurance of the fulfillment of a condition (Webster’s Dictionary)
in a business context, a guarantee is a pledge or assurance that a product offered by a firm will perform as promised and, if not, then some form of reparation will be undertaken by the firm
for tangible products, a guarantee is often done in the form of a warranty
services are often not guaranteed cannot return the service service experience is intangible
(so what do you guarantee?)
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Figure 8.2
The Hampton Inn 100 PercentSatisfaction Guarantee
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Exhibit 8.6
Characteristics of an EffectiveService Guarantee
Unconditional the guarantee should make its promise unconditionally – no strings
attached Meaningful
the firm should guarantee elements of the service that are important to the customer
the payout should cover fully the customer’s dissatisfaction Easy to Understand and Communicate
customers need to understand what to expect employees need to understand what to do
Easy to Invoke and Collect the firm should eliminate hoops or red tape in the way of accessing
or collecting on the guaranteeSource: Christopher W.L. Hart, “The Power of Unconditional Guarantees,” Harvard Business Review, July-August, 1988, pp. 54-62.
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Benefits of Service Guarantees
A good guarantee forces the company to focus on its customers. An effective guarantee sets clear standards for the organization. A good guarantee generates immediate and relevant feedback
from customers. When the guarantee is invoked there is an instant opportunity to
recover, thus satisfying the customer and helping retain loyalty. Information generated through the guarantee can be tracked
and integrated into continuous improvement efforts. Employee morale and loyalty can be enhanced as a result of
having a service guarantee in place. A service guarantee reduces customers’ sense of risk and builds
confidence in the organization.
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Why a Good Guarantee Works
forces company to focus on customers
sets clear standards
generates feedback
forces company to understand why it failed
builds “marketing muscle”
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Service Guarantees
Does everyone need a guarantee?
Reasons companies might NOT want to offer a service guarantee: existing service quality is poor guarantee does not fit the company’s image too many uncontrollable external variables fears of cheating or abuse by customers costs of the guarantee outweigh the benefits customers perceive little risk in the service customers perceive little variability in service quality among
competitors
© 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin
Service Guarantees
service guarantees work for companies who are already customer-focused
effective guarantees can be BIG deals – they put the company at risk in the eyes of the customer
customers should be involved in the design of service guarantees
the guarantee should be so stunning that it comes as a surprise – a WOW!! factor
“it’s the icing on the cake, not the cake”