Improving Customer Satisfaction, Loyalty, and Profit: An Integrated Measurement and Management System

by Michael D. Johnson, Anders Gustafsson

Overview

A Book in the University of Michigan Business School Series It's a simple equation: no customers equals no profits. So how can a company ensure that its customers enjoy a consistently satisfying experience? In this book, two experts from the University of Michigan Business School lay out a five-stage process that links all of the key measures of customer satisfaction with marketing strategy and product development to guarantee excellent customer service. Johnson and Gustafsson show managers how to break down the organizational barriers that defy great customer service and instead tie together their customer value chain to create a cohesive customer measurement and management system. So, if like most companies, yours has only a fleeting understanding of its relationship with its customers, this book offers the organizational know-how to make and keep them happy.

Product Details

ISBN-13:	9780787953102
Publisher:	Wiley
Publication date:	08/01/2000
Series:	J-B-UMBS Series , #10
Pages:	240
Product dimensions:	6.16(w) x 9.35(h) x 0.91(d)

About the Author

MICHAEL D. JOHNSON is the D. Maynard Phelps Collegiate Professor of Business Administration at the University of Michigan Business School. He has published widely in leading professional journals and teaches in both the MBA and the executive education programs. ANDERS GUSTAFSSON is associate professor of business economics in the Service Research Center at the University of Karlstad, Sweden. He has consulted with Volvo and other companies and is the author of two books on customer satisfaction.

Table of Contents

1. Creating a Customer Measurement and Management System

2. Strategy and Planning

3. Building the Lens of the Customer

4. Building the Quality-Satisfaction-Loyalty Survey

5. From Data to Information: Analyzing Quality, Satisfaction, Loyalty and Profit Data

6. From Information to Decisions: Priority Setting and Implementation

Editorial Reviews

Shows managers how to break down walls between the customer service department and other organizational functions, find out what customers want, and use the information to produce the kinds of goods and services that will keep customers coming back, with a five-stage process that establishes connections between marketing, sales, product development, and customer service departments. Johnson teaches business administration at the University of Michigan Business School. Gustafsson teaches business economics at the Service Research Center of Karlstad University, Sweden. Annotation c. Book News, Inc., Portland, OR (booknews.com)

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