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Services Marketing 2nd Revised edition [Pehme köide]

(Adjunct Associate Professor, Charles Sturt University), (Professor, Charles Sturt University), (Senior Lecturer, Australian National University), (, Murdoch University)
  • Formaat: Paperback / softback, 496 pages, kõrgus x laius x paksus: 248x203x20 mm, kaal: 1004 g
  • Ilmumisaeg: 22-May-2019
  • Kirjastus: OUP Australia and New Zealand
  • ISBN-10: 0190303166
  • ISBN-13: 9780190303167
Teised raamatud teemal:
  • Formaat: Paperback / softback, 496 pages, kõrgus x laius x paksus: 248x203x20 mm, kaal: 1004 g
  • Ilmumisaeg: 22-May-2019
  • Kirjastus: OUP Australia and New Zealand
  • ISBN-10: 0190303166
  • ISBN-13: 9780190303167
Teised raamatud teemal:
Services Marketing Second Edition helps students understand the role that services marketing plays in creating customer value, and the increasing contributions that services make to national economies. Service marketers need to understand the practical implications associated with the definitive characteristics of services because that knowledge will enable them to recognise, and effectively manage, the marketing opportunities arising from global service-based economies.

This text encourages students to develop an understanding of the service processes that create value for identified target markets. An analytical learning approach, based on applying established and evolving services marketing concepts for Australasian organisations, is the rationale of the pedagogy adopted by this text. That approach is warranted for two reasons:
- Australian and New Zealand service organisations are developing closer economic ties with the growing markets of their South-East Asian counterparts.
- By understanding Australasian service organisations, students will be able to adopt an international perspective on services marketing.
List of Figures xvi
List of Tables xx
List of Case Studies xxii
Case Matrix xxiii
About the Authors xxiv
Preface xxvi
Acknowledgments xxviii
Guided Tour xxix
Part 1 Service Organisations and Their Customers 1(150)
Chapter 1 An Overview Of Services Marketing
3(38)
William Chitty
Introduction
6(1)
Understanding services
7(1)
The importance of Australia&;s service industries
8(9)
Political/regulatory forces
9(2)
Economic trends
11(4)
Social changes
15(1)
Developments in technology
16(1)
The challenges of marketing a service
17(3)
The marketing mix for services
18(2)
The characteristics of services
20(2)
The four defining characteristics of services
20(2)
Types of services
22(1)
Core services
22(1)
Peripheral services
22(1)
Differences between goods and services
23(2)
Services cannot be stored
23(1)
Intangible elements create the value proposition
24(1)
Services are more difficult to evaluate
24(1)
A traditional view of service value
25(5)
The service-dominant logic view of value
25(1)
Customers usually co-produce the service product
26(1)
Maintaining service quality can be a problem
26(4)
Time influences customers&; perceptions of value
30(1)
Distributing a service product tends to use non-physical channels
30(1)
Customers and the service experience
30(4)
Types of service interactions
31(1)
Categorising service interactions
31(3)
Marketing the four types of service interactions
34(7)
Chapter 2 Market Segmentation And Service Positioning
41(34)
William Chitty
Introduction
43(1)
Market segmentation stage 1: Profile the target market
44(9)
Demographic segmentation
44(1)
Population pyramid
45(2)
Values and lifestyle segmentation
47(1)
Roy Morgan Values Segments
48(3)
Behavioural segmentation
51(2)
Market segmentation stage 2: Evaluate each segment
53(5)
Market segmentation stage 3: Select the targeting strategies for a particular segment
58(3)
Market segmentation stage 4: Position a service organisation&;s brand
61(16)
Developing a brand-positioning strategy
62(1)
Points of difference
63(1)
Points of parity
64(2)
Positioning via service attributes
66(1)
Positioning via service benefits
67(1)
Perceptual maps
68(7)
Chapter 3 Customer Decision-Making
75(30)
Steven D&;Alessandro
Introduction
77(1)
The types of purchase decisions
77(2)
Routine purchase of services
77(1)
Unwanted purchases of services
78(1)
Emergency purchases of services
78(1)
Limited problem-solving in the purchases of services
79(1)
Extensive problem-solving in the purchase of services
79(1)
Customer decision-making: The six-stage model of consumer behaviour of services
79(27)
Pre-purchase stage
80(4)
Information search
84(3)
Evaluation of alternatives
87(5)
The purchase of a service
92(1)
The service encounter
93(4)
Post-purchase evaluation
97(8)
Chapter 4 The Service Encounter
105(35)
Steven D&;Alessandro
Introduction
106(1)
The nature of the service encounter
106(2)
Critical incidents and the service encounter
108(10)
The zone of tolerance in service encounters
112(2)
Customer delight
114(1)
Service failure and recovery
115(2)
Customer anger and rage
117(1)
Benchmarking and blueprinting the service encounter
118(6)
Core and supplementary services
124(3)
The service environment
127(2)
Language and linguistic servicescapes
128(1)
Internal marketing orientation and service delivery
129(1)
The customer as co-producer
129(1)
Consumers in a peer-to-peer service environment
130(1)
Customers as partial employees
131(1)
Dysfunctional customer relationships
131(9)
Part 1 Case Studies:
Case Study A: Nomads: A New Banking Customer Segment
140(4)
William Chitty
Case Study B: Tourism Adds $120 Billion To The Australian Economy
144(9)
William Chitty
Part 2 Marketing Strategies for Services 151(184)
Chapter 5 Developing Service Products
153(36)
David Gray
Introduction
155(1)
The service offering
155(6)
Service concepts: Core and supplementary elements
156(2)
Theories of competitive advantage: Services
158(3)
Developing a service product strategy
161(2)
Different types of new services
163(3)
Common strategic approaches in services marketing
166(11)
Experiential marketing
166(1)
Viral marketing
166(1)
Blue Ocean Strategy
167(1)
Cause-related marketing
168(1)
Corporate social responsibility
168(1)
Ethical marketing
169(1)
Green marketing
170(1)
Guerrilla marketing
171(1)
Niche marketing
171(1)
Affinity marketing
172(1)
Affiliate marketing
173(4)
New service development processes
177(13)
Idea generation
177(1)
Service concept and evaluation
178(1)
Feasibility and business-case analysis
179(2)
Service development and testing
181(1)
Commercialisation
182(1)
Evaluation
182(7)
Chapter 6 The Service-Delivery Process And Self-Service Technology
189(36)
Steven D&;Alessandro
Introduction
190(1)
Distributing services through channels
190(6)
Customers visit the service site
190(1)
Service providers go to their customers
191(2)
The role of intermediaries
193(1)
Franchising
194(1)
Agents and brokers
195(1)
The sharing economy of Uber and Airbnb
196(1)
Customer reservation systems, queuing and waiting lines
197(6)
Why waiting lines occur
198(1)
Managing waiting tines
199(3)
Reservation strategies should focus on yield
202(1)
Create alternatives for otherwise wasted capacity
203(1)
Self-service technology
203(11)
What is self-service technology?
203(3)
How does self-service technology become accepted by the consumer?
206(1)
Readiness to adopt new technology
206(2)
Compatibility
208(1)
Perceived risk
208(1)
Innovativeness
209(1)
Locus of control
209(1)
The need for human interaction and personal service
210(1)
Demographics
210(1)
Situational factors
210(1)
When is it best to use self-service technology?
211(1)
Costs versus benefits
211(1)
Service can be standardised
212(1)
Managing load factors
212(1)
Service is perishable
213(1)
Trust with the organisation
213(1)
Employee factors
213(1)
Technological advances
213(1)
Other electronic distribution channels
214(11)
Chapter 7 Pricing Service Products
225(36)
William Chitty
Introduction
227(2)
Factors that influence the pricing of services
229(12)
The financial costs of producing a service
229(1)
Customer demand for services
230(5)
Non-monetary costs
235(1)
Legal and ethical considerations in pricing services
236(3)
Developing pricing strategies for services
239(2)
Customer demand and pricing analysis
241(1)
Pricing strategies
241(3)
Cost-plus pricing strategies
242(1)
Unit pricing strategies
242(1)
Maximise sales revenues/gross profit
242(1)
Premium pricing strategy
243(1)
Value-based pricing strategy
243(1)
Dynamic pricing (time-based pricing)
243(1)
Other pricing strategies
244(1)
Customer demand and pricing a service
244(4)
The interaction of supply and demand on pricing
245(2)
Revenue management for service industries
247(1)
The underlying concepts of revenue management
247(1)
Revenue management in practice
248(15)
The role of service characteristics in managing revenue
249(2)
Using rate fences to manage revenue
251(10)
Chapter 8 Managing Productive Capacity And Customer Demand
261(32)
David Gray
Introduction
263(1)
Capacity, constraints and demand
264(1)
Demand in services marketing
264(6)
Segmenting the market by customer size and value
265(4)
Organisation-driven demand
269(1)
Costs, risks, benefits and value implications
270(1)
Strategies for matching supply and demand
270(2)
Demand strategies
270(2)
Supply strategies
272(1)
Managing capacity: challenges and opportunities
272(7)
The challenges
272(6)
The opportunities
278(1)
Demand forecasting
279(6)
Demand forecasting and risk management
279(1)
Demand forecasting and functional risks
280(1)
Building an effective demand forecasting system
281(4)
Adaptive service capacity and value co-creation
285(10)
Adaptive service capacity
285(1)
Value co-creation
285(8)
Chapter 9 Marketing Communications For Services
293(36)
William Chitty
Introduction
295(1)
The role of marketing communications in marketing services
296(1)
How service characteristics influence marketing communication strategies
297(4)
Positioning a service brand
299(2)
How marketing communications create meaning
301(2)
How the major elements of the marketing communications mix apply to services
303(6)
Advertising
303(1)
Sales promotions
304(1)
Personal selling
304(1)
Sponsorship marketing
304(1)
Publicity
304(1)
Direct marketing
304(1)
Online elements of the marketing communications mix
305(4)
Implementing marketing communications strategies
309(20)
Profile the identified target market
309(4)
Develop marketing communications objectives
313(4)
The media planning process
317(5)
Influence the target market&;s behaviour
322(2)
Build customer relationships
324(5)
Part 2 Case Studies:
Case Study C: Take A Break
329(3)
William Chitty
Case Study D: Trick Or Treat: Cyber Security In Australia
332(5)
William Chitty
Part 3 Delivering Service Value 335(155)
Chapter 10 The Service Experience
337(38)
William Chitty
Introduction
339(1)
Elements of customers&; service experiences
340(5)
Measuring CX
341(4)
Why is CX important in marketing services?
345(2)
Personalising a customer&;s experience
346(1)
Why is CX important for service organisations?
346(1)
The customer journey
346(1)
Developing CX strategies for service organisations
347(2)
Understanding how value influences CX
348(1)
Emotional aspects of customers&; experiences
349(1)
Rational aspects of customers&; experiences
350(2)
Customer acquisition
351(1)
Customer loyalty and retention
351(1)
Technological aspects of customers&; experiences
352(4)
Transforming digital experiences
354(2)
Evaluating a customer&;s service experiences
356(10)
Critical incident technique
356(2)
Cause-and-effect analysis
358(1)
Blueprinting a service experience
359(5)
Benchmarking
364(2)
Favourable customer experiences
366(9)
Chapter 11 Customer Satisfaction And Service Quality
375(38)
William Chitty
Introduction
378(2)
Customer expectations
380(6)
Sources of desired service expectations
381(1)
Sources of adequate service expectations
382(1)
Sources of both desired and predicted service expectations
383(3)
Customer interactions
386(3)
The zone of tolerance
387(2)
Customer perceptions
389(2)
Satisfaction versus service quality
390(1)
Transaction versus cumulative perceptions
390(1)
Customer satisfaction
391(8)
The role of emotion in the satisfaction response process
391(1)
Satisfaction models
392(5)
Measuring customer satisfaction
397(2)
Customer satisfaction and loyalty
399(1)
Service quality
399(15)
The different meanings of quality
401(1)
Service quality dimensions
401(1)
Identifying gaps in service quality
402(1)
Customer perceptions of service quality
403(10)
Chapter 12 Complaint Handling And Service Recovery
413(32)
David Gray
Introduction
414(1)
Service quality defined
414(1)
Theories of service quality
415(3)
The SERVQUAL model
415(3)
Antecedents of service provider switching
418(2)
Designing quality into a service
420(3)
Service fail-safing
420(1)
Taguchi methods
421(2)
Quality function deployment
423(1)
Developing customer service performance standards
423(1)
Service recovery
424(5)
Approaches to service recovery
428(1)
Complaint-management systems
429(19)
The benefits of managing complaints
430(3)
Suggested elements of an effective apology according to AS/NZS 10002:2014
433(1)
The complaint-management process
434(11)
Chapter 13 Customer Relationship Management
445(36)
William Chitty
Introduction
448(2)
The nature of customer relationships
450(1)
Customer relationships with service organisations
450(1)
Types of customer relationships
450(3)
Transactional customer relationships
451(1)
Behavioural customer relationships
451(2)
Customer relationships and information technology
453(2)
How customer relationships add value
455(2)
The characteristics of services and customer relationships
457(3)
The purpose of customer relationships
458(1)
Customer commitment to relationships
458(1)
The benefits of relationships to customers and organisations
459(1)
Maximising customer value
460(3)
Customer service
461(1)
Customer experience
461(2)
Benefits to service organisations from customer relationships
463(3)
Enhancing customers&; service experience
464(1)
Economic benefits
465(1)
Customer behaviour benefits
465(1)
Loyalty and customer-retention strategies
466(5)
Customer-retention strategies
466(3)
Relationship marketing
469(2)
Measuring the value of customer relationships
471(10)
Net Promoter Score
471(1)
Customer lifetime value
472
Part 3 Case Studies:
Case Study E: Goggle Home: The Smart-Home Service
481(3)
William Chitty
Case Study F: Unruly Passengers
484
William Chitty
Glossary 490(5)
Index 495
9781138388932
Preface iii
Acknowledgements v
1 History of Marine Accidents, Accident Investigation and Prevention 1(12)
1.1 Prior to the loss of the Titanic
1(1)
1.2 The Titanic
2(1)
1.3 SOLAS Convention
3(1)
1.4 Accidents and international efforts
3(1)
1.5 The Herald Of Free Enterprise and Exxon Valdez disaster
4(1)
1.6 Shift from hardware to human factors issues
5(1)
1.7 Implementation of safety management system
6(1)
1.8 Development of comprehensive accident investigation
7(1)
1.9 The Costa Concordia disaster
8(1)
1.10 Similar accidents and insights
9(1)
1.11 The number of accidents decreased?
10(2)
1.12 Conclusions
12(1)
2 Mechanism of Accident Occurrence 13(7)
2.1 Concept of hazard and accident
13(1)
2.2 Effect of a layer of defense
14(2)
2.3 Situation of defenses in depth and accidents
16(1)
2.4 Human factors and accidents
17(2)
2.5 Conclusions
19(1)
3 Accident Model 20(17)
3.1 Background surrounding accidents
20(1)
3.2 Historical background of accident model
21(4)
3.2.1 Sequential accident model
21(2)
3.2.2 Epidemiological accident model
23(1)
3.2.3 Systemic accident model
24(1)
3.3 Problems on each accident model
25(8)
3.3.1 Sequential accident model
25(1)
3.3.2 Epidemiological accident model
25(7)
3.3.3 Systemic accident model
32(1)
3.4 Characteristics of each industry
33(1)
3.5 Accident model applicable to each industry
34(2)
3.6 Conclusions
36(1)
4 Contributing Factors of Accident Occurrence 37(73)
4.1 Introduction
37(1)
4.2 Central liveware
37(18)
4.2.1 Physical factors
37(2)
4.2.2 Physiological factors
39(7)
4.2.3 Psychological factors
46(9)
4.2.4 Psychosocial factors
55(1)
4.3 Liveware-hardware
55(5)
4.3.1 ECDIS and human factors
56(4)
4.4 Liveware-software
60(10)
4.4.1 Collisions and COLREGs
61(2)
4.4.2 Collision and passage planning
63(1)
4.4.3 Casualties during mooring operations
64(6)
4.5 Liveware-environment
70(30)
4.5.1 Twilight
71(1)
4.5.2 Visibility
71(1)
4.5.3 Restricted visibility and collision
72(2)
4.5.4 Bottlenecks and waypoints
74(9)
4.5.5 Narrow channel
83(1)
4.5.6 Atmosphere where people are working in
84(5)
4.5.7 Sea and weather condition
89(9)
4.5.8 Regulatory climate and economic constraints
98(2)
4.6 Liveware-peripheral liveware
100(9)
4.6.1 Communication
100(1)
4.6.2 VHF assisted collision
101(1)
4.6.3 Crew interaction
102(1)
4.6.4 Crew and pilot integration
103(3)
4.6.5 Crew management
106(1)
4.6.6 Authority gradient
107(1)
4.6.7 Safety culture
108(1)
4.7 Conclusions
109(1)
5 Preparation for Accident Investigation 110(16)
5.1 Introduction
110(1)
5.2 The human error
111(2)
5.2.1 Transition of human error theories
111(1)
5.2.2 Classification of human error
112(1)
5.3 Risk management
113(4)
5.3.1 Risk management process
113(1)
5.3.2 Methods of risk analysis and evaluation
114(3)
5.4 ISM Code
117(1)
5.4.1 Background of IMS Code
117(1)
5.4.2 History of self-regulation
118(1)
5.5 Core of quality management system
118(2)
5.6 Contents of ISM Code
120(1)
5.7 Implication of the PDCA cycle in an accident
121(3)
5.8 Conclusions
124(2)
6 On-site Investigation 126(22)
6.1 Introduction
126(1)
6.2 Health and safety
126(5)
6.2.1 General health and safety
126(1)
6.2.2 Hazards to consider
127(2)
6.2.3 PPE and blood contamination
129(1)
6.2.4 Risk assessment sheet
130(1)
6.2.5 Cordon
131(1)
6.3 Evidence
131(13)
6.3.1 Evidence in general
131(2)
6.3.2 Human evidence: Witness interviewing
133(5)
6.3.3 Physical evidence
138(1)
6.3.4 Documentary evidence
138(2)
6.3.5 Electronic evidence
140(3)
6.3.6 Specialist testing and survey
143(1)
6.4 Assessing the evidence
144(2)
6.5 Conclusions
146(2)
7 Analysis Methods 148(8)
7.1 Introduction
148(1)
7.2 Analysis process
148(3)
7.2.1 Terms and concept
148(1)
7.2.2 Steps of analysis
149(2)
7.3 Event and Contributory Factors Charts
151(1)
7.4 Guidelines to produce ECFC
152(1)
7.5 Construction of a marine accident investigation report
153(2)
7.6 Conclusions
155(1)
8 Visualization of Weakness in the System 156(45)
8.1 Introduction
156(1)
8.2 Background
156(2)
8.3 Holes
158(2)
8.3.1 Definition of a hole
158(1)
8.3.2 How to identify the movement of a hole
159(1)
8.4 Latent conditions
160(3)
8.4.1 Definitions of latent conditions
160(1)
8.4.2 10 latent conditions
161(2)
8.5 How to find a hole at a real accident
163(20)
8.5.1 Collision
163(8)
8.5.2 Enclosed space entry
171(4)
8.5.3 Grounding
175(4)
8.5.4 Occupational casualties
179(4)
8.6 Holes and latent conditions
183(5)
8.6.1 Selection of samples
183(1)
8.6.2 Selection of local workplaces and organizations
184(1)
8.6.3 Number of defensive layers in a local workplace (vessel)
184(1)
8.6.4 Locations of holes in organizations
185(1)
8.6.5 Locations of holes at local workplaces
185(3)
8.6.6 Latent conditions
188(1)
8.7 Abstract generalizations (general characteristics of accidents)
188(7)
8.7.1 Cases involving collisions
192(1)
8.7.2 Cases involving contact
193(1)
8.7.3 Cases involving grounding
194(1)
8.7.4 Cases involving occupational casualties
195(1)
8.8 Unresolved issues on the SCM
195(3)
8.9 The SCM in maritime industry
198(2)
8.9.1 Application of the SCM to the marine accidents
198(1)
8.9.2 Shortcomings of the application of the SCM
199(1)
8.10 Conclusions
200(1)
9 Statistical Science and Characteristics of Each Types of Accidents 201(11)
9.1 Introduction
201(1)
9.2 Quantification of the SHEL element
202(2)
9.2.1 Analytical method
202(1)
9.2.2 Multiple regression equation
202(1)
9.2.3 Hypothesis testing of multiple regression equation
202(1)
9.2.4 Influence of latent conditions on accidents
203(1)
9.3 Relationship between the hole location and the number of hole occurrence
204(4)
9.3.1 Analytical method
204(1)
9.3.2 Correlation coefficient
205(3)
9.4 Quantification accident model
208(3)
9.5 Limitations of the study
211(1)
9.6 Conclusions
211(1)
10 Convergence of Accident Models 212(15)
10.1 Introduction
212(1)
10.2 Summary of the sample accident
213(1)
10.3 Analytical method
214(2)
10.4 Limitations of analysis
216(1)
10.5 Results
216(9)
10.5.1 Analysis using the RMQMP model
216(5)
10.5.2 Analysis using the STAMP model
221(3)
10.5.3 Differences and similarities among the two models
224(1)
10.6 Convergence of different type of model
225(1)
10.7 Conclusions
225(2)
11 Rectification of the Weakness and Improvement of the System 227(23)
11.1 Introduction
227(1)
11.2 Principles of the systematic accident prevention
227(2)
11.3 Process of systematic accident prevention
229(5)
11.3.1 Recurrence prevention
229(4)
11.3.2 Proactive measures
233(1)
11.4 An accident and an incident
234(12)
11.5 Difference between an accident and an incident
246(3)
11.5.1 Collisions
246(1)
11.5.2 Occupational casualties
247(1)
11.5.3 New model showing accident and incident mechanism
248(1)
11.6 Conclusions
249(1)
References 250(7)
Index 257(8)
Color Figures Section 265
William Chitty is a former Lecturer in Marketing at the Murdoch Business School, Murdoch University.

Steven D'Alessandro is a Professor in Marketing at Charles Sturt University.

David Gray is an Adjunct Associate Professor at Charles Sturt University.

Andrew Hughes is a Senior Lecturer in marketing at the School of Management, Marketing and International Business at the Australian National University.