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Chapter 14: Consumer Behaviour in A Services C... : Pre-Purchase Stage: Overview

This document discusses consumer behavior in the context of services. It outlines the three main stages of a service encounter: pre-purchase, service encounter, and post-encounter. During the service encounter stage, there can be high-contact, low-contact, or medium-contact with service personnel depending on the type of service. The post-encounter stage focuses on customer satisfaction, which depends on expectations, performance, and whether the service was better, same, or worse than expected. Delighting customers goes beyond satisfaction by providing unexpectedly high performance along with arousal and positive emotions.

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Savannah Simone Petrachenko
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100 views2 pages

Chapter 14: Consumer Behaviour in A Services C... : Pre-Purchase Stage: Overview

This document discusses consumer behavior in the context of services. It outlines the three main stages of a service encounter: pre-purchase, service encounter, and post-encounter. During the service encounter stage, there can be high-contact, low-contact, or medium-contact with service personnel depending on the type of service. The post-encounter stage focuses on customer satisfaction, which depends on expectations, performance, and whether the service was better, same, or worse than expected. Delighting customers goes beyond satisfaction by providing unexpectedly high performance along with arousal and positive emotions.

Uploaded by

Savannah Simone Petrachenko
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Chapter 14: Consumer Behaviour in a Services C...

Pre-purchase Stage: Overview

Service Encounter Stage: Overview

Service Encounters Range from High-contact to Low-contact

Distinctions Between High-contact and Low-contact Services High-contact Services Customers visit service facility and remain throughout service delivery. Active contact between customers and service personnel. Includes most people-processing services. Low-contact Services Little or no physical with service personnel Contact usually at arm's length through electronic or physical distribution channels

New technologies (e.g. Web) help reduce contact levels Medium-contact Services Lie in Between these two The Servuction System

Post-Encounter Stage: Overview

Customer Satisfaction is Central to the Marketing Concept Satisfaction dened as attitude-like judgement following a service purchase or series of service interactions Customers have expectations prior to consumption, observe service performance, compare it to expectations Satisfaction judgements are based on this comparison Positive disconrmation if better than expected Conrmation if same as expected Negative disconrmation if worse than expected Customer Delight: Going Beyond Satisfaction Research shows that delight is a function of three components: Unexpectedly high levels of performance Arousal (e.g. surprise, excitement) Positive effect (e.g. pleasure, joy, or happiness) Once customers are delighted, their expectations are raised If service levels return to previous levels, this may lead to dissatisfaction and it will be more difcult to "delight" customers in future

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