• Title/Summary/Keyword: Customer Center

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The Redemption Behavior of Loyalty Points and Customer Lifetime Value (로열티 포인트 사용행동과 고객생애가치(Customer Lifetime Value) 분석)

  • Park, Dae-Yun;Yoo, Shijin
    • Journal of the Korean Operations Research and Management Science Society
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    • v.39 no.3
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    • pp.63-82
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    • 2014
  • The main objective of this research is to investigate whether the RFM (recency-frequency-monetary value) information of a customer's redemption behavior of loyalty points can improve the prediction of future value of the customer. The conventional measurement of customer value has been primarily based on purchase transactions behavior although a customer's future behavior can be also influenced by other interactions between the customer and the firm such as redemption of rewards in a loyalty program. We theorize why a customer's redemption behavior can influence her future purchases and thereby the customer's total value based on operant learning theory, goal gradient hypothesis, and lock-in effect. Using a dataset from a major book store in Korea spanning three years between 2008 and 2010, we analyze both purchase transactions and redemption records of over 10,000 customers. The results show that the redemption-based RFM information does improve the prediction accuracy of the customer's future purchases. Based on this result, we also propose an improved estimate of customer lifetime value (CLV) by combining purchase transactions and loyalty points redemption data. Managerial implications will be also discussed for firms managing loyalty programs to maximize the total value customers.

서비스표준화측정모형의개발;콜센터 서비스의 프로세스 측면을 중심으로

  • Seo, Chang-Jeok;Lee, Se-Yeong
    • Proceedings of the Korean Society for Quality Management Conference
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    • 2007.04a
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    • pp.279-284
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    • 2007
  • This study develops a model which measures service standardizations focused on the process of call center service. It analyzes the relationship between service standardizations and efficiency of business as well. The model consists of two dimensions to offering service and managing customers. These two dimensions have six major elements: accessibility, customer orientation, professionalism, offering a solution, customer satisfaction management, and customer information management. Also we assumed that low customer interaction and labor-intensive of service business increase the level of service standardization.

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A method to determine optimal input service level in a distribution center-N branches inventory distribution system (물류센터-N 지점 재고시스템의 최적 계획 서비스수준 결정 방법)

  • 윤승철
    • Journal of Korean Society of Industrial and Systems Engineering
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    • v.20 no.42
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    • pp.31-38
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    • 1997
  • The main objective of this research is to develop a model to select the optimal input service level for a distribution center - multi branch inventory distribution system. With the continuous review policy, the distribution center places an order for specific order quantity to an outside supplier, and the order quantity is replenished after a certain lead time. Also, each branch places an order for particular order quantity to the distribution center to satisfy the customer demands, and receives the replenishment after a lead time. When an out of stock condition occurs during an order cycle, a backorder is placed to the upper level to fill the unfilled demands. With these situation, variable demand and variable lead time are used for better industrial practice. Further, actual lead times with a generic lead time distribution are used in developing the control model. Under the actual lead time model, the customer service measures actually attained for the distribution center and each branch are explained as the effective customer service measures. Thus, throughout the optimal control (using computer search procedures), we can select the optimal input service levels for the distribution center and each branch to attain the effective service level for each branch which is consistent with the goal level of service for each branch. At the same time, the entire distribution system keeps minimum inventories.

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A study on the Method to Determine Optimal Service Level of a Distribution Center in Supply Chain Management Environment (SCM환경에서의 물류센터의 최적 서비스 수준 결정 방법)

  • 조용욱;박명규
    • Journal of the Korea Safety Management & Science
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    • v.3 no.3
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    • pp.55-64
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    • 2001
  • The main objective of this research is to develop a model to select the optimal input service level for a distribution center-multi branch inventory distribution system. With the continuous review policy, the distribution center places an order for specific order quantity to an outside supplier, and the order quantity is replenished after a certain lead time Also, each branch places an order for particular order quantity to the distribution center to satisfy the customer demands, and receives the replenishment after a lead time. When an out of stock condition occurs during an order cycle, a backorder is placed to the upper level to fill the unfilled demands. With these situation, variable demand and variable lead time are used for better industrial practice. Further, actual lead times with a generic lead time distribution are used in developing the control model. Under the actual lead time model, the customer service measures actually attained for the distribution center and each branch are explained as the effective customer service measures. Thus, throughout the optimal control (using computer search procedures), we can select the optimal input service levels for the distribution center and each branch to attain the effective service levels for each branch which is consistent with the goal level of service for each branch. At the same time, the entire distribution system keeps minimum inventories.

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Analysis of contact-center lines and PBX based on MCS (MCS 기반의 컨택센터 회선·PBX 용량 분석)

  • Hwang, eui-chul
    • Proceedings of the Korea Contents Association Conference
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    • 2009.05a
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    • pp.652-658
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    • 2009
  • As the rate of personnel expenses of contact center operating costs is the highest, we can reduce operating costs, if we answer a automatic phone call wholly or partially. The MCS(Managed Contact Services) play an important role in cost reduction and work efficiency related with voice self-services. The excellent functions of the MCS are able to implement self-service applications in network connected with effective network routing of the enterprise. The MCS makes a proper consultant rapidly response and process customer calls, improve customer processing services, and consequently increase customer satisfaction. The increase of customer satisfaction lead to improve profits and reduce the cost of building contact center infrastructure. In this paper, we analyze the contact center line capacity and PBX capacity based on the MCS. We can reduce communication costs and personnel expenses by reducing the call shifting need between consultants and rapidly solving customer questions with the MCS.

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An Empirical Study on the Emotional Intelligence and Customer Orientation Call center Consultants in e-Business Marketing (e-비즈니스 마케팅에서 콜센터 상담사의 감정지능과 고객지향에 대한 분석)

  • Song, Hyung-Cheol
    • Journal of Digital Convergence
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    • v.19 no.10
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    • pp.203-208
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    • 2021
  • This study is to investigate the impact of emotional intelligence of online shopping mall call center counselor on customer orientation. The SPSS 25.0 ststistics program was applied for the empirical analysis 148(87.05%)of 170 copies are used for final data analysis. The implications of results are as follows. First, use of emotion, a subfactor of emotional Intelligence, has shown to have a significant positive effect on customer orientation. Second, other's emotional appraisal, a subfactor of emotional Intelligence, has shown to have a significant positive effect on customer orientation. Third, self emotional appraisal, a subfactor of emotional Intelligence, has shown to have a significant positive effect on customer orientation. Fourth, regulation of emotion, a subfactor of emotional Intelligence, has shown to have a significant positive effect on customer orientation.

컴퓨터 탐색을 이용한 재고관리 시스템의 최적화

  • 윤승철
    • Proceedings of the Korean Operations and Management Science Society Conference
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    • 1996.04a
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    • pp.477-480
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    • 1996
  • The main objective of this research is to develop the optimal control method for a Distribution Center - multi Branch inventory distribution system. With the continuous review policy, the distribution center places an order for specific order quantity to an outside supplier, and the order quantity is replenished after a certain lead time. Also, each branch places an order for particular order quantity to the distribution center to satisfy the customer demands, and receives the replenishment after a lead time. When an out of stock condition occurs during an order cycle, a backorder is placed to the upper level to fill the unfilled demands. With these situation, variable demand and variable lead time are used for better industrial practice. Futher, actual lead times with a generic lead time distribution are used in developing the control model. Under the actual lead time model, the customer service measures actually attained for the distribution center and each branch are explained as the effective customer service measures. Thus, throughout the optimal control (using computer search procedures), we can set the desired service levels for the distribution center and each branch to produce the effective service level for each branch which is consistent with the goal level of service for each branch. At the same time, the entire distribution system keeps minimum inventories.

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Impacts of Digital and Human Knowledge Resources on Customer Response Capability of Customer Service Representatives (비대면 서비스 조직에서 디지털 및 인적 지식자원이 상담사의 고객대응역량에 미치는 영향)

  • Choi, Sujeong
    • Knowledge Management Research
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    • v.21 no.3
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    • pp.123-140
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    • 2020
  • In call centers where customers contact a firm's customer service without face-to-face interaction, customer service representatives (CSRs) determine its service competitiveness. In other words, a firm's service excellence relies on its CSRs. Drawing on the concept of agility from service and information technologies studies, this study conceptualizes customer response capability as a variable consisting of customer response expertise and customer response agility, and further verifies its effects on customer service performance. Moreover, this study examines whether a firm's digital and human knowledge resources are related to CSRs' customer response capability. To empirically test the proposed hypotheses, the partial least squares analysis is conducted with a total of 371 responses collected on CSRs from two insurance call centers. The findings indicate that a firm's digital and human knowledge resources enhance CSRs' customer response expertise and customer response agility, thereby increasing customer service performance. The results draw the conclusion that CSRs' customer response capability is a key antecedent of superior customer service.

A Study on Customer Satisfaction Factors of Supply Chain Management Support Center(SCSC)

  • Coo, Byung-Mo
    • The Journal of Industrial Distribution & Business
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    • v.9 no.2
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    • pp.27-38
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    • 2018
  • Purpose - This study centers on field surveys aimed at deriving the customer satisfaction factors of customer support centers that are positioned between suppliers and consumers in the supply chain. They consists of manufacturing, sales, distribution, consumption and collection, and that are in charge of core functions for suppliers' customer satisfaction management and consumers' satisfaction with consuming activities. Research design, data, and methodology - The customer satisfaction factors of customer support centers were derived through literature review and expert opinion surveys, and a questionnaire was developed through a process of the refinement of variables using pilot tests and 330 questionnaire sheets were distributed. The questionnaire sheets were collected and opinions in them were analyzed using fuzzy AHP methodology. Results - Three factors, which are turnover intentions, motivation, and job satisfaction, were derived as customer satisfaction factors of customer support centers, and the ranking relationships of these three factors were analyzed. In addition, the ranking relationships among six execution variables of turnover intentions, 10 execution variables of motivation, and 10 execution variables of job satisfaction were analyzed using fuzzy AHP methodology to obtain quite significant results. Based on the results of this study, three implications in the three strategic aspects and an implication in the academic aspects are presented. Conclusions - Motivation and job satisfaction, job satisfaction and turnover intentions, and motivation and turnover intentions are not formed by independent or different factors or environments. They are in the same context with each other (maintaining high correlations) and are in the relationships of virtuous circles in which they complement each other.

The Effect of the Medical Service Quality and Emotion on Perceived Value - Focused on Moderating Effect of Regulatory Focus Theory- (의료서비스 품질요인이 감정과 지각된 가치에 미치는 영향에 관한 연구 -자아규제초점의 조절효과를 중심으로-)

  • Seol, Sang-Cheol;Park, Jong-Hwan;Jang, Tae-Yong
    • Korea Journal of Hospital Management
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    • v.16 no.3
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    • pp.115-132
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    • 2011
  • Prior research in medical service field have mainly focused on service quality, satisfaction, and choice attributes of hospital. However, a little research has been done on "Which service quality attributes are more preferred by customer motivation(customer regulatory focus)". This study examines how regulatory focus affects the structural impact relationships of service quality and emotion(quiescence) on perceived value in medical service context. Especially, this research draws the moderating effects of regulatory focus between medical service quality, emotion, and perceived value. The Results were summarized as follows: The relative impacts of medical service quality on customer emotion are different depending upon the regulatory focus. Hospital reputation is shown to be more important factors in prevention-oriented customer, while physical environment is the case in promotion-oriented customer. The relative impacts of medical service quality and emotion on perceived value are different depending upon the regulatory focus. Hospital reputation, convenience, and accessibility are shown to be more important factors in promotion-oriented customer, while physical environment is more important in prevention-oriented customer. Also, emotion has a positive influence on perceived value in prevention-oriented customer, whereas the effect of emotion is not significant in promotion-oriented customer.

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