Customer Evolution in Sales Channel Migration

This research has been triggered by an emergent trend in customer behavior: customers have rapidly expanded their channel experiences and preferences beyond traditional channels (such as stores) and they expect the company with which they do business to have a presence on all these channels. This evidence has produced an increasing interest in multichannel customer behavior and it has motivated several researchers to study the customers’ channel choices dynamics in multichannel environment. We study how the consumer decision process for channel choice and response to marketing communications evolves for a cohort of new customers. We assume a newly acquired customer’s decisions are described by a “trial” model, but the customer’s choice process evolves to a “post-trial” model as the customer learns his or her preferences and becomes familiar with the firm’s marketing efforts. The trial and post-trial decision processes are each described by different multinomial logit choice models, and the evolution from the trial to post-trial model is determined by a customer-level geometric distribution that captures the time it takes for the customer to make the transition. We utilize data for a major retailer who sells in three channels – retail store, the Internet, and via catalog. The model is estimated using Bayesian methods that allow for cross-customer heterogeneity. This allows us to have distinct parameters estimates for a trial and an after trial stages and to estimate the quickness of this transit at the individual level. The results show for example that the customer decision process indeed does evolve over time. Customers differ in the duration of the trial period and marketing has a different impact on channel choice in the trial and post-trial stages. Furthermore, we show that some people switch channel decision processes while others don’t and we found that several factors have an impact on the probability to switch decision process. Insights from this study can help managers tailor their marketing communication strategy as customers gain channel choice experience. Managers may also have insights on the timing of the direct marketing communications. They can predict the duration of the trial phase at individual level detecting the customers with a quick, long or even absent trial phase. They can even predict if the customer will change or not his decision process over time, and they can influence the switching process using specific marketing tools

The temporal pattern of customer satisfaction: a construal-level approach

Customer satisfaction has been traditionally studied and measured regardless of the time elapsed since the purchase. Some studies have recently reopened the debate about the temporal pattern of satisfaction. This research aims to explain why “how you evaluate a service depends on when you evaluate it” on the basis of the theoretical framework proposed by Construal-Level Theory (CLT). Although an empirical investigation is still lacking, the literature does not deny that CLT can be applied also with regard to past events. Moreover, some studies support the idea that satisfaction is a good predictor of future intentions, while others do not. On the basis of CLT, we argue that these inconsistent results are due to the different construal levels of the information pertaining to retrospective and prospective evaluations. Building on the Two-Factor Theory, we explain the persistence of certain attributes’ representations over time according to their relationship with overall performance. We present and discuss three experiments and one field study that were conducted a) to test the extensibility of CLT to past events, b) to disentangle memory and construal effects, c) to study the effect of different temporal perspective on overall satisfaction judgements, and d) to investigate the temporal shift of the determinants of customer satisfaction as a function of temporal distance.

Sistemi hands-free basati su smart-glass a supporto di attivita di customer care di un'impresa

Da alcuni anni in ambito business ed enterprise si sta diffondendo l'utilizzo di dispositivi wearable al fine di rendere più efficiente ed efficace la gestione di molteplici attività e processi aziendali. I sistemi hand-held comunemente utilizzati in ambito lavorativo, tra cui smartphone e tablet, spesso non risultano idonei in contesti in cui un operatore debba interagire con il dispositivo mentre ha le proprie mani impegnate con attrezzature e strumenti di lavoro. I sistemi hands-free rimediano a tali problematiche supportando tecniche di interazione non convenzionali che consentono all'operatore di mantenere libere le proprie mani durante la consultazione del dispositivo e di rimanere concentrato sull'attività che sta svolgendo. I sistemi basati su smart-glass, oltre ad offrire funzionalità hands-free, presentano l'ulteriore vantaggio di poter presentare all'interno del campo visivo dell'utente importanti informazioni di supporto inerenti all'attività che sta svolgendo, avvalendosi anche dell'utilizzo di tecnologie di realtà aumentata. La sinergia tra dispositivi basati su smart-glass e tecniche di realtà aumentata sta destando un crescente interesse sia in ambito accademico che industriale; esiste la possibilità che in un prossimo futuro questa tipologia di sistemi divenga la nuova piattaforma computazionale enterprise di riferimento. L'obiettivo di questo lavoro di tesi è stato lo studio e la progettazione di una soluzione hands-free basata su smart-glass in grado di supportare alcune attività di customer care del Gruppo Loccioni, una società che si occupa dello sviluppo di sistemi automatici di misura e controllo per migliorare la qualità, l'efficienza e la sostenibilità di prodotti, processi ed edifici. In particolare, il sistema sviluppato ha consentito di migliorare la gestione dei processi di manutenzione e riparazione degli impianti energetici sostenibili che il Gruppo Loccioni installa presso le sedi di imprese clienti.