Prior research has found that the relation between customer satisfaction and performance is equivocal. This study explores explanations for this finding, paying attention to whether increases in customer satisfaction can provide diminishing improvements to organisational performance. The concept of a point at which returns to customer satisfaction begin to diminish is particularly important to ...

The rapid expansion of global marketplaces and the recent developments of ICT have led to the greater business opportunities. In their quest to build close relationships with their customers, many businesses have turned to customer relationship management (CRM). This study examines the effects of ICT infusion embodied in three CRM elements on CRM performance, partnership quality and customer lo...

This study assesses the importance of customer-contact intensity at the service encounter level as a determinant of service quality assessments. Using data from the U.S. Department of Veterans Affairs, it shows that performance-driven human resources practices play an important role as determinants of employee customer orientation and service capability in both high-contact (outpatient healthca...

We developed and tested a cross-level model of the antecedents and outcomes of proactive customer service performance. Results from a field study of 900 frontline service employees and their supervisors in 74 establishments of a multinational hotel chain located in Europe, the Middle East, Africa, and Asia demonstrated measurement equivalence and suggested that, after controlling for service cl...

Quality function deployment (QFD) is a customer-driven approach for processing new product developments in order to maximize customer satisfaction. Each engineering design characteristic is maximized for product performance according to the level of customer satisfaction. To cope with the vague nature of product development processes, fuzzy approaches are used to represent the importance scores...

Nowadays, increasing competition among companies and the huge cost of attracting new customers has led to companies seeking to retain existing customers rather than looking to attract new customers. These factors together have led to the emergence of customer relationship management. Thanks to the development of information and communication technology, especially the Internet, the use of custo...

While the information technology (IT) literature is mixed regarding the direct benefits of eBusiness technologies on performance, the impact of such technologies on supply chain practices remains largely an unexplored area of research. We hypothesize that while there may be no direct benefit of eBusiness technologies on performance, these technologies might support customer integration and supp...

Reuse-based software development provides an opportunity for better quality and increased productivity in the software products. One of the most critical aspects of the quality of a software system is its performance. The systematic application of software performance engineering techniques throughout the development process can help to identify design alternatives that preserve desirable quali...

A national random sample of industrial salespeople was surveyed to assess the effects of collaborating negotiation on sales performance. The responses from 241 salespeople were analyzed using ordinary least squares regression. The results indicated that, in general, collaborative negotiation improved sales performance. However, the effects of collaborative negotiation was a function of perceive...

Evaluation of customer satisfaction differs from one study to another. Studies have been differing with their focus and coverage. Most of studies focused on evaluating factors influencing customer satisfaction or associate customer satisfaction and quality of services. This paper used logistic regression to develop customer satisfaction model for Precision Air. Five dimensions or variables have...