Processando Login

Chapter 3: Consumer Behaviour Back To Chapter

3.24: Types of Customer Relationships

TABLE OF
CONTENTS

JoVE Business
Marketing

É necessário ter uma assinatura JoVE para assistir este Faça login ou comece sua avaliação gratuita.

Education

Types of Customer Relationships

Previous Video

Previous Video
3.23: Types of Customers

Embed Languages Add to Favorites ADD TO PLAYLIST

TRANSCRIPT

Customer relationships, crucial for business success, are a spectrum from basic transactions to more collaborative interactions, as illustrated by the customer relationship pyramid.

At the foundation is the Utility level, where customers seek hassle-free buying and efficiency, such as buying gas.

The next level is convenience, where customers seek a simplified purchase process. Businesses ensure reliable and consistent services, like Tesco's extra checkout counters during rush hours.

At the Feeling at ease level, businesses focus on providing customers with a pleasant shopping experience and a comfortable environment, like Ikea stores.

At the Personal recognition level, customers expect recognition for their loyalty and personal choices. Businesses show their appreciation through special treatment, like the services for Amazon's Prime customers.

Next is the self-expression level, where businesses honor their customers for who they are and what they stand for. Customer relationships focus on personalizing the offering, like Land Rover.

Finally, Co-Creation represents the pinnacle of customer relationships, where customers engage as partners, contributing to the business's shared vision, like LEGO Ideas.

3.24: Types of Customer Relationships

The customer relationship pyramid outlines various levels of engagement and connection between a business and its customers, ranging from basic interactions to deeper, more meaningful relationships. At the base of the pyramid are transactional relationships, characterized by simple, one-off transactions focusing on immediate sales. Progressing up the pyramid, businesses aspire to establish responsive relationships, swiftly attending to customer inquiries and concerns to elevate overall customer satisfaction.

The next level involves ongoing engagement in an access relationship. It includes loyalty programs or memberships, which provide customers with exclusive benefits. At the top of the pyramid lies a transformational relationship, where businesses become integral to a customer's success or lifestyle, often seen in long-term partnerships. This level transcends mere transactions, focusing on mutual growth and shared values.

Successful businesses strategically navigate and cultivate relationships at various levels of the customer relationship pyramid. By understanding and catering to diverse customer needs, companies can build a holistic approach that fosters loyalty, trust, and a positive customer experience, ultimately leading to sustained success.

X

Simple Hit Counter