CRM Unit 4
CRM Unit 4
SERVICE QUALITY
• Service quality is a measure of how an organization delivers its services
compared to the expectations of its customers.
• Customers purchase services as a response to specific needs. They either
consciously or unconsciously have certain standards and expectations for how a
company's delivery of services fulfills those needs.
• A company with high service quality offers services that match or exceed its
customers' expectations.
•
SERVICE QUALITY – DEFINITIONS
Service quality has been defined keeping in view at least four perspectives:
(i) Excellence – Although the mark of an uncompromising student and high achievement, the
attributes of excellence may change dramatically and rapidly. Excellence is often
externally defined.
(ii) Value – It incorporates multiple attributes, but quality and value are different constructs—
one the perception of meeting or exceeding expectations and the other stressing benefit
to the recipient.
(iii) Conformance to Specifications – It facilitates precise measurement, but users of a
service may not know or care about internal specifications.
(iv) Meeting and/or Exceeding Expectations – This definition is all-encompassing and
applies across service industries, but expectations change and may be shaped by
experiences with other service providers?
SOCIAL CUES
This means that social cues — word of mouth, customer reviews, and public
associations — can be an incredibly powerful form of marketing. Unfortunately, these are
also very hard to measure.
Online Reviews
o Customer reviews on your site or elsewhere offer a great opportunity to
influence customer perceptions. When people see you resolving issues online,
it helps to form a positive impression. The same goes for the content that
people see about your brand on blogs and social media.
Social Media
o Before the internet, the only way of finding out what people thought was to
ask them directly. But online reviews, blogs, and social media give us the
opportunity to learn about and sway public perceptions on a much wider scale.
It also gives other people the opportunity to influence consumer perceptions of
your brand
Demographics
o Demographics also play a big part in customer behavior. If consumers
perceive that a company only caters to certain types of clientele — and they’re
not it — they’re unlikely to use that brand for fear of feeling out of place. This
is why luxury brands are so selective about their customers.
MARKETING
Marketing acts on both the previous factors. It’s used to manipulate the early
customer experience and harness the power of social cues to affect how the general
public (your potential customers) perceive your company.
Branding
Branding is an incredibly powerful tool for influencing public perception.
Color, tone of voice, even store decoration and packaging can heavily influence how
people perceive your brand.
Advertising
o Traditional advertising can have a huge influence on public perceptions of
your brand, and we can use it to help customers form positive associations
with our brand.
o Incorporating something like a super-bowl ad into your marketing strategy can
quickly establish your brand as a big player, and by extension, make your
brand appear more trustworthy. You can do the same over a longer period by
consistently producing high-quality, easy-to-share content.
Tangibility: This is an organization's ability to portray service quality to its customers. There
are many factors that give a company highly tangible quality, such as the appearance of its
headquarters, its employees' attire and demeanour, its marketing materials and its customer
service department.
Empathy: Empathy is how an organization delivers its services in a way that makes the
company seem empathetic with its customers' desires and demands. A customer who believes
a company truly cares about their well-being is likely to be more loyal to that company.
Assurance: Assurance is the confidence and trust that customers have in a certain
organization. This is especially important with services that a customer might perceive as
being above their ability to understand and properly evaluate, meaning that there has to be a
certain element of trust in the servicing organization's ability to deliver. Company employees
need to be mindful of earning the trust of their customers if they want to retain them.
1. SERVQUAL
• This is the most common method for measuring the subjective elements of service
quality. Through a survey, you ask your customers to rate the delivered service
compared to their expectations.
• Reliability. The ability to deliver the promised service in a consistent and accurate
manner.
• Assurance. The knowledge level and politeness of the employees and to what extent
they create trust and confidence.
• Tangibles. The appearance of e.g. the building, website, equipment and employees.
• Empathy. To what extent the employees care and give individual attention.
• Responsiveness. How willing the employees are to offer a speedy service.
2. Post-service ratings
• This is the practice of asking customers to rate the service right after it’s been
delivered. This is our favorite approach, because the memory of the service is still
fresh and undiluted.
• As a general rule: The easier you make it for your customers to leave instant
feedback, the better your results will be. Different scales can be used for the post
service rating. Many make use of a number rating from 1 – 10.
3. Follow-up surveys
• With this method, you ask your customers to rate your service quality through an
email survey – for example via Google Forms. It has advantages and disadvantages
compared to the post-service rating.
4. In-app surveys
• With an in-app survey, the questions are asked while the visitor is on the website or in
the app, instead of after the service or via email. It can be one simple question – e.g.
"How would you rate our service?" – or it could be a couple of questions.
Convenience is the main advantage
5. Mystery shopping
• This is a popular technique used by retail stores, hotels, and restaurants, but works for
any type of service, also digital. It consists of hiring an "undercover customer" to test
your service quality.
6. Documentation analysis
• With this qualitative approach you read through/listen to your written/recorded
service records. They can then process this into constructive feedback, or follow up
with the customer for damage control if necessary.
• Live chat and email support offer instant documentation, and especially with the
former it's easy to pick out the outliers.
7. Customer effort score (CES)
• This metric was proposed in an influential Harvard Business Review article. In it, the
authors argue that instead of delighting our customers, we should make it as easy as
possible for them to have their problems solved. That’s what they found to have the
biggest positive impact on the customer experience, and what they propose
measuring.
8. First contact resolution ratio
• First contact resolution takes place when a customer reaches out to support with a
question or issue, and they receive a resolution in that first session. So no follow-up
emails, call-backs, etc.
9. Leading metrics analysis
• First response time. This metric tracks how quickly a customer receives a response
on their inquiry. This doesn’t mean their issues are solved, but it’s the first sign of life
– notifying them that they’ve been heard.
• Response time. This is the total average of time between responses. Let’s say your
email ticket was resolved with four responses, with respective response times of 10,
20, 5, and 7 minutes. Your response time is 10.5 minutes.
• Replies per ticket. This shows how many replies your service team needs on average
to close a ticket. It’s a measure of efficiency and customer effort.
• Backlog inflow/outflow. This is the number of cases submitted compared to the
number of cases closed. A growing number indicates that you’ll have to expand your
service team.
• Customer success ratio. Good service doesn’t mean your customers always find
what they want. But keeping track of the number who found what they were looking
for versus those that didn’t can show whether your customers have the right idea
about your offerings.
• "Handovers" per issue. This tracks how many different service reps are involved per
issue. Especially in phone support, where repeating the issue is necessary, customers
hate handovers. Harvard Business Review identified it as one of the four most
common service complaints.
• Things gone wrong. The number of complaints/failures per customer inquiry. It helps
you identify products, departments or service agents that need some "fixing."
• Instant service/queueing ratio. Nobody likes to wait. Instant service is the best
service. This metric keeps track of the ratio of customers that were served instantly
versus those that had to wait. The higher the ratio, the better your service.
• Average queueing waiting time. The average time that queued customers have to
wait to be served.
• Queueing hang-ups. How many customers quit the queueing process. These count as
lost service opportunities.
• Problem resolution time. The average time before an issue is resolved.
• Minutes spent per call. This can give you insight on who are your most efficient
operators.
TYPES OF CUSTOMERS
Types of Customers in Bank:
* Individuals
– Minors.
– Illiterates.
– Married women.
– Lunatics.
• Trustees.
• Hindu Undivided Family
• Partnership Firms
• Company
• Joint account holders.
• Executors and administrators.
• Power of attorney holders.
Customer Day
• Every Year 24th December is observed as National Consumer Day with a specific
theme in India. On this day the Consumer Protection Act, 1986 had received the
assent of the president. The enactment of this Act is considered as a historic milestone
in the consumer movement in the country.
• This day was made to protect consumer's rights and to make people aware about
it. This step is one of those steps which the government took to control the market
exploitations
TALWAR COMMITTEE
• In 1975, the Government of India had appointed the Talwar Committee on customer
service in banks.
Recommendations:
• Exposure to a single borrower should not exceed 25% of the bank’s capital funds (i.e.
paid up capital and free reserves).
• Group exposure should not exceed 50% of the capital funds of the bank. An
additional 10% is allowed in respect of exposure to infrastructure projects (power,
telecom, roads & ports).
• Prohibits loans to directors or to any firm or company in which directors hold an
interest.
• The banks should maintain an arms-length relationship in respect of own subsidiaries
or joint ventures; all loans to such companies have to be made at commercial rates
and are subject to limits which apply to similar companies.
• There is an aggregate ceiling fixed for loans related to owned funds of the subsidiary.
Capital Adequacy Norms
• Income from non-performing assets cannot be taken as part of the profits of banks
unless the income has been realized.
• Based on the status of an asset as an NPA, it is required to be classified as standard,
substandard, doubtful and loss assets and appropriate provisions made.
• Banks are advised to establish customer service committees at branch level.
• Standing Committee to examine them and provide relevant feedback to the Customer
Service Committee of the Board for necessary policy / procedural action.
• The Branch Level Customer Service Committee may meet at least once a month to
study complaints/ suggestions, cases of delay, difficulties faced / reported by
customers / members of the Committee and evolve ways and means of improving
customer service.
GOIPORIA COMMITTEE
• The Goiporia Committee was set up in 1990 by the Reserve Bank of India (RBI). The
Goiporia committee was given the mandate of exploring and giving recommendations
for improving customer service in the banks.
• M.N. Goiporia who was an Indian career banker and also served as the fourteenth
Chairman of State Bank of India was the Chairman of the Goiporia Committee.
• Recommendations
• The commencement of work of the employees will always be 15 minutes before the
general business hours so that banks can be made operational for the customers and
there is no waste of time.
• It is compulsory to address all the customers who come before dear closing hours
inside the bank.
• Employees should ensure that counters during business hours and uninterrupted
services are being provided to the customers that come into the bank.
• There was specific guidance given in the bank that there must be a counter of
‘Enquiry’, or ‘May I help You’. Please counter should be near the entry of the
banking office.
Recommendations about the passbooks/statements about the savings account:
• The customer must be educated so that they keep their passbooks updated regularly
• There should be an education drive launched for the customers so that the advantages
of keeping the passbook updated should be got into focus.
• Every employee should wear their identity batches which should have their name and
photograph properly displayed so that it is better for the customers to rapport with the
officials.
• There should be induction training given to the recruits, after the training process the
banks should distribute them to their desired positions at once.
DAMODARAN COMMITTEE
• The Committee, headed by former SEBI chairman M Damodaran, was set up by the
central bank to look into the issues of customer services and evaluate the existing
system of grievance redressal mechanism prevalent in banks, its structure and efficacy
and recommend measures for expeditious resolution of complaints.
Recommendations:
• "customer service and grievance redressal should be included as a mandatory
parameter in the performance appraisal report of all employees."
"The root cause analysis of the top five types of complaints in a quarter should be
placed before the Customer Service Committee of the Board held in the subsequent
quarter.
• A brief note on the discussions held on the same should be placed before the Board in
its subsequent meeting.
• "The bank policies should clearly lay out its approach to customer care, taking into
account the geographic spread of its branches, segments of customers, needs of
special sections like senior citizens, widows, physically challenged persons, etc,“
• must also clearly define and distinguish the features for different products and
services and must indicate the target customer group
• the committee recommended that bank boards should evolve human resources
policies which will "recruit for attitude and train for skills.
• policy "should be framed to ensure that the prescribed response time for every type of
grievance should be approved by an official not below the rank of the top
management of the bank.“
• "Branch Level Customer Committee meetings may be replaced with a meeting of
customers of all banks of that area (say district-wise, block-wise) and be held in the
presence of representatives of banks at periodic intervals (monthly/quarterly).
• The proceedings of the meetings should be recorded (CCTV) for the purpose of
review of the same
COPRA FORUM
• The Consumer Protection Act,1986 (COPRA) was an Act of the Parliament of
India enacted to protect the interests of consumers in India. It was replaced by
the Consumer Protection Act, 2019. It was made for the establishment of consumer
councils and other authorities for the settlement of consumer's grievances and matters
connected with it. The act was passed in Assembly in October 1986 and came into
force on December 24, 1986.
CONSUMER FORUM
• It is a forum where a consumer may file a case against a seller in the case where
the consumer feels that he has been cheated or exploited by the seller. The point
of having a separate forum for consumer disputes is to ensure that such disputes are
speedily resolved and make is less expensive.
MODE OF COMPLAINT:
• A complaint can be filed in form of writing or online via govt. provided portal @
https://consumerhelpline.gov.in/ or through mobile apps launched by the government
of India like NCH app, Umang app or Consumer app.
The status of a complaint can be checked online and the fees for submission of the
complaint can also be submitted through an online payment portal.
OMBUDSMAN SCHEME
• The Banking Ombudsman Scheme is an expeditious and inexpensive forum for
bank customers for resolution of complaints relating to certain services rendered
by banks. The Banking Ombudsman Scheme is introduced under Section 35 A of the
Banking Regulation Act, 1949 by RBI.
• Banking Ombudsman is a quasi judicial authority created in 2006, and the authority
was created pursuant to a decision made by the Government of India to enable
resolution of complaints of customers of banks relating to certain services rendered by
the banks. The Banking Ombudsman Scheme was first introduced in India in 1995,
and was revised in 2002.
• The current scheme became operative from 1 January 2006, and replaced and
superseded the banking Ombudsman Scheme 2002.