chapter 4: developing service concepts: core and ...4.pdfslide © 2007 by christopher lovelock and...
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Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 2
Chapter 4: Developing Service Concepts: Core and Supplementary Elements
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 3
Service Encounters Range
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 4
The Servuction System
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 5
Service Marketing System for a Low-Contact Service (Fig 2.11)
The Customer
Backstage (invisible)
Front Stage (visible)
Advertising Market Research Surveys Billing/Statements Random Exposure to Facilities/Vehicles Word of Mouth
Phone, Fax, Web- site, etc.
Self Service Equipment
Technical Core
Other Contact Points Service Delivery System
Service Operations System
SERVICE MARKETING SYSTEM
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 6
Service Marketing System for a High-Contact Service (Fig 2.10)
The Customer Technical
Core
Interior & Exterior Facilities
Equipment
Service People
Other Customers
Advertising Sales Calls Market Research Surveys Billing/Statements Misc. Mail, Phone Calls, E-mails, Faxes, etc. Website Random Exposure to Facilities/Vehicles Chance Encounters with Service Personnel Word of Mouth
Service Delivery System Other Contact Points
Service Operations System
Backstage (invisible)
Front Stage (visible)
Other Customers
SERVICE MARKETING SYSTEM
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 7
Designing a Service Concept
! Core Product
" Central component that supplies the principal, problem-solving
benefits customers seek
! Supplementary Services
" Augment the core product, facilitating its use and enhancing its
value and appeal
! Delivery Processes
" Used to deliver both the core product and each of the
supplementary services
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 8
The Flower of Service (Fig 3.6)
Core
Information
Consultation
Order Taking
Hospitality
Payment
Billing
Exceptions
Safekeeping
Facilitating elements Enhancing elements
KEY:
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 9
Information and Physical Processes of Augmented Service Product (Fig 4.1)
Exceptions
Billing
Payment
Information processes
Information Consultation
Safekeeping
Physical processes
Order- taking Core
Hospitality
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 10
Core and Supplementary Services at Luxury Hotel (Offering Much More than Cheap Motel!)
Reservation Valet
Parking
Reception
Baggage Service
Cocktail Bar
Restaurant Entertainment/ Sports/
Exercise Internet
Wake-up Call
Room Service
Business Center
Cashier
A Bed for the Night in an Elegant Private
Room with a Bathroom
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 11
Core and Supplementary Product Design: An Integrated Perspective (Fig 3.2)
Scheduling
Nature of Process
Service Level Customer Role
Supplementary services offered and delivered
Delivery Concept for Core Product
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 12
Four Categories Of Services (Fig 2.1)
Information processing
(services directed at intangible assets):
! Accounting
! Banking
Nature of the Service Act People Possessions
Tangible Actions People processing
(services directed at people�s bodies):
! Barbers
! Health care
Who or What Is the Direct Recipient of the Service?
Possession processing
(services directed at physical possessions):
! Refueling
! Disposal/recycling
Mental stimulus processing (services directed at people�s minds):
! Education
! Advertising/PR
Intangible Actions
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 13
Examples of Service Tiering in Different Industries (Table 7.1)
Industry Tiers Key Service Attributes and
Physical Elements Used in Tiering
Lodging Star or diamond ratings (5 to 1)
Architecture; landscaping; room size; furnishings and décor; restaurant facilities and menus; room service hours; array of services and physical amenities; staffing levels; caliber and attitudes of employees
Airline Classes (intercontinental): first, business, premium economy, economy
Seat pitch; seat width and reclining capability; meal and beverage service; staffing ratios; check-in speed; departure and arrival lounges; baggage retrieval speed
Car Rental Class of vehicle Vehicle size (from subcompact to full size); degree of luxury; special vehicle types (minivan, SUV, convertible)
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 14
Seven Star Hotel: Burj Al Arab
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 15
Developing Right Service Concept for a Specific Segment
! Use research to identify and prioritize which attributes of a given service are important to specific market segments
! Individuals may set different priorities according to:
" Purpose of using the service
" Who makes decision
" Timing of use
" Whether service is used alone or with a group
" Composition of that group
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 16
Splitting Responsibilities For Supplementary Service Elements (Fig 4.3)
Challenges for original supplier " Act as guardian of overall process " Ensure that each element offered by intermediaries fits overall service concept
As created by originating firm
As enhanced by distributor
As experienced by customer
+ Core = Core
Core product Supplementary services
Total experience and benefits
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 17
Example: Buying at Ebay
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 18
Information and Physical Processes of Augmented Service Product (Fig 4.1)
Exceptions
Billing
Payment
Information processes
Information Consultation
Safekeeping
Physical processes
Order- taking Core
Hospitality
Slide © 2007 by Christopher Lovelock and Jochen Wirtz Kunz - Services Marketing 19
Homework till Thursday
Build a service flower of your Business
Where might be possibilities to change your offer?