service design innovation for aquarium customer value ppt

Selvarasu A MutharasuProfessor of Marketing

Department of Business Administration

Annamalai UniversityAnnamalai Nagar Chidambaram Tamilnadu, India.

608002 [email protected]

[email protected]

&

Sankaran A.

Rais Ahmad Itoo

Doctoral Research Scholar

11/11/2015Selvarasu A Mutharsu Annamalai Univeristy & Sankaran A & Rais

mailto:[email protected]



Services Marketing – CVP – CVC – GT – QSR Nvivo -

An unexplored area of Aquarist reaction for user’s actions

Triangulation - 1. Real-time observation

2. Focused-depth interview

3. Human Activity Modeling (HAM).

Pilot study – Brainstorming, Expert interview & Blueprinting of ABS

The grounded theory approach and Use of QSR NVivo software.

The customer value constellation map -

1. Planted-design value- Hobbyist

2. Pet-companion Value – Children/Adult

3. Prosperity/evil-protection aesthetic Value – Business persons

4. Exotic Value-marine Aquarium – Youngsters

5. Up-gradation value – Youngsters

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The following are the objectives proposed for the

study

1. To determine the aquarium keeping customer’s

value requirements for users' actions and

aquarists reaction.

2. To determine the influence of interfaces and

artifacts on aquarium users' value and its

attributes in aquarium keeping values.


There are two propositions (Hypothesis) drafted

to study the proposed objectives.

P1.The failing point and waiting time of users’

actions and aquarists reactions do not vary

significantly with aquarium keeping values.

P2. The influence of interfaces and artifacts on

aquarium users' value and its attributes do not

vary significantly with aquarium keeping

values.


The above proposed hypothesis of association

between aquarium value and waiting time &

failing points have been proved with a chi-

square test value of 24.44 (df 4).

The test value of 202.62 (df=12) for association

between aquarium value and interface &

artifacts have also been proved positive.

Both hypotheses can be taken forward for

further study.


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1/11/2015Prof. Selvarasu A Mutharsu Annamalai Univeristy & Sankaran A & Rais 18

Brainstorming with 100 management students,

In-depth interview with 63 aquarium customers

In-depth interview with 25 aquarium experts

5 aquarium business service related videos

20 images

12 aquarium WebPages

Each interview lasted from 10 minutes to half

hour in exhibition area, and video of interview

discussion have also been recorded.


Hobbyist (Neighbouring street) 85%

Aquarium shop/office (36%),

Shopkeeper (26%),

Internal aquarium shop serviceman (28%),

Aquarium technician (20%).


1. Summary of frequencies

2. Matrix with cross classification

3. Customer profiling

4. Brain storming method

5. Axial coding (Strauss and Corbin, 1990)

6. Blueprinting process (Servicescape)


The major findings of Customer value are:

1. companion (recreation hobby)

2. Design (aquascape)

3. Aesthetic vastu (sentiment)

4. Exotic collection (marine colour fishes),status

etc.

5. Up-gradation


The failing point and waiting time are related to parking facility, sitting chair, employee uniform, discount, door delivery and good environment.

Six qualities as size, model and shape of tank, equipments, and tank type and fish size.

Each quality has three varieties consisting of small, round and bound tank shape with water filter and re-use glass type and containing small fishes.

The variant 2 consists of medium, imported and square tank with aquatic tree and glass tank containing medium size fishes.

The Product variant 3 consists of large, furniture type and landscape tank with air motor and molding tank containing large size fishes.


Price consists of six dimensions as discount,

geographic area, rural area, urban area,

metropolitan city and transportation service

cost.

1. Each dimension of price consists of price

variants for fishes having price range < 500 -

20000.

2. In addition, the cost of cleaning tank, the

cost of maintenance and the cost of setting

up tanks.

3. Place consists of petty shop, super market

and exhibition, schools, hotels and theater.


Promotion consists of door delivery,

installments, advertising, aquarium club,

client campaign and brand name.

1.Forum and students campaign are conducted

in order to promote brand like ‘LoBPaQua’.

2. Aquarium promoters and hobbyists were

used for promotion of brand like ‘aQuVastu’.

3. Hobbyist and households were used for

promotion of brand like DeSignaQuaBeauty’.


1. Aquarium of 5 gallons (19 Litters), 25 gallons (95 Litters) and 40

gallons (150 Litters) of water.

2. The first tank with eight gold fish and one tank cleaner fish (8+1),

3. The second tank with eight planted-tank fish and one tank cleaner

and third tank with one anemone and eight clown marine fishes

(8+1). There are two types of aesthetic fish like Arowana and

Flowerhorn fishes were observed at the shop level.

4. The experience of setting up for planted-design, aesthetic and

marine aquarium has been considered as little complex and we

were forced to seek the support of technician.

5. We gained experience in doing the maintenance of aquarium at our

level in terms of cleaning, water-replacement, feeding on regular

days and on holidays (Holiday Food).


1. We were forced to replace the mild fishes due to its high

mortality rate where as the shark fish of wild character

sustained for above one year.

2. The marine aquarium has called for support service of

log book maintenance on parameters like temperature,

pH, Nitrate, Nitrate, Carbonate, fish movements etc.

3. The experience of research has driven us to innovation

of three alternative forms of 2-in-1 aquarium as Marine-

in-Fresh, Fresh-in-Marine and Brackish-in-Fresh.

4. Researcher has taken efforts to patent the innovation in

three different forms.

5. The real-time research is very useful and it leads to

innovation in new aquarium.


1. House Foot Path (48%), Dining Hall (13%), Drawing Room (11%), TV Stand (10%), Bed Room (8%) and Reading Room (8%) come under Residential designs.

2. Shop appearance (21%), Ornamentation (21%), Decoration (18%), Pleasing guest (11%), Cinema (4%), TV Serials (4%), corporate events (4%) and Stages of Public meeting (11%) comes under the category of commercial designs values.

3. And Office Reception (21%), Hospital (15%), Resorts (11%), Airport (4%), Railway Station (1%), Pubs (3%) and Visitors (10%) come under the main group of outdoor designs.

4. The interfaces of the design value are friends and relatives, tourist resorts, museum, neighbors and wholesaler in addition to four interfaces similar to companion value.


PEACEFULNESS AND POSITIVE ENERGY

Believing Vastu Sastra (21%); Meditating (5%),

Wealth (6%); Treatment (6%), Positive Energy (5%) and Happiness (4%)

Good luck

Doing Karma (5%), Prosperity (5%), good luck (12%), financial benefits (3%) and Liveliness (1%)

Preventing evil (4%) comes under evil group.

The interface of life style aesthetic value has service experiences of aquarium shop, technician, hobbyist (6), serviceman, shopkeeper and super market.


Include tanks, fishes and design and maintenance.

1.TANKS

Breeding (12%), Marine fish (10%), Annual maintenance (7%) and new tanks (6%) come under the category of.

2.FISH

Fresh water (4%) and different tank and fish sizes (10%) come under category of.

3.DESIGN AND MAINTENANCE

Aquascaping (5%) and large tank (11%)

The interfaces of up-gradation and maintenance service value have been encountered with mostly retailers and at times with wholesaler. The word cloud of customer values constellation shows all the subcategories of five different aquarium business service values.


Two groups viz., exotic collections and colour & pattern.

1. EXOTIC COLLECTIONS

Setting water wave (10%), Aquatic plant awareness (6%) and Miniaturizing Oceanaration (10%)

2. COLOUR AND PATTERN

New fish and tank sizes (8%), Marine Organism (9%), Hi-fi guest (7%) and pattern attraction

The interfaces of exotic-marine customer value have been encountered with hobbyist, aquarium shopkeeper, service man, technician, and super market.


1. Service Design based on waiting time and failing points varies from hobbyist, technician,

serviceman, wholesaler, friends-relatives, salesperson, shopkeeper and supermarket in

descending order.

2. The failing point in the case of companion has been experienced with changing colour fishes

and tanks flakes.

3. Similarly, plant design aquariums users fail to get the support of technician on demand and the

wrong choice of fishes and plant for setting up tank including maintenance issues.

4. The fail point in aesthetic is considered very much with customer’s belief and lifestyle. The

success and failure of users’ professions have been deeply connected with the life of the fish.

Therefore, utmost care for aquarium results in sensitivity.

5. The failure in marine aquarium service like with periodic monitoring of parameters (pH,

salinity temperature, light, ammonia etc.) and feeding practices of live food.

6. In the case of up-gradation service, the failure of ready-to- use molded aquarium tank in place

of glass tank and vice-versa.

7. Promotion of aquarium business service of natural cleaning solution with vinegar and soda for

companion value, Certified and licensed technician- designer for planted aquarium design

value, collaborative service of astrologist for aesthetic value, ready-to-use test kit and logbook

maintain service for marine aquarium and flexi recycle for reuse service for up-gradation value

have been identified as new service designs.


1. From aquarium fish exhibition visitors only

2. Many aquarium visitors are partially willing

to give information

3. limited awareness of aquarium maintaining

has been observed.

4. The institutional segment was given very

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1. The study has brought out five different values such as play (companion), excellence

(design), aesthetic (aesthetic), esteem (marine) and status (up-gradation) against eight

different values (efficiency, excellence, status, aesthetic, esteem, play, ethics and

spirituality).

2. The consumer segment has been characterized as male, under the age group of “below 35

years”, working in private companies having less than 5 years of experience of aquarium

keeping and having average income of 6 lacs( 1 lac = 100,000 (One hundred thousand

rupees) per annum.

3. The second consumer segment has been identified as female, above the age group of 35

years, doing business, having experience of above 5 years in aquarium keeping with

income of above 12 lacs per annum.

4. The other segments like scholars for exotic marine aquarium and government employees

for up-gradation and maintained of aquarium business service.

5. The study has unique methodology of real time observation of setting up of five different

aquariums.

6. The study can be expanded for descriptive customer value proposition in relation to

interfaces and artifacts.


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