The Value of Different Customer Satisfaction and Loyalty Metrics in Predicting Business Performance

Published Online:https://doi.org/10.1287/mksc.1050.0180

References

  • Ambler Tim. Marketing and the Bottom Line (2003) 2nd ed.(Financial Times/Prentice Hall, London, UK) Google Scholar
  • Anderson Eugene W. Customer satisfaction and word of mouth. J. Service Res. (1998) 1(1):5–17CrossrefGoogle Scholar
  • Anderson Eugene W., Fornell Claes, Lehmann Donald R. Customer satisfaction, market share, and profitability. J. Marketing (1994) 58(3):53–66CrossrefGoogle Scholar
  • Anderson Eugene W., Fornell Claes, Mazvancheryl S. Customer satisfaction and shareholder value. J. Marketing (2004) 68(4):172–185CrossrefGoogle Scholar
  • Anderson Eugene W., Fornell Claes, Rust Roland T. Customer satisfaction, productivity, and profitability: Differences between goods and services. Marketing Sci. (1997) 16(2):129–145LinkGoogle Scholar
  • Boulding William, Staelin Richard. Identifying generalizable effects of strategic actions on firm performance: The case of demand-side returns to R&D spending. Marketing Sci. (1995) 14(3):222–234LinkGoogle Scholar
  • Brown T. J., Barry T. E., Dacin P. A., Gunst R. F. Spreading the word: Antecedents of consumers’ positive word-of-mouth intentions and behaviors in a retailing context. J. Acad. Marketing Sci. (2005) 33(2):123–138CrossrefGoogle Scholar
  • Chandon P., Morwitz V. G., Reinartz W. J. Do intentions really predict behavior? Self generated validity effects in survey research. J. Marketing (2005) 69(2):1–14CrossrefGoogle Scholar
  • Chung K. H., Pruitt S. W. A simple approximation of Tobin’s Q. Financial Management (1994) Autumn):70–74CrossrefGoogle Scholar
  • Curry B., George K. D. Industrial concentration: A survey. J. Indust. Econom. (1983) 31(3):203–255CrossrefGoogle Scholar
  • Day George S. The capabilities of market driven organizations. J. Marketing (1994) 58(4):37–52CrossrefGoogle Scholar
  • Dechow P. M., Kothari S. P., Watts R. L. The relation between earnings and cash flows. J. Accounting Econom. (1998) 25(2):133–168CrossrefGoogle Scholar
  • Dowling Grahame R., Uncles Mark. Do customer loyalty programs really work? Sloan Management Rev. (1997) 38(Summer):71–82Google Scholar
  • Erickson Gary, Jacobson Robert. Gaining comparative advantage through discretionary expenditures: The returns to R&D and advertising. Management Sci. (1992) 38(September):1264–1279LinkGoogle Scholar
  • Finkelstein Sydney, Boyd Brian K. How much does the CEO matter? The role of managerial discretion in the setting of CEO compensation. Acad. Management J. (1998) 41:179–199CrossrefGoogle Scholar
  • Fitzsimons Gavan J., Lehmann Donald R. Reactance to recommendations: When unsolicited advice yields contrary responses. Marketing Sci. (2004) 23(1):82–94LinkGoogle Scholar
  • Fornell Claes. A national customer satisfaction barometer: The Swedish experience. J. Marketing (1992) 56(1):6–21CrossrefGoogle Scholar
  • Fornell Claes. The quality of economic output: Empirical generalizations about its distribution and relationship to market share. Marketing Sci. (1995) 14(3):G203–G211LinkGoogle Scholar
  • Fornell Claes, Wernerfelt Birger. A model for customer complaint management. Marketing Sci. (1988) 7(3):287–298LinkGoogle Scholar
  • Fornell Claes, Johnson M. D., Anderson E. W., Cha J., Bryant B. The American Customer Satisfaction Index: Description, findings, and implications. J. Marketing (1996) 60(4):7–18CrossrefGoogle Scholar
  • Greene William H.Econometric Analysis (2003) 5th ed.(Prentice Hall, Englewood Cliffs, NJ) Google Scholar
  • Greve Henrich R.Organizational Learning from Performance Feedback (2003) (Cambridge University Press, Cambridge, UK) CrossrefGoogle Scholar
  • Griffin Abbie, Hauser John R. The voice of the customer. Marketing Sci. (1993) 12(Winter):1–27LinkGoogle Scholar
  • Griffin Abbie, Gleason Greg, Preiss Rick, Shevenaugh Dave. Best practice for customer satisfaction in manufacturing firms. Sloan Management Rev. (1995) Winter):87–98Google Scholar
  • Gruca Thomas S., Rego Lopo L. Customer satisfaction, cash flow, and shareholder value. J. Marketing (2005) 69(3):115–130CrossrefGoogle Scholar
  • Hauser John, Katz Gerald. You are what you measure! Eur. Management J. (1998) 16(5):516–528CrossrefGoogle Scholar
  • Hauser John, Simester Duncan I., Wernerfelt Birger. Customer satisfaction incentives. Marketing Sci. (1994) 13(4):327–350LinkGoogle Scholar
  • Hayward Mathew L. Professional influence: The effects of investment banks on clients’ acquisition financing and performance. Strategic Management J. (2003) 24(9):783–801CrossrefGoogle Scholar
  • Hirschman Alfred O.Exit, Voice, and Loyalty: Responses to Decline in Firms, Organizations, and States (1970) (Harvard University Press, Cambridge, MA) Google Scholar
  • Huber P. J. Robust regression: Asymptotics, conjectures and Monte Carlo. Ann. Statist. (1973) 1:799–821CrossrefGoogle Scholar
  • Ittner Christopher, Larcker David. Are nonfinancial measures leading indicators of financial performance? An analysis of customer satisfaction. J. Accounting Res. (1998) 36(1):1–35CrossrefGoogle Scholar
  • Ittner Christopher, Larcker David. Coming up short on nonfinancial performance measurement. Harvard Bus. Rev. (2003) November):88–95Google Scholar
  • Johnson Michael D., Selnes Fred. Customer portfolio management: Towards a dynamic theory of exchange relationships. J. Marketing (2004) 64(2):1–17CrossrefGoogle Scholar
  • Kamakura Wagner, Mittal Vikas, de Rosa Fernando, Mazzon Jose. Assessing the service-profit chain. Marketing Sci. (2002) 21(3):294–317LinkGoogle Scholar
  • Kaplan Robert S., Norton David P.The Balanced Scorecard (1996) (Harvard Business School Press, Cambridge, MA) Google Scholar
  • Kennedy Peter. A Guide to Econometrics (2003) 5th ed.(MIT Press, Cambridge, MA) Google Scholar
  • Lewellen G. Wilbur, Badrinath S. G. On the measurement of Tobin’s Q. J. Financial Econom. (1997) 44:77–122CrossrefGoogle Scholar
  • McGahan A. M., Porter Michael E. How much does industry matter, really? Strategic Management J. (1997) 18:15–30CrossrefGoogle Scholar
  • Mittal Vikas, Ross William T., Baldasare Patrick M. The asymmetric impact of negative and positive attribute-level performance on overall satisfaction and repurchase intentions. J. Marketing (1998) 62(1):33–47CrossrefGoogle Scholar
  • Montgomery Cynthia A., Wernerfelt Birger. Sources of superior performance: Market share versus industry effects in the US brewing industry. Management Sci. (1991) 37(8):954–959LinkGoogle Scholar
  • Morgan Neil A., Anderson Eugene W., Mittal Vikas. Understanding firms’ customer satisfaction information usage. J. Marketing (2005) 69(3):131–151CrossrefGoogle Scholar
  • Morgan Neil A., Clark Bruce H., Gooner Richard. Marketing productivity, marketing audits, and systems for marketing performance assessment: Integrating multiple perspectives. J. Bus. Res. (2002) 55(5):363–375CrossrefGoogle Scholar
  • Myers James H.Measuring Customer Satisfaction: Hot Buttons and Other Measurement Issues (1999) (AMA, Chicago, IL) Google Scholar
  • NQRCAmerican Customer Satisfaction Index: Methodology Report (1994) . National Quality Research Center, University of Michigan Business School, Ann Arbor, MIGoogle Scholar
  • Neill J. D., Schaefer T. F., Bahnson P. R., Bradbury M. E. The usefulness of cash flow data: A review and synthesis. J. Accounting Literature (1991) 10:117–150Google Scholar
  • Oliver Richard L. Whence consumer loyalty? J. Marketing (1999) 63(Special Issue):33–44CrossrefGoogle Scholar
  • Ramsey J. B. Tests for specification error in classical linear least squares regression analysis. J. Roy. Statist. Soc. Ser. B (1969) 31):350–371Google Scholar
  • Rao V., Agarwal M. K., Dahlhoff D. How is manifest branding strategy related to the intangible value of a corporation? J. Marketing (2004) 84(4):126–141CrossrefGoogle Scholar
  • Reichheld Fredrick E.The Loyalty Effect: The Hidden Force Behind Growth, Profits, and Lasting Value (1996) (Harvard Business School Press, Boston, MA) Google Scholar
  • Reichheld Fredrick E. The one number you need to grow. Harvard Bus. Rev. (2003) December):46–54Google Scholar
  • Richins Marsha L. Negative word-of-mouth by dissatisfied consumers: A pilot study. J. Marketing (1983) 47(4):68–78CrossrefGoogle Scholar
  • Rumelt Richard P. How much does industry matter? Strategic Management J. (1991) 12(3):167–185CrossrefGoogle Scholar
  • Rust Roland T., Zahorik Anthony J. Customer satisfaction, customer retention, and market share. J. Retailing (1993) 69(2):193–215CrossrefGoogle Scholar
  • Rust Roland T., Lemon Katherine N., Zeithaml Valarie A. Return on marketing: Using customer equity to focus marketing strategy. J. Marketing (2004a) 68(1):109–127CrossrefGoogle Scholar
  • Rust Roland T., Ambler T., Carpenter G. S., Kumar V., Srivastava R. K. Measuring marketing productivity: Current knowledge and future directions. J. Marketing (2004b) 68(4):76–89CrossrefGoogle Scholar
  • Shugan Steven M. Brand loyalty programs: Are they shams? Marketing Sci. (2005) 24(2):185–193LinkGoogle Scholar
  • Singh Jagdip. Consumer complaint intentions and behavior: Definitional and taxonomical issues. J. Marketing (1988) 52(1):93–107CrossrefGoogle Scholar
  • Sloan Richard G. Do stock prices fully reflect information in accruals and cash flows about future earnings? The Accounting Rev. (1996) 71(3):289–315Google Scholar
  • TARPConsumer Complaint Handling in America: An Update Study (1986) . Technical Assistance Research Programs, White House Office of Consumer Affairs, Washington, D.C.Google Scholar
  • Tatikonda Mohan V., Montoya-Weiss M. Integrating operations and marketing perspectives of product innovation: The influence of organizational process factors and capabilities on development performance. Management Sci. (2001) 47(1):151–172LinkGoogle Scholar
  • Tirole J.The Theory of Industrial Organization (1997) (MIT Press, Cambridge, MA) Google Scholar
  • Tobin J. A general equilibrium approach to monetary theory. J. Money, Credit Banking (1969) 1(1):15–29CrossrefGoogle Scholar
  • Verhoef P. C., Franses P. H., Hoekstra J. C. The effect of relational constructs on customer referrals and number of services purchased from a multiservice provider: Does age of relationship matter? J. Acad. Marketing Sci. (2002) 30(Summer):202–216CrossrefGoogle Scholar
  • Vorhies Douglas W., Morgan Neil A. A configuration theory assessment of marketing organization fit with business strategy and its relationship with marketing performance. J. Marketing (2003) 67(1):100–115CrossrefGoogle Scholar
  • Wallman S. M. H. The future of accounting and disclosure in an evolving world: The need for dramatic change. Accounting Horizons (1995) September):81–91Google Scholar
  • Westbrook R. A. Towards a managerial research agenda for customer satisfaction. J. Consumer Satisfaction, Dissatisfaction Complaining Behav. (2000) 13:17–25Google Scholar
INFORMS site uses cookies to store information on your computer. Some are essential to make our site work; Others help us improve the user experience. By using this site, you consent to the placement of these cookies. Please read our Privacy Statement to learn more.