1. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin

2. 4 Chapter Customer Expectations of Service  Meaning and Types of Service Expectations  Factors that Influence Customer Expectations of Service  Issues Involving Customer Service Expectations

3. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Objectives for Chapter 4: Customer Expectations of Service  Recognize that customers hold different types of expectations for service performance.  Discuss the sources of customer expectations of service, including those that are controllable and uncontrollable by marketers.  Acknowledge that the types and sources of expectations are similar for end consumers and business customers, for pure service and product-related service, for experienced customers and inexperienced customers.  Delineate the most important current issues surrounding customer expectations.

4. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Figure 4.2 Possible Levels of Customer Expectations

5. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Figure 4.3 Dual Customer Expectation Levels Adequate Service Desired Service

6. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Figure 4.4 The Zone of Tolerance Adequate Service Desired Service Zone of Tolerance

7. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Reliability Tangibles Level of Expectation Source: L. L. Berry, A. Parasuraman, and V. A. Zeithaml, “Ten Lessons for Improving Service Quality,” Marketing Science Institute, Report No. 93-104 (May 1993). Adequate Service Desired Service Adequate Service Figure 4.5 Zones of Tolerance for Different Service Dimensions Zone of Tolerance Zone of Tolerance

8. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Lasting Service Intensifiers Lasting Service Intensifiers Personal Needs Zone of Tolerance Desired Service Adequate Service Figure 4.6 Factors That Influence Desired Service

9. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Self-Perceived Service Role Self-Perceived Service Role Situational Factors Situational Factors Perceived Service Alternatives Perceived Service Alternatives Temporary Service Intensifiers Temporary Service Intensifiers Zone of Tolerance Desired Service Adequate Service Figure 4.7 Factors That Influence Adequate Service Predicted Service Predicted Service

10. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Predicted Service Explicit Service Promises Explicit Service Promises Implicit Service Promises Implicit Service Promises Word-of-Mouth Past Experience Zone of Tolerance Desired Service Adequate Service Figure 4.8 Factors That Influence Desired and Predicted Service

11. © 2006 The McGraw-Hill Companies, Inc. All rights reserved.McGraw-Hill/Irwin Frequently Asked Questions About Customer Expectations  What does a service marketer do if customer expectations are “unrealistic”?  Should a company try to delight the customer?  How does a company exceed customer service expectations?  Do customer service expectations continually escalate?  How does a service company stay ahead of competition in meeting customer expectations?