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The Satisfied Customer By Claes Fornell

The Satisfied Customer
by Claes Fornell

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The Satisfied Customer is a clarion call to managers demonstrating the unheralded value of customer satisfaction with surprising statistics. Fornell estimates that a one-point decline in customer satisfaction costs the average company on the American Customer Satisfaction Index almost one billion dollars.
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The Satisfied Customer Summary

The Satisfied Customer: Winners and Losers in the Battle for Buyer Preference by Claes Fornell

When faced with the choice between cutting costs or improving customer service, most companies focus on tangible assets. But in our service economy, the most important asset is intangible: a company's relationship with its customers. The Satisfied Customer is a blueprint for understanding this fact of modern business and reveals the unheralded value of customer satisfaction. Drawing on the results of a massive survey of American consumer satisfaction and including examples from companies like Home Depot and UPS, Fornell presents some surprising conclusions about outreach strategy (exceeding a customer's expectations is risky, and increasing customer complaints can actually be a good thing). He also explains how to quantify and increase the value of a firm's customer relationships - what he calls the Customer Asset.

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The Satisfied Customer Reviews

'In today's world of intense global competition, customer satisfaction is a given. Without it, customers quickly move on to another of their endless choices. And they never return. That's why The Satisfied Customer is a must read.' - Jack Trout, author of The 22 Immutable Laws of Marketing and Differentiate or Die: Survival In Our Era of Killer Competition 'First rate! An engaging and practical book full of useful concepts and tools by one of the foremost experts on consumer satisfaction. Be a winner in the battle for customers and read this book.' - Bernd Schmitt, author of Customer Experience Management and Big Think Strategy 'Claes Fornell reminds us if we want to achieve long-term growth and success, companies must invest in their customers. The challenge is knowing how to make smart investments and what measurable outcomes are essential to create satisfied customers. Professor Fornell is providing an important resource for all of us who rely on customer satisfaction to drive the growth of our brands and businesses.' - David Brandon, chairman and CEO, Domino's Pizza, Inc. 'The concepts and strategies discussed in this book will greatly help business leaders align their organizations in a way that provides tangible results in value creation, customer retention and improved brand position. Fornell's insights bridge from the boardroom and investors all the way to the frontline serviceworker.' - Jon Ward, Managing Director, Lazard Freres& Co., LLC 'Recommended addition to your shelf.' - D. Murali, Hindu Business Line 'All this is explained with requisite detail and a writing style that is accessible and easy-going. The Satisfied Customer is necessary reading for any manager or CEO with an eye on the evolution of business thought.' - European CEO 'For more than 100 years, AT&T has adhered to the philosophy that delivering an unparalleled customer experience is the key to the long-term reputation and financial health of a company. Mr. Fornell's passion for this same principle makes him one of the business world's leading customer service champions.' - Ralph de la Vega, President and Chief Executive Officer, AT&T Mobility

About Claes Fornell

CLAES FORNELL is the world's leading authority on Customer Satisfaction Measurement and Customer Asset Management. He is responsible for the American Customer Satisfaction Index, a national economic indicator for which there are global counterparts. He is the founder and chairman of CFI Group, an international consulting firm with offices in Ann Arbor, Atlanta, Stockholm, Madrid, Paris, Milan, London, Shanghai, and Beijing. CFI helps companies to identify those specific aspects of quality that have the greatest impact on customer satisfaction and economic returns; recent clients of CFI Group have included UPS, Coca-Cola, McDonald's, Best Buy, Yahoo, and the governments of several countries, along with many US government agencies and departments. Fornell is the Donald C. Cook Professor of Business at the Stephen M. Ross School of Business and the Director of the National Quality Research Center, both at the University of Michigan, USA. He has also taught at Northwestern, Duke, INSEAD, and the Stockholm School of Economics.

Table of Contents

The Big Picture The Science of Customer Satisfaction Winners and Losers Customer Satisfaction and Stock Returns Things Aren't What They Seem: The Most Common Management Mistakes Customer Asset Management and the Value of Satisfied Customers Companies That Are Doing It Right

Additional information

The Satisfied Customer: Winners and Losers in the Battle for Buyer Preference by Claes Fornell
Claes Fornell
Used - Very Good
Palgrave Macmillan
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us.