服务营销

参考教材:服务营销
个人作业:分析一个服务营销的具体案例,找出公司企业某一个具体动作。比如“麦当劳辣酱:稀缺感与社交价值”、“亚朵酒店服务有形化”,PPT演讲,五分钟之内。
小组作业:是给公司做解决方案,比如瑞纳斯健身房改进方案啥的。
  1. 服务的思路就是最终解决的问题是什么,也就是一种解决方案,至于要不要以产品的方式打包出现就不一定了。服务增加了接触消费者的周期。
  2. 制造业很难赚钱(一切都很透明)无形服务(不可复制的时候)利润会高昂
  3. 在产品差异不显著的市场上,顾客服务就创造了所有的差异
  4. 溢出效应:组织在进行某种活动时,不仅会产生活动预期的效果,而且会对组织之外的人或社会产生的影响。(知识溢出影响、技术溢出效应、经济溢出效应)。
  5. 服务经济理论:服务业取代制造业成为国民经济中最大的部门;一半以上的就业人口不从事食物、服装、房屋、汽车或其他实物生产。
  6. 后工业社会理论:
    1. 前工业社会(人与自然)
    2. 工业化社会(人与机器)
    3. 后工业化社会(人与人)
  7. 资源禀赋论:资源禀赋又称为要素禀赋,指一国拥有的各种生产要素,包括劳动力、资本、土地、技术、管理等的方面。俄林早期师承瑞典著名经济学家赫克歇尔而深受启发,故他的要素禀赋说也被称为赫—俄模式。该模式是现代国际贸易理论的新开端,与李嘉图的比较成本说模式并列为国际贸易理论的两大基本模式。
  8. 服务业推动产业结构升级
    1. 微笑理论
      现代制造业的价值链中,两头附加值高,中间服价值最低,因此企业应当向产业链的上游和下游延伸
    2. 软三元
      一个四元钱的产品,只有1元属于制造环节,其余3元属于物流、仓储、营销等环节。企业更大的利润空间在“软三元”。
    3. 服务业有着旺盛的、稳定的内部需求
  9. 服务的性质:
    1. 无形性(intangibility)———看不见也摸不着(如何变无形为有形,如用微笑评估服务质量,将虚拟人物实体化,旅游中照照片买纪念品等)
      1. 服务不容易进行展示活动
      2. 难以定价
      3. 服务质量不容易评估
      4. 服务创新难以申请专利
    2. 差异性(heterogeneity)———服务因人而异(如何利用物质生产的经验将服务流程标准化,如世界的商学院认证体系,提供框架,但内容给予自由度)
      1. 服务的提供与顾客的满意取决于许多不可控因素
      2. 无法确知提供的服务是否与计划与宣传相符
      3. 服务需求弹性大
      4. 难以提供质量一致的服务
    3. 不可分离性(heterogeneity)———生产与消费同时发生(互动营销。消费者进行自助服务,企业提供指导和技术支持)
      1. 服务的提供与顾客的满意取决于许多不可控因素
      2. 无法确知提供的服务是否与计划与宣传相符
      3. 服务需求弹性大
      4. 难以提供质量一致的服务
    4. 易逝性——服务不能储存(如何引导服务的消费时间与空间,资源分配问题。将消费者的需求进行引流,比如春运利用价格歧视让大家分批购票。)
      1. 服务的供应和需求难以同步进行
      2. 服务不能退货或转售,(服务开始的时候,已经开始被影响了)
      3. 缺乏所有权——只可使用,不可所有(如何提高员工满意度)
      4. 服务产出的弹性很大
      5. 服务人员的流失意味着核心资产的流失(竞争者很难模仿,很难了解服务中的运作,同时涉及兼并后,这种服务的运作过程是否还能正常运行,涉及到了人、企业文化、工作状态的问题)
  10. 两种类型的资源:
    1. 操作性资源:原材料、机器
      操作性资源为主的企业之中,强调对资源的获取,是一个产品思维,导致企业的控制导向。创新模式为封闭式、内部创新。
    2. 运营性资源:人力、组织、信息、关系
      服务型企业因为服务的五个性质,强调和消费者的连接,运营性资源更为重要,未来竞争也是关于运营行资源的。
  11. 服务主导逻辑的基础假设:
    1. 假设1:服务是交换的根本性基石(运营性资源(知识和技能)的应用;服务是所有交换的基础;为服务而交换服务)
    2. 假设2:间接交换掩饰了交换的根本基石(商品、货币和制度掩盖了交换的“服务为服务”的本质属性;写评论是消费者服务企业、给钱也只是服务的转换)
    3. 假设3:商品是服务提供的分销机制
      商品(包括持久的和非持久的)通过他们提供的服务驱动价值
    4. 假设4:运营性资源是竞争优势的根本性源泉
      导致期望变革的比较性能力驱使着竞争
    5. 假设5:所有经济是服务经济
      因为不断增加的专业化和外包,服务变得越来越明显
    6. 假设6:顾客通常是价值的共同创造者
      意味着价值创造是相互的
    7. 假设7:企业不能传递价值,只能传递价值主张
      企业只有被接受后才能提供它的操作性资源和合作性(交互性)地创造价值,但不能单独创造和传递价值
    8. 假设8:服务为中心的观点是顾客导向和关系导向
      服务是顾客决定和共同创造的
    9. 假设9:所有经济性和社会性行动者都是资源整合者
      这意味着价值创造的情境是网络的网络
  12. 消费者购买的产品本质上是其承载的服务,一旦有其他方式满足消费者所需要的服务该产品即会被替代。
  13. 新营销逻辑需要企业的转变:
    1. 市场视角的转变:用服务整合所有价值命题
    2. 企业目标的转变:从标准化到定制化
    3. 关系投入的转变:从为顾客创造到与顾客合作创造
    4. 沟通策略的转变:从单边单向传递到多边价值网络
  14. 演讲评价:
    1. 自我感觉:没有练习导致不熟悉ppt,很多话语前后矛盾、重复,还有很多临时出现的内容;手势没有收住、身体也在摇晃、语速和语气词也没有收住;总结:practice makes perfect!
    2. 老师评价:给老师的惊喜不够,在现象上面讲的比较多,在认识后面要高一个层次,抽取出背后的逻辑;ppt、手势、语气都可以;找一些概念,通过什么东西影响什么东西;靠什么盈利、模式为什么很好支持、为什么产生很好的效果。
  15. 服务营销在传统的4ps基础上增加的3ps:
    1. personal人员:一线服务人员决定了顾客对整体服务的满意度
      跨边界扩展:一线服务人员作为连接服务组织和顾客的桥梁,使得服务组织的边界从组织扩展到顾客。
    2. physical evidence有形展示:弥补服务的无形性缺陷。
      服务场景:用来影响消费者和员工反应和行为的有形展示,包括:
      1. 刺激物:有形的元素
      2. 顾客与员工:接受刺激的人
      3. 反应:刺激后的反应或结果
    3. process过程:传递服务的操作系统或者方法
      蓝图:通常以活动流程图的形式来展现,将服务过程分解为独立的步骤,并根据时间和成本要素来对其进行评估。
  16. 传统4p以产品为中心,服务以顾客价值为中心,是4c:
    1. consumer消费者:充分的顾客授权
    2. cost成本:免费的基础服务
    3. convenience便利:简易
    4. communication沟通:直接沟通、全过程沟通
  17. 关系营销:关系质量理论
  18. 情绪affect:情绪是人对待认知内容的特殊态度,包含了情绪体验、情绪行为、情绪唤醒、情绪刺激的认知等复杂的成分。
    1. 情绪affect与情感emotion:情绪具有情境性,情感具有稳定性。
    2. 积极情绪的个体倾向于采用启发式加工,消极情绪下的个体倾向于采用分析式加工。
    3. 确定性情绪(快乐、厌恶、生气、满意)不确定性情绪(焦虑、恐惧、希望、担忧)确定性情绪导致启发式加工、不确定性情绪导致分析加工。
    4. 高唤起水平情绪/低唤起水平情绪:情绪对人精力的消耗,比如愤怒/平和,就是高/低唤起水平,高唤起水平情绪下的个体更倾向于与人分享。
    5. 情绪作为信息模型。情绪注入模型。
  19. 情绪与文化:
    1. 个人主义文化中认为情绪是由事件引起,能供影响和指导人的行为,行为的社会意义与个人情绪体验相联系,倾向于以两极方式体验和表达情绪。
    2. 集体主义文化中主要是表达对特定社会道德观和价值观的一种认同,而不是体现自己此时此刻的内心真实感受,倾向于以辨证方式体验和表达情绪。
  20. 情绪与性别:
    1. 普遍认为女性比男性拥有更多的情绪知识和更敏锐的情绪调节技巧,女性比男性更情绪化。
  21. 影响情绪的服务因素:
    1. 场景因素:周围因素(灯光、温度、背景音乐、气味)设计因素(色彩、装修、陈设、拥挤程度)社会因素(服务人员的行为反应)
    2. 营销刺激物:广告、包装、现场陈列
    3. 体验:人们以个人化的方式度过一段时间,并从过程中呈现出一系列可记忆事件中获得感受。“积极参与”和“被动参与”。
      享乐体验。人们从消费中获得的体验直接激活了强水平的幻想、感觉和快乐,这种发自感官的情感嵌入式体验增强了享乐主义的幸福感。人们对享乐体验属性的适应性有高低不同,个人对一种体验属性越难以适应,该体验所带来的快乐程度越高。(大房子、交通不便vs.小房子、交通方便)
      购买体验比购买物质带来更多的快乐。少量多次更快乐。延迟消费。用钱来帮助别人会比买给自己更快乐。流体验(人们完全沉迷在一项活动中产生的心理状态,个人因为自身的目标、兴趣完全融入其中,全身心地投入,丧失了其他不相关的直觉,使得活动本身像漩涡一样,讲个人的意识吸引进去。比如上课入迷忘记了时间。流体验取决于能力与挑战的匹配)
    4. 客观能力
      1. 消费者专长:消费者具有知识和能力
      2. 消费者知识:属性、原型、样例
      3. 消费经验:过去的使用和消费经历、比知识更容易被提取
      4. 自我效能

目录

服务运营

  1. 服务运营(service operations)是将人力、物料、设备、资金、信息、技术等生产要素(投入)变换为无形服务(产出)的过程。
  2. 根据服务流程的不同特点将服务分类,从而采用不同的服务运营管理方法:
    1. 服务工厂(service factory) :服务流程的劳动密集程度较低(因此服务成本中设施设备成本所占的比重较大),顾客接触程度和顾客化服务的程度也很低。运输业、饭店、休假地。
    2. 服务车间(Service shop) :当顾客的接触程度或顾客化服务的程度增加时,服务工厂会变成服务车间,就好像制造业企业中进行多品种小批量生产的工艺对象专业化的车间。医院和各种修理业是服务车间的典型例子。
    3. 大量服务(Mass service) :大量服务类型有较高的劳动密集程度,但顾客的接触程度和顾客化服务程度较低。零售业、银行的营业部门、学校、批发业等,是大量服务的例子。
    4. 专业型服务(Professional service) :当顾客的接触程度提高,或顾客化服务是主要目标时,大量服务就会成为专业型服务。例如,医生、律师、咨询专家等提供的服务。
  3. 服务运营的管理包含以下方面内容:服务接触、服务质量、排队管理、辅助物品管理、生产能力和需求管理。

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