Christopher Lovelock - Chapter 1

Service marketing
People，Technology, Strategy
SIXTH EDlTION
Christopher Lovelock
Yale University
Jochen Wirtz
National University of Singapore
Upper Saddle River, New Jersey 07458

ABOUT THE AUTHORS
As a team，Christopher Lovelock and Jochen Wirtz provide a blend of skills and experience that’s
ideally suited to writing an authoritative and engaging services marketing text．This book marks
their second collaboration on an edition of Services Marketing ． Since first meeting in
1992 ， they’ve worked together on a variety of proiects, including cases,articles,conference
papers,two Asian adaptations of earlier editions of Services Marketing，and Services Marketing
in Asia ： A Case Book ． In 2005, both were actively involved in planning the American
Marketing Association’s biennial Service Research Conference, hosted that year by the National
University of Singapore and attended by participants from 22 countries on five continents.
Christopher Lovelock is one of the pioneers ot services marketing．Based in Massachusetts, he

consults and gives seminars and workshops for managers around the world ， with a partlcular
focus on strategic planning in services and managing the customer experience ．Since 2001，he
has been an adjunct professor at the Yale Schoo1 of Management ， where he teaches an MBA
services marketing course.
After obtaining a BCom and an MA in economics from the University of Edinburgh，he worked
in advertising with the London office of J．Walter Thompson Co．and then in corporate planning
with Canadian Industries Ltd．in Montreal．Later, he obtained an MBA from Harvard and a Ph.
D. from Stanford, where he was also a postdoctoral fellow.
Professor Lovelock’s distinguished academic career has included 11 years on the faculty of the
Harvard Business School and two years as a visiting professor at MIT in Switzerland ． He has
also held faculty appointments at Berkeley, Stanford，and the Sloan School at MIT，as well as
visiting professorships at INSEAD in France and The University of Queensland in Australia．
Author or co-author of over 60 articles ， more than 100 teaching cases ， and 21
books ， Dr ． Lovelock has also seen his work translated into 10 languages ． He serves on the
editorial review boards of the International Journal of Service Industry Management, journal of
Service Research, Service Industries journal, Cornell Hotel and Restaurant Administration
Quarterly, and Marketing Management, and is also an ad-hoc reviewer for the Journal of
Marketing．
Widely acknowledged as a thought 1eader in services, Christopher Lovelock has been honored
by the American Marketing Association’s prestigious Award for Caree Contributions in the
Services Discipline．In 2005 his article with Evert Gummesson,“Whither Services Marketing? In
Search of a New Paradigm and Fresh Perspectives,” Won the AMA's Best Services Article Award
and was a finalist for the IBM award for the best article in the Journal of Service
Research．Earlier,he received a best article award· from the Journal of Marketing ．Recognized
many times for excellence in case writing, he has twice won top honors in the BusinessWeek
“European Case of the Yearl”Award.
Jochen wirtz has worked in the field of services for more than18 years，and
holds a Ph ． D ． in services marketing from the London Business School ． He is an associate

professor at the National University of Singapore(NUS)，where he teaches services marketing in
executive，MBA，and undergraduate programs and is co-director of the dual-degree UCLA—
NUS Executive MBA Program．
Professor Wirtz’s research focuses on service management topics, including customer
satisfaction, service guarantees, and revenue management ． He has published over 60 academic
articles, 80 conference papers, and some 50 book chapters, and is CO-author of 10
books ， including his latest book ， Flying High in a Competitive Industry 一 Cost-Effective
Service Excellence at Singapore Airlines(Singapore：McGraw—Hill，2006)．
Professor Wirtz has received seven awards for outstanding teaching at the NUS Business School
and in 2003 was honored by the prestigious ， university-wide“Outstanding Educator
Award ． ” His six research awards include the Emerald Literati Club 2003 Award for Excellence
for the year’s most outstanding article in the International Journal of Service Industry
Management．He serves on the editorial review boards of seven academic journals ，including
the International Journal of Service Industry Management ， Journal of Service Research ， and
Cornell Hotel and Restaurant Administration Quarterly ，and is also an ad-hoc reviewer for the
Journal of Consumer Research and Journal of Marketing．Professor Wirtz chaired the American
Marketing Association’s biennial Service Research Conference in 2005，and in 2006 he was the
chair for the Services Marketing Track at the Academy of Marketing Science Annual
Conference．
Dr．Wirtz has been an active management consultant ，working with international consulting
firms, including Accenture, Arthur D．Little, and KPMG, and major service firms in the areas of
strategy, business development ， and customer feedback systems ． Originally from Germany,
Jochen Wirtz spent seven years in London before moving to Asia．
About the Author

BRIEF CONTENTS
About the Contributors of the Readings and Cases vii

Preface XV
PART I： UNDERSTANDING SERVICE MARKETS， PRODUCTS， AND CUSTOMERS

2
Chapter 1 New Perspectives on Marketing in the Service Economy 4
Chapter 2 Customer Behavior in Service Encounters 32
Reading 64
PARTⅡ： BUILDING THE SERVICE MODEL 66

Chapter 3 Developing Service Concepts：Core and Supplementary Elements 68
Chapter 4 Distributing Services Through Physical and Electronic Channels 98
Chapter 5 Exploring Business Models：Pricing and Revenue Management 124
Chapter 6 Educating Customers and Promoting the Value Proposition 154
Chapter 7 Positioning Services in Competitive Markets 184
Readings 207
PART 111： MANAGING THE CUSTOMER lNTERFACE 230

Chapter 8 Designing and Managing Service Processes 232
Chapter 9 Balancing Demand and Productive Capacity 260
Chapter 10 Crafting the Service Environment 288
Chapter 11 Managing People for Service Advantage 310
Readings 342
PART IV： IMPLEMENTING PROFITABLE SERVICE STRATEGIES 356

Chapter 12 Managing Relationships and Building Loyalty 358
Chapter 13 Achieving Service Recovery and Obtaining Customer Feedback 390
Chapter 14 Improving Service Quality and Productivity 416
Chapter 15 Organizing for Change Management and Service Leadership 446
Readings 471
CASES 492
Glossary 626
Credits 633
Name Index 636
Subject Index 642
lX
Figure A Four-Part Structure of the Book
· Each of the 15 chapters has been revised ． A11 chapters incorporate new examples and
references to recent research, and some have been retitled to reflect important changes in
emphasis．Figure A displays the four-part structure of the book, showing how chapter topics are
sequenced．
· Chapter 1, “New Perspectives on Marketing in the Service Economy,”has been completely
rewritten ． It explores the nature of the modern service economy ， and presents a clear new
conceptualization of the nature of services ， based on award-winning research by one of the
authors ． In addition ， this chapter offers a compelling discussion of the distinctive challenges
facing service marketers but explicitly avoids sweeping generalizations ． It introduces the eight
key elements of the services marketing mix(referred to collectively as the 8 Ps)，and presents the
organizing framework for the book．
· Chapter 2 ,“Customer Behavior in Service Encounters,”has also been substantially revised and is
now organized around a three-stage model of service consumption that distinguishes,where
necessary,between high-and low-contact services ． At each stage, this model presents relevant
insights from different concepts that are central to understanding ， analyzing,and managing
customer behavior．
· New applications of technology--from Intemet-based strategies to biometrics--and the
opportunities and challenges they pose ， for customers and service marketers alike, are woven
into the text at relevant points across virtually all chapters，as well as being illustrated in boxed
inserts．
· Among the significant enhancements to other chapters．you’1l find：a new treatment of service
pricing，including expanded coverage of revenue management and thought-provoking coverage
of abusive and confusing pricing practices ； an overview of recent developments in electronic
communications such as iTV, blogs ， and Internet advertising ； the latest thinking on cost-
effective service excel1ence ； an expanded section on the“wheel of 1oyalty”and customer
relationship management(CRM)；and discussion of current thinking on change management and
service leadership．
· In rewriting and restructuring the chapters ， we worked hard to create a text that is
clear,readable，and focused．Boxed inserts within the chapters are designed to capture student
interest and provide opportunities for in-class discussion. They describe significant research
findings, illustrate practical applications of important service marketing concepts, and describe
best practices by innovative service organizations from the United States and other
countries．Most of these inserts are either new to the Sixth Edition or have been updated．
CONTENTS
About the Contributors of the Readings and Cases vii

Preface XV
PART I ： UNDERSTANDING SERVlCE MARKETS, PRODUCTS, AND

CUSTOMERS 2
CHAPTER 1 New Perspectives on Marketing in the Service Economy 4
Why Study Services? 6
What Are Services? 12
Services Pose Distinctive Marketing Challenges 16
Services Require an Expanded Marketing Mix 22
CHAPTER 2 Customer Behavior in Service Encounters 32
Differences Among Services Affect Customer Behavior 33
Customer Decision Making：The Three-Stage Model of Service Consumption 38
The Prepurchase Stage 40
The Service Encounter Stage 49
The Post—encounter Stage 58
Reading
Nick Wingfield, “In a Dizzying World, One Way to Keep Up：Renting Possessions” 64
PARTⅡ： BUlLDlNG THE SERVlCE MODEL 66

CHAPTER 3 Developing Service Concepts：Core and Supplementary Elements 68
Planning and Creating Services 69
The Flower of Service 77
Planning and Branding Service Products 86
Development of New Services 89
CHAPTER 4 Distributing Services Through Physical and Electronic Channels 98
Distribution in a Services Context 99
Determining the Type of Contact：Options for Service Delivery 100
Place and Time Decisions 103
Delivering Services in Cyberspace 107
The Role of Intermediaries 110
The Challenge of Distribution in Large Domestic Markets 112
Distributing Services Internationally 114
CHAPTER 5 Exploring Business Models：Pricing and Revenue Management 124
Effective Pricing Is Central to Financial Success 125
Pricing Strategy Stands on Three Legs 127
Revenue Management：What It Is and How It Works 136
Xl
Ethical Concerns in Service Pricing 142
Putting Service Pricing into Practice 146
CHAPTER 6 Educating Customers and Promoting the Value Proposition 154
The Role of Marketing Communication 155
Communicating Services Presents both Challenges and Opportunities 156
Setting Communication Objectives 163
The Marketing Communications Mix 164
The Role of Corporate Design 175
Marketing Communications and the Internet 176
CHAPTER 7 Positioning Services in Competitive Markets 184
Focus Underlies the Search for Competitive Advantage 185
Market Segmentation Forms the Basis for Focused Strategies 187
Service Attributes and Levels 188
Positioning Distinguishes a Brand from Its Competitors 191
Internal，Market，and Competitor Analyses 196
Using Positioning Maps to Plot Competitive Strategy 199
Changing Competitive Positioning 204
Readings
Prosenjit Datta and Gina S．Krishnan , “The Health Travellers” 207
Sheryl E．Kimes and Richard B．Chase，“The Strategic Levers of Yield Management” 211
Emily Thornton，“Fees!Fees!Fees!” 220
Tohn H ． Roberts ， “ Best Practice ： Defensive Marketing ： How a Strong Incumbent Can
Protect
Its Posi tion” 225
PART III：MANAGING THE CUSToMER lNTERFACE 230

CHAPTER 8 Designing and Managing Service Processes 232
Blueprinting Services to Create Valued Experiences and Productive Operations 233
Service Process Redesign 242
The Customer as Co-producer 245
Dysfunctional Customer Behavior Disrupts Service Processes 250
CHAPTER 9 Balancing Demand and Productive Capacity 260
Fluctuations in Demand Threaten Service Productivity 261
Many Service Organizations Are Capacity-Constrained 262
Patterns and Determinants of Demand 266
Demand Levels Can Be Managed 268
Inventory Demand Through Waiting Lines and Reservations 273
Minimize Perceptions of Waiting Time 279
Create an Effective Reservations System 281
CHAPTER 10 Crafting the Service Environment 288
What Is the Purpose of Service Environments? 289
Understanding Consumer Responses to Service Environments 291
Dimensions of the Service Environment 295
Putting It All Together 304
CHAPTER 11 Managing People for Service Advantage 310
Service Employees Are Crucially Important 311
Front-Line Work Is Difficult and Stressful 313
Cycles of Failure，Mediocritv, and Success 316
Human Resources Management--How to Get It Right 321
Service Leadership and Culture 335
Readings
Loizos Heracleous，Jochen Wirtz，and Robert Johnston，“Kung-Fu Service Development at
Singapore Airlines“ 342
Keith A ． Gilson and Deepak K ． Khandelwal , ‘Getting More from Call Centers ： Used
Properly, They Can Be Strategic Assets” 346
Stephan H ． Haeckel, Lewis R Carbone l and Leonard L ． Berry,“HOW to Lead the
Customer
Experience” 352
PART IV：IMPLEMENTING PROFITABLE SERVICE STRATEGIES 356

CHAPTER 12 Managing Relationships and Building Loyalty 358
The Search for Customer Loyalty 359
Understanding the Customer-Firm Relationship 363
The Wheel of Loyalty 365
Building a Foundation for Loyalty 366
Creating Loyalty Bonds 373
Strategies for Reducing Customer Defections 79
CRM：Customer Relationship Management 381
CHAPTER 13 Achieving Service Recovery and Obtaining Customer Feedback 390
Customer Complaining Behavior 391
Customer Responses to Effective Service Recovery 394
Principles of Effective Service Recovery Systems 397
Service Guarantees 400
Discouraging Abuse and Opportunistic Behavior 405
Learning from Customer Feedback 406
CHAPTER 14 Improving Service Quality and Productivity 416
Integrating Service Quality and Productivity Strategies 417
What Is Service Quality? 418
The Gaps Model-A Conceptual Tool to Identify and Correct Service Quality Problems 424
Measuring and Improving Service Quality 425
Defining and Measuring Productivity 433
Improving Service Productivity 435
Appendix 442
CHAPTER 15 Organizing for Change Management and Service Leadership 446
Effective Marketing Lies at the Heart of Value Creation 447
Integrating Marketing，Operations，and Human Resources 450
Creating a Leading Service Organization 452
In Search of Human Leadership 456
Change Management 462
Readings
Diane Brady, “Why Service Stinks” 471
Leonard L．Berry Venkatesh Shankar，Janet Turner Parish，Susan Cadwallader,and
Thomas Dotzel， “Creating New Markets Through Service Innovation” 478
Frederick F.Reichheld, “The One Number You Need to Grow” 485
CASES
1．Susan Munro，Service Consumer 492
2．Four Customers in Search of Solutions 494
3．Dr．Beckett’s Dental Office 495
4．Starbucks：Delivering Customer Service 498
5．Giordano：Positioning for International Expansion 511
6．Aussie Pooch Mobile 520
7．Jollibee Foods Corporation 532
8．The Accra Beach Hotel 540
9．Sullivan Ford Auto World 545
10．CompuMentor and the DiscounTech．org Service 550
11．Dr．Mahalee Goes to London 567
12．Menton Bank 569
13．Red Lobster 577
14．Hilton HHonorsWorldwide：Loyalty Wars 579
15．The Accellion Service Guarantee 590
16．Shouldice Hospital Limited(Abridged) 592
17．Massachusetts Audubon Society 602
18．TLContact：CarePages Service(A) 616
Glossary 626
Credits 633
Name Index 636
Subject Index 642
XlV
Service marketing
People, Technology, Strategy

Part 1
Understanding service markets, products, and
customers
Chapter 1
New perspectives on marketing in the service economy
Chapter 2
Customer behavior in service encounters
Reading
In a dizzying world, one way to keep up: renting possessions
Nick wingfield
Part 1 lays out the building blocks for studying services and learning how you can
become an effective service marketer. In Chapter 1, we define the nature of services
and how they create value for customers without transfer of ownership. Highlighting
some of the distinctive challenges involved in marketing services, we present a
framework for developing a service marketing strategy that forms the basis for each
of the chapters in part Ⅱ, Ⅲ, and Ⅳ of the book.
Chapter 2 provides a foundation for understanding customer needs and behavior in
both high-contact and low-contact service environment. We employ practical concepts
to help you analyze and interpret the roles that customers play in the creation and
delivery of different types of services, including those self-service technologies. In
particular, we present a three-stage model of service consumption that explore how
customers make decisions, respond to service encounters, and evaluate service
performance.
UNDERSTANDING CUSTOMER NEEDS, DECISION-MAKING AND

BEHAVIOR IN SERVICE ENCOUNTERS
Differences among Services Affect Customer Behavior
Three-Stage Model of Service Consumption
Prepurchase stage: search, evaluation of alternatives, decision
Service encounter stage: role in high-contact vs. low-contact delivery
Post encounter stage: evaluation against expectations, future intentions
(chapter 2)
Building the service model

Develop service concept: core and supplementary elements
Select physical and electronic channels for service delivery
Set prices with reference to costs, competition and value
Educate customers and promote the value proposition
Position the value proposition against competing alternatives
Managing the customer interface
Design and managing service process
Balance demand against productive capacity
Plan the service environment
Manage service employees for competitive advantage
Implementing profitable service strategies

Creat customer relationships and build loyalty
Plan for service recovery and creat customer feedback system
Continuously improve service quality and productivity
Organize for change management and service leadership
3
Chapter 1
New perspectives on marketing in the service
economy
Ours is a service economy and has been for some time.

Karl alvrecht and Ron zemke
In today’s marketplace, consumers have the power to pick and choose

as never before.
The Economist
Like every reader of this book, you are an experienced service consumer. You use an
array of services every day--although some, like talking on the phone, using a credit
card, riding a bus, or withdrawing money from an ATM, maybe so routine that you
hardly notice them unless something goes wrong. Other service purchases may
involve more thought and be more memorable—for instance, getting your hair cut or
styled, booking a cruise vacation, getting financial advice, or having a medical
examination. Enrolling college or graduate school maybe one of the biggest service
purchases you will ever make. The typical university is a complex service
organization that offers not only educational services, but also libraries, student
accommodation, health care, athletic facilities, museums, security, counseling and
career services. On campus you may find a bookstore, post office, photocopying
service, internet access, bank, food, entertainment, and more. You use of these
services are examples of services consumption at the individual, or B2C (business to
consumer) level.
Companies and not-for-profit organizations use a wide array of B2B (business to
business) services, varying to some degree according
4
to the nature of their industry, but usuaIly involving purchases on a much larger scaIe than those
made by individuals or households. Nowadays ， business customers are outsourcing more and
more tasks to external service suppIlers in order to focus on their core business ．Without these
needed services，offering them needed solutions and good vaIue at a price they can afford，their
companies can’t hope to succeed．
Unfortunately,customers are not always happy with the quality and vaIue of the services they
receive ． Sometimes you may be delighted wlth your service experiences ， but there have
probably been times when you were very disappointed．Both individual and corporate purchasers
complain about broken promises ， poor value for money,lack of understanding of their
needs ， rude or incompetent personnel,inconvenient service hours ， bureaucratic
procedures，wasted time，malfunctioning self-service machines，complicated web sites，and a
host of other problems．
Suppllers of services ， who often face stiff competition ， sometimes appear to have a very
dlfferent set of concerns．Many owners and managers complain about how difficuIt it is to keep
costs down and make a profit，to find skilled and motivated employees，or to satisfy customers
who，they sometimes grumble，have become unreasonably demanding．Fortunately，there are
service companies that know how to please their customers while aIso running a
productive ， profitable operation,staffed by pleasant and competent employees ， and accessible
through user-friendly self-service technology．
You probably have some favorite services that you like to patronize．Have you ever stopped to
think about how these organizations succeed in delivering service that meets your needs and even
exceeds your expectations? This book will teach you how service businesses shouId be menaged
to achieve customer satisfaction and profitable performance.In addition to studying the key
concepts，organizing frameworks，and tools of services marketing，you’ll also be introduced to
a wide array of examples from across the United States and around the world.From their
experiences you can draw important lessons on how to succeed in service markets that are
becoming increasingly competitive．
In this opening chapter,we present an overview of today’s dynamic service economy and invite
you to explore the following questions：
1．Why study services?
2．How important is the service sector in our economy,and what are its principal industries?
3．What exactly is a service，and how should it be conceptualized and defined?
4．What distinctive marketing challenges do services present relative to goods?
5．Why do services need an expanded marketing mix，comprising 8 Ps rather than 4 Ps?
We conclude the chapter by presenting a framework for developing and implementing service
marketing strategies．This framework provides the structure for the book．
Chapter 1 New Perspectives 01"l Marketing in the Service Economy 5

WHY STUDY SERVICES?
Here’s a paradox：We live in a service economy, but at most business schools the academic study and
teaching of marketing is still dominated by a manufacturing perspective. If you have previously taken
a marketing course, you most likely learned more about marketing manufacturing products, especially
consumer goods, than about marketing services. Fortunately, a growing and enthusiastic group of
scholars, consultants, and teachers, including the authors of this text, have chosen to focus on service
marketing and to build on the extensive research that has been conducted in this field over the past
three decades. You can be confident that this book will provide you with information and skills that are
highly relevant in today’s business climate.
Services Dominate the Economy in Most Nations

The size of the service sector is increasing around the world ， in both developed and emerging
countries ． Figure 1.1 displays the composition of the U.S. economy, in which private service
industries account for more than two-thirds of the value of gross domestic product(GDP)．This figure
includes services offered by nonprofits, sometimes referred to as charities or nongovernmental
organizations (NGOs)．These organizations, involved in arts, education, health care, human services,
and faith-based activities，collectively contribute more than 6 percent of economic activity. When we
add the output of federal ， state ， and local governments--which are involved primarily in service
delivery--the total for services reaches almost 80 percent of the value of GDP.
For-profit and not-for-profit services differ in their underlying goals, although both want to create
value for their various stakeholders．For-profit businesses seek to achieve financial profits subject to
social constraints ， whereas not-for-profit service suppliers seek to achieve social profits subject to
financial constraints ． 1 Many public agencies and nonprofit organizations charge a price for their
services that partially covers their costs, but they often depend on donations, grants, or tax-based
subsidies to cover the rest ． (For simplicity, we will use the terms business ， company,
corporation,firm,and organization in this book to apply generically to all types of service providers.)
Figure 1.1 Contribution of Service lndustries to U.S. Gross Domestic Product，2004
Agriculture，Forestry,
Source：Data compiled from Bureau of Economic Analysis, Survey of Current Business, May 2005 Table 2，P．14．
6 Part I Understanding Service Markets，Products，and Customers
Figure 1.2 Estimated Size of Service Sector in Selected Countries as a Percentage of Gross
Demostic Product
(Note ： Estimates are from different years and may not be compiled from directly comparable
measures；figures are rounded to the nearest whole percentage．)
Source：The World Factbook 2005,Central Intelligence Agency, www.odci.gov／cia／publications／factbook.
As in the United States ， most emerging and developed countries have seen their service
economies grow rapidly．Figure 1.2 shows the relative size of the service sector in an array of
both large and very small economies．In most of the more highly developed nations ，services
typically account for between two-thirds and three-fourths of GDP, although manufacturing-
oriented South Korea(56 percent) is an exception．Which is the world’s most service-dominated
economy? It’s probably the Cayman Islands(95 percent)，a group of small，British-administered
islands in the western Caribbean ，known for both tourism and offshore financial and insurance
services. Jersey, the Bahamas, and Bermuda, all small islands with a similar economic mix, are not
far behind. Luxembourg(83 percent)has the most service-dominated economy in the European
Union, Panama’s strong showing (80 percent) reflects not only the operation of the Panama
Canal--widely used by cruise ships as well as freight vessels—but also such related services as
container ports ，flagship registry, and a free port zone, as well as financial services, insurance,
and tourism(Figure 1.3)．
Near the opposite end of the scale is China(33 percent) ， whose emerging economy is
dominated by a substantial agricultural sector and booming manufacturing and construction
industries．However, China’s economic growth is now leading to increased demand for business
and consumer services ． China’s government is investing heavily in service
infrastructure，including shipping facilities and new airport terminals．Shanghai, the country’s
major commercial
Figure 1.3 The Panama Canal Forms the Backbone of This Country’s Service Economy
center, even boasts the world’s fastest airport train service，featuring German-designed vehicles
powered by magnetic levitation and capable of speeds of up to 260 mph (420 km ／ h) ． Last
among relatively affluent countries is Saudi Arabia ， with its oil-dominated economy to which
services contribute only 24 percent of GDP.
Classifying Service Industries

What industries make up the service sector, and which are the biggest? The latter may not be the
ones you first imagine ，because this diverse sector includes many services targeted at business
customers ， some of which are not highly visible unless you happen to work in that
industry ． National economic statistics are a useful starting point ． To provide a better
understanding of today’s service-dominated economy, government statistical agencies have
developed new ways to classify industries. In the United States ， the manufacturing-oriented
Standard Industrial classfication(SIC)system，developed in the 1930s，is being replaced by the
new North American Industry Classification System (NAICS) ． 2 Canada and Mexico are
adopting it, too. (For details，see Research Insights 1.1)．
Contribution to Gross Domestic Product

To see how much value each of the major service industry groups contribute to the U.S. gross
domestic product, take a look at Figure 1.4．Would you have guessed that real estate and rental
and 1easing would be the largest service industry sector in the United States ， accounting for
$1,451 billion in 2004 ，almost one-eighth of GDP? Over 90 percent of this figure comes from
such activities as renting residential or commercial property; managing properties on behalf of
their owners ； providing realty services to facilitate purchases ， sales ， and rentals ； and
appraising property to determine its condition and value．The balance is accounted for by renting
or leasing a wide variety of other manufactured products ， ranging from heavy construction
equipment(with or without operators)to office furniture ， tents ， and party supplies ． Another
large cluster of services provides for distribution of physical products. Wholesale and retail trade,
plus freight transportation and warehousing, collectively account for about 15 percent of GDP.
RESEARCH INSIGHTS 1.1
NAICS：A New Way to Classify the Economies of North America
The North American Industry Classification System--developed jointly by the statistical agencies of Canada ，
Mexico，and the United States--offers a new approach to classifying industries in the economic statistics of the
three North American Free Trade Agreement(NAFTA) countries ．It replaces previous national systems, such as
the SIC codes formerly used in the United States．
NAICS(pronounced“nakes”)includes many new service industries that have emerged in recent decades and also
reclassifies as services "auxiliary” establishments that provide services to manufacturing industries--examples
include accounting,food service and transportation ． Every sector of the economy has been restructured and
redefined. NAICS includes 358 new industries that the SIC did not identify, 390 that are revised from their SIC
counterparts, and 422 that continue substantially unchanged. These industries are grouped into sectors and further
subdivided into subsectors，industry groups，and establishments.
Among the new sectors and subsectors devoted to services are Information，which recognizes the emergence
and uniqueness of businesses in the“information economy” ; Health Care and Social Assistance ；Professional,
Scientific and Business Services ； Educational Services ； Accommodation and Food Services ； and
Arts ， Entertainment and Recreation(which includes most businesses engaged in meeting consumers’
cultural,leisure,or entertainment interests)．
NAICS uses a consistent principle for dassification, grouping together businesses that use similar production
proeesses. Its goal is to make economic statistics more useful and to capture developments that encompass
appilcations of high technology (e.g.,Cellular telecommunications),new businesses that previously did not
exist(e.g.,environmental consulting), and changes in the way business is done (e.g．，warehouse clubs)．
The NAICS codes are set up in such a way that researchers can drill down within broad industry sectors to obtain
information on tightly defined types of service establishments. For instance ， NAICS code 71 designates
art,entertainment and recreation．Code7112 designates spectator sports, and code 711211 designates sports teams
and clubs．By looking at changes over time in current dollars(adjusted for inflation)，it's possible to determine
which industries have been growing and which have not ． The NAICS codes are also bemg used to categorize
employment statistics and numbers of establishments within a particular industry ． And a new North American
Product Classification System (NAPCS) defines thousands of service products. If you want to research service
industries and service products, NAICS data is a great place to start．
Sources: Economic Classification Policy Committee, NAICS— North American Industry classification systerm：
New Data for a New Economy, Washington, DC: Bureau of the Census ， October 1998; North American Industry
Classification System ， United States 2002[Official NAICS manual] ， Washington, DC: National Technical
Information Service， PB2002101430'SS, 2002. See also www．census：gov／epcd/www/naics.html.
Other substantial industry sectors or subsectors are professional and business services (11.4
percent) ， finance and insurance(8.3 percent) ， health care and social assistance (6.9
percent) ， and information (4.9 percent)--a category that includes broadcasting,
telecommunications, publishing, and the sound-recording industry ． Accommodation and food
services constitute only 2.6 percent，while the arts，entertainment，and recreation subsector--
which includes such high-profile consumer services as spectator sports ，fitness centers，skiing
facilities，museums and zoos，performing arts, casinos, golf courses, marinas, and theme parks--
collectively represents a mere 1.0 percent of GDP. Nevertheless，in an economy with an ontput of
over $11.7 trillion ， this last group of services was still valued at an impressive $119 billion in
2004．
Most New Jobs Are Generated by Services
Employment is predicted to continue shrinking in manufacturing，mining，and agriculture in the
United States, although there will be some growth in the number of construction jobs．Like most
developed economies ， the United States will look to service industries for new job
creation．And，contrary to popular impressions，many new service jobs are likely to be well-
paid positions that require a good educational
Figure 1.4 Value Added by Service lndustry Categories to U.S.Gross Domestic Product, 2004(in
$biIIions)
Source：Data compiled from Bureau of Economic Analysis, survey of current Business, May 2005, Table 1,P.13.
foundation ． Some of the fastest growth is expected in knowledge-based industries-- such as
professional and business services，education，and health services .many jobs in these industries
demand significant training and educational qualifications ， and employees are often highly
compensated．．
will service jobs be lost to lower-cost countries?New communications technology means that
some service work can be carried out far from where customers are locoted ． A study by the
international consulting firm McKinsey&Co·estimated that 11 percent of service jobs around the
world could be carried out remotely ． In practice,however ， McKinsey predicts that the
percentage of service jobs actually “offshored” will prove much more limited ，reaching only 1
percent of all service employment in the developed countries by 2008 ．Of course, loss of even
that small percentage will still affect a large number of workers ， including some well-paid
professionals whose work can be performed much less expensively by,say,highly qualified
engineers working in India．
Powerful Forces Are Transforming Service Markets

Service markets are shaped by government policies,social changes,business trends,advice in
information technology,and internationalization.collectivily,these forces are reshaping
demand，supply,the competitive landscape，and even customers’styles of decision making．The
Economist argues that the Internet is transferring power from suppliers to customers，especially
in consumar markets .deregu1ation and advances in technology have broken the rigid structure of
the financial services industry ． The travel industry will never be the same again now that
travelers can easily research alternatives and make their own bookings.Electronicdistribution is
changing relationships and roles among suppliers ， intermediaries, and customers as traditional
channel members(such as local travel agencies) are replaced by irmovative newcomers such as
Orbitz，Travelocity,and Priceline.
From one industry to another ， competition is stimulating innovation—especially through
application of new and improved technologies．Competition occurs not only among firms within
the same industry, but also among firms from other industries that can offer customers new
solutions to their needs through alternative
10 Part 1 Understanding Service Markets, Products, and Customers
Figure 1.5 Factors Stimulating the Transformation of the Service Economy

approaches.7 Think for a moment about person-to-person communications．Voice telephone has
long competed with first-class letter mail ， then Internet-based email emerged to compete with
both voice telephone and letter mail，and more recently, text messaging(primarily on mobile[cell]
phones)has emerged to compete with all of them.Which of these options are you currently using
more，and which less，than you did a few years ago?In the past few years，you’ve been able to
watch how the internet and mobile telephony have evolved ， adding new services and features.
Consider what you can download to your cell phone (mobile handset) today that you couldn’t
have done a few years ago!
Customer needs and behavior are evolving ， in response to changing demographics and
lifestyles ． The implications?Managers of service organizations need to focus more sharply on
marketing strategy if they hope to meet--or even anticipate—these needs with services that
customers see as offering value．
Customers are a vital source of ideas，not only for new products but also for improvements to
existing ones ． Even established ， traditional services such as hotels need enhancement. By
working with experts in research and development ， and with operations and human resource
managers，marketers may be able to create new service
features that customers will value. Research into customer needs and priorities can provide vital
insights into what specific features to emphasize and how much they might be worth to customers.
The courtyard by Marriott chain boasts that its hotels were “designed by business travelers for
business travelers,” with rooms containing all the services and amenities they require to be
comfortable and productive.
Understanding Services Offers Personal Competitive Advantage

Learning about the distinctive characteristics of services and how they affect both customer
behavior and marketing strategy will give you important insights--and perhaps create a
competitive advantage for your own career. Unless you’re Predestined to work in a family
manufacturing or agricultural business ， the probability is high that you’ll spend most of your
working life in service organizations.You may also find yourself serving as a volunteer or board
member for a nonprofit organization．Maybe the knowledge gained from studying this book will
even stimulate you to think about starting your own service business!
WHAT ARE SERVICES?

Thus far, our discussion of services has focused on different types of service industries.
But now it’s time to ask the question：What exactly is a service?
The HistoricaI View

Attempts to describe and define services go back more than two centuries. In the late eighteenth
and early nineteenth centuries ， classical economists focused on the creation and possession of
wealth．They contended that goods(initially referred to as “commodities”)were objects of value
over which ownership rights could be established and exchanged ． Ownership implied tangible
possession of an object that had been acquired through purchase，barter,or gift from the producer
or a previous owner,and was legally identifiable as the property of the current owner．
Adam Smith’s famous book ， The Wealth of Nations ， published in Great Britain in
1776 ， distinguished between the outputs of what he termed “productive”and unproductive”
labor ． 9 The former, he stated ， produced goods that could be stored after production and
subsequently exchanged for money or other items of value. But unproductive labor, however
“honourable, …useful, or…necessary,” created services that perished at the time of production
and therefore didn’t contribute to wealth. Building on this theme, the French economist, Jean-
Baptiste Say, argued that production and consumption were inseparable in services ，coining the
term“immaterial products” to describe them．10
Today, we know that production and consumption are indeed separable for many services
(think of dry cleaning ， lawn mowing ， and weather forecasting) ， and that not all service
performances are perishable (consider audio or video recordings of concert performances and
sports events) ． Very significantly, many services are designed to create durable value for their
recipients (your own education being a case in point). But the distinction between ownership and
nonownership remains a valid one, emphasized by several leading service marketing scholars·11
A Fresh Perspective：Benefits Without Ownership

Consider this ： You didn’t acquire ownership of the hotel room in which you stayed last
weekend，nor of the physical therapist who worked on your injured knee，nor of the concert you
just attended．But if you and other customers didn’t receive a transfer of ownership the last time
you purchased a service，then what exactly did you buy?
12 art 1 Understanding Service Markets, Products, and Customers
What have you got to show for your money as well as the time and effort involved? What are，or
were，the benefits?What problems did the service help you solve? In short: Where’s the value?
Christopher Lovelock and Evert Gummesson contend that services involve a form of
rental.Service customers obtain benefits by renting the right to use a physical object, to hire the
labor and expertise of personnel，or to pay for access to facilities and networks.12(Many services
involve all three elements ． )Value is created when customers benefit from obtaining desired
experiences and solutions．We use the word rent here as a generic term to denote the payment
made for using or accessing something--typically for a defined period of time--instead of buying it
outright ． You can’t own people—slavery has been outlawed--but you can rent their labor and
expertise．
Paying tor temporary use of an object or for access to a physical facility is a way for customers
to enjoy use of things that they cannot afford to buy,cannot justify purchasing ，or prefer not to
retain and store after use ． In addition ， renting--in the form of access and usage fees—offers
customers a means to participate in network systerns that individuals and most organizations
couldn’t possibly afford to own and operate themselves．
We can identify five broad categories within the nonownership framework：
·Rented goods services ． These services enable customers to obtain the temporary right to
exclusive use a physical good that they prefer not to own ． Examples include boats ， power
tools，combine harvesters，and formal clothing worn only for weddings and proms．
·Defined space and place rentals．Here，customers obtain use of a defined portion of a larger
space in a building, vehicle, or other area, sharing its use with other customers under varying
levels of privacy ． A seat (“my place”)is the most individual unit ot rental for a
person．Examples of this type of rental include a hotel room，a seat in an aircraft, a suite in an
office building，a table and chairs in a restaurant，or a storage container in a warehouse．The
space is typically designated by location．But the purpose to which it is put may vary widely,
ranging from a place in which to pertorm business activities to one where a meal may be
enjoyed．In other words，renting the space may be either an end in itself or simply a means to
an end ． Some spaces may be physically identical but carry higher value because of
location，such as a room with a view or a seat closer to the theater stage．
·Labor and expertise rentals ． Customers hire other people to perform work that they either
choose not to do for themselves(for instance ，cleaning a house), or are unable to do because
they lack the necessary expertise ， tools ， or skills ． In many instances ， customers may
effectively rent the services of an entire team, as in car repair,surgery,and management
consulting．
·Access to shared physical environments ． These environments may be located indoors or
outdoors--or a combination of both．Examples include museums，theme parks，trade shows,
gyms，zoos，ski resorts，golf courses，and toll roads．In return for a fee，customers rent
the right to share use of the environment in question with other customers．Which of these have
you used or visited lately?
·Systerns and networks： access and usage．Here，customers rent the right to participate in a
specified network such as telecommunications，utilities，banking，insurance，or specialized
intormation services．Service providers often create a veritable menu of terms for access and
use in response to varying customer needs and differing abilities to pay．
In many instances ， two or more of these categories may be combined ． When you take a
taxi ， you’re hiring both a driver and a vehicle ． If you undergo surgery,you are ， in
essence ， hiring a skilled team of medical personnel ， 1ed by the surgeon ， as well as renting
temporary(but exclusive)use of specialized equipment in a dedicated operating theater at a hospital
or clinic．
How does the distinction between ownership and nonownership affect the nature of marketing
tasks and strategy? Service Perspectives 1.1 highlights six important implications．
SERVICE PERSPECTIVES 1.1

Six Marketing Implications of Renting Versus Owning
1．There’s a market for renting durable goods instead of Selling them．Solutions to temporary
needs can often be better met by renting than by owning. Among the most widely rented products
are vehicles , construction and excavation equipment, generators, tents, party Suppiles, power
tools, furniture，formal wear, and sporting goods such as skis．For longer-term use, there may be
financial advantages to making rental/lease payments instead of capital investments. Marketers
Can add further Value through such services as delivery an pickup, cleaning, insurance ， and
maintenance. They can even supply trained personnel to operate rented equipment．
2．Renting portions of a larger physical entity can form the basis for services. You can think of
some types of service facility as “sausages” from which customers rent “slices”—such as seats in
a movie theater or aircraft, rooms in a hotel, or suites in an office building—for defined priods of
time. Renting “my apartment”or “our office suite”conveys the right to exclusive but temporary use
of a unit within a larger building. Customers benefit from economies of scale by sharing a large
facility with many users, while enjoying varing degrees of separation and even privacy.
3 ． Customers need to be more closely engaged with Service suppliers ． When buyers acquire
ownership of a product,they are free to use it where,when,and as they wish (within reason) ．in
services,however,suppliers need to exercise some control over how customers use equipment and
facilities,interact with service personnel,and interface with systems and networks. Many services
involve a division of labor between suppliers and customers，with the latter expected to know and
obey the “rules.”And most rented goods also require formalized return procedures at designated
times and locations.
4．Time plays a central rote in most services. OwnerShip is for as long as the object lasts or until
the owner chooses to dispose of it.Rental of acess is most typically defined in terms of specified
time periods，with pricing often related to units of time．A key marketing challenge for service
suppliers is to make sure that the objects, facilities, and labor they offer are "rented out" over time
as fully as possible at the most favorable rates--that's the route to creating value through higher
revenues and profits. Achieving this objective places a premmm on developing strategies to bring
supply and demand into balance. Customers, too, are concerned with time. In order to improve the
convenience and appeal of their service offerings, marketers must understand the role that time
plays in customers’ lifestyles, and how diferrent people, value, and budget time.
5. Customer choice criteria may differ between rentals and outright purchases. Marketing a
rental car for a few days to a couple vacationing in Hawaii is a very different task from a local
dealer's attempts to sell a car to these same people back in their hometown. Renters usually
reserve a particular class or category of vehicle rather than a specific brand and model. Instead of
worrying about physical characteristics such as color, upholstery, and number of cup holders,
customers will focus on rental location and hours, insurance coverage, cleanliness and
maintenance of vehicles, ease of using reservation systems, the quality of service provided by
customer-contact personnel, and loyalty rewards such as miles for airline travel.
6. Services offer opportunities for resource sharing. In developing countries, improving the
quality of life among poor consumers requires finding creative ways of sharing access to goods,
physical facilities, systems, and expertise to bring prices down to affordable levels. And in a world
in which many resources are believed to be finite, replacing ownership by rental may be the best
way in both emerging and developed economies to avoid waste by sharing use of products that
incorporate these scarce resources.
Source: Adapted from Chrisfopher Lovelock and Evert Gummesson, "Whither Services Marketing? In Search of a
New Paradigm and Fresh Perspectives," Journal of Service Research. 7, August 2004, 20-41.
Defining services
Already it will be clear to you that services cover a vast array of different and often very complex
activities. The word service was originally associated with the work that servants did for their
masters. In time, a broader association emerged, captured in the dictionary definition of "the
action of serving, helping, or benefiting; conduct tending to the welfare or advantage of another.''13
Early marketing definitions of services contrasted them against goods. John Rathmell defined
services in broad terms as "acts, deeds, performances, or efforts" and argued that they had
different characteristics from goods--defined as "articles, devices, materials, objects, or things.''14
We believe, however, that services need to be defined in their own right, not in relation to goods.
A short and snappy definition, such as the oft-repeated "something that can be bought and sold but
that cannot be dropped on your foot,''15 may be
15 Part 1 Understanding Service Markets, Products, and Customers
DEFINITION OF SERVICES
Services are economic activities offered by one party to another, most commonly employing time-
based Performances to bring about desired results in recipients themselves or in objects or other
assets for Which purchasers have responsibility．
In exchange for their money, time，and effort，service customers expect to obtain value from
access to goods；labor, professional skills，facilities，networks，and systems；but they do not
normally take ownership of any of the physical elements involved．16
amusing and memorable ，but unfortunately it's not particularly helpful as a guide to marketing
strategy．Instead，we offer the comprehensive definition shown above．
Note that we define services as economic activities between two parties，implying an exchange
of value between seller and buyer in the marketplace．We describe services as performances that
are most commonly time—based．We emphasize that purchasers buy services because they are
looking for desired results．In fact，many firms explicitly market their services as "solutions" to
prospective customers' needs. And finally, our definition emphasizes that while customers expect
to obtain value from their service purchases in exchange for their money, time，and effort，this
value comes from access to a variety of value—creating elements rather than from transfer of
ownership．(Spare parts installed during repairs and restaurant—prepared food and beverages are
among the few exceptions ， but the value added by these items is usually less than that of the
accompanying service elements．)
Service Products Versus Customer Service and After-Sales Service

With the growth of the service economy, and emphasis on adding value-enhancing services to
manufactured goods, the line between services and manufacturing some-times becomes
blurred．Many manufacturing firms—from auto manufacturers Ford and Fiat to aerospace engine
producers GE and Rolls Royce ， and high-tech equipment manufacturers IBM and Xerox--are
moving aggressively into service businesses． 17Theodore Levitt, respected as one of the world's
leading marketing experts, long ago observed ： “ There are no such things as service
industries．There are only industries whose service components are greater or less than those of
other industries ． Everybody is in service."18 More recently, Roland Rust suggested that
manufacturing firms had gotten this message when he noted that" most goods businesses now
view themselves primarily as services."19 Nevertheless ， it's important to clarify the distinction
between service products and what is often termed customer service for customer support)．Every
business should have a customer service orientation，but not every business markets what NAICS
data categorizes as a service product．
In this book we describe a firm's market offerings as being divided into core product elements
and supplementary service elements--those activities or amenities that facilitate and enhance use
of the core offering ． We draw a clear distinction between marketing of services--in which a
service itself is the core product--and marketing through services．Certainly, great service often
helps to sell a physical good and even make it more useful—and thereby valuable--to the
buyer ． Many firms in manufacturing, agricultural, natural resource, or construction industries
now base their marketing strategies on a philosophy of serving customers well and adding
supplementary service elements to the core product．However, that core product is still a physical
good(a term we use here to include structures and commodities)when marketing's goal is to sell
the item and transfer ownership ． Supplementary services may include consultation, finance,
shipping, installation, maintenance, upgrades, and ， finally, removal and environmentally
responsible disposal．These services may be offered "free"(meaning effectively that their cost is
bundled with the price of the
initial product purchase)or charged for separately．
Many manufacturing firms have transitioned from simply bundling supplementary services with
their physical products to reformulating and enhancing certain elements so that they can be
marketed as stand-alone services．At that point，the firm may target new customers who haven’t
previously purchased its manufactured products—and may even have no interest in doing so．As
the organization’s expertise builds，it may add new service products that it never offered before.
IBM，once known only as a manufacturer of computers and business machines, today offers four
main groups of services ： strategic outsourcing ， business consulting ， integrated technology
services , and maintenance ． Collectively, these services generated $46.2 billion in service
revenues in 2004--almost half of IBM’s total revenues--and contributed a gross profit of $11.6
billion．20
You’ll find that the same distinction between customer service and service Products exists for
consumer goods，especially durables．Purchasers of luxury cars，such as those marketed under
Toyota’s Lexus brand ， receive not only excellent warranty ． coverage but also an exceptional
level of service from the Lexus—trained dealer, a franchisee who is running a service
business．However, these cars are still manufactured products，and we must distinguish between
marketing that product at the time of sale and marketing services that customers will pay for to
maintain their car in good working order for several years after the sale ． Lexus dealers don’t
compete with Jaguar or BMW for service sales；instead，they compete with the best independent
repair garages，which not only offer excellent repair and maintenance service，but may a1so be
more conveniently 1ocated relative to many Lexus owners’homes or offices.
SERVICES POSE DlSTINCTIVE MARKETING CHALLENGES

Are the marketing concepts and practices developed in manufacturing companies directly
transferable to service organizations in which no transfer of ownership takes place?The answer is
often “no.” In particular,when customers rent goods rather than buying them ，their expectations
and decision criteria are different--and so will be the nature of their experiences，including how
they interact with the service firm that “loans” them the physical product．As a result，marketing
management tasks in the service sector tend to differ from those in the manufacturing sector in
several important respects ． Table 1.1 lists eight common differences between services and
goods ， and highlights key managerial implications that will form the basis for analysis and
discussion in this and later chapters ．It’s important to recognize that these differences ，though
they are useful generalizations，do not apply equally to all services.
Most Service Products Cannot Be lnventoried

Because services involve actions or performances, they are ephemeral—transitory and
perishable--and so can’t usually be stocked as inventory following production (Exceptions are
found among those service activities that can be recorded for later use in electronic or printed
form．) Although facilities，equipment，and labor can be held in readiness to creat the service,
each represents productive capacity, not the product itself. If there’s no demand, unused capacity
is wasted and the firm loses the chance to creat value from these assets. During periods when
demand exceeds capacity, customers may be sent away disappointed or asked to wait until later. A
key task for service marketers, therefore, is to find ways of smoothing demand levels to match
available capacity through promotions, reservations, and dynamic pricing strategies.
Intangible Elements Usually Dominate Value Creation

Many services include important physical elements，such as hotel beds，theater interiors,spare
parts installed during repairs，and bank cards and checkbooks. However, often it is the intangible
elements--such as processes ， Internet-based transactions, and the expertise and attitudes of
service personnel--that create the most value in service performances ． Customers can’t
taste，smell，or touch these elements,and they may not be able to see or hear them．That makes
it more difficult to assess important service features in advance of use and to evaluate the quality
of the performance itseIf ． Similarly ， the lack of easy reference points can make it hard for
customers to distinguish among competing suppliers．
A useful way to distinguish between goods and services，first suggested，by Lynn Shostack，is
to place them on a spectrum from tangible-dominant to intangible-dommant
Table 1.1 Marketing Implications of Eight Common Differences Between Services and Goods
DIFFERENCE IMPLICATIONS MARKETING-RELATED TASKS
Most service products cannot · customers may be turned ·smooth demand through
be inventoried away or have to wait promotions, dynamic pricing, and
reservations
· work with operations to adjust
capacity
Intangible elements usually ·Customers can’t taste,smell, or ·Make services tangible
dominate value creation touch these elements and may not through emphasis on physical
be able to see or hear them clues
·Harder to evaluate service and ·Employ concrete metaphors
distinguish from competitors and vivid images in
advertising, branding
Services are often difficult to ·Customers perceive greater risk ·Educate customers to make good
visualize and understand and uncertainty choices ， explain what to look for, document
performance，offer
guarantees
Customers may be involved in Customers interact with provider’s ·Develop user—friendly
co-production equipment，facilities，and systems equipment， facilities，and
·Poor task execution by customers systems·Train customers to
may hurt productivity,spoil perform effectively；provide
service experience，curtail benefits customer support
People may be part of the ·Appearance,attitude,and behavior ·Recruit，train，and reward
service experience of service personnel and other employees to reinforce the planned
customers can shape the experience service concept·Target the right
and affect satisfaction customers at the right times，
shape their behavior
Operational inputs and outputs Harder to maintain consistency, ·Set quality standards based
tend to vary more widely reliability,and service quality or to on customer expectations；
1ower costs through higher redesign product elements for
Productivity simplicity and failure-proofing
·Difficult to shield customers ·Institute good service recovery
from results of service failures procedures
·Automate customer-provider
interactons；perform work while
customers are absent
The time factor often ·Customers see time as a scarce ·Find ways to compete on speed of
assumes great importance resource to be spent wisely；dislike delivery,minimize burden of
wasting time waiting，want service waiting，offer extended service
at times that are convenient hours
Distribution may take place ·Information-based services can be ·Seek to create user—friendly,
through nonphysical channels delivered through electronic secure web sites and free access
channels such as the fnternet or by telephone
voice telecommunications，but core ·Ensure that all information-based
products involving physical service elements can be downloaded
activities or products cannot from site
(See figure 1.6 for a hypothesized scale presenting an array of examples). 21 clearly, There are some
potentially ambiguous products in the middle. Are custom tailors, plumbers, and fast-food restaurants
delivering goods or services? One suggested economic test of whether a product should be regarded as a
good or a service is whether more than half the value comes from intangible service elements. 22 at full-
service restaurants, for example, the cost of the food itself may account for as little as 20 to 30 percent of
the price of the meal. Most of the value added comes from food preparation and cooking, table service, the
restaurant environment, and facilities such as parking, toilets, and coatroom.
When there are few physical elements, marketers often employ physical image and metaphors to
highlight service benefits and demonstrate the firm’s competencies. Creating physical clues and strong
brand associations helps to make service more “tangible.”23
Figure 1.6 Relative Value Added by Physical Versus Intangible Elements in Goods and Services
Source: Adapted from an earlier schematic by G. Lynn Shostack
Services Are Often Difficult to Visualize and Understand

Many services can be described as“mentally intangible ， ” meaning that it’s difficult for customers to
visualize the experience in advance of purchase and to understand what they will be getting．This situation
can make service purchases seem risy．
Menial intangibility is most likely to present a problem (and thus a perceived risk)for first-time customers
who lack prior exposure to a particular type of service. Frequent users have the advantage of past
experiences that can serve as benchmarks, so they know what clues to look for ． Based on a study of a
British police department, Paul Flanagan ， Robert Johnston ， and Derek Talbot argue that infrequently
used service organizations，especially those in the public sector,need to build confidence in their abi1ities
in advance of use and then justify that confidence by actions that creat lasting trust． 24 An important point
to remember is that any memorable experience can build trust--or destroy it．
Well-trained salespeople or customer service representatives can reduce the perceived risk of purchase by
helping prospective customers to make good choices—such as identifying the specific service features that
will be useful for certain types of people--and by educating them on what to expect both during and after
service delivery．Documenting performance，explaining what was done and

why, and offering guarantees are additional ways to reassure customers and reduce anxiety ．Confidence
can be created in advance by emphasizing the firm’s experience or the credentials and expertise of
individual service providers．
Customers May Be lnvolved in Co-production

Some services require customers to participate actively in co-producing the service product ． For
instance，you’re expected to cooperate with service personnel in settings such as hair salons,hotels,quick-
service restaurants,and libraries, even doing some of the work yourself rather than being waited on ． In
fact，service scholars argue that customers often function as partial employees．25 (How do you feel about
being described that way?) Increasingly,your involvement takes the form of self-service, often using the
technology of smart machines ， telecommunications, and the Internet ． 26 Simple examples include
withdrawing money from an ATM ， using an automated kiosk to check yourself in for a flight at an
airport ， and reserving seats for the “Big Game”via a web site ． Access to self-service
technologies(SSTs)is important,too,for customers using B2B and professional services.27A key issue for
marketers is how satisfied customers are with the quality of service delivered by SSTs．Do customers see
electronic channels that require them to do more work as better or worse than face-to-face alternatives?
What needs do SSTs meet that traditional alternatives can’t? What are their strong and weak attributes?
Good research can help us to learn the answers, and we’ll be examining the impact of technology-driven
services on customers--and how to manage them well--throughout this book．28
In many industries you now have a choice．You can do your banking through multiple channels，shop
at a retail store or order goods online，attend classes in a lecture hall or watch a cable or satellite-based
transmission of that same class.29 You’11 even find choices within the same physical site．For instance，at
your local gym or health club ， you can choose between getting the benefits you want by working out
independently on the equipment or obtaining knowledgeable advice and feedback from a personal trainer as
she supervises your ettorts(Figure 1.7).
Service firms have much to gain from helping customers to become more competent and
productive． 30And so do customers ．After all ，if you do a poor job of performing the tasks for which
you’re responsible ， that may spoil your service experience and curtail the benefits you hope to
receive．By contrast，if things are made easy for you, not
Figure 1.7 Co-producing the Service：Working out at the Gym Under the Direction of a Personal Trainer

only will you have a better experience and outcome ， your greater efficiency may boost the firm’s
productivity,lower its costs ， and even enable it to reduce the price you pay. This means that service
marketers should work with specialists from different departments to develop web sites ， equipment,
facilities，and systems that are user-friendly. They should ensure that customers get the training they need
to use these options well and they should ensure that operations personnel can offer real-timle support．
People May Be Part of the Service Experience

You have probably noted that the difference between one service supplier and another often lies in the
attitude and skills of their employees．Well-managed firms devote special care to selecting，training，and
motivating the people who will be responsible for serving customers directly．In addition to possessing the
technical skills required by the job，these individuals also need to possess good interpersonal skills and to
display positive attitudes．
When you encounter other customers at a service facility,you know that they, too ， can affect your
satisfaction．How they are dressed，how many are present，who they are，and how they behave can all
serve to reinforce or negate the image that a firm is trying to project and the experience it’s trying to
create．Were you annoyed by the customer at the next table talking loudly on her phone about problems at
work or angered by the fellow seated beside you in the theater who spilled his sticky soda on your clothes?
Alternatively, were you grateful to the friendly traveler who showed you how to operate the complicated
ticketing machine? At a play or circus sporting event，the enthusiasm of the audience fans can add to the
excitement. However,if some members become too rowdy and abusive ， it may detract from your
enioyment．Customer misbehavior presents a marketing problem．
The marketing implications are clear ： In addition to managing their own employees effectively to
ensure good service delivery,firms must also manage and shape customer behavior ． In a shared service
setting ， other customers should enhance the experience ， not detract from its value ． In some
instances，service marketers need to think carefully about whether it’s a good idea to mix several segments
together in the same service facility at the same time．One of the authors has never forgotten staying at a
hotel where half the guests were attending an academic conference and the rest were football fans from out
of town who had come for the weekend to support their team．We differed sharply in our expectations of
what constituted a good experience!
Operational Inputs and Outputs Tend to Vary More Widely

Unlike many services ， manufactured goods can be produced at a distant factory, nder controlled
conditions ， and checked for conformance with quality standards long before they reach the
customer．However, when a service is delivered directly and consumed as it’s produced, final“assembly”
must take place in real time ． You’ve probably noticed that service execution often differs among
employees ， between the same employee and different customers ， and even from one time of day to
another. Attitudes ， transaction speed ， and quality of performance can vary widely, and It’s
hard，sometimes even impossible，to shield customers from the results of service failures．These factors
can make it difficult for service organizations to improve productivity, control quality,and ensure reliable
delivery ． As a former packaged goods marketer once observed after moving to a new position with
Holiday Inn：
We can’t control the quality of our product as well as a Procter and Gamble control engineer on a
production line can ．．．． When you buy a box of Tide ， you can reasonably be 99 and 44 ／
100ths percent sure that this stuff will work to get your clothes clean ．When you buy a Holiday Inn
room，you’re sure at some lesser percentage that it will work to give you a good night’s sleep without
any hassle，or people banging on the walls and all the bad things that can happen in a hotel．31
20 Part I Understanding Service Markets, products, and Customers
Nevertheless，the best service firms have made significant progress in reducing variability by adopting
standardized procedures，implementing rigorous management of service quality,training employees
carefully, and automating tasks previously performed by human beings．They also make sure that
employees are well trained in service recovery procedures in case things do go wrong．
The Time Factor Often Assumes Great Importance

Many services are delivered in real time while customers are physically present．Today’s customers are
the most time-sensitive in history, are in more of a hurry, and see wasted time as a cost to avoid．32You
probably do，too．Customers may be willing to pay extra to save time，such as taking a taxi when a city
bus serves the same route，or to get a needed task performed faster．Increasingly, busy customers expect
service to be available when it suits them，rather than when it suits the supplier．If one firm responds by
offering extended hours，its competitors often feel obliged to follow suit．Nowadays，a growing number
of services are available 24／7．
Another concern of customers is how much time elapses between making a request for service and
receiving the finished output．If you’ve used a particular type ot service previously,you’re likely to have
expectations about how long a certain task—whether it involves repairing a car, cleaning a suit, or
documenting health insurance--should take to complete ． Successful service marketers understand
customers’time constraints and priorities．They collaborate with operations managers to find new ways to
compete on speed．They strive to minimize customer waiting times，and they seek to make waiting itself
less burdensome．
Distribution May Take Place Through Nonphysical Channels

Manufacturers require physical distribution channels to move their products from the factory to
customers ， either directly or through wholesale and retail intermediaries ． Some service businesses are
able to use electronic channels to deliver all (or at least some) of their service elements ．Today’s banks
offer customers a choice of distribution channels，including visiting a branch, using a network ofATMs,
doing business by telephone(including text messaging) ， or conducting banking transactions on the
Internet．Many information-based services can be delivered almost lnstantaneously to any location in the
world that has Internet access．
The Internet and its key component，the World Wide Web(www)，is reshaping distribution strategy for
a broad array of industries.33However, we need to distinguish between the potential for delivering
information-based core products(those that respond to customers’primary requirements)and simply
providing supplementary services that facilitate purchase and use of physical goods ． Examples of such
core products include the online educational programs offered by the Universitv of Phoenix and automobile
insurance coverage from Progressive Casualty Insurance Co．
Contrast these two web-enabled services with the web site of REI ， a renowned supplier of specialty
outdoor gear and clothing ， which has 78 retail stores across the United States ． By visiting
www.rel.com ， you can learn about the pros and cons of(say)different camping gear, obtain online live
help ， place orders for specific products ， and pay for them online ． Similarly, without leaving your
home ， let alone the country, you can review British Airways’ worldwide schedules at
www.ba.com ， check out how fares vary according to time of day and day of week(you’11 find huge
variations in economy fares on some routes within Europe) ， make a reservation ， indicate any special
needs，and pay for the electronic ticket．In both cases，however,delivery of the core product itself must
take place through physical channels ． The tent and sleeping bag that you bought from REl will be
delivered to your home by UPS，FedEx，or the US Postal service(your choice)．You’11 have to go to the
airport in person to board your British Airways flight．Much e-commerce activity concerns supplementary
services that are based on transfer of information and payments relating to the product ， as opposed to
down loading the core product itself．Figure 1.8 displays examples of both types of web site．
Figure 1．8 Two Types of Web Sites
Web sites can deIiver Prog ressive Insurance’S services directly，but．．．
SERVICES REQUIRE AN EXPANDED MARKETING MlX
Marketing can be viewed in several ways．You can look at it as a strategic and competitive thrust pursued
by top management，as a set of functional activities performed by line managers，or as a customer-driven
orientation for the entire organization. In this book,we seek to integrate a11 three perspectives．We use the
term marketing in its broadest sense to include a11 customer-facing actitivities ． In our teaching and
consulting，we 1ike to emphasize to senior managers that marketing is the only function that acts to bring
operating revenues into a business ． A11 other functions ， however important they may be ， are
effectively cost centers．Sometimes that news comes as a shock!
The 8 Ps of Services Marketing

When they are developing strategies to market manufactured goods，marketers usually address four basic
strategic elements ： product ， price ， place(or distribution), and promotion(or communication) ． As a
group，these are often referred to as the “4Ps”of the marketing mix． 34 This concept is one of the staples
of almost any introductory marketing course ． But to capture the distinctive nature of service
performances，we need to modify the original terminology and speak instead of product elements, place
and time, price and other user outlays, and promotion and education. We then extend the mix by adding
four elements associated with service delivery: physical environment，process，people，and productivity
and quality ． 35 Collectively,these eight elements,which we refer to as the “8 Ps”of services marketing,
represent the ingredients required to create viable strategies for meeting customer needs profitably in a
competitive marketplace ． You can think of these elements as the eight strategic levers of services
marketing．
Our visual metaphor for the 8 Ps is the racing“eight ， ” a lightweight boat or“shell” powered by eight
rowers，made famous by the Oxford-versus-Cambridge boat race that
REI’s Camping Gear Requires a Physical Channel to Reach the Customer
Recreational Equipment，Inc．(REI)．Kent，Washington．
has taken place annually on the river Thames near London for over 150 years ． Today, similar races
involving multiple teams are a staple of rowing competitions around the world and a featured sport in the
Summer Olympics ． Speed comes not only from the rowers’physical strength ， but also from their
harmony and cohesion as a team．To achieve full effectiveness，each of the eight rowers must pull on his
or her oar in unison with the others, following the direction of the coxswain, who sits in the stern. A similar
synergy and integration among the 8 Ps is required for success in any competitive service
business ． The“cox”—who steers the boat,sets the pace, motivates the crew,and keeps a close eye on
competing boats in the race--is a metaphor for management(Figure 1.9)．
Now,let’s look briefly at each of the 8 Ps in turn．We’1l be covering each one in depth later in the book,
as indicated by the chapter numbers following each subhead below．
Product Elements (Chapter 3)

Service products lie at the heart of a firm’s marketing strategy．If a product is poorly designed，it won’t
create meaningful value for customers ， even if the rest of the 8 Ps are well executed ． Planning the
marketing mix begins with creating a service concept that will offer value to target customers and satisfy
their needs better than competing alternatives ． Working to transform this concept into reality involves
design of a cluster of different but mutually reinforcing elements ． Service products consist of a core
product that responds to the customers’ primary need and an array of supplementary service elements that
help customers to use the core product effectively as well as adding value through welcomed
enhancements．
Place andTime (Chapter 4)
Delivering product elements to customers involves decisions on where and when the former are delivered
to the latter,as well as the methods and channels employed ． Delivery may involve use of physical or
electronic channels(or both)，depending on the nature of the service．Use of messaging services and the
Intemet allows information-based services to be delivered in cyberspace for retrieval ， wherever and
whenever it suits customers ． Firms may deliver service directly to end users or through intermediary
organizations, such as retail outlets that receive a fee or commission, to perform certain tasks associated
with sales, service, and customer contact. Speed and convenience of place and time have become important
determinants of effective service delivery.
Figure 1.9 Working in Unison：The 8 Ps of Services Marketing
Price and 0ther User Outlays (Chapter 5)

This component must address the twin perspectives of the service firm and its customers ．Like product
value ， the value inherent in payments is central to marketing’s role in facilitating a value exchange
between the firm and its customers. For suppliers, pricing strategy is the financial mechanism though which
income is generated to ottset the costs of providing service and create a surplus for profits ． Pricing
strategy is often highly dynamic, with price levels being adjusted over time according to such factors as
type of customer,time and place of delivery,level of demand ， and available capacity. Customers ， by
contrast ， see price as a key part of the costs they must incur to obtain wanted benefits ． To calculate
whether a particular service is“worth it,” they may go beyond just money and also assess the outlays of
their time and effort. Service marketers ， therefore ， must not only set prices that target customers are
willing and able to pay，but also understand--and seek to minimize，where possible--other buodensome
outlays that customers incur in using the service ． These outlays may include additional monetary
costs(such as travel expenses to a service location) ， time expenditures unwanted mental and physical
effort，and exposure to negative sensory experiences.
Promotion and Education (Chapter 6)
What should we tell customers and prospects about our services? No marketing program can succeed
without effective communications．This component plays three
vital roles ： providing needed information and advice ， persuading target customers of the merits of a
specific brand or service product ， and encouraging them to take action at specific times ． In services
marketing，much communication is educational in nature，especially for new customers．Suppliers need
to teach these customers about the benefits of the service ， where and when to obtain it ， and how to
participate in service processes to get the best results ． Communications may be delivered by
individuals ， such as salespeople and front-line staff ； at web sites ； on display screens in self-service
equipment；and through a wide array of advertising media．Promotional activities--which may include a
monetary incentive--are often designed to stimulate immediate trial purchases or to encourage consumption
when demand is low．
Process (Chapter 8)
Smart managers know that, where services are concerned, how a firm does things—the underlying
processes—is often as important as what it does, particularly if the product is a rather mundane one offer by
many competitors. So ， creating and delivering product elements requires design and implementation of
effective processes．Customers are often actively involved in these processes，especially when acting as
co-producers. Badly designed processes lead to slow, bureaucratic，and ineffective service delivery,wasted
time ， and a disappointing experience ． They also make it difficult for front-line staff to do their jobs
well，resulting in low productivity and increased 1ikelihood of service failure．
Physical Environment (Chapter 10)
The appearance of buildings，landscaping，vehicles，interior furnishing，equipment ， staff members,
uniforms,signs,printed materials,and other visible cues all provide tangible evidence of a firm’s service
quality．Service firms need to manage physical evidence carefully because it can have a profound impact
on customers’ impressions．
People (Chapter 11)
Despite technology advances，many services will always require direct interaction between customers and
contact personnel ． The nature of these interactions strongly influences how customers perceive service
quality ． 36Knowing that (dis)satisfaction with service quality often reflects customers’ assessments of
front-line staff,successful service firms devote significant effort to recruiting ， training ， and motivating
employees ． And recognizing that customers may themselves contribute(positively or negatively)to how
others experience service performances ， proactive marketers try to shape customers’roles and manage
their behavior．
Productivity and Quality (Chapter 14)
Though they are often treated separately,productivity and quality should be seen as two sides of the same
coin ． No service organization can afford to address one in isolation from the other ． Improving
productivity is essential to any strategy for reducing costs ， but managers must beware of making
inappropriate cuts in service that will be resented by customers(and perhaps by
employees，too)．Improving quality，which should be defined from a customer perspective，is essential
for product differentiation and for building customer satisfaction and loyalty ． However, it’s unwise to
invest in service quality improvements without understanding the trade-off between the incremental costs
involved and the incremental revenues anticipated from offering better quality on specific dimensions．If
customers aren’t willing to pay extra for more quality,then the firm will lose money ．The strategies with
the biggest potential payoffs may be those that seek to improve productivity and quality
simultaneously．Advances in technology sometimes offer promising opportunities，but innovations must
be user-friendly and deliver benefits that customers will value．
Marketing Must Be Integrated with Other Management Functions

Earlier,we described the 8 Ps as the strategic levers of services marketing ． As you think about these
different elements，it should quickly become clear that marketers
Figure 1.10 Marketing,Operations,and Human Resources Functions Must Collaborate to Serve the Customer
working in a service business can’t expect to operate successfully in isolation ． From managers in other
functions．In fact，three management functions play central and interrelated roles in meeting the needs of
service customers ： marketing ， operations ， and human resources(HR) ． Figure 1.10 illustrates this
interdependency. One of top management’s responsibilities is to ensure that managers and other employees
in each of these three functions don’t isolate themselves in departmental silos.
Operations is the primary line function in a service business，responsible for managing service delivery
through equipment，facilities，systems，and many tasks performed by customer contact employees．In
most service organizations,you can also expect to see operations managers actively involved in product and
process design ， many aspects of the physical environment ， and implementation of productivity and
quality improvement programs ． HR is often seen as a staff function, respansible for job
definition，recruitment，training，reward systems，and quality，of work 1ife—a11 of which are，of
course，central to the people element. But in a well-managed service business，HR managers view these
activities from a strategic perspective，engaging in design and monitoring of all service delivery process th
at involve employees，in working with marketers to ensure that employees have the skills and training to
deliver promotional messages and educate customers ， and in designing those aspects of the physical
environment that directly feature employees--including uniforms ， personal appearance ， and stage-
managed behavior.
For these reasons，we don’t limit our coverage exclusively to marketing in this book．In many of the
chapters you’11 also find us referring to service operations and human resource management．Some firms
deliberately rotate their managers among different job functions ， especially between marketing and
operations positions ， precisely so that they will be able to appreciate different perspectives. Your own
career in services might follow a similar path．
Imagine yourself as the manager of a small hotel．Or, if you like，think big and picture yourseIf as the
chief executive officer(CEO)of a major bank. In both instances ， you need to be concerned about
satisfying your customers on a daily basis, about operational systems running smoothly and efficiently,and
about making sure that your employees are not only working productively,but are also delivering good
service．In short，integration of activities among functions is the name of the game in services．Problems
in any one of these three areas can negatively affect execution of tasks in the other functions and result in
dissatisfied customers ． Only a minority of people who work in a service firm are employed in formal
marketing positions. However, argues Evert Gummesson ， all those whose work affects the customer in
some way--either through direct contact or through design of processes and policies that shape customers’
experiences--need to think of themselves as part-time marketers.37
A Framework for Developing Effective Service Marketing Strategies

To help you understand what is involved in developing marketing strategies that will be appropriate for
different types of services，Figure 1.11 presents a framework that outlines the key steps ．It shows how
each of the chapters in this book fits together with the others as they address related topics and
issues．Note the arrows linking the different boxes in the diagram：They make it clear that the process of
creating a strategy is not like stopping at a series of points along a one-way street ． Instead ， it's an
iterative process；that is，one whose components may have to be revisited more than once because they
are interdependent ． Decisions in one area must be consistent with those taken in another,so that each
strategic element will mutually reinforce the remainder．A sound services marketing strategy is based on a
solid knowledge of the market,customers ， and the competition ． It is actionable--that is ， the firm
possesses the necessary resources ． And it sets realistic goals toward which progress can readily be
measured．
Understanding the Customer

Now it’s time to put you in the driver’s seat, thinking like a manager rather than a student ， as you
negotiate the different steps ． Our framework begins with--and will continually involve--your ability to
understand customers’ needs and how they behave in service environments (Chapter 2) ． Important
concerns for you and your colleagues will include how people search for information，how they establish
expectations，and how they choose among alternative suppliers．You should also be monitoring service
encounters，those moments of truth when customers interact with the firm and the proverbial rubber meets
the road．Are their expectations being met or missed? As a result，are they satisfied or disappointed? And
do they plan to use your firm’s services again, or switch to a competitor?
Building the Service Model

This task (addressed in PartⅡof the book)requires you and other members of the management team to create
a meaningful value proposition--a specified package of benefits and solutions，emphasizing key points of
difference relative to competing alternatives and how it proposes to deliver them to target customers ． 38
You'll need to develop a distinctive service concept that responds to specific customer needs and market
opportunities, as opposed to proposing a generic, “me too”offering ． Transforming this concept into a
service product means developing a specific package of core and supplementary product elements ， and
then distributing each element of this package to customers at appropriate places and times．Depending on
the nature of the product ， you may be selecting a variety of both physical and electronic channels to
deliver all the different product elements to customers. More and more, “place” is no longer a geographic
location, open during only limited hours ， but somewhere in cyberspace that customers can access at
will，24／7．
To ensure that your strategy will be financially viable，you must create a business model that will allow
the costs of creating and delivering the service(plus a margin for profits)to be recovered through realistic
pricing strategies．Of course，you know that customers won’t buy unless they perceive that the benefits
obtained from this value exchange will exceed the financial and other costs they incur, including their time
and effort．So，your value proposition must be actively promoted through effective communications and
there must be a strategy for educating customers--especially first-time users--about how to make good
choices and use the service to their best advantage．And finally,to ensure that this value proposition will be
commercially viable ， your strategy must stake out a distinctive and defensible position in the market
against competing alternatives，so that your company can attract a sufficient volume of business from the
types of customers that it is targeting．
Managing the Customer Interface

Your task continues with development of strategies for managing the customer interface--embracing all
points at which customers interact with your company．It will

Figure 1.1 1 A Framework for Developing a Services Marketing Strategy
UNDERSTAND CUSTOMER NEEDS, DECISION-MAKING, AND
BEHAVIOR IN SERVICE ENCOUNTERS (Chapter2)
involve working with your colleagues in operations and HR to design effective service processes--
with your own particular focus ， as a marketer,being on the role played by customers and the
experiences you wish to engineer for them as they move through each step of the process toward a
desired outcome．Closely related to the task is the question of how best to balance demand for the
service(which in some markets may fluctuate widely over time)against the organization’s
productive capacity ． If your job is in a service business that requires customers to enter the
service factory, you’ll also have to spend time thinking about design of the physical environment
or servicescape ． 39 And if the service involves contact between customers and service
personnel，you’ll need to work with your colleagues in HR to develop strategies for managing
employees in ways that will enable them to deliver outstanding performances．HR managers who
think strategically recognize that loyal ， skilled ， motivated employees who can work well
independently or together in teams represent a key competitive advantage．
Implementing Service Strategies

Next ， it's time to focus on some of the activities involved in implementing service marketing
strategies ． Achieving profitability will require creating relationships with customers from the
right market segments and finding ways to build and reinforce their loyalty. When things go
wrong(as they do from time to time，even in the best-run service businesses)，your goal must be
to achieve service recovery and retain customers ；an important task will be to obtain customer
feedback to help the firm avoid failures and better meet customers’ needs and expectations in the
future ． Developing strategies for improving service quality and productivity will provide the
necessary leverage for financial success：Unless your customers are satisfied with the quality of
the service they receive ， the company’s revenues will decline as these customers take their
business to competitors；and unless your firm can continually improve productivity,it may lose
control of its costs and fail to create value for its owners ． Long-term planning requires you to
consider how the organization should evolve in response to emerging customer needs ， market
trends ， competitive dynamics ， and technologies ． What needs to change if your firm is to
achieve and maintain service leadership? And how should the process of change be led and
managed? Consider this：Eventually, you may be in charge of such an initiative yourself!
CONCLUSION
Why study services? Because modern economies are driven by individual service businesses
operating within a remarkable array of industries ． Collectively, they’re responsible for the
creation of a substantial majority of all new jobs ， both skilled and unskilled ， around the
world．Many of these industries are undergoing dramatic transformations，driven by advances in
technology, globalization, changes in government policies, and evolving consumer needs and
lifestyles ． Important business trends include outsourcing and strategic alliances ． In such an
environment ， effective marketing plays a vital role in determining whether an individual
organization survives and thrives or declines and fails．
In this chapter, we’ve demonstrated that services require a distinctive approach to
marketing，because the context and the tasks often differ in important respects from those in the
manufacturing sector. To succeed as a marketing manager in a service business requires that you
not only understand key marketing concepts and tools ， but also know how to use them
effectively. Each of the 8 Ps—the strategic levers of services marketing--potentially has a role to
play,but it’s how well you tie them together that will make the difference ． As you study this
book ， attend classes ， and undertake projects ， remember that the winners in today’s highly
competitive service markets progress by continually rethinking the way they do business ， by
looking for innovative ways to serve their customers better,by taking advantage of new
developments in technology,and by embracing a disciplined and well-organized approach to
creating and implementing marketing strategy．
REVIEW QUESTIONS
1 ． Is it possible for an economy to be based entirely on services? Is it a sign of weakness if a
national economy manufactures few of the goods that it consumes?
2 ． What are the main reasons for the growing share of the service sector in all the major
economies of the world?
3 ． What is so distinctive about services marketing that it requires a special approach ， set of
concepts，and body of knowledge?
4 ． “ The 4 Ps are a11 a marketing manager needs to create a marketing strategy for a service
business．”Prepare a response that argues the contrary,and justify your conclusions．
5．What types of services do you think are (a) most affected and (b) least affected by the problem
of variable inputs and outputs．Why?
6．Why is time so important in services?
7 ． Explain each of the following terms ， provide examples ， and explain their importance for
services marketing：(a)partial employee；(b)part-time marketer；(c)value proposition．
8. How has the development of self-service technologies affected services marketing strategy?
What factors determine whether customers make use of them or not?
9. Why do marketing, operations, and human resources have to be more closely linked in services
than in manufacturing? Give examples.
10. The term “marketing mix” could suggest that marketing managers are mixers of ingredients. Is
that perspective a recipe for success when employing the 8 Ps to develop a services marketing
strategy?
APPLICATION EXERCISES
1．Visit the web sites of the following national statistical bureaus：U．S．Bureau of Economic
Analysis (www.Bea.gov);Statistics Canada(www.statcan.ca); British Office of National Statistics
(www ． statistics ． gov ． uk) ； and Singapore fwww ． singstat ． gov ． sg) ． In each
instance ， obtain data on the latest trends in services as(a)a percentage of gross domestic
product ； (b)the percentage of employment accounted for by services ； (c)breakdowns of these
two statistics by type of industry；and(d)service exports and imports．
2 ． Review IBM’s annual report ， www ． ibm ． corn ／ annual-report ， recent quarterly
reports ， www ． ibm ． com ／ investor, and other information on its web site describing its
different business. What conclusions do you draw about future opportunities in different markets?
What do you see as competitive threats?
3. Give examples of how internet and telecommunications technologies (e.g., interactive voice
response system [IVRs] and mobile commerce [M-commerce]) have changed some of the services
that you use.
4. Choose a service company with which you are familiar and show how each of the eight
elements (8 Ps) of services marketing applies to a specific product.
ENDNOTES
1．Christopher H．Lovelock and Charles B．Weinberg，Public and Nonprofit Marketing，2nd
ed．Re-dwood City, CA：The Scientific Press，1989；Paul Flanagan，Robert Johnston，and
Derek Talbot ， “ Customer Confidence ： The Development of ‘Pre-Experience’ Concept ． ”
International journal of Service Industry Management，16，no．4(2005)：373-384．
2．U．S．Department of Commerce，North American Industry Classification System--United
States Washington DC：National Technical Information Service PB 2002—101430，2002．
3．“The Great Jobs Switch．”The Economist(October 1，2005)：11，14．
4．Diana Farrell，Martha A．Laboissi6re，and Jaeson Rosenfeld, “Sizing the Emerging Global
Labor Market．”The McKinsey Quarterly, no．3(2005)：93—103．
5．“crowned at Last．”The Economist (April2，2005)：3—6．
6．Bill Carroll and Judy Siguaw, “The Evolution of Electronic Distribution ：Effects on Hotels
and
Intermediaries ． ” Cornell Hotel and Restaurant Administration Quarterly, 44 (August 2003)：
38-51．
7 ． Michael D ． Johnson and Anders Gustafsson ， Competing in a Service Economy ． San
Franciso：Jossey—Bass，2003．
8. Jonas Matthing, Bodil Sand6n, and Bo Edvardsson, “New Service Development ： Learning
from and with Customers ． ” International Journal of Service Industry Management, 15, no. 5
(2004)：479-459.
9 ． Adam Smith ， (1776) ， The Wealth of Nations ， Books I-III, with an Introduction by
A．Skinner．London：Penguin Books，1969．
10 ． Jean Baptiste Say(1803) ， A Treatise oH Political Economy, Reprints of Economic
Classics．New York：August M．Kelly,1964．
11 ． Robert C ． Judd, “The Case for Redefining Service.” Journal of Marketing ， 28(January
1964) ： 59; John M ． Rathmell ， Marketing in the Service Sector. Cambridge, MA ：
Winthrop ， 1974 ； Christopher H ． Lovelock and Evert Gummesson, “Whither Services
Marketing? In Search of a New Paradigm and Fresh Perspectives.” Journaf of Service
Research，7 (August 2004)：20-41．
12. Lovelock and Gummeson, “Whither Services Marketing．”
13 ． William R ． Trumble and Angus Stevenson(eds) Shorter Oxford Enflish Dictionary, 5th
ed．Oxford，UK: Oxford University Press，2002：2768．
14. John M. Rathmell, “What Is Meant by Service?” Journal of Marketing，30(October 1966)：
32—36．
15 ． Evert Gummesson (citing an unknown source) ， “ Lip Service ： A Neglected Area in
Services Marketing.” Journal of Consumer Services，no.1(Summer 1987)：19-22.
16 ． Adapted from a definition by Christopher Lovelock (identified anonymously as Expert
6，Table II，P.112) in Bo Edvardsson，Anders Gustafsson，and Inger Roos, “Service Portraits
in Service Research ： A Critical Review ． ” International Journal of Service Industry
Management，16，no．1(2005)：107-121．
17 ． Rogelio Oliva and Robert L ． Kallenberg ， “ Managing the Transition from Products to
Services ． ” International Journal of Service Industry Management ， 14 ， no ． 2(2003):160-
172 ； Jeremy Howells, “Innovation, Consumption and Services ： Encapsulation and the
Combinatorial Role of Services．”The Service Industries Journal，24 (January 2004) ：19-36：
Mohanbir Sawhney, Sridhar Balasubramanian，and Vish N．Krishnan ． “ Crearing Growth with
Services ． ” MIT Sloan Management Review, 45 (Winter 2004) ： 34—43 ； Sara Brax, “A
Manufacturer Becoming Service Provider--Challenges and a Paradox ． ” Managing Service
Quality,15，no．2 (2005)：142—155 ； Wayne A．Neu and Stephen A．Brown ， “ Forming
Successful Business-to-Business Services in Goods-Dominant Firms.” Journal of Service
Research ， 8 (August2005) ， 3—17 ； Morris A ． Cohen ， Narendra Agrawal,and Vipul
Agrawal，“Winning in the Aftermarket.” Harvard Business Review,84 (May 2006)：1—4．
30 Part I Understanding Service Markets, Products, and Customers
18. Theodore Levitt ， Marketing for Business Growth ． New York ： McGraw-
Hill，1974，p．5．
19. Roland Rust, “What Is the Domain of Service Research?”(editorial) ． Journal of Service
Research，1 (November 1998)：107．
20. IBM Annual Report ． Armonk ， NY ： International Business Machines
Corporation ， 2005(available online at ftp://ftp.software.ibm.com/annualreport/2004/2004_ibm
_annual.pdf)．
21. G. Lynn Shostack ， “ Breaking Free from Product Marketing ． ” Journal of
Marketing,41(April 1977)：73—80．
22. W.Earl Sasser,R ． Paul Olsen ， and D ． Daryl Wyckoff ， Management of Service
0perations：Text，Cases，and Readings．Boston：Allyn&Bacon，1978．
23. William R. George and Leonard L. Berry, “Guidelines for the Advertising of Services.”
Business Horizons(July-August 1981)：52-56；Banwari Mittal，“The Advertising of Services：
Meeting the Challenge of Intangibility ． ” Journal of Service Research ， 2(August 1999) ： 98-
116；Banwari Mittal and Julie Baker,“Advertising Strategies for Hospitality Services ． ” Cornell
Hotel and Restaurant Administration Quarterly,43(April 2002)：51-63．
24. Flanagan, Johnston, and Talbot, “Customer Confidence．”
25. The term“parfial employee”was coined by P K．Mills and D．J．Moberg，“Perspectives on
the Technology of Service Operations ． ” Academy of Management Review, 7, no．3，(1982)：
467-478 ． For recent research on this topic, see Karthik Namasivayarn,“The Consumer as
Transient Employee ： Consumer Satisfacfion Through the Lens of Job-Perforrnance Models.”
International Journal of Service Industry Management，14，no．4(2004)：420—435；An-Tien
Hsieh ， Chang-Hua Yen ， and Ko-Chien Chin ， “ Participative Customers as Partial
Employees and Service Provider Workload.” International Journal of Service Industry
Management, 15，no．2(2004)：187-200．
26. Matthew L ． Meuter, Mary Jo Bitner, Amy L.Ostrom, and Stephen W. Brown ， “ Choosing
Among Alternative Delivery Modes ： An Investigation of Customer Trial of Self Service
Technologies．”Journal of Marketing，69(April 2005)：61-84．
27. Devashish Pujari, “Self-Service with a Smile ： Self-Service Technology (SST) Encounters
Among Canadian Business-to-Business ． ” International Journaf of Service Industry
Management ， 15 ， no ． 2 (2004) ： 200—219 ； Angus Laing ， Gillian Hogg ， and Dan
Winkelman, “The Impact of the Internet on Professional Relationships ： The Case of Health
Care.” The Service Industries Journal，25(July 2005)：675-688．
28．Matthew L．Meuter,Amy Ostrom，Robert Roundtree，and Mary Jo Bitner, “Self-Service
Technologies ： Understanding Customer Satisfacfion with Technology-Based Service
Encounters ． ” Journal of Marketing, 64 (July 2000) ： 50—64 ； A ． Parasuraman ， Valarie
Zeithaml ， and Arvind Malhotra, “E-S-QUAL ： A Multiple Item Scale for Assessing
Electronic Service Quality.” Journal of Service Research，7(Febmary 2005)：213-233．
29 ． Philip J.Coelho and Chris Easingwood ， “ Multiple Channel Systems in Services ：
Pros，Cons, and Issues．” The Service Industries Journal，24(September 2004)：1-30．
30 ． Bonnie Farber Canziani, “Leveraging Customer Competency in Service Firms. ”
International Journal of Service Industry Management，8，no．1(1997)：5--25．
31 ． Garv Knisel, “Greater Marketing Emphasis by Holiday Inns Breaks Mold.” Advertising
Age(January 15，1979)．
32．Gary Stix，“Real Time．”Scientific American(September 2002)：36-39．
33．Coelho and Easingwood，“Multiple Channel Systems in Services．’’
34．The 4 Ps classification of marketing decision variables was created by E．Jerome McCarthy,
Basic Marketing ：A Managerial Approach ．Homewood，IL：Richard D．Irwin ，1960 ．It
was a refinement of the long list of ingredients included in the marketing mix concept，created by
Professor Neil Borden at Harvard Business School in the 1950s ． Borden got the idea from a
col1eague who described the marketing manager’s job as being a“mixer of ingredients.”
35 ． An expanded 7 Ps marketing mix was first proposed by Bernard H ． Booms and Mary
J．Bitner, “Marketing Strategies and Organization Structures for Service Firms?” in J.H.Donnelly
and W.R.George, Marketing of Services ． Chicago ： American Marketing
Association，1981，PP.47-51．The eighth P, productivity and quality, was added by Christopher
Lovelock and Lauren wnght，Principles of Service Marketing and Management．Upper Saddle
River, NJ：Prentice Hall，1999．
36．For a review of the literature on this topic，see Michael D．Hartline and O.C.Ferrell．“The
Management of Customer Contact Service Employees.” Journaf of Marketing,
60，no．4(October 1996)：52-70．
37．The term “part-time marketer” was created by Evert Gummesson, “The New Marketing：
Developing Long-Term Interactive Relationships.” Long Range Planning ， 4(1987) ． See also
Christian Gr6nroos ， Service Management and Marketing ， 2nd ed ． Chichester, UK ： John
Wiley&Sons ， 2001 ； and Evert Gummesson ， Total Relationship Marketing ， 2nd
ed．Oxford，UK：Butterworth Heinemann，2002．
38 ． James C ． Anderson ， James C ． Narus ， and wouter van Russom, “Customer Value
Propositions in Business Markets．”Harvard Business Review, 84 (March 2006)：1-4．
39 ． The term “servicescape” was coined by Mary Jo Bitner, “Servicescapes ： The Impact of
Physical Surroundings on Customers and Employees.” Journal of marketing, 56 (April 1992)：57
—71．
Chapter 1 New PerspectiVes on Marketing in the SerVice Economy 31

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Service marketing

Upper Saddle River, New Jersey 07458

Christopher Lovelock is one of the pioneers ot services marketing．Based in Massachusetts, he

holds a Ph ． D ． in services marketing from the London Business School ． He is an associate

About the Author

About the Contributors of the Readings and Cases vii

PART I： UNDERSTANDING SERVICE MARKETS， PRODUCTS， AND CUSTOMERS

PARTⅡ： BUILDING THE SERVICE MODEL 66

PART 111： MANAGING THE CUSTOMER lNTERFACE 230

PART IV： IMPLEMENTING PROFITABLE SERVICE STRATEGIES 356

About the Contributors of the Readings and Cases vii

PART I ： UNDERSTANDING SERVlCE MARKETS, PRODUCTS, AND

PARTⅡ： BUlLDlNG THE SERVlCE MODEL 66

PART III：MANAGING THE CUSToMER lNTERFACE 230

PART IV：IMPLEMENTING PROFITABLE SERVICE STRATEGIES 356

People, Technology, Strategy

UNDERSTANDING CUSTOMER NEEDS, DECISION-MAKING AND

Building the service model

Implementing profitable service strategies

Ours is a service economy and has been for some time.

In today’s marketplace, consumers have the power to pick and choose

Chapter 1 New Perspectives 01"l Marketing in the Service Economy 5

Services Dominate the Economy in Most Nations

Classifying Service Industries

Contribution to Gross Domestic Product

Powerful Forces Are Transforming Service Markets

Figure 1.5 Factors Stimulating the Transformation of the Service Economy

Chapter 1 New Perspectives on Marketing in the Service Economy 11

Understanding Services Offers Personal Competitive Advantage

WHAT ARE SERVICES?

The HistoricaI View

A Fresh Perspective：Benefits Without Ownership

12 art 1 Understanding Service Markets, Products, and Customers

SERVICE PERSPECTIVES 1.1

Service Products Versus Customer Service and After-Sales Service

SERVICES POSE DlSTINCTIVE MARKETING CHALLENGES

Most Service Products Cannot Be lnventoried

Intangible Elements Usually Dominate Value Creation

Source: Adapted from an earlier schematic by G. Lynn Shostack

Services Are Often Difficult to Visualize and Understand

18 Part I Understanding Service Markets，Products，and Customers

Customers May Be lnvolved in Co-production

Chapter 1 New Perspectives on Marketing in the Service Economy 19

People May Be Part of the Service Experience

Operational Inputs and Outputs Tend to Vary More Widely

The Time Factor Often Assumes Great Importance

Distribution May Take Place Through Nonphysical Channels

Figure 1．8 Two Types of Web Sites

Web sites can deIiver Prog ressive Insurance’S services directly，but．．．

SERVICES REQUIRE AN EXPANDED MARKETING MlX

The 8 Ps of Services Marketing

REI’s Camping Gear Requires a Physical Channel to Reach the Customer

Product Elements (Chapter 3)

Figure 1.9 Working in Unison：The 8 Ps of Services Marketing

Price and 0ther User Outlays (Chapter 5)