Tag «Switching barriers»

Managing Customer Relationships Exercise Answers

Managing Customer Relationships Exercise Answers

Q: Explain why it is more profitable to retain existing customer relationships than to continually try to attract new ones. Research has shown that one loyal customer tends to become more profitable over time.  Apart from not having to outlay the initial costs of attracting new customers, there are four factors that create incremental profits …

Define Switching Barriers & Create Value-based Customer Relationships

Define Switching Barriers & Create Value-based Customer Relationships

The second strategy used for customer retention is to build switching barriers (or costs) into the service product. There are two types of switching barriers (costs): Economic Barriers – representing financial disincentives to defecting such as termination penalties and service contracts and Psychological Barriers – where valued personal relationships are broken with a change of …