3-1 Part 2 FOCUS ON THE CUSTOMER. 3-2 Customer Behavior in Services  Search, Experience, and Credence Properties  Consumer Choice  Consumer Experience.

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3-1 Part 2 FOCUS ON THE CUSTOMER

3-2 Customer Behavior in Services  Search, Experience, and Credence Properties  Consumer Choice  Consumer Experience  Postexperience Evaluation  Global Differences: The Role of Culture Chapter3 McGraw-Hill/Irwin Copyright © 2009 by The McGraw-Hill Companies, Inc. All rights reserved.

3-3 Objectives for Chapter 3: Consumer Behavior in Services  Enhance understanding of how consumers choose, experience, and evaluate services.  Describe how consumers judge goods versus services in terms of search, experience, and credence criteria.  Develop the elements of consumer behavior that a services marketer must understand: choice behavior, consumer experiences, and postexperience evaluation.

3-4 The Customer Gap

3-5 Consumer Evaluation Processes for Services  Search Qualities  attributes a consumer can determine prior to purchase of a product  Experience Qualities  attributes a consumer can determine after purchase (or during consumption) of a product  Credence Qualities  characteristics that may be impossible to evaluate even after purchase and consumption

3-6 Continuum of Evaluation for Different Types of Products

3-7 Stages in Consumer Decision Making and Evaluation of Services

3-8 Issues to Consider in Examining the Consumer’s Service Experience  Services as processes  Service provision as drama  Service roles and scripts  The compatibility of service customers  Customer coproduction  Emotion and mood