Detpak South Africa is a subsidiary paper and board company of Mpact Limited, formally known as Mondi Packaging South Africa. The Mpact group of companies operates across 31 sites and employs more than 3 700 employees. Detpak South Africa specializes in three respective niche markets: international fast food packaging, industrial packaging and disposables packaging. The primary objective of this study is to propose an operational model for improving customer satisfaction levels within the disposables market for Detpak South Africa. Further, Detpak’s competitive position with respect to customer satisfaction was assessed and an empirical assessment was conducted to identify imperative attributes impacting on overall customer satisfaction. It is noted from marketing journals that providing a quality product at the right price no longer suffices as an adequate value proposition. Numerous authors have noted that there is no longer a difference between a goods market and a service market, in its purest form, and that manufacturers of goods must embrace the principles of service marketing to develop a competitive advantage within the market. A quantitative research was conducted to obtain data. The measuring instrument used to obtain data was a self-administered questionnaire. A total of 84 questionnaires were distributed nationally across South Africa. From the 84 questionnaires a total of 62 questionnaires were obtained from respondents, from which a final sample of n=59 was considered for capturing. Three questionnaires were excluded from the sample due to response error of non-completion. Correlation coefficient analysis was used to calculate the relationships between independent and dependant variables. It was found that all customer satisfaction attributes, listed below, had a positive relationship to overall customer satisfaction: Customer value; Product quality; Price; Communication; Reliability; Responsiveness; Customer service; Sales support. The hypothesized relationship between overall customer satisfaction and customer loyalty was measured and confirmed to be strongly positive. It can be concluded that a positive movement in overall customer satisfaction will be accompanied by a similarly positive movement in customer loyalty. Furthermore, through secondary review it was noted that the retention of existing customers costs much less and is more profitable than the acquisition of new business. The results presented within this study indicate a strong market position for Detpak South Africa in terms of product quality compared against competitive activity, which means a competitive advantage in the market for the company and which will assist in attaining its strategic objectives. The results also identified a number of customer satisfaction attributes which Detpak South Africa could improve to allow them to establish a firm position in the market through the overall improvement of customer satisfaction levels. Finally, an operational model integrating the important concepts identified within the literature study was proposed to assist Detpak South Africa in enhancing levels of perceived customer satisfaction. The model integrates the important business philosophies of customer relations, best practices, continuous improvement and, finally, customer satisfaction attributes.

This study investigates the relationship of bank customers’ behavioural patterns based on the customers past transactions, with respect to their profile characteristics. The main aim of this study is to illustrate that different categories of customers (based on demographical variables such as race, gender and age) have statistically significant differences in behaviour, with respect to how they operate their accounts. A theoretical overview on the literature of customer relationship management in the banking sector emphasises the importance of understanding customers to ensure that a business is successful. Four null-hypotheses where formulated based on a general research hypothesis. The data base provided a major South African bank is used to achieve the objectives. Extensive cleaning of the data set was necessary to ensure the validity of the results. The data set had 7860 customer keys. The large data base used contributed to the reliability of the results. The following behavioural variables were used in the study namely, transaction data, average debit and credit transaction amounts and average number of transactions per month. The main results of study indicate that different customer categories have statistically significant differences in behaviour, with respect to how customers operate their accounts. This implies that it is important for the banking sector to consider customer gender differences, age differences and race group differences in the relationship strategies which they employ in their multicultural environment. Further research in the area may be necessary before generalisation can be made on all banking customers.

A research report submitted to the Faculty of Commerce, Law and Management, University of the Witwatersrand, in partial fulfilment of the requirements for the degree of Master of Management in Strategic Marketing Johannesburg, 31 March 2016 / The purpose of this study was to understand the impact of sales staff turnover on customer equity in the South African luxury automotive industry. The concept customer equity has three elements that load onto it, namely; value equity, brand equity and relationship equity. For the purpose of this study, the focus was on relationship equity as this is the one customer equity element that the Sales Executives are able to influence. Rust, Zeithaml, and Lemon (2001) are of the view that customer equity drivers vary in importance for different industries. In relationship orientated industries (e.g. banking and automotive industry), relationship equity may be the most important driver of customer equity. Relationship equity is also known as retention equity as it entails the customers conscious decision to stick with a certain brand even after having conducted thorough research and analysis of other brands (Lemon, Rust, & Zeithaml, 2001). The study used a quantitative research method and the data is founded on the results from 73 surveys received from customers who own luxury vehicles, namely Audi. The data was analysed utilising multiple regressions, using the independent t-test to accept or reject the proposed hypotheses. Understanding the impact of sales staff turnover on relationship equity in the automotive sector is critical as this industry currently suffers from very high Sales Executive turnover. Original Equipment Manufacturers and dealer management need to understand the impact of this high staff turnover on the customers and ultimately potential future sales so that they may be able to mobilise effective strategies to minimise any negative impact caused by sales staff churn. The theoretical framework for this study is taken from a model by Vogel, Evanschitzky, and Ramaseshan (2008), which looks at the 3 drivers of customer equity and how these drivers effect customer loyalty intentions and future sales. This study found that sales staff turnover has a strong, significant relationship to relationship equity, meaning that sales staff turnover negatively affects relationship equity for the organisation, and therefore negatively affects the customer experience. / GR2018

Tourism has been an important economic activity in the Western Cape as it creates employment for local citizens and generates income for the province. In order for tourism to be a constant income generator, services that are offered at various accommodation establishments, attractions, restaurants and visitor information bureaus should be outstanding, as service excellence and effective word-of-mouth advertising will generate repeat business.

The literature reviews on tourist satisfaction revealed that a satisfied tourist leads to positive word of mouth recommendation to friends and family, loyalty (return visits), competitive advantage and long-term profitability and sustainability. These favourable benefits resulting from satisfaction are necessary for any destination to survive in the competitive tourism industry. South African National Parks (SANParks) manages all 21 national parks in South Africa, with the TNP being the third in terms of visitor numbers and income generated from tourism products. Data captured from visitors to the TNP was used to achieve the goal and objective of this study. This goal was achieved by conducting a questionnaire survey at Storm’s River rest camp within the TNP from 01 May to 31 July 2015. A total of 120 questionnaires were completed and included in further analysis. The aim of this research was to determine the relationship between satisfaction, service and travel motivations of the visitors to the TNP. The statistical test was used to determine whether or not visitors’ expectations were met. This was also used to determine the relationship between travel behaviour, travel motives, and service satisfaction of the visitors to the TNP. Park management can use these results as tools to ensure that the product offered guarantees visitors’ satisfaction and therefore contributes to long-term park sustainability. Therefore, park management is able to obtain the ideal tourist experience by not only focusing on the travel motives but also on the quality of service delivered at the park. The results showed that park management needs to become aware of what the visitor sees as important factors for a memorable visitor experience and they can adapt certain aspects to improve the visitor’s experience. Park management can therefore improve their services and products as well as the quality thereof by knowing what the tourists see as important when visiting a national park to obtain a memorable experience, which will lead to positive word of mouth sharing, loyalty, increased revenue and sustainability of the TNP.

The banking sector plays an important role in the economy of any country across the world. The recent financial crisis shows how much of the world’s economy is influenced by the banking sector. There are different roles that banks play in contributing to the operation and growth of an economy. Their role spreads from that of intermediary to that of provider of payment clearing services. Banks are an important and integral part of any economy. According to a study by Greenberg & Simbanegavi (2009), the South African banking sector is fertile ground for high levels of competition amongst its players. This competition is important for the proper working of the modern economy. According to Van Leuvensteijn et al. (2008), because banks act as the main vehicle for monetary policy, reduced competition in the banking sector can hinder the efficiency of monetary policy. As a result of the competition in the banking sector, customer retention is a key component of banks’ strategies in today’s market. The main aim of the study was to investigate factors affecting customer retention at Nedbank South Africa. The study focused on the institutional causes of bank customer defection and sought to investigate the effects of three factors (Customer service quality, Satisfaction with product, and Switching costs) on Customer Retention. This study showed the importance of customer retention and more importantly how the mentioned three factors affect customer retention at Nedbank South Africa. One of the highlights that came out of this research was that 50 perscent of the respondents were either considering closing their account or were likely to close their account within the next 12 months. In conclusion, these three factors were found to be important in the customer retention strategy of the bank. Recommendations were presented by the author on how to integrate the factors into a retention framework that can contribute to the profitability of the bank. Areas of future research that can be helpful to the bank were also highlighted by the author.

Dissertation submitted in fulfillment of the requirement for the Master Degree in Technology: Marketing, Durban University of Technology, 2010. / China was the world’s third-largest producer of cars in 2006, and also the third-largest producer of “motor vehicles”. Great Wall Motor Company Limited (GWM) is the largest privately-owned automotive manufacturer in China. It was among the Top 500 Enterprises of China in 2004 and one of the best brands in the national automobile range. One of the more prominent industries in South Africa is the automobile industry. A high level of customer service is of paramount importance due to the competitive nature of this industry. Poor service at GWM service centres has created a negative perception amongst customers. GWM service centres do not appear to provide a satisfactory level of service for customers. The purpose of the study is to investigate customer perceptions of service quality at GWM service centres in the greater Durban area. In this research, the literature survey defined the service quality “gap” at GWM service centres, identified the role of effective communication in the service delivery system, measured the variables affecting current service delivery using the SERVQUAL instrument, and prioritized the importance of the factors influencing service delivery at GWM service centres. The analysis of the results revealed important findings. The results demonstrated that, in each of the five SERVQUAL dimensions, there was a negative quality gap. Improvements are needed across all five dimensions. Specific recommendations have been made to improve the levels of customer service quality at GWM service centres.

Submitted in fulfillment of the requirements for a Masters of Management Sciences: Tourism and Hospitality Management, Durban University of Technology, Durban, South Africa, 2016. / In the hospitality industry, the costs associated with promotions and advertising efforts are greater than those of maintaining relationships with existing customers. However, customer loyalty programmes have been discovered and promoted by different marketing managers and marketing experts in the different industries, as a most prominent and paramount business marketing tool in ensuring customer retention. The purpose of this research study is to assess the effectiveness of a Customer Loyalty Programme as a marketing tool in the Ezemvelo KZN Wildlife (EKZNW) Resorts. This study strategy is quantitative in nature because of its capability to attain a large number of respondents in a short space of time. The target population of this study is the customer loyalty members of EKZNW, in eight different resorts. Descriptive research was found to be relevant and appropriate for this study. A non-probability sampling, with a convenience sampling technique, was adopted for this research study, to recruit members of the EKZNW Rhino Club’s loyalty programme as participants. It was adopted because it allows for quick gathering of data and is also representative of the population. The sample size for data collection was conducted with 376 respondents that are loyalty programme members of EKZNW. A questionnaire was developed as measuring instrument, with the questions designed to be closed-ended. These questionnaires were personally distributed to the respondents in all the selected resorts of EKZNW. The findings of the study indicated that the majority of tourists holding EKZNW loyalty programme membership are happy with being Rhino Club members, however, some are not satisfied with the incentives provided. They recommend that the Rhino Card should be designed to allow them to also use it in other provinces’ game parks. / M

Thesis (MBA)--Stellenbosch University, 2003. / ENGLISH ABSTRACT: The effective application of the requirements of customer interface design is critical for the success of business-to-consumer electronic commerce ventures. The challenging environment experienced by South African-based business-to-consumer electronic commerce compounds the importance of offering Web sites with high usability and a conventional shopping experience. The first main objective of this study is to determine the requirements of customer interface design in business-to-consumer electronic commerce and is achieved through the review of the relevant literature. The second main objective is to measure the application of customer interface design within South African business-to-consumer electronic commerce. A thematic model (or framework) that represents the thirteen main requirements is developed. The model identifies the themes as transmission speed, page layout and structure, navigation, writing style, multimedia, customer support, customisation and personalisation, community, information, perceptions, trust and security, commerce, and the absence of errors. The model is used to subjectively measure the effective application of customer interface design in a test group of fifty South African-based Web sites. The third main objective is to present the results. Requirements that are effectively applied by most of the Web sites include the themes of transmission speed, page layout and structure, writing style, multimedia, trust and security and the absence of errors. The themes of navigation, customisation and personalisation, information, perceptions and commerce are evident, but applied less effectively. Although some sites do provide the theme of customer support, the overall result shows that it is generally not effectively applied. Community is the least effectively applied of all the requirements presented in the thematic model. Possible reasons for the results are offered, but further research is necessary to determine the underlying reasons for lack of the community theme. The relevance and the value of the study lies in the conceptualisation of customer interface design in South African business-to-consumer electronic commerce and the foundation presented for future research. / AFRIKAANSE OPSOMMING: Die effektiewe toepassing van klant-koppelvlak ontwerp vereistes is noodsaaklik om die sukses van besigheid-tot-verbruiker elektroniese handel ondememings te verseker. Die uitdagende omgewing vir besigheid-tot-verbruiker elektroniese handel in Suid-Afrika beklemtoon die belangrikheid van webtuistes om gebruikersvriendelik te wees en 'n konvensionele inkopie-ervaring te bied. Die studieprojek se eerste doelwit is om die vereistes van klant-koppelvlak ontwerp in besigheid-tot-verbruiker elektroniese handel te bepaal. Hierdie doelwit word bereik deur 'n oorsig van die relevante literatuur. Die tweede doelwit is om die toepassing van klant-koppelvlak ontwerp in SuidAfrikaanse besigheid-tot-verbruiker elektroniese handel te meet. 'n Tematiese model, wat dertien hoofvereistes saamvat, is ontwerp om meting te fasiliteer. Die model identifiseer die temas van deursendingspoed, bladuitleg en -struktuur, navigasie, skryfstyl, multimedia, klantediens, aanpassing en verpersoonliking, gemeenskap, informasie, persepsies, vertroue en sekerheid, handel, en foutloosheid. Die model is gebruik om die effektiewe toepassing van klant-koppelvlak ontwerp ten opsigte van vyftig Suid-Afrikaanse webtuistes te meet. Die derde doelwit is om die resultate te analiseer en te interpreteer. Vereistes wat meestal effektief toegepas word, is die temas van deursendingspoed, bladuitleg en - struktuur, skryfstyl, multimedia, vertroue en sekerheid, en foutloosheid. Die temas van navigasie, aanpassing en verpersoonliking, informasie, persepsies en handel is teenwoordig, maar minder effektief toegepas. Alhoewel sommige webtuistes die tema van klantediens bied, dui die verwerkte resultate daarop dat dit in die algemeen nie effektief toegepas word nie. Van al die vereistes, soos in die tematiese model saamgevat, is gemeenskap die swakste toegepas. Moontlike redes vir die resultaat word aangebied, maar verdere navorsing is nodig om die onderliggende redes vas te stel. Die toepaslikheid en waarde van die navorsing is gelee in die konseptualisering van klant-koppelvlak ontwerp in die Suid-Afrikaanse besigheid-tot-verbruiker elektroniese handel, sowel as die grondslag wat dit vir verdere navorsing bied.

The maritime sector plays an important role in economies across the globe. Ports in particular are the backbone of the economy of countries endowed with shorelines as they facilitate foreign trade through the importation and exportation of goods to and from their domestic markets. South Africa’s latest addition to its complimentary ports system, the Port of Ngqura, is positioned as a container transshipment hub and a gateway port to Africa with its world-class infrastructure and deep-water container berths at 18 metres, the deepest on the African continent. Ports, whose main mandate is the container commodity, struggle to retain customers as the container industry is a fickle one. As a result, the retention of transshipment container cargo customers remain a challenge for ports. In recent years, ports have to compete more aggressively for their participation in major logistics networks and these days, the ports of the same region are increasingly competing with each other. There are clusters of ports with the same type of supply located within a region competing with other clusters of ports in other regions. The main objective of this study was to propose a customer retention framework for the Port of Ngqura to be used as part of the marketing strategy to possibly retain customers, grow market share and to increase profits. The study focused on the effect of components such as value proposition, customer service quality, customer satisfaction, customer relationship management and customer loyalty on customer retention. After the exercise of testing statistical reliability, the researcher established that the measuring instrument for the component of value proposition was deemed unreliable and therefore, does not necessarily lead to customer retention for the Port of Ngqura. Nunnally (1978) recommends that instruments used in basic research have reliability of 0.70 or higher. The Cronbach Alpha score for the value proposition measuring scale was 0.41, which is below the recommended 0.70. The measuring instruments of the remaining four components of customer service quality, customer satisfaction, customer relationship management and customer loyalty as influencers of customer retention proved to be reliable due to the Cronbach Alpha score being above the recommended 0.70 for all four measuring instruments. In conclusion, this study showed the importance of customer retention and more importantly, how the mentioned reliable four components affect customer retention at the Port of Ngqura. Recommendations were presented by the author on how to integrate the components of customer retention into a retention framework that can contribute to the profitability of the port. The findings of this study led to the recommendation of the need for the Port of Ngqura to firstly, incorporate customer retention into overall marketing strategy and to thus be aggressive as customer relationship building is crucial in retaining customers and growing market share in today’s competitive port environment. Secondly, the port needs to segment its target customers, it is recommended that the target market be well defined, understood and segmented based on industry (shipping line, clearing and forwarding agency, fruit, automotive or wool) and amount of volumes and revenue brought to the Port of Ngqura. Thirdly, leadership involvement as at the strategic level of Transnet Group and Transnet National Ports Authority, executive leaders need to be involved in the implementation of customer retention for marketing of the port as they are the ones that have a high delegation of authority when it comes to decision making. It is also recommended that the measurement of success be clearly defined and linked to the objectives for the implementation of customer retention. The marketers and the Port of Ngqura, using customer relationship strategies, should devise ways of measuring loyalty to the port and the brand, the reputation of the port, service quality and customer satisfaction. Employee training is the most critical recommendation as they must be well trained and equipped to execute their duties, they must be knowledgeable about the maritime industry as well as the business of their customers, fully understand their customers’ needs and have customer empathy. Ports can also improve service quality by focusing on port and terminal efficiency by conducting benchmark studies with high ranked ports like the Port of Singapore as they are known for high levels of efficiency in the market. By improving service quality, the port will improve customer satisfaction and achieve customer loyalty and ultimately, retention.