The research addressed the factors contributing to the success or failure of an Internet-based communication web site in assisting business-to-business companies to create, establish and/or enhance sustainable customer relationships. To achieve the outcome, a web site was designed, developed, delivered and evaluated to assist a business-to-business company to create, establish and enhance a sustainable corporate image as perceived by their primary clients. The design, development and evaluation of the web site consisted of the following sub-processes:  A review of relevant literature: firstly to reflect upon communication through the wired world, and secondly to determine how the information revolution influences the way people think, work and live.  A survey of the literature dealing specifically with new strategic marketing perspectives, in order to identify the demands placed on a company's business strategy by the new strategic marketing perspectives, and to determine what these strategies are.  A survey of the literature dealing with information design and the web usability of Internet-¬based programmes with a view to designing and developing a web site for a business-to¬ business company which complied with various design specifications that influence the effectiveness and accessibility thereof.  Finally, designing and evaluating the web site to identify potential usability problems. The three evaluation methods used were paper prototyping, machine prototyping and usability testing. The rationale being to identify major usability problems and to obtain measure from intended users and a usability expert on the effectiveness, efficiency and user-interface satisfaction of the web site. The web site was used as basis for compiling a survey questionnaire to test the degree to which respondents strongly agreed or disagreed with statements on the following features of the web site:  Communication  Relationship building  Customer service  Design  Usability The questionnaire also covered aspects on computer and Internet usage experience, access and literacy of the respondents. The survey questionnaire was sent to the target population of primary clients of the participating company, the group of intended end users. The empirical results obtained indicated that employing good information architecture that is based on customers' needs, as well as the iterative development of a web site could assist a business-to-business company to create, establish and enhance a sustainable corporate image as perceived by their primary clients. / Thesis (DPhil (Information Science))--University of Pretoria, 2006. / Information Science / unrestricted

Dissertation submitted in partial compliance with the requirements for the Master's Degree of Technology: Marketing, Technikon Natal, 2002. / During the past 20 years, marketing in industrialized countries has evolved towards Relationship Marketing placing more attention on customer loyalty. To achieve this new objective, increased interest has been placed on delivering quality customer service. In parallel, the notion of quality has evolved toward total quality, now considering every aspect in the company. Following this evolution, new quality tools have been developed, such as the ISO 9000 standards. / M

Purpose - Transport is a common constant variable found in just about every aspect of our lives as well as commercial activities; this is so because transport enables accessibility to people, places and goods. The effective management of public passenger transport operations is a more complex and all-embracing concept than what it may appear at first glance. Wider dispersed work place locations and urban sprawl is on the rise driven by among other factors the increased rate of globalisation. A unique opportunity is then presented in a developing country like South Africa for effective planning and management of public passenger bus operations. In the main, the purpose of this case study research was to develop a more sustainable public passenger transport bus operation to better connect people, places and goods. The organisation that will be studied is Blunden Coach Tours a luxury and semi-lux coach Tour operator, operating from the Nelson Mandela Bay. Design / Methodology / Approach – This study employed the case study research approach which was based on the qualitative research paradigm as such allowed for in-depth description and analysis of the case as well as related phenomena in real world context. The researcher focused only on the public passenger bus transport operations in Nelson Mandela Bay thus assuming a single context focus with a single case namely the development of a more sustainable public passenger transport operations in Nelson Mandela Bay. An embedded multiple unit of analysis strategy was employed selecting a sample of key persons responsible for strategic operational areas at Blunden Coach tours, sub-contractors and suppliers. The case study employed an in-depth probing interview process in an effort to better comprehend occurrences within the actual context of the events observed. The secondary sources of information gathered were used to structure and backup the interview questions. Practical implications – The case study enabled thought provoking insight which by virtue of South Africa’s historical socio-economic landscape offered an unusual perspective of the South African bus transport scene with a particular focus on environmental, regulatory and socio-economic sustainability considerations. A limitation to the study – The lack of responses to the interview questions from some of the key role players in the bus industry who were contacted as well as some of the respondents interviewed. The lack of responses to some of the interview questions could be perceived as a limitation to validating the Summary drawn from the study.

The container terminals play an increasingly important role in the economy of many countries. In today’s global competitive environment delivering quality service is considered as an essential strategy for success and survival. In the very competitive container terminals, service quality is important in attracting and retaining customers. The shipping companies are interested in speed and reliability from the terminals. The time a ship stays in a port must be minimised, and, therefore, the handling of containers must be executed in a fast and reliable way. The importance of customer service as a competitive strategy in container terminal has long been recognised. The growth in container volumes and higher productivity by Ngqura Container Terminal has created greater demand than before from its customers in the shipping business. The current growth in container volumes and increased customer demand has made the situation at NCT less encouraging at times, due to additional traffic of vessels awaiting to dock at the port creating congestion problems; resulting in unplanned lengthy dock occupation by vessels and the current status quo is affecting NCT strategy in terms of arrival docking and providing a quick response to customers. The Ngqura terminal is under increasing pressure from its customers and stakeholders to demonstrate that their services are customer-focused and that continuous performance improvement is being delivered. Therefore, a literature study and questionnaire survey forms the main input for this research combined with interviews with terminal managers. The purpose of this research is to examine the service quality concepts and offer an operational approach for the measurement of the quality of Ngqura Container Terminal services. The main research problem in this study was to identify customer service strategies that could be applied by Ngqura Container Terminal in order to maintain and exceed its business growth as well as customer expectations? The study employed the SERVQUAL model as a measuring tool in establishing the customers’ general expectations of a service and their perceptions of the service received at Ngqura Container Terminal. The five elements of SERVQUAL, which are tangibles, reliability, responsiveness, assurance, and empathy, were used to deal with and solve the main problem. Below are the sub-problems that have been identified in order to investigate and develop a research strategy: What is the customer’s perception of service quality at NCT?; What are the specific customer service requirements of NCT’s customers?; Does NCT’s service operations performance enable it to fulfill its customer service requirements?; How can the performance gap between customer service requirements and service operations performance be bridged?; Which service quality elements are important to customers for container terminals? This study wants to concentrate on the customers’ perception and evaluation toward service performance in Ngqura Container Terminal.

There is a great need for a pharmaceutical manufacturer to provide its customers with the right product at the right time, place and price and also to deliver the product in the right quantity and quality. Should pharmaceutical customers not receive their orders on time from the pharmaceutical manufacturer, the customers might face out-of-stock situations. As a result, the patients or customers might turn to an alternative product from a different pharmaceutical manufacturer, which has the required stock readily available. This could lead to loss in sales and even death amongst its customers. The main objective of this study was to determine the key factors that form part of the demand and operations planning strategies to ensure that these factors are in place to effectively manage and execute the supply chain and logistics processes to reduce possible out-of-stock situations amongst its customers. As a starting point to the study, an analysis was performed based on the review of relevant research and literature from various text books, journals, publications, as well as internet sources. The literature study covered various aspects such as demand planning, production planning, the use of different demand and operations planning strategies, as well as the importance of continuous internal and external customer service levels to ensure that customer orders are delivered on time. The analysis of the literature review was used to establish a theoretical basis for the design and structure of the questionnaire that was used as a research instrument in this study. A survey was conducted amongst the employees that are responsible for executing the supply chain and logistics processes within Aspen Pharmacare. These employees resided within the three main departments of the pharmaceutical manufacturer, namely, the Demand and Operations Planning, Production and Packing, as well as the Warehouse and Distribution departments. Each question posed in the questionnaire related to the role of each employee within these departments that are responsible for the logistics processes within Aspen Pharmacare. The empirical results from the study indicated that the respondents were in support that specific key factors are important for a pharmaceutical manufacturer to manage incoming customer orders efficiently and effectively to reduce possible out-of-stock situations amongst its end customers. However, the respondents also highlighted that there were a number of obstacles preventing them from implementing the key factors that are required to manage incoming customer orders more efficiently within the pharmaceutical manufacturer. Some of these obstacles include: the lack of pro- activeness; lack of accountability; and the lack of constant communication between the employees from the three main departments. Furthermore, incomplete hand-over information during shift changes amongst the employees of the Production and Packing department created unnecessary down-time. Also, the employees from the Warehouse and Distribution department were not informed timeously when changes to the production schedule were made. These obstacles will have a negative impact on the ultimate customer delivery dates and need to be addressed. The empirical results highlighted some recommendations to assist pharmaceutical manufacturing companies to more effectively and efficiently manage their incoming customer orders to reduce or eliminate any possible out-of-stock situations amongst its end customers. Some recommendations include: improved communication between the three main departments; to react immediately to out-of-stock products; and to ensure that internal and external customer service levels are adhered to at all times. The implementation of the recommendations based on the empirical findings of the study will assist the pharmaceutical manufacturing company to achieve excellence and to become a world-class supplier of generic pharmaceutical products. In this way, all incoming customer orders can be fulfilled on time.

The research study was conducted to cover the Buffalo City Municipality (BCM) retail industry with direct emphasis on the supermarket industry. The research problem is as a result of the retail businesses in the BCM that continue to consider that if they have large data warehouses with masses of customer information, they have all what it takes to run a profitable business. Their failure to understand the organizational implications of moving towards a customer-centric approach often results in high costs from bad customer service and handling of customer complaints. The main problem was stated and sub-problems introduced from the main problem to address them by way of qualitative and quantitative research. Related literature was reviewed on Redefining the Customer, Customer Satisfaction and Customer Relationship Management and a Customer Management Model was proposed. During empirical survey, a questionnaire based on literature reviewed was designed for the survey. A pilot study was conducted to identify and rectify problems and shortcomings relating to the questionnaire. The pilot study indicated that the data likely to be collected will address the main and sub-problems of the research. A total of thirty five questionnaires which contained closed-ended and open-ended questions were distributed to the population sample as selected. Results of the study were critically analysed and interpreted quantitatively and qualitatively by means of tables and discussion for the development of an Integrated Model for managing customers. The analysis of the study which was based on the literature reviewed and the findings from the empirical survey were concluded to present a solution to the problem. In view of the shortcomings identified by the literature review and integration thereof with the results of the empirical study, an Integrated Customer Management Model was developed.

Customer relationship management (CRM) presents a new paradigm shift to the old traditional marketing strategies that are known and practiced by many organisations in South Africa and across the globe. Competition is not an excuse for failure anymore. Organisations that do not have any concrete strategies in dealing with the customer will not survive in the market. The ultimate goal of CRM is to enable organisations to forge closer ties with the customer so that a solid bond can be created to enhance loyalty and satisfaction. The goal for this research was to identify the CRM strategies used by a single organisation and thereafter suggest improvements to enhance customer loyalty. The results of the study could assist the management of the organisation to improve the CRM strategies which will hopefully enhance retention and prevent customer attrition. A literature review was conducted to unveil various elements of CRM, and strategies that can attract and retain customers. It helped in identifying themes for the empirical study. An in-depth interview was conducted with the general manager of the organisation to gauge his perception, and CRM practices in the organisation. An interview guide was used during the interview process. Four main topics namely: implementation of CRM, customer loyalty, customer complaints and conflict, and employees training and motivation were utilised for the interview guide and followed by further probing. Based on the responses obtained, analyses were made by comparing the responses to what literature revealed so that shortcomings could easily be identified.The study revealed that there were several inconsistencies with what was practised by the organisation and what the literature study revealed. Bearing in mind the shortcomings identified in the empirical study, the researcher made the following recommendations. The CRM implementation approach needs to be carefully planned with a clear defined vision and mission statement that focus on customer centredness. The organisation needs to invest in modern and innovative channels of communication and strategic partnership to reach the right customer. The organisation has to develop effective market segmentation and targeting to know the customer well. Consistent and highly relevant customer experiences should be drawn-on to fulfill the organisation’s promise of trust and reliability. The organisation should adopt competitive pricing strategy to limit customer sensitivity on price. The organisation should invest in employees’ development and welfare. Further research can be conducted to investigate the perception of other food retailers on the CRM strategies practiced. Further research can also be conducted in the organisation to investigate the perception of employees and customers on the CRM strategies practised.

Despite the extensive research undertaken in the subject area of services marketing, much is still unknown to service providers of specific services in terms of firm-client relationships and how customer retention rates can be increased. This study attempts to address this limitation. The study revolves around the relationship marketing and customer retention of banks in South Africa, Canada and the United Kingdom (UK). Service firms, including banks, are vitally important to the economy of any country as they contribute to its Gross Domestic Product (GDP) (for example a 74 percent contribution in South Africa) and its employment rate. However, to survive in a complex, competitive business environment, service firms are required to focus on their clients’ needs. Banks can focus on their relationships with clients and measure their institutions’ success by considering their customer retention rates. When considering firm-client relationships and customer retention rates, it is important to gather and link the viewpoints of both clients and managers in order to ensure that firms perform according to clients’ needs. In order to establish the influence of selected variables on the relationship marketing and customer retention of banks, from the perspectives of both banking clients and managers, an empirical investigation was conducted. The primary aim of this study was to quantify significant relationships among selected variables; therefore the positivistic research paradigm was used. In addition, in designing the measuring instruments for the empirical investigation, the phenomenological paradigm was used. Thus, in order to use multiple sources of data, the strategy of methodological triangulation was adopted for this study. The samples consisted of banking clients and bank managers in South Africa, Canada and the UK. The empirical investigation conducted among banking clients revealed that significant positive relationships exist between six of the seven identified independent variables, namely communication, personalisation, empowerment, ethics, fees and technology, and banks’ relationship marketing. These relationships imply that, according to banking clients, if each of these aspects in banks improves, bank-client relationships would improve. The empirical investigation conducted among bank managers showed that managers only regard communication and fees as influencers of relationship marketing in banks. This result clearly indicated a difference in the viewpoints of banking clients and bank managers. In addition, the empirical investigation revealed that relationship marketing positively influences the customer retention of banks. This relationship implies that if a bank successfully maintains relationships with its clients, the bank’s customer retention rates will increase. Additionally, the empirical investigation revealed that the population group, education level and country of residence of banking client respondents exerted an influence on the perceptions clients have regarding banks’ relationship marketing and customer retention levels. If banking clients are African or are not educated with a qualification beyond secondary school level or are from Canada, they consider the relationship marketing of a bank to be more important and are more likely to be retained by banks. Generally, the study indicated that Canadian banking clients are more positive regarding the empowerment strategies and personalisation efforts of Canadian banks than South Africans are about those of South African banks. In addition, banking clients in the UK are more satisfied with the communication, fees and use of technology of UK banks than South Africans are about these aspects in South African banks. The study indicated that strategies to improve banks’ communication, personalisation, empowerment, ethics, fees and technology should be implemented by banks in ways to positively influence their relationship marketing and ultimately their customer retention. Strategies relating to each of these areas, successfully implemented by banks in Canada and the UK, are recommended to South African banks. In effect, these strategies will contribute to retail banks’ success, the competiveness in the banking industry, banking client benefits as well as the economic stability and prosperity of South Africa.

Success in today’s highly competitive financial sector requires an organization to have a sustainable competitive advantage that would distinguish it from the rest. Products offered by financial organizations are naturally the same and the quality of service plays a critical role in terms of creating the much needed competitive advantage. This calls for the implementation of quality initiatives like Continuous improvement (CI). This paper investigates the extent to which CI efforts at the Horizon business unit of Absa corporate and business banking have successfully addressed the key concepts of CI set out by Trollip (2008). A literature survey was undertaken into the elements and benefits of CI. Questionnaires were sent to all employees of the business unit for their views on CI and the impact, they believe it has on the unit’s endeavors to deliver faster, defect free, innovative products/services, whilst achieving tougher goals. In conclusion the research paper led to recommendations to improve the CI efforts at the Horizon business unit. The research also confirmed the importance of the commitment of all employees is essential for the success of CI efforts in improving the quality of service offered by an organization.

Contact centres are the first point of contact between a company and a customer after the purchase of a product or service. These centres make use of contact centre agents to service customer queries. In the past contact centres hired as many agents as they could in order to service customers, which have led to an increase in personnel costs causing contact centres to become costly to run. Automation techniques were introduced to decrease personnel costs and one such technique is the Interactive Voice Response (IVR). The usability of IVR systems is, however, dismal. Customers would rather speak to a contact centre agent than navigate through the menu structure found in these systems. The menu structure has come under scrutiny because it is difficult to use and navigate, is often not aligned to caller usage patterns, and the menu options are long and vague. This research investigated whether a Natural Language Interface (NLI) could alleviate the problems inherent to IVR. NLIs, however, come with their own disadvantages of which the main ones are ambiguity and the loss of context of a conversation. Two prototypes were implemented, one of which resembled an IVR and the other an NLI (using ALICE concepts). An evaluation of two prototypes confirmed the advantages and disadvantages of these concepts in accordance to theory. A Hybrid prototype was proposed with the aid of two models. The model which proposed an NLI using a rule base was chosen for implementation. The Hybrid prototype was then evaluated against the NLI and IVR prototypes to deduce which prototype was the most effective, efficient and satisfying. The evaluation through the aid of descriptive and inferential statistics showed that the Hybrid prototype was the most usable prototype. The evaluation of the Hybrid prototype confirmed that a Hybrid approach could limit the shortcomings of IVR through the elimination of the menu structure found in these systems, thereby allowing users to state their queries in natural language. The incorporated rule base provided the Hybrid system with long term memory, eliminating one of the main disadvantages of NLIs.