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"Indonesia telecommunication industry has grown rapidly. This growth has increased the competition level in telecommunication industry. indonesia has 3 type of telecommunication services which are fixed line, wireless cellular and lixcd wireless. This cellular telecommunication market has become the largest telecommunication industIy. ln today competition level, if the telecommunication operator want to have high profit, they should have precise marketing strategy. Customer Relationship Management (CRM) concept gives a method to improve customer loyalty by giving special service to those who are worth. Customer loyalty will give the company higher profit than customer acquisition. To make this C RM strategy effective, companies should evaluate their customer value betbre they implement CRM. The purpose of this research is to find the customer prolile who gives more contribution and higher loyalty to the company and segmenling the market using customer value so the company could target thc segment with CRM programs.This research is conducted to cellular telecommunication custotner in Jakarta. Bogor, Tangerang, and Bekasi. This research use one way ANOVA to evaluate the correlation of customer prolilc and the profit that customer gives to the company. In evaluate the customer value, l use lifetime value model which was developed by Hyunseok Hwang, Tacsoo Jung, and Euiho Suh, from Science and Technology University, South Korea, by ignoring the probability of future customer contribution change.This research shows that only customer age and customer workplace which give significant effect to customer contribution level or customer loyalty level. This research is also shows that cellular telecommunication customers in Jakarta. Tangerang. Bogor and Bekasi give low contribution to the cellular operator company, even though they have high loyalty level."

"In our increasingly connected world, customer service can make or break a business. Companies that excel keep customers coming back - and those who don't soon discover that word spreads fast. This title shows managers and supervisors how to: find and retain service-oriented people; understand customer needs, expectations and desires; and more.;"

"Delivering top-of-the-line customer service is Job #1 for most companies, an important factor in keeping profits high and customers coming back. Customer service problems can damage not just a company?s reputation but its bottom line, so for busy managers -- and business owners with little time to search for solutions -- some fast help is needed."

"This study is about customer equity as a new marketing system. Customer equity's basic premise is straighforward : the customer is a financial asset that companies and organizations should measure, manage and maximize. "

"Telecommunication service industry has been facing a rapid development in recent years. There are four kind of telecommunication services (JASTEL) which has their own business performance. Presumably JASTEL Usage - as one of the business performance measures -has been, without exception, affected by Customer Value. Simultaneously Customer Value is most likely be influenced by Customer Requirement and JASTEL Marketing Mix Performance. This article analyzes both the Customer Requirement and Service Marketing Mix Performance Influence onto Customer Value and altogether its impact on JASTEL Usage. Hereby are the conclusions: (1) There emerges a discrepancy in Customer Requirement, Service Marketing Mix Performance, Customer Value and JASTEL Usage among Fixed JASTEL, Cellular Mobile JASTEL and Fixed Wireless JASTEL, (2) Customer Requirement influences JASTEL Marketing Mix Performance and both of them do affect Customer Value, (3) Customer Requirement, Service Marketing Mix and JASTEL Customer Value do affect JASTEL Usage."

"Penelitian ini bertujuan untuk mengetahui dan menjelaskan pengaruh customer relationship management terhadap kepuasan pelanggan DHL Worldwide Express. Selain itu, peneltian ini juga ingin menguji dan menjelaskan pengaruh dari kepuasan pelanggan DHL Worldwide Express terhadap loyalitasnya. Pengujian dilakukan terhadap dua segmen pelanggan, yaitu ad hoc dan regular. Pelanggan ad hoc adalah segmen pelanggan yang frekuensi pemakaian jasa terhadap DHL kurang dari 100 per tahunnya. Sebaliknya pelanggan reguler adalah segmen pelanggan yang menggunakan jasa DHL lebih dari 100 kali per tahunnya.Penelitian dilakukan terhadap 666 responden yang terdiri dari 327 sampel pelanggan ad hoc dan 341 sampel dari segmen pelanggan regular. Pemilihan sample dilakukan dengan menggunakan teknik proportionate stratified random sampling. Teknik analisis yang digunakan yang digunakan untuk menganalisis data adalah regresi linier sederhana.Dari analisis yang dilakukan ditemukan hasil bahwa penerapan strategi customer relationship management pada segmen pelanggan ad hoc ternyata berpengaruh sangat kecil terhadap kepuasan, bahkan hubungannya ternyata bersifat tidak nyata. Namun, sebaliknya, pada segmen pelanggan reguler, penerapan strategi customer relationship management menunjukkan kontribusi yang kuat terhadap kepuasan. Selanjutnya dari hasil pengujian hubungan kepuasan terhadap loyalitas peianggan pada dua segmen ad hoc dan reguler menunjukkan hubungan yang positif dan nyata, namun kontribusinya sangat kecil."

"Studi tentang pengelolaan customer retention bersumber dari kebutuhan perusahaan untuk mempertahankan customer agar tetap loyal menggunakan produk ataupun layanan yang ditawarkan. Hingga saat ini customer retention menjadi salah satu perhatian utama dalam dunia bisnis karena menurunnya tingkat customer retention berdampak pada berkurangnya revenue. Big data mulai banyak dimanfaatkan sebagai sumber data untuk memahami suatu kondisi ataupun untuk memprediksi suatu behavior yang akan terjadi melalui berbagai pemodelan analisis data. Peristiwa berhentinya customer dari menggunakan produk ataupun layanan disebut customer churn. Penelitian ini menyajikan dua model untuk membantu suatu perusahaan jasa penyedia layanan online berbasis internet untuk menganalisis dan memprediksi future behavior berupa customer churn dan memahami kondisi yang menyebabkannya. Model prediksi customer churn yang dikembangkan menggunakan konsep logistic regression dan random forest. Hasil dari penelitian ini menunjukkan bahwa model yang dikembangkan bisa mengidentifikasi customer suatu perusahaan penyedia layanan online QWE.Inc yang berpotensi akan meninggalkan layanan. Selain itu penelitian ini juga menganalisis faktor-faktor yang memiliki pengaruh signifikan terhadap kondisi tersebut dan memberikan saran pengelolaan customer retention dengan program customer relationship management.

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The study of customer retention management is influenced by the need of the companies to keep their customers stay loyal to use their products or services. Customer retention is one of the main concerns in the business world until today, since the declining level of customer retention will result in the reduced revenue. Big data begin to be widely used as source of data to learn about condition or to predict behavior that may occur through various data analysis modeling. The event of the customer stop from using the product or service is called customer churn.

This study presents two models to help QWE Inc. an internet based online service provider company, to analyze and predict future behavior which is customer churn and understand the causes. Customer churn prediction models in this study have been developed using logistic regression and random forest concepts.

The results of this study indicate that the developed model can identify the customer of QWE.Inc that will potentially leave the service. In addition, this study also analyzed the factors that have a significant influence on these conditions and provide advice on customer retention management with customer relationship management programs."

"Penelitian mengenai Pengaruh Customer Advocacy terhadap Customer Loyalty ini memiliki hasil yang berbeda dalam hal apakah konsumen harus loyal terlebih dahulu baru dapat bertindak sebagai sebagai advocacy bagi sebuah Brand, atau konsumen harus bertindak sebagai advocacy dulu, baru bisa menjadi customer yang loyal. Hal ini tentunya akan menguntungkan bagi sebuah Brand, mengingat partisipasi konsumen dalam berperan sebagai advokat bagi perusahaan akan mendatangkan banyak manfaat seperti penghematan biaya marketing, dan bisa digunakan sebagai basis data untuk melakukan value generating bagi perusahaan. Penelitian ini bertujuan untuk mengetahui bagaimana customer advocacy yang diperkuat oleh customer brand engagement, bisa mempengaruhi customer loyalty. Penelitian menggunakan metode pengukuran dengan menggunakan SEM-PLS dengan metode purposive sampling serta menggunakan self adminstrtive questionnaire. Dari 300 kuesioner, kuesioner yang berhasil Kembali ke peneliti adalah sebanyak 203 responden customer perbankan. Hasil dari penelitian menunjukkan bahwa 5 dari 7 hipotesis berhasil diterima yang dapat diajukan sebagai usulan bagi alternatif strategi perusahaan perbankan

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Research on the Effect of Advocacy on Customer Loyalty has different results in terms of whether consumers must be loyal first and then can act as advocacy for a brand, or consumers must act as advocacy first, then they can become loyal customers. This will certainly be beneficial for a brand, considering that consumer participation in acting as an advocate for companies will bring many benefits such as saving on marketing costs, and can be used as a database for value generating for companies. This study aims to find out how customer advocacy, which is strengthened by customer brand engagement, can affect customer loyalty. The study used purposive sampling method and using SEM-PLS to analyze the data. The questionnaire back in the researcher from 300 questionnaire, the quistioner back in the researcher was 203 banking customer respondents. The results of the study show that 5 out of 7 hypotheses have been successfully accepted which can be proposed as alternative strategies for banking companies"

"Perusahaan pasti ingin pelanggan membeli kembali produk atau layanan mereka, dan oleh karena itu dibutuhkan usaha dari perusahaan untuk meningkatkan kepuasan pelanggan agar tercipta loyalitas dari pelanggan. Salah satu cara yang dapat dilakukan adalah melalui peningkatan pengalaman pelanggan dan dianggap sebagai penentu utama kesuksesan perusahaan jangka panjang. Salah satu alat untuk mengukur kepuasan pelanggan dan loyalitas pelanggan adalah Net Promoter Score (NPS). Karena NPS digunakan oleh banyak perusahaan untuk mengukur kepuasan pelanggan dan juga loyalitas pelanggan, banyak pertanyaan muncul tentang bagaimana perhitungan NPS dapat dijadikan tolok ukur bagi perusahaan akankah perusahaan hanya memfokuskan usaha mereka pada promotor atau perusahaan juga harus mempertimbangkan kelompok passive dan detractor. Penelitian ini mengeksplorasi perbedaan pengaruh pengalaman pelanggan terhadap kepuasan pelanggan dan loyalitas pelanggan pada setiap klasifikasi NPS: promoter, passive, dan detractor. Penelitian ini adalah penelitian kuantitatif dengan desain deskripstif. Penelitian ini menggunakan PLS-SEM sebagai metode analisis dengan responden sebanyak 240. Hasil penelitian ini menyatakan bahwa pengaruh yang lebih besar pada customer experience terhadap customer satisfaction, dan customer loyalty terjadi pada kelompok detractor, namun pengaruh langsung customer experience terhadap customer loyalty lebih besar terjadi pada kelompok promoter.

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Customer satisfaction has become one of the main factors that make customers intend to repurchase a product or service. Companies certainly want the customer to repurchase their product or service, and therefore it takes effort from companies to increase customer satisfaction in order to create loyalty from customers. Customer experience is considered as a key determinant of long-term corporate success. One tool that often used widely to measure customer satisfaction and customer loyalty is Net Promoter Score (NPS). As NPS used by many companies to measure customer satisfaction and customer loyalty, many questions arise about how NPS calculations can be used as benchmarks for company to only focusing their effort on its promoter or also considered passive and detractor. This study explored the different effect of customer experience towards customer satisfaction and customer loyalty on each classification of Net Promoter Score: promoter, passive, and detractor. This research is using quantitative research with descriptive design. This research is using PLS-SEM to analyze the data with 240 respondents. The results of this study indicate that the greater influence on customer experience towards customer satisfaction, and customer satisfaction towards customer loyalty occurs in the detractor group, but the direct influence of customer experience on customer loyalty occurs greater in the promoter group."

"Selama pandemi covid-19, staycation hadir sebagai salah satu alternatif untuk menyelamatkan industri pariwisata. Namun penelitian mengenai staycation dilihat dari sudut pandang experiential marketing masih sangat jarang. Berangkat dari experiential marketing, penelitian ini menyoroti pengaruh customer engagement terhadap behavioral intention konsumen untuk melakukan staycation dengan dimediasi oleh variabel customer experience dan customer identification. Meskipun begitu, selama pandemi covid-19, perceived risk seperti health risk dan financial risk turut memiliki peran penting dalam membentuk perilaku konsumen selama proses pembuatan keputusan. Maka dari itu peran moderasi health risk dan financial risk dari customer experience dan customer identification terhadap behavioral intention konsumen turut diuji dalam penelitian ini. Model penelitian diujikan terhadap 249 responden menggunakan SEM Lisrel. Hasil penelitian menunjukkan bahwa affective dan cognitive engagement berpengaruh signifikan positif terhadap customer experience namun secara negatif terhadap customer identification. Sedangkan behavioral engagement justru berpengaruh positif terhadap customer identification namun secara negatif terhadap customer experience. Selain itu health risk berpengaruh secara negatif sebagai moderasi namun berpengaruh secara signifikan positif terhdap behavioral intention. Sedangkan financial risk berpengaruh secara positif secara langsung dan secara moderasi bagi customer identification, namun tidak berpengaruh signifikan sebagai moderasi customer experience. Semua teori dan implikasi praktis terkait akan diuraikan dalam penelitian ini.

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During the covid-19 pandemic, staycation is likely to play a key role in tourism industry as an alternative. Nevertheless research on staycation depicted in experiential marketing remains nebulous. Drawing on experiential marketing perspectives, this study highlighted customer engagement’s influence upon customer’s behavioral intention on doing staycation which mediated by customer experience and customer identification. However, during the covid-19 pandemic, perceived risk such as health risk and financial risk plays a significant role in shaping customer behavior during decision making. Thus the moderating role of both health risk and financial risk from customer experience and customer identification toward customers’ behavioral intention were also be examined in this study. The model was tested from 249 respondents using Structural Equation Modelling (SEM) Lisrel. Findings showed that both affective and cognitive engagement has positive significant influence toward customer experience, but negatively effect customer identification. However, behavioral engagement positively influence customer identification but has neagitive significant influence toward customer experience. In addition, health risk has negative influence as moderating variable but positively influence behavioral intention directly. Besides, financial risk significantly influence behavioral intention directly, and influence customer identification positively, but has no significant influence toward customer experience. Theoretical and practical implications are discussed."