Customer Versus Supplier Expectations: Bringing in Value Beyond Just the Widgets

In a highly competitive world where the customer expects to be king, why are so many firms unhappy with the products they purchase, sales staff who over-promise and don’t deliver, and less than optimal after-sales service? In a recent paper published in the Journal of Marketing, Singapore Management...

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Bibliographic Details
Main Author: Knowledge@SMU
Format: text
Language:English
Published: Institutional Knowledge at Singapore Management University 2007
Subjects:
Online Access:https://ink.library.smu.edu.sg/ksmu/331
https://ink.library.smu.edu.sg/cgi/viewcontent.cgi?article=1330&context=ksmu
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Institution: Singapore Management University
Language: English
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Summary:In a highly competitive world where the customer expects to be king, why are so many firms unhappy with the products they purchase, sales staff who over-promise and don’t deliver, and less than optimal after-sales service? In a recent paper published in the Journal of Marketing, Singapore Management University marketing professor Kapil R. Tuli and Emory University professors Ajay K.Kohli and Sundar G. Bhardwaj shed light on what appears to be a fundamental mismatch between customer expectations and what suppliers think their customers want.