Analyzing the Article

International Research Journal of Finance and Economics

ISSN 1450-2887 Issue 60 (2010)

© EuroJournals Publishing, Inc. 2010

http://www.eurojournals.com/finance.htm

Factors Affecting Customer Satisfaction

Muzammil Hanif

Department of Management Science

Army public college of Management Sciences Rawalpindi, Pakistan

E-mail: [email protected]

Sehrish Hafeez

Department of Management Science

Army public college of Management Sciences Rawalpindi, Pakistan

E-mail: [email protected]

Adnan Riaz

Lecturer, Department of Business Administration

Allama Iqbal Open University Islamabad Pakistan

E-mail: [email protected]

Abstract

Factors affecting customer satisfaction is of worth importance in order to know the

reasons or the factors which are responsible to create satisfaction among customers for a

particular brand. Customer satisfaction is established when brand fulfills the needs and

desires of customers. In this research study, the subscribers of telecom sector or the mobile

service providers like Ufone, Mobilink, Telenor etc operating in Pakistan were targeted as

the population while Price Fairness and customer services were the taken as predicting

variables towards customer satisfaction as criterion variable. The results showed that both

the factors significantly contributed to explain customer satisfaction but comparatively

price fairness had the larger impact on customer satisfaction than customer services.

Conclusion and implications of the study are also discussed based on the analysis.

Keywords: Customer satisfaction, price fairness and customer service

1. Introduction The origin of telecommunication services in Pakistan can be traced back to 1947 that was followed by

a major change in 1962 when telegraph and telephone services were separated by the establishment of

independent T & T and postal department. Later on developments were made in the provision of

telecommunication services to the customer on consistent basis but from the last two decades

revolutionary changes in the telecom sector have taken place with the introduction of mobile

telephony. This shift brought Pakistan telecommunication sector into a new era of growth and progress

that had a great impact on its subscribers who became more sensitive about the service quality, pricing

and switching barriers.

Telecommunication is the dominant industry from the last decade comparing others in Pakistan

on account of substantial contribution to the national exchequer. Not only national but international

companies started operations in Pakistan and created stiff competition nation wide. This competitive

International Research Journal of Finance and Economics - Issue 60 (2010) 45

environment caused brand consciousness among subscribers and potential buyers. Researches show

that various factors impart in creating the awareness, satisfaction, loyalty, and sense of belongingness

toward brands of any kind but sometimes customers themselves are unaware of the reasons for the

brand preferences.

In the contemporary environment the only constant is change. Therefore, businesses have to

develop different strategies in order to survive in long run. One of the best strategies is about satisfying

the customers that ensure a long term growth of business. Nowadays organizations are well aware of

the benefits lies with retaining customer and strive to know the reasons in black box of customer that

have impact on the brand choice to reduce the turn over rate.

Since satisfied customer is the core concern of any organization therefore they pay close

attention toward the factors that influence a customer’s decision towards brand. The main purpose of

this research study was to investigate the key variables that are having strong influence on customer

satisfaction in telecom sector and influence purchasing decision of customers. This study has

considered the two main important factors as pricing and customer’s services to know its effects on

customer satisfaction. Factors affecting customer satisfaction are key concern for any organization,

department or country because through customer satisfaction any business can establish long term

profitable relationship with customer. The reason behind is once a firm loses its loyal customers it has

to incur a cost of acquiring them again in addition to acquiring the new ones.

2. Literature Review 2.1. Customer Satisfaction

Customer satisfaction is defined as an "evaluation of the perceived discrepancy between prior

expectations and the actual performance of the product" (Tse and Wilton, 1988, Oliver 1999).

Satisfaction of customers with products and services of a company is considered as most important

factor leading toward competitiveness and success (Hennig-Thurau and Klee, 1997). Customer

satisfaction is actually how customer evaluates the ongoing performance (Gustafsson, Johnson and

Roos, 2005). According to Kim, Park and Jeong (2004) customer satisfaction is customer’s reaction to

the state of satisfaction, and customer’s judgment of satisfaction level. Customer satisfaction is very

important in today’s business world as according to Deng et al., (2009) the ability of a service provider

to create high degree of satisfaction is crucial for product differentiation and developing strong

relationship with customers.

Customer satisfaction makes the customers loyal to one telecommunication service provider.

Previous researchers have found that satisfaction of the customers can help the brands to build long and

profitable relationships with their customers (Eshghi, Haughton and Topi, 2007). Though it is costly to

generate satisfied and loyal customers but that would prove profitable in a long run for a firm

(Anderson, Fornell and Mazvancheryl, 2004). Therefore a firm should concentrate on the improvement

of service quality and charge appropriate fair price in order to satisfy their customers which would

ultimately help the firm to retain its customers (Gustafsson, Johnson and Roos, 2005).

It is a common phenomenon that the services a brand offers and the price it charges actually

determine the level of satisfaction among its customers, than any other measure (Turel et al. 2006).

Customer’s involvement is also important as when buyer consider the product important and invests

time to seek information then it ultimately enhances the satisfaction level (Russell-Bennett, McColl-

Kennedy and Coote, 2007). This satisfaction may influence the concerned company by repurchase,

purchase of more products, positive word of mouth and willingness of customer to pay more for the

particular brand. Any business is likely to lose market share, customers and investors if it fails to

satisfy customers as effectively and efficiently as its competitors is doing (Anderson, Fornell, and

Mazvancheryl, 2004).

46 International Research Journal of Finance and Economics - Issue 60 (2010)

2.2. Customer Services

Customer service is a system of activities that comprises customer support systems, complaint

processing, speed of complaint processing, ease of reporting complaint and friendliness when reporting

complaint (Kim, Park and Jeong, 2004). Customer services are the opportunities for telecom service

providers that are added to mobile network other than voice services in which contents are either self

produced by service provider or provided through strategic compliance with service provider (Kuo, Wu

and Deng, 2009). The improved customer services are the focal point of the telecom service providers

for social as well as for economic reasons. From a social point of view, services should be available to

the customers on reasonable terms. As far as economic factor is concerned, services should satisfy the

needs of the customers (Turel and Serenko, 2006; Melody, 1997).

For developing satisfaction among customers, the telecom service providers need to be extra

careful for the customer services they provide. Satisfaction of customer is determined by his evaluation

of service provided by a brand (Gustafsson, Johnson and Roos, 2005). The study of Ahn, Han and Lee

(2006) shows that when the customers, do not get their complaints considered properly, they start

looking for other brands. It happens because either the customer service centers do not handle the

complaints or the customers are not able to address them properly. Sometimes, telecom service

providers take considerably longer time to resolve the problems like network coverage or call quality,

the customers do not wait for long and hence they lose satisfaction with that particular brand (Ahn,

Han and Lee, 2006).

Furthermore, the friendly attitude and courteous behavior of the service workers at service

firms leaves a positive impression on the customer which lead towards customer satisfaction

(Soderlund and Rosengren, 2008). On the other hand, if a telecom service provider lacks in providing

services (call drops) to its customers it experiences customer churn. Kim, Park and Jeong (2004)

argued that service provider should provide customer oriented services in order to heighten up

customer satisfaction. It was also found that the customers get satisfied to a brand more if they get all

the needed services accumulated in that very brand (Ahn, Han and Lee, 2006).

2.3. Price Fairness

According to Kotler and Armstrong (2010) price is the amount of money charged for a product or

service, or the sum of the values that customers exchange for the benefits of having or using the

product or service while Stanton, Michael and Bruce (1994) defined price as the amount of money or

goods needed to acquire some combination of another goods and its companying services. But the

marketing literature showed researchers’ inclination towards price fairness in relation with customer

satisfaction (Hermann et al., 2007; Kukar-Kinney, Xia and Monroe, 2007; Martin-Consuegra, Molina

and Esteban, 2007). Price fairness refers to consumers’ assessments of whether a seller’s price is

reasonable, acceptable or justifiable (Xia et al., 2004; Kukar-Kinney, Xia and Monroe, 2007). Price

fairness is a very important issue that leads toward satisfaction. Charging fair price helps to develop

customer satisfaction and loyalty. Research has shown that customer’s decision to accept particular

price has a direct bearing at satisfaction level and loyalty and indirectly (Martin-Consuegra, Molina

and Esteban, 2007). In another study of Herrmann et al., (2007), it was concluded that customer

satisfaction is directly influenced by price perceptions while indirectly through the perception of price

fairness. The price fairness itself and the way it is fixed and offered have a great impact on satisfaction.

According to Lommeruda and Sørgard (2003), telecommunication services are like undifferentiated

products therefore, customers are not price sensitive all the times and sometimes brand loyalty takes

part in brand preferences. This is the reason; some consumers are retained with old monopolists.

Literature explored showed substantive role of price fairness and quality service with customer

satisfaction, therefore, this study also comprised these two factors and their effects at customer

satisfaction in the telecom sector of Pakistan were evaluated.

International Research Journal of Finance and Economics - Issue 60 (2010) 47

3. Methodology 3.1. Population

General public within Rawalpindi city of Pakistan were treated as the population of this study. Survey

was targeted to the user of GSM telecommunication services and all the GSM mobile phone operators

such as U-fone, Telenor, Mobilink, Warid or Zong were taken aboard.

3.2. Procedure

It was decided to collect at least 150 questionnaires to well support to come at reasonable conclusion

therefore, 250 questionnaires were floated among subjects using non-probability convenience sampling

method. The respondents were asked to apprise about their feelings or emotional bonding with

preferred mobile phone operator / brand. In most of the cases self administered approach was used to

solicit factual responses in timely manner. Data obtained in this regard was punched and analyzed

through SPSS 15.0.

3.3. Measures

Questionnaire as an instrument was used for this study which contained brief description about the

purpose and the significance of the study. The first part was consisting of eight items to know the

demography of the customer such as age, gender, type of connection, network using and years with

their respective network. This section was based on nominal scales like check boxes and dichotomous

scale.

Table 1: Cronbach’s Alpha Reliability Coefficient

Reliability Statistics

Constructs Cronbach's Alpha N of Items Satisfaction with the network 0.88 10

Price fairness 0.65 8

Customer services 0.75 9

Overall 0.87 27

Second part was based on 27 items to measure customer satisfaction, fairness price and service

quality. Customer satisfaction was measured with 10 items, price fairness with 8 and customer service

with 9. All the items were supported with 5 point Likert scale ranging from 1. Strongly Disagree to 5.

Strongly Agree. The questionnaire was self-developed however some items regarding customer

satisfaction were taken from the study of (Sweeney and Swait, 2008). Cronbach’s Alpha values in

respect of each variables are given in table-I. Respondents were also ensured about the confidentiality

as information shared in this regard would be used for the academic and research purposes.

4. Theoretical Framework and Research Model

48 International Research Journal of Finance and Economics - Issue 60 (2010)

4.1. Hypothesis

In order to check the relationship between the independent and dependent variables, two hypotheses

were developed.

H1 : When increases in the price fairness by a brand are high that would lead to decreased

customer satisfaction. H2: Good customer services increase the number of satisfied customers and hence, enhance

customer satisfaction.

5. Data Analysis Collected data was analyzed to determine how the sample of the research responds to the items under

investigation. Descriptive statistics, correlation and regression methods were employed to analyze the

collected data.

Demographical analysis shows that out of sample of 150, 79 are women and 71 are men and

most of them are young students of graduate program. Majority of them are using the network of U-

fone. Out of 150, almost 71 respondents are frequent users of this network. 83 respondents have

experience of 1 to 5 years with their network and 30 respondents have more than 5 years of experience

with particular network and rest of them are new users with experience less then 1 year. Connection

type that most of them are using was prepaid and only 24 respondents are using post paid connections.

Table 2: Demographical Analysis

Measures Items Frequency Percentage

Age

20 or above 46 31%

21 to 25 82 55%

26 to 30 8 5%

31 to 35 3 2%

36 to 40 2 1%

41 or above 9 6%

Gender Male 71 47%

Female 79 53%

Type of Connection Postpaid 24 16%

Prepaid 126 84%

Network

Mobilink 24 16%

U-fone 71 47%

Telenor 30 20%

Others 25 17%

Experience with

network

More then 5 years 30 20%

1 to 5 years 83 55%

Less then 1 year 37 25%

Descriptive statistics is used to determine the main features of the collected data in quantitative

terms. It is used to examine the central tendency of the data in terms of mean, median, mode and

standard deviation. All the items used in the instrument (questionnaire), were based on 5-point Likert

scale therefore, the mean values greater than 3.00 for all the three variables (customer satisfaction,

Price Fairness and customer services) are showing the significant positive trend. The result shows the

intensity and strength variables which are negatively skewed.

Standard deviation is also very important as it indicates the deviation from the mean value.

Here standard deviation varies from 0.51 to 0.66 which shows that most of the observations fall around

the mean value for all the variables.

The correlation analysis is used to find the strength of the relationship between several

variables. Correlation analysis results show that price fairness is positively correlated with the

customer satisfaction. A correlation value of 0.51 between price fairness and customer satisfaction is

International Research Journal of Finance and Economics - Issue 60 (2010) 49

indicating strong positive relationship. The correlation value between customer services and customer

satisfaction is calculated as 0.50 which also shows significantly high association between these two

variables.

Table 3: Descriptive and Correlation Results

Mean Std. Deviation Satisfaction with

the network

Price

Fairness

Customer

services

Satisfaction with the network 3.78 0.66 (0.88)

Price Fairness 3.51 0.51 .512(**) (0.65)

Customer services 3.54 0.55 .499(**) .323(**) (0.75)

** Correlation is significant at the 0.01 level (2-tailed).

Note: Internal reliability (Cronbach's alpha) estimate shown on diagonal.

The regression analysis is used to determine the dependence of customer satisfaction upon the

independent variables i.e. price fairness and customer services. The results showed that up to 37.8% of

the variation in criterion variable (customer satisfaction) is explained by two of the predicting variables

i.e. price fairness and customer services. The values of coefficients of coefficients were found as 0.507

and 0.447 for price fairness and customer services respectively. Hence, the results found that up to

37.8% of customer satisfaction depends on price fairness and customer services whereas; the rest of the

62.2% depends on other factors or variables which were not taken in this research study.

Table 4: Regression Results

Dependent

Variable

Independent

Variables

Adjusted

R Square β t Stat P-value

Satisfaction with

the network

Price

Fairness 0.378 0.5070 5.7370 0.0000

Customer

Services 0.4470 5.4490 0.0000

6. Discussions and Findings Customer satisfaction is very important because that would create sense of belongingness, emotional

binding and brand loyalty among customers. Satisfaction was operationalized as “if needs or demands

of customers are fulfilled through particular product or service” or if customer feels that he gets the

desired benefits from the goods or services for which they have paid to a particular firm. The main

motive of this study was to check that how factors of customer services and price fairness add value

toward creating satisfied customers or otherwise. Results show that all the factors selected affect the

customer satisfaction to great extent. Customer service is the most powerful stimulant of brand loyalty.

The results of the study focusing at customers of telecommunication companies shows that if a

brand is fulfilling its promises, it would enhance customer satisfaction and create a feeling in customer

that he has chosen one of the best brand. This paper has taken into account all the dimensions that

would be accounted for customer satisfaction like coverage quality, over all experience and fulfillment

of communication needs. Research has shown that customer satisfaction is created once the primary

needs of customer are met by the brand.

Descriptive results shed light on the positive trend of each of the variables selected for the

study. Especially the results highlighted the satisfaction of mobile subscribers with their respective

networks. They expressed high level of allegiance with their current brands on account of good

coverage quality. Furthermore, they claimed the tariff rates of their network operator are reasonable

and comparatively low. Moreover, in case of any problem customer service centers located nationwide

are accessible and actively responsive.

50 International Research Journal of Finance and Economics - Issue 60 (2010)

Price fairness also plays a major role. If a brand is providing compatible price and increase in

price are fair then customer takes it positively which create a sense of satisfaction among customers

and vice versa. In Pakistan most of the customers are price sensitive so price fairness of any brand is a

major deriver of repurchase decision. Telecommunication is almost homogenous in Pakistan so even a

small difference in price would influence customer behavior. Consequently, it can be deduced that that

price fairness is a major contributor towards creating customer satisfaction. Our research study has

shown that most of the customers are influenced by the call charges and sms packages and if they feel

that price are fair and brand is providing worth giving packages, it would help in making customers

more satisfied and even in long-term retention in future.

Customer satisfaction and customer services are found having positive relationship. Now a

day’s relational marketing is considered very important on the realization of the fact that customer

satisfaction is quite essential for the lasting relationship between service organization and customer. As

in telecommunication service industry a special care is taken to develop good relationship. This study

also validates this notion as if customers feel valued then they make a long term relationship with

brand. Valued doesn’t mean that they are just welcomed at the time of purchase. It means they are

given importance even in case they are not satisfied with the services of network or their complaints

regarding cellular services are given due importance and solved timely. So when customer services are

good enough to make customer feel that they are important to the organization and the organization

cares about them, then all it would lead to positive image toward a brand and eventually customer

satisfaction would be enhanced.

We argued that both customer services and price fairness are important in creating customer

satisfaction. These factors also influence each other in one regard or the other. Customer satisfaction

and price fairness has strong relationship, if price fairness exist then it would add to customer

satisfaction. Similarly customer services and customer satisfaction also have great link, good services

would make customers feel more satisfied though price fairness. These independent variables do not

only influence dependent variable but also have strong relationship with each other. Price fairness and

customer services also complement each other if customers services are good then customers are

willing to pay more for the product or service.

Regression analysis showed that if customer service officers are responsive to fix the

customer’s problems in timely manner and tariff rates are comparative then all it lead towards customer

satisfaction. Providing better packages may cause long term association with existing networks,

therefore mobile operators may enjoy long term relations with their current subscribers due to price

fairness and courteous customer services.

7. Conclusion The research study has shown that independent variables that are customer services and price fairness

play a very important role in making customer satisfied. Each independent variable not only influences

dependent variable but complement each other as well.

Customer satisfaction is very important as satisfied customer would add value to the brand and

spread a positive word of mouth and help in making good reputation of brand. Satisfied customers

would be able to make long term profitable relationship with brand.

There is significant effect of price fairness on customer satisfaction. If tariff rates charged are

fair and affordable to customers then they use telecom services of that brand for longer period of time

which consistently satisfy their all communication needs.

Similarly if customers are provided with good services such as courteous behavior of sales

person or complaint officer then they feel emotional attachment with their brand of cellular company.

Similarly if thier complaints are solved promptly and commitments are fulfilled then it would provide a

sense of belongingness to the brand. It can be concluded that if any firm wants to be successful over

longer period of time then it has to make its customers satisfied through charging fair tariffs and

memorable customer services so that they can reign over the market.

International Research Journal of Finance and Economics - Issue 60 (2010) 51

8. Recommendations In this research study, customer satisfaction has been taken into account which is a very important

element for the success of any business. Our study can practically be used by telecommunication

sectors in creating customer satisfaction.

1. We suggest that by making customers feel satisfied, by establishing good relationship with customers through efficient customer services would lead toward brand loyalty and simply by

keeping the price fairness of services compatible a firm can establish long term profitable

relationship with customers.

2. Our findings can be practically implemented on service firms and apart from that those business which give due importance to relational marketing. We suggest managers of such firms to have

belief in “best customer services and price fairness” for success and growth of business or in

making customer satisfied.

3. Our framework suggest the central importance of customer satisfaction in telecommunication sector that how it should be created among customers and how to get benefits out of it. That

would practically help out telecom sector for making customer satisfied, happy and loyal by

making customer feel valued.

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