PERSPECTIVES ON MARKETING We could study marketing from the perspective of

y y y

Sellers Consumers Public policy makers For the most part, we will take a seller's perspective. Consumerism has to do with a focus on the rights of consumers. Public policy makers include those who make laws (or set industry standards) that affect businesses.

MARKETING Marketing is the process of:

y

creating, distributing, promoting, and pricing goods, services, ideas, people, places, and organizations in a dynamic environment with the result of satisfaction for both buyer and seller.

Note that this definition includes controllable marketing factors, a product, uncontrollable marketing factors, and an exchange that results in satisfaction for both parties of the exchange.

EXCHANGE
Customer Satisfaction: What Is It? Recent interpretations in the consumer domain now couch satisfaction as a fulfillment response. Fulfillment implies that a consumption goal is known, as in basic motives of hunger, thirst, and safety. However, observers of human behavior understand that these and other goals

can be and frequently are modified and updated in various ways. Thus, consumer researchers have moved away from the literal meaning of satisfaction and now pursue this concept as the consumer experiences and describes it. In Oliver (1997, p. 13), the following definition has been proposed as being consistent with the conceptual and empirical evidence to date: Satisfaction is the consumer s fulfillment response. It is a judgment that a product or service feature, or the product or service itself, provided (or is providing) a pleasurable level of consumption-related fulfillment, including levels of under- or over-fulfillment. Here, pleasurable implies that fulfillment gives pleasure or reduces pain, as when a problem in life is solved. Thus, individuals can be satisfied just to get back to normalcy, as in the removal of an aversive state (e.g., pain relief). Moreover, fulfillment is not necessarily limited to the case of met needs. Over-fulfillment can be satisfying if it provides additional unexpected pleasure; and under-fulfillment can be satisfying if it gives greater pleasure than one anticipates in a given situation. Note that it has not been necessary to provide a separate discussion of dissatisfaction. If the word displeasure is substituted for pleasure in the satisfaction definition, dissatisfaction results. Thus, the displeasure of under-fulfillment typically is dissatisfying and, interestingly,

over-fulfillment may be dissatisfying if it is unpleasant the case of too much of a good thing. Related Concepts 3 A number of related, but important, concepts are frequently used interchangeably with satisfaction, although closer inspection reveals that they are actually distinct from satisfaction

despite the fact that they may be related to satisfaction in Customer satisfaction data are
received in a variety of methods, including:
y y

Feedback received in response to answers to customer complaints Dialogue between the customer and field executive or Management which is then documented in a trip visit summary report. Industry positioning surveys Lost business reports

y y

y Meetings with customers - interview sessions with questionnaires Conducting survey is an effective method for measuring customer satisfaction and achieving continues improvement in quality. There are six steps in conducting a successful survey. They are: y y y y y y

Decide on your objectives Determine who should complete the survey Develop the survey Administer the survey Analyze the results Communicate the results

Article Source: http://EzineArticles.com/417756various ways. (Those disc

Measuring customer satisfaction is a relatively new concept to many companies that have been focused exclusively on income statements and balance sheets. Companies now recognize that the new global economy has changed things forever. Increased competition, crowded markets with little product differentiation and years of continual sales growth followed by two decades of flattened sales curves have indicated to today's sharp competitors that their focus must change.

Competitors that are prospering in the new global economy recognize that meas-uring customer satisfaction is key. Only by doing so can they hold on to the customers they have and understand how to better attract new customers. The competitors who will be successful recognize that

customer satisfaction is a critical strategic weapon that can bring increased market share and increased profits. The problem companies face, however, is exactly how to do all of this and do it well. They need to understand how to quantify, measure and track customer satisfaction. Without a clear and accurate sense of what needs to be measured and how to collect, analyze and use the data as a strategic weapon to drive the business, no firm can be effective in this new business climate. Plans constructed using customer satisfaction research results can be designed to target customers and processes that are most able to extend profits. Too many companies rely on outdated and unreliable measures of customer satisfaction. They watch sales volume. They listen to sales reps describing their customers' states of mind. They track and count the frequency of complaints. And they watch aging accounts receivable reports, recognizing that unhappy customers pay as late as possible--if at all. While these approaches are not completely without value, they are no substitute for a valid, well-designed customer satisfaction surveying program. It's no surprise to find that market leaders differ from the rest of the industry in that they're designed to hear the voice of the customer and achieve customer satisfaction. In these companies: Marketing and sales employees are primarily responsible for designing (with customer input) customer satisfaction surveying programs, questionnaires and focus groups. Top management and marketing divisions champion the programs. Corporate evaluations include not only their own customer satisfaction ratings but also those of their competitors. Satisfaction results are made available to all employees. Customers are informed about changes brought about as the direct result of listening to their needs. Internal and external quality measures are often tied together. Customer satisfaction is incorporated into the strategic focus of the company via the mission statement. Stakeholder compensation is tied directly to the customer satisfaction surveying program.

A concentrated effort is made to relate the customer satisfaction measurement results to internal process metrics.

To be successful, companies need a customer satisfaction surveying system that meets the following criteria: The system must be relatively easy to design and understand. It must be credible enough that employee performance and compensation can be attached to the final results. It must generate actionable reports for management.

Defining customer satisfaction

Because the concept of customer satisfaction is new to many companies, it's important to be clear on exactly what's meant by the term. Customer satisfaction is the state of mind that customers have about a company when their expectations have been met or exceeded over the lifetime of the product or service. The achievement of customer satisfaction leads to company loyalty and product repurchase. There are some important implications of this definition: Because customer satisfaction is a subjective, nonquantitative state, measurement won't be exact and will require sampling and statistical analysis. Customer satisfaction measurement must be undertaken with an understanding of the gap between customer expectations and attribute performance perceptions. There should be some connection between customer satisfaction measurement and bottom-line results.

"Satisfaction" itself can refer to a number of different facts of the relationship with a customer. For example, it can refer to any or all of the following: Satisfaction with the quality of a particular product or service

Satisfaction with an ongoing business relationship Satisfaction with the price-performance ratio of a product or service Satisfaction because a product/service met or exceeded the customer's expectations

Each industry could add to this list according to the nature of the business and the specific relationship with the customer. Customer satisfaction measurement variables will differ depending on what type of satisfaction is being researched. For example, manufacturers typically desire on-time delivery and adherence to specifications, so measures of satisfaction taken by suppliers should include these critical variables. Clearly defining and understanding customer satisfaction can help any company identify opportunities for product and service innovation and serve as the basis for performance appraisal and reward systems. It can also serve as the basis for a customer satisfaction surveying program that can ensure that quality improvement efforts are properly focused on issues that are most important to the customer.
Objectives of a customer satisfaction surveying program

Customer Satisfaction Measurement Facts

y y A 5-percent increase in loyalty can increase profits by 25%-85%. A very satisfied customer is nearly six times more likely to be loyal and to repurchase and/or recommend your product than is a customer who is just satisfied. Only 4 percent of dissatisfied customers will complain. The average customer with a problem eventually tells nine other people. Satisfied customers tell five other people about their good treatment.

In addition to a clear statement defining customer satisfaction, any successful surveying program must have a clear set of objectives that, once met, will lead to improved performance. The most basic objectives that should be met by any surveying program include the following: Understanding the expectations and requirements of all your customers Determining how well your company and its competitors are satisfying these expectations and requirements

y y

Developing service and/or product standards based on your findings

Examining trends over time in order to take action on a timely basis Establishing priorities and standards to judge how well you've met these goals

Before an appropriate customer satisfaction surveying program can be designed, the following basic questions must be clearly answered: How will the information we gather be used? How will this information allow us to take action inside the organization? How should we use this information to keep our customers and find new ones?

Careful consideration must be given to what the organization hopes to accomplish, how the results will be disseminated to various parts of the organization and how the information will be used. There is no point asking customers about a particular service or product if it won't or can't be changed regardless of the feedback. Conducting a customer satisfaction surveying program is a burden on the organization and its customers in terms of time and resources. There is no point in engaging in this work unless it has been thoughtfully designed so that only relevant and important information is gathered. This information must allow the organization to take direct action. Nothing is more frustrating than having information that indicates a problem exists but fails to isolate the specific cause. Having the purchasing department of a manufacturing firm rate the sales and service it received on its last order on a scale of 1 (terrible) to 7 (magnificent) would yield little about how to improve sales and service to the manufacturer. The lesson is twofold. First, general questions are often not that helpful in customer satisfaction measurement, at least not without many other more specific questions attached. Second, the design of an excellent customer satisfaction surveying program is more difficult than it might first appear. It requires more than just writing a few questions, designing a questionnaire, calling or mailing some customers, and then tallying the results.

Understanding differing customer attitudes

The most basic objective of a customer satisfaction surveying program is to generate valid and consistent customer feedback (i.e., to receive the voice of the customer, which can then be used to initiate strategies that will retain customers and thus protect the most valuable corporate asset-loyal customers). As it's determined what needs to be measured and how the data relate to loyalty and repurchase, it becomes important to examine the mind-set of customers the instant they are required to make a pre-purchase (or repurchase) decision or a recommendation decision. Surveying these decisions leads to measures of customer loyalty. In general, the customer's pre-purchase mind-set will fall into one of three categories--rejection (will avoid purchasing if at all possible), acceptance (satisfied, but will shop for a better deal), and/or preference (delighted and may even purchase at a higher price). This highly subjective system that customers themselves apply to their decisions is based primarily on input from two sources: The customers' own experiences--each time they experience a product or service, deciding whether that experience is great, neutral or terrible. These are known as "moments of truth." The experiences of other customers--each time they hear something about a company, whether it's great, neutral or terrible. This is known as "word-of-mouth."

There is obviously a strong connection between these two inputs. An exceptional experience leads to strong word-of-mouth recommendations. Strong recommendations influence the experience of the customer, and many successful companies have capitalized on that link. How does a customer satisfaction surveying manager make the connection between the survey response and the customer's attitude or mind-set regarding loyalty? Research conducted by both corporate and academic researchers shows a relationship between survey measurements and the degree of preference or rejection that a customer might have accumulated. When the customer is asked a customer satisfaction question, the customer's degree of loyalty mind-set (or attitude) will be an accumulation of all past experiences and exposures that can be indicated as a score from 1 (very dissatisfied) to 5 (very satisfied). It can also be captured with other response formats with an odd number of choices (e.g.,

1 to 3 or 1 to 7) to allow for a neutral response. Obviously, the goal of every company should be to develop customers with a preference attitude (i.e., we all want the coveted preferred vendor status such that the customer, when given a choice, will choose our company), but it takes continuous customer experience management, which means customer satisfaction measurement, to get there--and even more effort to stay there.

About the author

Since completing his master's degree in 1998, Kevin Cacioppo has been working for the leading integrated enclosure manufacturer. In his present role as global account leader, he has applied both theory and experience to support the world's largest semiconductor original equipment manufacturer in the United States and abroad. His work continues to indentify, in the perception of the customer, what steps must be taken to solidify relations and secure future business. E-mail him atkcacioppo@qualitydigest.com .

Giese and Cote / Defining Consumer Satisfaction

Defining Consumer Satisfaction

Joan L. Giese Washington State University Joseph A. Cote Washington State University
Joan L. Giese, Assistant Professor, Department of Marketing, Washington State University, Pullman, WA 991644730, (509)335-6354, (509)335-3865 (fax), giesej@wsu.edu. Joseph A. Cote, Professor, Department of Marketing, Washington State University, Vancouver, WA 98686-9600, (360)546-9753, cote@vancouver.wsu.edu. Direct correspondence to Joan Giese. The authors would like to extend a special thank you to Robert Peterson (who served as editor for this paper) for his helpful comments in revising this manuscript.

EXECUTIVE SUMMARY A review of the existing literature indicates a wide variance in the definitions of satisfaction. The lack of a consensus definition limits the contribution of consumer satisfaction research. Without a uniform definition of satisfaction, researchers are unable to select an appropriate definition for a given context; develop valid measures of satisfaction; and/or compare and interpret empirical results. Consumer satisfaction researchers have contended that these problems are pervasive and important (Gardial, Clemons, Woodruff, Schumann, and Burns 1994; Peterson and Wilson 1992; Yi 1990). This research will: 1. Suggest a definitional framework of consumer satisfaction based on commonalities in the literature and the views of consumers. 2. Discuss how this framework can be used to develop a definition of satisfaction to accommodate different contextual settings.

3. Ensure that our definitions of satisfaction are consistent with consumers' views. This is critical since, ultimately, we must understand consumers meanings of satisfaction and consumers must understand what we mean when we use the term, satisfaction. The Literature and Consumer Views of Satisfaction - While the literature contains significant differences in the definition of satisfaction, all the definitions share some common elements. When examined as a whole, three general components can be identified: 1) consumer satisfaction is a response (emotional or cognitive); 2) the response pertains to a particular focus (expectations, product, consumption experience, etc.); and 3) the response occurs at a particular time (after consumption, after choice, based on accumulated experience, etc). Consumer responses followed a general pattern similar to the literature. Satisfaction was comprised of three basic components, a response pertaining to a particular focus determined at a particular time. Response: Type and Intensity - Consumer satisfaction has been typically conceptualized as either an emotional or cognitive response. More recent satisfaction definitions concede an emotional response. The emotional basis for satisfaction is confirmed by the consumer responses. 77.3% of group interview responses specifically used affective responses to describe satisfaction and 64% of the personal interviewees actually changed the question term "satisfaction" to more affective terms. Both the literature and consumers also recognize that this affective response varies in intensity depending on the situation. Response intensity refers to the strength of the satisfaction response, ranging from strong to weak. Terms such as, "like love," "excited," "euphoria," "thrilled," "very satisfied," "pleasantly surprised," "relieved," "helpless," "frustrated," "cheated," "indifferent," "relieved," "apathy," and "neutral" reveal the range of intensity. In sum, the literature and consumers both view satisfaction as a summary affective response of varying intensity.
Academy of Marketing Science Review Volume 2000 No. 1 Available: http://www.amsreview.org/articles/giese012000.pdf Copyright 2002 Academy of Marketing Science. Giese and Cote / Defining Consumer Satisfaction

Focus of the Response - The focus identifies the object of a consumers satisfaction and usually entails comparing performance to some standard. This standard can vary from very specific to more general standards. There are often multiple foci to which these various standards are directed including the product, consumption, purchase decision, salesperson, or store/acquisition. The determination of an appropriate focus for satisfaction varies from context to context. However, without a clear focus, any definition of satisfaction would have little meaning since interpretation of the construct would vary from person to person (chameleon effects). Timing of the Response - It is generally accepted that consumer satisfaction is a postpurchase phenomenon, yet a number of subtle differences exist in this perspective. The purchase decision may be evaluated after choice, but prior to the actual purchase of the product. Consumer satisfaction may occur prior to choice or even in the absence of purchase or choice (e.g., dissatisfied with out-of-town supermarkets, which were never patronized, because they caused a local store to close). It has even been argued that none of the above time frames is appropriate since satisfaction can vary dramatically over time and satisfaction is only determined at the time the evaluation occurs. The consumer responses reinforced this varied timing aspect of satisfaction. In addition, the consumers discussed the duration of satisfaction, which refers to how long a particular satisfaction response lasts. Dissatisfaction - The literature has taken two approaches to conceptualizing and operationalizing the dissatisfaction construct. Consumer dissatisfaction is portrayed as the bipolar opposite of satisfaction; or consumer satisfaction and dissatisfaction are viewed as two different dimensions. Since the literature does not provide a clear conceptualization of dissatisfaction, we turned to consumer perceptions. Consumers suggest that dissatisfaction is still comprised of the three components of the definitional framework: affective response; focus; and timing. However, the consumer data did not help resolve the dimensionality issue. We speculate that the apparent dimensionality of satisfaction might be understood by examining the focus of satisfaction and dissatisfaction. Consumers were sometimes satisfied with one aspect of the choice/consumption experience, but dissatisfied with another aspect. In this case, satisfaction and dissatisfaction can be viewed as different dimensions. A DEFINITIONAL FRAMEWORK FOR CONSUMER SATISFACTION Based on the insights provided by the literature review and interviews, we propose a framework for developing context-specific definitions of consumer satisfaction. This framework is not a generic definition of satisfaction. As noted above, innumerable contextual variables will affect how satisfaction is viewed. As such, any generic definition of satisfaction will be subject to chameleon effects. Rather than presenting a generic definition of satisfaction, we identify the conceptual domain of satisfaction, delineate specific components necessary for any meaningful definition of satisfaction, and outline a process for developing context-specific definitions that can be compared across studies. As concluded by the literature review and validated by the group and personal interview data, consumer satisfaction is: A summary affective response of varying intensity. The exact type of affective response and the level of intensity likely to be experienced must be explicitly defined by a researcher depending on the context of interest. With a time-specific point of determination and limited duration. The researcher should select the point of determination most relevant for the research questions and identify the likely duration of the summary response. It is reasonable to expect that consumers may consciously determine their satisfaction response when asked by a researcher; therefore, timing is most critical to ascertain the most accurate, well-formed response. Directed toward focal aspects of product acquisition and/or consumption. The researcher should identify the focus of interest based on the managerial or research question they face. This may include a broad or narrow range of acquisition or consumption activities/issues. By fleshing out these components, researchers should be able to develop specific definitions that are conceptually richer and empirically more useful than previous definitions. To develop context-relevant definitions and measures, researchers must be able to identify both the questions they are interested in

answering and some basic information about the setting and consumers. Specifically, the researcher will need to provide details about all three components of satisfaction.
Academy of Marketing Science Review Volume 2000 No. 1 Available: http://www.amsreview.org/articles/giese012000.pdf Copyright 2002 Academy of Marketing Science. Giese and Cote / Defining Consumer Satisfaction

Implications The satisfaction literature has not yet, explicitly or implicitly, established a generally accepted definition of satisfaction. This has limited our abilities to develop appropriate measures and compare results across studies. The definitional framework we present provides guidelines for developing conceptually consistent, clearly delineated, context-specific definitions of satisfaction. By providing appropriate detail concerning the affective response, time of determination and duration, and the focus of the response, a more meaningful definition of satisfaction can be constructed. Context-specific definitions created using the framework should be general enough to allow comparisons across studies, but specific enough to allow for the development of context-specific measures in order to prevent chameleon effects. Implications for Theory Development and Testing - Currently, it is impossible to disentangle differences in operationalizing satisfaction from differences in results. This limits theoretical advancements. Our proposed definition framework allows researchers to identify the common and unique components of different satisfaction studies. This will allow results to be more easily interpreted and compared. Developing Measures of Satisfaction - The proposed definitional framework provides the specificity to allow researchers to develop context-specific measures by helping researchers clearly identify the relevant satisfaction domain for their study. When appropriate, researchers can develop measures of satisfaction consistent with the conceptual definition and their research goals. Providing context-specific measures will prevent chameleon effects which can cause the meaning of items to vary depending on the other information presented in the questionnaire or research context. Furthermore, the typical measurement problems of negative skewness and lack of variability can be alleviated with scales reflecting appropriate intensity of the affective response. Implications for Managers - Managers need to know how their consumer groups define satisfaction and then interpret satisfaction scales to accurately target, report, and respond to satisfaction levels. Guided by our framework, managers should conduct post-purchase segmentation, realizing that consumers vary with respect to the components and related properties of satisfaction. Results suggest that different industries may need to use different satisfaction scales, or a single industry may need to tailor scales to different types of consumers. More importantly, managers can recognize that the satisfaction focus and timing can be customized for their needs. Rather than looking at all aspects of choice/consumption experience, managers can concentrate on those that are of direct interest or are directly controllable. As a result, managers are able to obtain "true" consumer responses that are relevant to managerial decision making.
Academy of Marketing Science Review Volume 2000 No. 1 Available: http://www.amsreview.org/articles/giese012000.pdf Copyright 2002 Academy of Marketing Science. Giese and Cote / Defining Consumer Satisfaction 1

DEFINING CONSUMER SATISFACTION

Despite extensive research in the years since Cardozos (1965) classic article, researchers have yet to develop a consensual definition of consumer satisfaction. Oliver (1997) addresses this definitional issue by paraphrasing the emotion literature, noting that "everyone knows what [satisfaction] is until asked to give a definition. Then it seems, nobody knows" (p. 13). Based on the perception that satisfaction has been defined, most research focuses on testing models of consumer satisfaction (e.g., Mano and Oliver 1993; Oliver 1993; Oliver and DeSarbo 1988; Spreng, MacKenzie, and Olshavsky 1996; Tse and Wilton 1988) while definitional considerations have received little attention. As a result, the literature is replete with different conceptual and operational definitions of consumer satisfaction (see Table 1). As Peterson and Wilson (1992) suggest, "Studies of customer satisfaction are perhaps best characterized by their lack of definitional and methodological standardization" (p. 62). A basic definitional inconsistency is evident by the debate of whether satisfaction is a process or an outcome (Yi 1990). More precisely, consumer satisfaction definitions have either emphasized an evaluation process (e.g., Fornell 1992; Hunt 1977; Oliver 1981) or a response to an evaluation process (e.g., Halstead, Hartman, and Schmidt 1994; Howard and Sheth 1969; Oliver 1997, 1981; Tse and Wilton 1988; Westbrook and Reilly 1983). From a general definition perspective, process definitions are problematic in that there is little consistency in the satisfaction process. From an operational perspective, process definitions are plagued by antecedent constructs included in the conceptual definition; thus, there is an overlap between the domains of the determinative process constructs and the consumer satisfaction construct. Most definitions have favored the notion of consumer satisfaction as a response to an evaluation process. Specifically, there is an overriding theme of consumer satisfaction as a summary concept (i.e., a fulfillment response (Oliver 1997); affective response (Halstead, Hartman, and Schmidt 1994); overall evaluation (Fornell 1992); psychological state (Howard and Sheth 1969); global evaluative judgment (Westbrook 1987); summary attribute phenomenon (Oliver 1992); or evaluative response (Day 1984)). However, there is disagreement concerning the nature of this summary concept. Researchers portray consumer satisfaction as either a cognitive response (e.g., Bolton and Drew 1991; Howard and Sheth 1969; Tse and Wilton 1988) or an affective response (e.g., Cadotte, Woodruff, and Jenkins 1987; Halstead, Hartman, and Schmidt 1994; Westbrook and Reilly 1983). Furthermore, operational definitions may include a behavioral dimension of satisfaction (e.g., "I would recommend the school to students interested in a business career." (Halstead, Hartman, and Schmidt 1994)), although conceptual definitions are void of a behavioral orientation. A final discrepancy occurs in the terms used as a designation for this concept. Researchers have used discrepant terms to mean satisfaction as determined by the final user: consumer satisfaction (e.g., Cronin and Taylor 1992; Oliver 1993; Spreng, MacKenzie, and Olshavsky 1996; Tse and Wilton 1988; Westbrook 1980), customer satisfaction (e.g., Churchill and Surprenant 1982; Fornell 1992; Halstead, Hartman, and Schmidt 1994; Smith, Bolton, and Wagner 1999), or simply, satisfaction (e.g., Kourilsky and Murray 1981; Mittal, Kumar, and Tsiros 1999; Oliver 1992; Oliver and Swan 1989). These terms are used somewhat interchangeably, with limited, if any, justification for the use of any particular term. The lack of a consensus definition for satisfaction creates three serious problems for consumer satisfaction research: selecting an appropriate definition for a given study; operationalizing the definition; and interpreting and comparing empirical results. These three problems affect the basic structure and outcomes of marketing research and theory testing. When discussing and testing theory it is critical to explicate the conceptual domain. Part of this process is defining the constructs of interest and explaining why this conceptualization is appropriate. For constructs having a consensus definition, this issue does not need to be addressed in each and every study. However, if multiple definitions for a construct exist, then researchers must explicitly define and justify the definition selected. Unfortunately, most satisfaction researchers do not justify their choice of definition. In some cases, satisfaction is not defined at all. Even if a researcher attempts to define satisfaction, there are

no clear guidelines for selecting an appropriate definition for a given context. As a result, the selection of a definition for satisfaction becomes idiosyncratic.
Academy of Marketing Science Review Volume 2000 No. 1 Available: http://www.amsreview.org/articles/giese012000.pdf Copyright 2002 Academy of Marketing Science. Giese and Cote / Defining Consumer Satisfaction 2

A second problem is the development of valid measures of satisfaction. Defining a constructs theoretical meaning and conceptual domain are necessary steps to developing appropriate measures and obtaining valid results (Bollen 1989; Churchill 1979; Gerbing and Anderson 1988). If the choice of a consumer satisfaction definition, or lack thereof, is not justified, it is unclear whether the measures used are appropriate or valid. As Marsh and Yeung (1999) point out, "the meaning attributed to the items and the underlying nature of the measured . . . construct are changed by the context within which they appear" (bold added). This problem becomes more serious as the measure becomes more global in nature. Thus, the "chameleon effect" described by Marsh and Yeung (1999) is rampant in satisfaction research. Generally worded, global measures provide no guidance to respondents or other researchers for interpreting the exact meaning of satisfaction. In this situation, respondents will interpret the meaning of "satisfaction" based on the other cues including instructions, other measured constructs, and products being assessed. Given the lack of a clear definition or definitional framework, developing context-specific items becomes difficult and idiosyncratic. For example, Westbrook (1987) defines satisfaction as a "global evaluative judgment about product usage/consumption" (p. 260). This definition provides little guidance for developing context-specific measures. Based on this definition, satisfaction was assessed using an item like the following: How do you feel about the product or product usage? (I feel delighted/terrible). While this item is consistent with the definition, Marsh and Yeung (1999) would argue it is subject to chameleon effects. As they note: We evaluate support for the chameleon effect that hypothesizes that an open-ended (content-free) item such as those appearing on most esteem scales (e.g., "I feel good about myself," "Overall, I have a lot to be proud of," "Overall, I am no good") takes on the meaning of items with which it appears. For example, if the item "I feel good about myself" appears on a survey in which all of the other items refer to academic situations, then respondents are more likely to respond in terms of how they feel about themselves academically. On the other hand, if all of the other items on the survey refer to their physical conditions, then respondents are more likely to respond to the same item in terms of how they feel about themselves physically (page 49). Similarly, the meaning of the "delighted-terrible" question posed above would change depending on other items and contextual information in the study. Without a consensus definition of satisfaction that can be used to develop context-specific measures, the combination of explicit and implicit (chameleon effect) inconsistencies prevents meaningful conclusions about consumer satisfaction. Perhaps the most serious problem caused by the lack of a consensus definition is the inability to interpret and compare empirical results. Peterson and Wilson (1992) note that differences in results depend on how satisfaction was operationalized. For example, how do expectations influence satisfaction? It is impossible to compare results across studies since differences in the definition and operationalization of satisfaction will influence the role of expectations in the model. Furthermore, expectations may be irrelevant for the particular context in which satisfaction is being determined. A specific concern to managers is that uninterpretable results are essentially results that can not provide information to make decisions. Thus, a lack of definitional and measurement standardization limits the degree to which generalizations can be developed; a lack of definitional standardization limits the degree to which results can be explained, justified, and compared. Without definitional explication, true satisfaction can be elusive. A brief example may illustrate the relevance of a standardized definition of consumer satisfaction. Two automobile purchasers respond to the same seven-point satisfied/dissatisfied scale. Consumer A marks a '5' and Consumer B marks a '7.' Most likely, the interpretation is that Consumer B is more satisfied than Consumer A. Given only this much information, however, it is virtually impossible to interpret what these consumers mean from the number that they have marked. How they define satisfaction is integral to interpreting their response. In sum, it becomes impossible to create a unified, comparable body of research on consumer satisfaction if researchers do not agree on what satisfaction is and cannot base measurement decisions on a consensual definition. Furthermore, it is

Academy of Marketing Science Review Volume 2000 No. 1 Available: http://www.amsreview.org/articles/giese012000.pdf Copyright 2002 Academy of Marketing Science. Giese and Cote / Defining Consumer Satisfaction 3

imperative to define and measure satisfaction according to consumers views of the relevant satisfaction situation. For these and other reasons, Yi (1990) concludes, "For the field of consumer satisfaction to develop further, a clear definition of consumer satisfaction is needed" (p. 74). The purpose of this research is to resolve existing inconsistencies by proposing a framework that researchers can use to develop clear and conceptually consistent, context-specific definitions of consumer satisfaction. Given the complexity and context-specific nature of satisfaction, it is impossible to develop a generic global definition. Rather, the definition of satisfaction must be contextually adapted. The proposed framework ensures that the context-specific definition captures the complete domain of satisfaction and is consistent with the conceptual domain of other researchers. Specifically, we will: 1. Suggest a definitional framework of consumer satisfaction based on commonalties in the literature and the views of consumers. 2. Discuss how this framework can be used to develop a definition of satisfaction to accommodate different contextual settings. 3. Ensure that our definitions of satisfaction are consistent with consumers' views. This is critical since, ultimately, we must understand consumers meanings of satisfaction and consumers must understand what we mean when we use the term, satisfaction. This study will focus on the concept of consumer satisfaction. As noted previously, the literature has been lax in distinguishing between consumer satisfaction, customer satisfaction, and satisfaction (see Cadotte, Woodruff, and Jenkins (1987) versus Churchill and Surprenant (1982) or Spreng, MacKenzie, and Olshavsky (1996) versus Smith, Bolton, and Wagner (1999) for examples). In other cases, neither consumer nor customer is used to qualify the term, satisfaction (e.g., Gardial et al. 1994; Mittal, Kumar, and Tsiros 1999). All of these studies, however, tend to be focused on the final user. Consistent with the literature, we will define the consumer as the ultimate user of the product. Although our focus is on the end user of the product, we recognize that, in some situations, the end user is also the purchaser. It is evident that the concept of consumer satisfaction applies in many marketing contexts: purchase (e.g., Swan and Oliver 1985), consumption (e.g., Cadotte, Woodruff, and Jenkins 1987), information considered (e.g., Spreng, MacKenzie, and Olshavsky 1996); and, even business consumption (Mowen and Minor 1998; Schiffman and Kanuk 2000; Solomon 1999). Thus, consumer satisfaction must be explicitly defined to delineate the context. In this study, consumer satisfaction pertains to the response of the end user who may or may not be the purchaser. ALTERNATIVE DEFINITIONS OF SATISFACTION: IDENTIFYING A CONSENSUS A three-step approach, loosely based on grounded theory (Glaser and Strauss 1967; Strauss and Corbin 1990), was used to discover and formulate different definitions of consumer satisfaction. First, because of the plethora of satisfaction research, a literature review was conducted to glean general consistencies and specific inconsistencies in the definitions used by marketing researchers. Second, group interviews provided exploratory data to refute, confirm, and/or augment the evolving definition. Our goal was to use consumer perspectives to expand and question emerging definitions from the literature. Group interviews were conducted to elicit descriptions of satisfaction pertinent to consumer-specified situations. In addition, group interviews provided direction for the next interviewing phase. Third, personal interviewees provided their generic definitions of consumer satisfaction. Consistent with the procedures of grounded theory, personal interviews were designed to verify, refute, and further refine the emerging components of consumer satisfaction. Personal interviewees also provided data needed for assessing the generalizability of the emerging definitional framework of satisfaction across different contexts. The input of actual consumers is critical for developing a meaningful definitional framework since ultimately, it is the consumers whom we will ask to answer questions about satisfaction. Research Design The literature review consisted of an examination of 20 definitions used during a 30-year period of consumer satisfaction
Academy of Marketing Science Review Volume 2000 No. 1 Available: http://www.amsreview.org/articles/giese012000.pdf Copyright 2002 Academy of Marketing Science. Giese and Cote / Defining Consumer Satisfaction 4

research. This review was supplemented by group and personal interviews. Group interviews lasted approximately 30 minutes and were followed by specific questioning concerning a different, but related, topic. One of the researchers and a colleague (both experienced facilitators) moderated the group interviews. Personal interviews were conducted at neutral locations where interruptions could be minimized. In-depth interviews, conducted by one of the researchers, lasted approximately one hour. Interview Samples Using the techniques of theoretical (purposive) sampling (Glaser 1978; Glaser and Strauss 1967), groups were chosen to obtain differences in age, gender, residence, and purchase decisions. The group interview sample consisted of 135 adult consumers chosen to participate in thirteen group interviews conducted throughout the midwest for a major utility company. The paid participants (10-12 per group) varied by age, gender, and geographic location (five midwestern states; rural and urban). Demographic information was not available for all group interviews; however, data from four group interviews revealed 52% males and 48% females ranging in age from under 25 to over 65 (modal interval was 35 to 44) and ranging in income from less than $15,000 to over $75,000 (modal interval was $30,000 to $50,000). The personal interview sample included 23 consumers from four locations in two western states. One person was deleted because of an inaudible tape. Interviewees ranged in age from 24 to 72, with a mean age of 42. Seventy percent were women, 65% had a college degree, and 56% were employed. These interviewees were entered into a drawing for a $100 cash prize for their voluntary participation. Interviewees were obtained with the assistance of three facilitators and, in all but two instances, interviewees were unknown to the interviewer. Group Interview Script After a brief description of the research project and a warm-up activity, participants provided a battery of phrases used to describe consumer satisfaction and dissatisfaction. Participants were first asked to recall a previous purchase situation where they felt good (did not feel good) and to use their own words to describe that situation. Although using the word, "felt," introduced bias toward affective responses, demand effects were initially reduced by not using the words, satisfied and dissatisfied (Gardial et al. 1994). Later in the group interviews, participants were specifically asked to define satisfaction with a durable, a service, and a nondurable. The purpose of this question selection was to generate many responses across dissimilar situations so that definitional similarities would begin to emerge. Specific question wording appears in the appendix. Personal Interview Schedule After a brief introduction to the research project, interviewees provided general definitions of satisfaction. Proceeding from more general to more specific questioning (Dillman 1978), the interviewer guided their comments by saying, ". . . no particular product. In fact, lump food, clothing, cars, lawnmowers, recreation equipment, etc. together. How do you, in general, define satisfaction?" This question was followed by, "How do you, in general, define dissatisfaction?" Interviewees were then asked about three or four self-determined purchase situations. Interview questions appear in the appendix. Data Interpretation All group and personal interviews were audiotaped and/or videotaped and transcribed. Data were coded, analyzed, and compared to extant literature to develop consumer satisfaction in terms of its components, properties, and dimensional ranges (Strauss and Corbin 1990). Results Researchers define consumer satisfaction in various ways (see Table 1). Some of the definitions provided in the consumer satisfaction literature are fundamentally inconsistent with one another. In other cases, the definitions have overlapping components but are partially inconsistent. When examined as a whole, three general components can be identified in extant definitions: 1) consumer satisfaction is a response (emotional or cognitive); 2) the response pertains to a particular focus (expectations, product, consumption experience, etc.); and 3) the response occurs at a particular time (after
Academy of Marketing Science Review Volume 2000 No. 1 Available: http://www.amsreview.org/articles/giese012000.pdf Copyright 2002 Academy of Marketing Science. Giese and Cote / Defining Consumer Satisfaction 5

consumption, after choice, based on accumulated experience, etc). As can be seen by examining Table 1, these three general categories capture the essence of all the definitions presented. As expected, existing definitions are inconsistent in the specifics associated with the type, focus and timing of the satisfaction response. TABLE 1 Conceptual and Conceptual Response Focus Time Operational Definition Definitions in Consumer Satisfaction Literature Source Oliver 1997 the consumer's Fulfillment Product or service During consumption fulfillment response. response/judgment It is a judgment that a product or service feature, or the product or service itself, provided (or is providing) a pleasurable level of consumption-related fulfillment, including levels of under- or overfulfillment (p. 13) Halstead, Hartman, A transactionAffective response Product performance During or after and Schmidt 1994 specific affective compared to some consumption response resulting prepurchase standard from the customers comparison of product performance to some prepurchase standard (e.g., Hunt 1977; Oliver 1989) (p. 122). Mano and Oliver (Product satisfaction) Attitude - evaluative Product Postconsumption 1993 is an attitude - like judgment Varying postconsumption along the hedonic evaluative judgment continuum (Hunt 1977) varying along the hedonic continuum (Oliver 1989; Westbrook and Oliver 1991) (p. 454). Fornell 1992 An overall Overall evaluation Postpurchase Postpurchase postpurchase perceived product evaluation (p.11). performance compared with prepurchase expectations

Oliver 1992

Examined whether Summary attribute Product attributes During consumption satisfaction was an phenomenon emotion. Concluded coexisting with other that satisfaction is a consumption summary attribute emotions phenomenon coexisting with other consumption emotions (p. 242). Westbrook and A postchoice Evaluative judgment Specific purchase Postchoice Oliver 1991 evaluative judgment selection concerning a specific purchase selection (Day 1984) (p. 84). Oliver and Swan 1989 No conceptual definition. Salesperson During purchase (with the salesperson) a function of fairness, preference, and disconfirmation (pp. 2829).

Definition of

customer satisfaction
Marketing how happy buyers are with firm's productsthe degree to which customer expectations of a product or service are met or exceeded. Corporate and individual customers may have widely differing reasons for purchasing a product or service and therefore any measurement of satisfaction will need to be able to take into account such differences. The quality of aftersales service can also be a crucial factor in influencing any purchasing decision. More and more companies are striving, not just for customer satisfaction, but for customer delight, that extra bit of added value that may lead to increased customer loyalty. Any extra added value, however, will need to be carefully costed.