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Have you seen The Customer Experience Factbook?

In this 180+ page report, you'll find all the information and support you need to build a profitable, effective CX Improvement Program that spans every part of your business. You'll be able to implement and manage meaningful and profitable change, and grow your bottom line despite a slowing economy.

Get it on Amazon (Kindle/Print)
 

Emotional engagement key to purchase decisions

As long as a brand can make human and emotional connections that are both differentiating and believable, that will resonate with customers and create loyalty, according to Brand Keys, which has hailed the Discover Card as a leader in US credit card loyalty.

The 2013 Brand Keys Customer Loyalty Engagement Index surveyed 39,000 consumers aged 18 to 65, and examined 400 brands in 54 categories to determine the degrees of loyalty that consumers exhibited toward their favourite brands.

The study found that emotional engagement is the dominant driver of purchase decisions and brand loyalty. Increasing numbers of advertisements via the internet, price promotions, and discounting have triggered a tipping point in the brand world where consumers have begun to use their emotional connection with a brand as a key factor in their buying decisions.

"Discover has managed to create the highest levels of loyalty by leveraging real, emotional category values," explained Robert Passikoff, president for Brand Keys. "Consumers are actively seeking to engage with brands that understand what they expect and then actually deliver on those expectations. It doesn't matter if the category is thought to be 'rational' - as long as a brand can make human and emotional connections with their customers that are both differentiating and believable. That's what resonates for them and that's what creates loyalty."

"When we first introduced the Discover credit card in 1986 we committed ourselves to meeting the needs of cardmembers with the best possible customer service, and we still stand by that today," explained Carlos Minetti, president of consumer banking and operations for Discover. "Prioritizing customers' needs and giving them what they want is working; they connect with the brand in a way that is engaging, allowing us to strengthen our relationships and provide distinctive product features that customers want."


Sources: Brand Keys; Discover Financial Services /
The Marketing Factbook.
Copyright © 2013 - 2025 The Marketing Factbook.

    Categorised as:

  • Customer Loyalty
  • Knowing The Customer
  • Marketing Know-How

Have you seen The Customer Experience Factbook?

In this 180+ page report, you'll find all the information and support you need to build a profitable, effective CX Improvement Program that spans every part of your business.

You'll be able to implement and manage meaningful and profitable change, and grow your bottom line despite a slowing economy. Grab this goldmine of easily adaptable and up-to-date strategies, walk-throughs, trends, technologies, research, suppliers and partners, plus all the supporting arguments you need to build a solid CX strategy.

While most marketers could list maybe a dozen key points for improving their brand's Customer Experience (CX), the researchers and writers at The Marketing Factbook have identified FORTY main 'CX Keys' which will help you drive your customers to new levels of delight, loyalty, advocacy and profitability.

The areas in which customers have direct contact with your organization are perhaps the most obvious places in which CX improvements can be made, and this report addresses all 24 of these 'Direct CX Keys', applicable to offline and online businesses alike.

At the same time there are many other areas that indirectly affect CX (such as the supply chain, policies and processes) in which every business can make simple but far-reaching improvements. This report guides you through the problems and solutions for all 16 of these 'Indirect CX Keys', many of which are often forgotten or under-played even in the best CX strategies.

Get it on Amazon (Kindle/Print)
 
Copyright © 2001-2025 Peter J. Clark