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An updated version of the original (1985) text, the book covers all aspects of marketing and selling bank services: the role of marketing; behaviour of customers; intelligence, planning and organisation; product decisions; promotion decisions; place decisions; price decisions; achieving sales. Application questions help to focus the readers' minds on key issues affecting practice.

The following is an introductory profile of the fastest growing firms over the three-year period of the study listed by corporate reputation ranking order. The business activities in which the firms are engaged are outlined to provide background information for the reader.

This article presents the findings of a survey into the personal safety provisions, services and training for key public service providers and users in Leicester city. The article offers some definitions and approaches to personal safety, which illustrates the breadth and extent to which personal safety is understood. The survey highlights perceptions and experiences of personal safety of workers from a range of agencies in the community in Leicester city. The findings suggest that personal safety is important in terms of debates and decisions about occupational health and safety, delivery of public services, diversity, social inclusion and crime and disorder. The article advocates the need to raise the profile of personal safety especially in service provision, services and training.

This research aims to investigate the effect of personal values on customer satisfaction and whether positive experiences lead to positive word of mouth (WOM) about the luxury hotel service from the Confucian perspective.

This research developed a structural equation model for testing. Research data collected from Confucian participants who have used luxury hotel services in Vietnam, where Confucianism is the dominant cultural paradigm.

The results show that there is a positive relationship between Confucian customer personal values and satisfaction, as well as between customer satisfaction and positive WOM; personal values had no effect on positive WOM.

This research implies that the personal values of Confucian consumers constitute the lens through which they view the world, thus the service personal values reflect their priorities on luxury hotel service consumption. A key to success for luxury hotel service providers lies in providing services that enhance Confucian customer personal values, which allow service providers to intercommunicate with the Confucian consumers’ core.

This research is significant because there is little research on personal values from the cultural mechanism of Confucian culture. This research also comes up with a richer understanding of the relationship between customer personal values and behaviors within the luxury hotel segment.

Service firms constantly look for ways to differentiate their offering. Recently, personal values have emerged as a way to understand how customers fulfill deeper needs when consuming a service. This paper aims to examine how personal values operate in the evaluation of higher education services. Like other services, marketing has become essential to higher education as universities compete aggressively for students and differentiate their service offerings. Although attribute‐based measures such as SERVQUAL provide useful information to service providers, personal values may offer a deeper understanding of how customers judge the quality and desirability of an educational institution's services. This study seeks to determine whether personal values in higher education affect perceptions of overall value, satisfaction, and behavioral outcomes including loyalty and intention to recommend.

A survey measured student personal values, service quality, satisfaction, and behavioral outcomes in the USA – the largest exporter of higher educational service, and India – the largest net importer. Data were analyzed using confirmatory factor analysis, path analysis, and t‐tests.

The results describe the impact of personal values on satisfaction and behavioral outcomes, while showing differences between India and the USA.

The paper provides implications for applying the personal values concept to the marketing of a university. It also serves as a basis for future research on the impact of personal values in other service sectors.

The study fills an important gap in the literature by showing that personal values are an important dimension in services. Service firms need to move beyond attributes and measure personal values, as these values do impact customer satisfaction and loyalty.

This paper aims to discover how consumers process an innovative set of systematically varied service trial offers and how this affects their learning and interaction as precursors to customer engagement.

The research uses experiments that manipulate pricing, type of service and delivery method. A repeated-measures design was used with a sample of 396 participants.

Free (as opposed to cost or full price) service trials were more likely to be accepted, with perceived truthfulness of the trial offer and perceived obligation mediating the relationship. Credence service trials generate higher levels of perceived obligation than experience service trial offers, while personal services are more likely to lead to trial adoption.

The research can be extended to well-recognized brands and further mixed service contexts.

Trial offers of new services are best targeted at buyers who are in the likely buyer group. The trial offer may accelerate time to purchase and relieve perceived risks. The trials of credence services need further signals of quality in the trial itself for consumers to adopt the full service. With personal service trials, skeptical consumers need assurance as to what will happen after the trial experience. Free trials may actually devalue a service, threatening engagement.

Uniquely, service trial offers are systematically manipulated using experience versus credence and personal versus impersonal trials to determine their effect on acceptance of the trial offer and the full service. Additionally, the study compares free, cost price and full price trial offers.

The purpose of this paper is to report on and discuss findings of a research study undertaken to investigate and establish empirically reasons why people use, or choose not to use, three types of technology‐enabled service: internet banking, telephone bill‐paying, and internet shopping services.

A behavioural model is developed and tested, and the results support what is modelled and hypothesised.

In sum, the findings show that willingness to use the internet and telephone for financial and shopping services is influenced by the individual sense of personal capacity or capability to engage with these service systems, the perceived risks and relative advantages associated with their use, and the extent to which contact with service personnel is preferred or deemed necessary. The paper also contains attitudinal and behavioural insights, and concludes by discussing managerial implications and opportunities for further research.

Limitations of the study are acknowledged, and opportunities for further research are highlighted.

The value of the paper lies in the light shed on usage behaviour and attitudes, and in the practical implications of these findings for service providers.

Argues that all service encounters can be thought of as sharing common elements and common problems. Considers some common issues faced by a variety of personal service providers, maintaining that researchers and managers can understand consumer classification and evaluation of services by comparing functionally dissimilar services. Analyses data from a consumer survey on attitudes to 16different household and personal services. Uses cluster analysis of these services, showing two dimensions, Service Locus and Service Instigation. Examines the relative importance of service attributes across these clusters.

This paper aims to investigate how employees’ emotional competences affect customers’ responses in the context of emotional-driven and personalized services. Specifically, it proposes a model to analyze the influence of employees’ emotional competence on rapport, trust and loyalty toward the service employee and the company.

The empirical context to validate the proposed theory is the fitness realm. The sample comprises 296 clients from fitness personal training services. Data collection was carried out by means of personal surveys in three relevant fitness clubs in the city of Barcelona (Spain). The study uses partial least squares to test and validate the proposed theoretical model.

Employee emotional competence (EEC) directly affects personal loyalty, trust toward the service employee and rapport. However, higher levels of emotional skills are not significantly associated with loyalty toward the company. The results also suggest that trust significantly enhances loyalty. Interestingly, high levels of rapport between the service worker and the employee could even damage the level of loyalty toward the company.

Prior research documents that emotional intelligence enhances diverse positive customer outcomes, especially in emotionally charged interactions. Nonetheless, few studies have focused on analyzing how customers’ perceptions about services employees’ emotional skills are determining their attitudes and behavioral intentions. This study provides evidence on employee’s influences on consumer behaviors and outcomes, with a specific focus on EEC. It also sheds light on the unintuitive impact of customer employee rapport on loyalty toward the company.