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"Increased globalization and greater market transparency are making the issue of retaining customers more and more important in today's business environment Recent management trends are leading companies to focus their efforts on customer relationship management in order to achieve long-term business success. Customer Relationship Management is both an old and a new concept in the healthcare industry. Recent, change to this industry are driving company to move from product centric to customer-centric businesses. Many company need to develop new capability to sustain competitive advantage, which include formulating unique, direct relationship with the customer. By intergrating all business operation aspect, firm translated into strategy. Because today, customer are very important factor in companies management with their power to change their short and long term policies and strategies.Market forces are pushing the healthcare industry such as Pediasure milk formula to change business processes, reduce administration cost and work efficiently in the accurate way. The CRM strategy is aimed to help healthcare organization to understand the needs and habits of its member and provide better services to them in a more time efficient manner. Through maintain the customer database company have, they can effectively integrating the operational, marketing, sales and.other function, and with the help from the CRM system to make it easier for everyone inside the organization to work together and share the information. Customer database or information is the first step and foundation for any customer relationship management activity.A case study with qualitative approach was employed to examine the issues in recent marketing strategy. There is a number of reason to study this issues, (1) Customer data or information are the foundation for implementing CRM. (2) Marketing strategy are constructed from the variety of customer database the company had, in order to fit in with the customer needs, wants and requirement. (3) The process implementing CRM strategy to gain customer loyalty is difference form one to another. This study is focuses on the process CRM strategy to resist customer loyalty through customer database as marketing strategy. Based on those approaches, emphasis is put on how to maintain the customer database, structuring marketing strategy and process CRM to gain customer loyalty.Based on the result of the study, it may be concluded that, (I) The process from strategy CRM into customer loyalty connected all factors , lost only one will lead to failure. As an outline, process consist from customer data turning into knowledge and will match it with marketing strategy implemented. (2) Customer database is a factor that lead to successful of implementing CRM Through data processing firm will get knowledge about their target and segmenting customer to optirnalized their strategy and resources they have. (3) Transformation from customer database into smart action could be valued for competitive advantage, in this case marketing strategy structured from customer database.Based on the above conclusion, the following recommendation might be taken into consideration: (1) Integration between factors perhaps represent the best way to maximize resources they have but as firm to consider to prevent from over lapping factor that occurred, firm needs accuracy in technology and technique.But for consideration success not only lead only by technology, it rather by mind set lead it. (2) Although customer database customer are the foundation for CRM implementation, but only qualified data are needed to avoid data that will blured, infocused for firm or company to identified their customer. (3) Transformation data into marketing strategy flow inline with the first goal firm implemented these strategy."

"Persaingan untuk dapat unggul dibandingkan dengan kompetitor terjadi sangat kompetitif pada industry consumer goods. Strategi bisnis dan pemasaran yang efektif sangat dibutuhkan untuk menjadi keunggulan bersaing, dimana strategi harus fokus kepada tujuan jangka panjang. Loyalitas konsumen merupakan faktor yang dapat memengaruhi profitabilitas perusahaan sebagai tujuan bisnis.Penelitian ini menganalisis implementasi Customer Relationship Management (CRM) sebagai strategi yang fokus kepada hubungan jangka panjang antara perusahaan dan konsumen untuk meningkatkan loyalitas konsumen pada industri consumer goods. Implementasi Lactamil Mama Care dari PT. Sarihusada, Danone Indonesia merupakan objek yang digunakan untuk studi kasus.Penelitian ini bersifat konklusif-deskriptif dengan desain single cross sectional. Penelitian ini terdiri dari 9 hipotesis dan 290 responden yang telah memenuhi syarat.Hasil penelitian menunjukkan bahwa implementasi CRM memengaruhi positif signifikan terhadap loyalitas konsumen. Selain itu, reputasi perusahaan, kepuasan konsumen, dan kepercayaan konsumen juga memengaruhi positif signifikan terhadap loyalitas konsumen. Implikasi manajerial diberikan untuk meningkatkan performa perusahaan.

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Massive competition occurred in consumer goods industry when every company try to become superior to other competitors. Effective business and marketing strategy is needed to become a competitive advantage and that strategy must be focus on long term objective. Customer loyalty is the important factor that influences profitability as main objective of the company.

This study analyzed Customer Relationship Management (CRM) implementation as strategy that focus on long term relationship between company and customer that impact to the customer loyalty in consumer goods industry. Lactamil Mama Care implementation from PT. Sarihusada, Danone Indonesia was the object of this case study.

This is the conclusive - descriptive study with single cross sectional design study. This study consist of 9 hypothesis with 290 qualify respondents.

Results of this study shows that CRM implementation is positively and significantly influence customer loyalty. Besides that, corporate reputation, customer satisfaction, and customer trust are also positively and significantly influence customer loyalty. Managerial implications are offered to the company for improving the business performance."

"Penelitian ini bertujuan untuk melihat peran perceived value multidimensi, diantaranya service value (SV), process value (PV), dan relationship value (RV), sebagai faktor pendorong tingkat satisfaction (S) konsumen dan dampaknya pada attitudinal loyalty (AL) dan behavioral loyalty (BL) pada konsumen GoFood. Sampel terdiri dari individu berusia 17-55 tahun, menggunakan layanan GoFood setidaknya dalam tiga bulan terakhir, dan menjadikan GoFood sebagai aplikasi utama untuk pesan-antar makanan. Teknik sampling yang digunakan adalah judgemental sampling yang disebar melalui Google Form dan terkumpul sebanyak 362 responden. Analisis data dilakukan dengan metode Partial Least Squares Structural Equation Modeling (PLS-SEM) dengan software SmartPLS 4. Hasil penelitian membuktikan service value, process value, dan relationship value memiliki pengaruh signifikan terhadap satisfaction dan attitudinal loyalty, kecuali process value yang tidak ditemukan signifikansinya terhadap attitudinal loyalty. Satisfaction dan attitudinal loyalty masing-masing memiliki hubungan yang signifikan kepada behavioral loyalty dan keduanya (S, AL) memediasi seluruh variabel perceived value multidimensi (SV, PV, RV) dengan behavioral loyalty.

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This study aimed to investigate the role of multidimensional perceived value, encompassing service value (SV), process value (PV), and relationship value (RV), as driving factors of satisfaction (S) and its impact on attitudinal loyalty (AL) and behavioral loyalty (BL) among GoFood users. The sample consisted of individuals aged 17-55 years, used GoFood services at least in the last three months and primarily used GoFood for food delivery. Judgemental sampling was employed with data collected through Google Forms, successfully collected 362 respondents. Data analysis was conducted using Partial Least Squares Structural Equation Modeling (PLS-SEM) method with SmartPLS 4. The findings revealed that service value, process value, and relationship value significantly influenced satisfaction and attitudinal loyalty, except for process value, which did not exhibit a significant relationship with attitudinal loyalty. Satisfaction and attitudinal loyalty, respectively, demonstrated significant associations with behavioral loyalty. Additionally, both satisfaction (S) and attitudinal loyalty (AL) mediated the entire relationship between multidimensional perceived value variables (SV, PV, RV) and behavioral loyalty."

"Pertumbuhan minat investasi seperti perhiasan emas di Indonesia memberikan peluang yang baik bagi para pemilik usaha perhiasan emas, termasuk Usaha Menengah, Kecil, dan Mikro (UMKM). Seiring dengan hal tersebut, perkembangan zaman dan teknologi mengarahkan perubahan pola belanja masyarakat Indonesia menuju pembelanjaan online melalui e-commerce. Dengan meningkatnya daya saing, UMKM perlu membangun customer relationship management guna meningkatkan loyalitas pelanggan. Untuk itu, penelitian ini bertujuan untuk mengetahui perilaku pelanggan melalui segmentasi pelanggan dan merancang strategi pengembangan pelanggan UMKM Perhiasan Emas. Metode K-Means Clustering digunakan untuk mengelompokkan pelanggan menjadi beberapa klaster berdasarkan variabel Recency, Frequency, dan Monetary (RFM). Metode Customer Lifetime Value (CLV) dan Customer Value Matrix (CVM) juga digunakan untuk mengetahui karakteristik pelanggan pada setiap klaster. Setiap klaster akan dirancang strategi pengembangan dengan penentuan prioritas menggunakan Complex Proportional Assessment (COPRAS). Terdapat empat klaster pelanggan yang terbentuk dalam penelitian ini dengan delapan rekomendasi strategi peningkatan loyalitas pelanggan berdasarkan karakteristik masing-masing klaster yang terbentuk.

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The growing interest in investments such as gold jewelry in Indonesia provides good opportunities for gold jewelry business owners, including Medium, Small and Micro Enterprises(MSMEs). Along with this, the times and technology have directed changes in spending behavior of the Indonesian people towards online shopping through e-commerce. With increasing competitiveness, MSMEs need to develop customer relationship management to maintain and increase customer loyalty. For this reason, this study aims to determine customer behavior through customer segmentation and design customer development strategies for Indonesian Gold Jewerly MSMEs. The K-Means Clustering method is used to group customers into several clusters based on Recency, Frequency, and Monetary variables. Customer Lifetime Value(CLV) and Customer Value Matrix(CVM) methods are also used to determine the characteristics of customers in each cluster. Each cluster will be designed with a development strategy with prioritization using the Complex Proportional Assessment(COPRAS). In this study, there are four clusters with eight recommendation strategies to increase customer loyalty based on the characteristics of each cluster."

"ABSTRAKTesis ini membahas mengenai pengaruh moderasi variabel demografi terhadaphubungan orientasi pemasaran relasional dengan loyalitas pelanggan. Dalampenelitian ini digunakan construct orientasi pemasaran relasional sebagai suatubangunan multi dimensional yang terdiri atas 5 komponen perilaku yakni :Kepercayaan, Komitmen, Komunikasi, Keterikatan dan Kepuasan. Penelitiandilakukan di tahun 2012 dengan jumlah responden sebanyak 100 orang.Responden adalah para pelanggan dari CV. XYZ sebuah perusahaan jasa yangmenjadi agen penjualan mesin-mesin produksi untuk industri makanan terutamauntuk produk biskuit, usaha lain dari CV XYZ adalah pembuatan sparepartsmesin. Hasil penelitian menunjukkan bahwa variabel demografi jenis kelaminmemberikan efek moderasi terhadap hubungan orientasi pemasaran relasionaldengan loyalitas pelanggan. Terdapat pengaruh interaksi pada variabel kepuasandan loyalitas pelanggan. Sedangkan variabel pendidikan memberikan pengaruhmoderasi main effect pada variabel kepuasan dan loyalitas pelanggan. Hasilpenelitian bisa digunakan sebagai acuan perusahaan dalam mengambil strategipemasaran relasional dan juga sebagai acuan untuk penelitian selanjutnya.

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ABSTRACTThis thesis discusses moderating impact of demographic variables (gender andeducation) on marketing relationship orientation with customer loyalty. In thisresearch, relationship market ing orientation used construct as a multidimensionalstructure consisting of five components namely behavior: Trust,Commitment, Communication, Bonding and Satisfaction. The study aims to testmoderating impact of demographic variables (gender and education) on marketingrelationship orientation with customer loyalty. Research conducted in 2012 withthe number of respondents were 100 people. Respondents were customers of CV.XYZ which is a service company as a sales agent of production processmachineries for the food industry, especially for biscuit products, others businessof CV XYZ is manufacturing of spare parts machines. The results showed that thedemographic variables - gender has moderating effect on relationship marketingorientation with customer loyalty. There was an interaction effects on customersatisfaction and loyalty variable. While the education variable providingmoderation main effect on customer satisfaction and loyalty variable. The resultscan be used as a reference for company to evaluate relationship marketing strategyas well as a reference for future studies"

"Penelitian ini membahas mengenai pengaruh customer engagement melalui instagram terhadap customer loyalty pelanggan Somethinc. Terdapat variabel trust, commitment, dan customer value creation diantara hubungan keduanya. Pengumpulan data dilakukan melalui survei kepada 199 responden yang berdomisili di Indonesia, berusia diatas 18 tahun, mengikuti akun instagram Somethinc, dan pernah membeli produk Somethinc lebih dari satu kali. Metode penyebaran kuesioner dilakukan secara online menggunakan Google Form dan analisis data menggunakan Partial Least Square-Structural Equation Modelling (PLS-SEM) dengan software SMARTPLS 4. Hasil penelitian ini menunjukkan bahwa customer engagement berpengaruh secara positif dan signifikan terhadap trust, commitment dan customer value creation. Kemudian, trust berpengaruh secara positf dan signifikan terhadap commitment dan customer loyalty. Selanjutnya, commitment berpengaruh secara positif dan signifikan terhadap customer loyalty. Kemudian, customer value creation berpengaruh secara positif dan signifikan terhadap commitment dan customer loyalty

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This research discusses the influence of customer engagement through instagram on Somethinc customers' customer loyalty. There are variables of trust, commitment, and customer value creation between the two relationships. Data collection was conducted through a survey of 199 respondents who live in Indonesia, are over 18 years old, follow Somethinc's instagram account, and have purchased Somethinc products more than once. The questionnaire distribution method was carried out online using Google Form and data analysis using Partial Least Square-Structural Equation Modeling (PLS-SEM) with SMARTPLS 4 software. The results of this study indicate that customer engagement has a positive and significant effect on trust, commitment, and customer value creation. Then, trust has a positive and significant effect on commitment and customer loyalty. Furthermore, commitment has a positive and significant effect on customer loyalty. Then, customer value creation has a positive and significant effect on commitment and customer loyalty."

"Peningkatan jumlah Usaha Mikro, Kecil, dan Menengah (UMKM) kerajinan tangan kayu telah mendorong para pelaku usaha untuk membangun strategi inovatif guna memenangkan persaingan dan mempertahankan keberlangsungan bisnis usahanya. Salah satu jenis strategi yang dapat digunakan oleh para pemilik UMKM kerajinan tangan kayu untuk meningkatkan keunggulan kompetitif perusahaan adalah strategi pemanfaatan teknologi informasi berbasis pelanggan yang disebut sebagai Customer Relationship Management (CRM). Tujuan utama yang ingin dicapai melalui implementasi CRM adalah peningkatan loyalitas pelanggan dan profitabilitas perusahaan. Penelitian ini bertujuan untuk membangun strategi peningkatan loyalitas pelanggan pada UMKM kerajinan tangan kayu melalui implementasi dari metode analisis multivariat menggunakan Structural Equation Modeling (SEM) dalam kerangka CRM dengan didukung oleh hasil dari segmentasi pelanggan menggunakan variabel Recency, Frequency, Monetary (RFM) dan algoritma K-Means, serta hasil dari segmentasi produk menggunakan variabel Frequency, Monetary, Customer Variety (FMC) dan algoritma K-Means. Segmentasi pelanggan dan produk dilakukan dengan menggunakan data sekunder berupa data transaksi pelanggan dari tiga UMKM kerajinan tangan kayu di Daerah Istimewa Yogyakarta, sedangkan analisis multivariat dilakukan dengan menggunakan data primer berupa hasil kuesioner dari 280 responden yang pernah melakukan pembelian produk kerajinan tangan kayu di Daerah Istimewa Yogyakarta. Penelitian ini menghasilkan empat segmen pelanggan pada Perusahaan X dan Z, lima segmen pelanggan pada Perusahaan Y, serta lima segmen produk pada ketiga perusahaan. Sementara itu, hasil analisis multivariat dengan menggunakan SEM menunjukkan bahwa variabel kualitas produk dan kualitas layanan berpengaruh secara langsung terhadap kepuasan pelanggan, sedangkan variabel yang memiliki pengaruh langsung terhadap loyalitas pelanggan adalah variabel kepercayaan dan komitmen. Ketiga hasil penelitian tersebut berguna sebagai acuan dalam membangun strategi peningkatan loyalitas pelanggan pada UMKM kerajinan tangan kayu.

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The increasing number of wooden handicraft micro, small, and medium enterprises (MSMEs) has encouraged business owners to develop innovative strategies to win the competition and maintain the companies' sustainability. One type of strategy that can be used by the wooden handicraft MSMEs owners to enhance the company's competitive advantage is a customer-based information technology strategy called Customer Relationship Management (CRM). The main purpose of the implementation of CRM is to increase customer loyalty and company profitability. This study aims to develop the strategy to improve the customer loyalty of wooden handicraft MSMEs through the implementation of multivariate analysis method using Structural Equation Modeling (SEM) in the CRM framework, supported by the customer segmentation result using Recency, Frequency, Monetary (RFM) variables-K-Means algorithm and the product segmentation result using Frequency, Monetary, Customer Variety (FMC) variables-K-Means algorithm. The customer and product segmentation are done by using secondary data in the form of customer transaction data from three wooden handicraft MSMEs in the Special Region of Yogyakarta, while the multivariate analysis is carried out using primary data in the form of questionnaires from 280 respondents who have purchased wooden handicraft products in the Special Region of Yogyakarta. The results show four customer segments in Company X and Z, five customer segments in Company Y, and five product segments in all three companies. In addition, the results of the multivariate analysis using SEM show that product and service quality variables directly influence customer satisfaction, while the variables that have a direct influence on customer loyalty are trust and commitment. The three results of the study are useful as references in developing the strategies to improve customer loyalty in wooden handicraft MSMEs."

"Hierarchical loyalty programs (HLP) banyak digunakan di industri jasa untuk mempertahankan pelanggan. Pelanggan dapat memperoleh status mereka melalui tingkat pengeluaran. Namun, HLP memiliki penurunan status (status demosi) yang dapat merusak niat loyalitas. Demosi tidak bisa dihindari dalam HLP, namun masih sedikit penelitian mengenai demosi bagi pelanggan yang telah mendekati ambang batas untuk mempertahankan status mereka. Berdasarkan distributive justice theory dan scarcity theory, penelitian ini menawarkan strategi demosi bagi pelanggan yang telah mendekati ambang batas untuk menghasilkan niat loyalitas terhadap program dan niat loyalitas terhadap perusahaan yang lebih baik berdasarkan sumber pembayaran pelanggan (own money vs other money). Hasil eksperimen 2x3 between groups dari penelitian ini menunjukkan bahwa niat loyalitas terhadap program pada own money tampak lebih kuat dengan demosi tambahan poin dan tambahan waktu dibandingkan dengan demosi tanpa tambahan poin. Perusahaan jasa mungkin dapat mempertimbangkan untuk menggunakan tambahan poin dan tambahan waktu  periode pengumpulan poin sebagai proksi untuk mengurangi efek negatif demosi bagi pelanggan yang telah mendekati ambang batas, terutama untuk pelanggan own money yang memiliki kepemilikan psikologis yang lebih besar terhadap loyalty program, namun tetap juga harus memperhatikan kualitas pelayanan yang diberikan untuk meningkatkan niat loyalitas terhadap perusahaan.

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Hierarchical loyalty programs (HLP) is abundance use in service industries to retain customers. Customers can get their status through their spending level. However, HLP has a status demotion that can harm loyalty intention. Demotion is inevitable in HLP but its relatively scant the scrutiny about status demotion for customers who have close to the threshold to maintain their status. Building on the distributive justice theory and scarcity theory, this study offers demotion strategies to close to the threshold customers toward program and company loyalty intention based on their payment source (own money vs other money customers). 2x3 between groups experiment provides evidence that loyalty intention to the loyalty program in own money appear stronger with demotion strategies with an additional point and additional time than demotion without additional point. Services companies might consider using additional points and additional time as a proxy to alleviate the negative effect for demoted customers who close to the threshold, especially to own money customers who have greater psychological ownership toward the loyalty program. Nonetheless, service provider must keep improving the service quality to increase loyalty intention to the company."

"Pengamatan perilaku konsumen menjadi dasar pertimbangan yang penting dalam proses penetapan strategi pemasaran. Hal ini karena umumnya banyak perusahaan dalam menjalankan usahanya dengan menekankan pada falsafah pemasaran yang berorientasi pada konsumen, yang dikenal dnegan konsep pemasaran. Dengan konsep pemasaran, perusahaan atau pemasar selalu berupaya memberiklan kepuasaan yang lebih tinggi kepada konsumen atau pelanggannya, bila dibandingkan dengan para pesaingnya. Untuk dapat berhasil dalam persaingan yang semakin ketat pada akhirnya-akhir ini, maka perusahaan haruslah dapat memberikan nilai atau value pelanggan yang lebih baik atau superior dibandingkan dengan pesaingnya."

"Tesis ini membahas mengenai pengaruh AstraWorld senbagai unit usaha yang khusus bergerak dalam Customer Rlationship Management terhadap pembangunan loyalitas serta retensi pelanggan Astra Motor Grup. Penelitian ini merupakan penelitian kuantitatif dengan analisis statistik deskriptif serta uji korelasi. Hasil penelitian menunjukkan bahwa kepuasan pelanggan yang telah menggunakan fasilitas AstraWorld sudah cukup baik, namun masih terdapat potential loss yang disebabkan karena kurangnya kegiatan-kegiatan pemasaran yang dilakukan untuk mendukung AstraWorld ini.

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This thesis is done to learn the effect pf AstraWorld as a business unit that specialized on Customer Relationship Management to build the Astra Motor Grup ?s customer loyalty and retention. This applied quantitative method in this research used descriptive analysis and correlation analysis. Its result showed the loyalty to those who have experienced the benefit of AstraWorld is quite good, but there is a potential loss caused by lack of marketing activities to support AstraWorld."