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	<title>Return on Behavior Magazine &#187; Edition 19</title>
	<atom:link href="http://www.returnonbehavior.com/category/edition-19/feed/" rel="self" type="application/rss+xml" />
	<link>http://www.returnonbehavior.com</link>
	<description>Home for marketing and customer service professionals who go that extra mile for knowledge</description>
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			<item>
		<title>Prerequisites for cross and up-sales</title>
		<link>http://www.returnonbehavior.com/prerequisites-for-cross-and-up-sales/</link>
		<comments>http://www.returnonbehavior.com/prerequisites-for-cross-and-up-sales/#comments</comments>
		<pubDate>Wed, 20 Jan 2010 03:12:41 +0000</pubDate>
		<dc:creator>Fredrik Abildtrup</dc:creator>
				<category><![CDATA[Edition 19]]></category>
		<category><![CDATA[Act]]></category>
		<category><![CDATA[Business Strategies]]></category>
		<category><![CDATA[Contact Center]]></category>
		<category><![CDATA[Customer Advocates]]></category>
		<category><![CDATA[Customer Base]]></category>
		<category><![CDATA[Exact Moment]]></category>
		<category><![CDATA[Experiences]]></category>
		<category><![CDATA[Goals]]></category>
		<category><![CDATA[Loyalty]]></category>
		<category><![CDATA[Poor Customer Service]]></category>
		<category><![CDATA[Prerequisites]]></category>
		<category><![CDATA[Relationship]]></category>
		<category><![CDATA[Satisfaction]]></category>
		<category><![CDATA[Self Service]]></category>
		<category><![CDATA[Surveys]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=1745</guid>
		<description><![CDATA[In many companies contact center employees are very often its customer’s primary touch point, and thus the most important vehicle in serving the customers. 
But unfortunately most of the time these important employees have become controlled by handling and hold times, rather than building the important relationship between customer and company.
In many companies the focus [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Apostles and Terrorists – Understanding Customer Loyalty</title>
		<link>http://www.returnonbehavior.com/apostles-and-terrorists-%e2%80%93-understanding-customer-loyalty/</link>
		<comments>http://www.returnonbehavior.com/apostles-and-terrorists-%e2%80%93-understanding-customer-loyalty/#comments</comments>
		<pubDate>Wed, 20 Jan 2010 03:08:32 +0000</pubDate>
		<dc:creator>Peter Stansbury</dc:creator>
				<category><![CDATA[Edition 19]]></category>
		<category><![CDATA[Apostles]]></category>
		<category><![CDATA[Best Friends]]></category>
		<category><![CDATA[Customer Base]]></category>
		<category><![CDATA[Customer Loyalty]]></category>
		<category><![CDATA[Good Word]]></category>
		<category><![CDATA[Harvard Business School]]></category>
		<category><![CDATA[Heskett]]></category>
		<category><![CDATA[Hostages]]></category>
		<category><![CDATA[Interesting Research]]></category>
		<category><![CDATA[Internet Age]]></category>
		<category><![CDATA[Intuit]]></category>
		<category><![CDATA[Mercenaries]]></category>
		<category><![CDATA[Monopoly]]></category>
		<category><![CDATA[Professor James]]></category>
		<category><![CDATA[Sasser]]></category>
		<category><![CDATA[Satisfaction]]></category>
		<category><![CDATA[School Professor]]></category>
		<category><![CDATA[Terrorists]]></category>
		<category><![CDATA[Word Of Mouth]]></category>
		<category><![CDATA[Xerox]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=1624</guid>
		<description><![CDATA[We love this model – created by Harvard Business School professor James Heskett and developed by the likes of Jones, Sasser, Xerox and Intuit. This can be used in so many situations including projects where you may not appear to be selling anything. In this approach you represent customers graphically plotting satisfaction against loyalty:

We love [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Listen, learn, and avoid consumer boycotts</title>
		<link>http://www.returnonbehavior.com/listen-learn-and-avoid-consumer-boycotts/</link>
		<comments>http://www.returnonbehavior.com/listen-learn-and-avoid-consumer-boycotts/#comments</comments>
		<pubDate>Wed, 20 Jan 2010 03:05:01 +0000</pubDate>
		<dc:creator>TeleFaction A/S</dc:creator>
				<category><![CDATA[Edition 19]]></category>
		<category><![CDATA[Company Policies]]></category>
		<category><![CDATA[Company Share Prices]]></category>
		<category><![CDATA[Consumer Boycotts]]></category>
		<category><![CDATA[Consumer Campaigns]]></category>
		<category><![CDATA[Consumer Empowerment]]></category>
		<category><![CDATA[Consumer Experiences]]></category>
		<category><![CDATA[Countermeasure]]></category>
		<category><![CDATA[Customer Service Problems]]></category>
		<category><![CDATA[Facebook]]></category>
		<category><![CDATA[Impact Survey]]></category>
		<category><![CDATA[Poor Customer]]></category>
		<category><![CDATA[Pressure Groups]]></category>
		<category><![CDATA[Returns Refunds]]></category>
		<category><![CDATA[Rightnow Technologies]]></category>
		<category><![CDATA[Social Networking Site]]></category>
		<category><![CDATA[Social Networking Sites]]></category>
		<category><![CDATA[Social Web]]></category>
		<category><![CDATA[Study Also Found That]]></category>
		<category><![CDATA[Twitter]]></category>
		<category><![CDATA[Uk Adults]]></category>
		<category><![CDATA[Uk Consumers]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=1726</guid>
		<description><![CDATA[Consumers are becoming increasingly proactive in the way they deal with companies following a poor customer experience, according to the &#8216;Customer Experience Impact Survey&#8217;.
The fourth annual study found that 44% of consumers have returned goods as a countermeasure to poor experiences, a 5% increase over the previous year. But apart from consumers returning products to [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Four keys to building loyalty in the hospitality industry</title>
		<link>http://www.returnonbehavior.com/four-keys-to-building-loyalty-in-the-hospitality-industry/</link>
		<comments>http://www.returnonbehavior.com/four-keys-to-building-loyalty-in-the-hospitality-industry/#comments</comments>
		<pubDate>Wed, 20 Jan 2010 03:03:14 +0000</pubDate>
		<dc:creator>Joe Sullivan</dc:creator>
				<category><![CDATA[Edition 19]]></category>
		<category><![CDATA[Attractive Location]]></category>
		<category><![CDATA[Commodity]]></category>
		<category><![CDATA[Consumer Groups]]></category>
		<category><![CDATA[Economic Times]]></category>
		<category><![CDATA[Favourites]]></category>
		<category><![CDATA[Flags]]></category>
		<category><![CDATA[Fundamental Lesson]]></category>
		<category><![CDATA[Guess]]></category>
		<category><![CDATA[Hospitality Industry]]></category>
		<category><![CDATA[Hotel Brand]]></category>
		<category><![CDATA[Hotel Choice]]></category>
		<category><![CDATA[Hotel Owners]]></category>
		<category><![CDATA[Hotel Property]]></category>
		<category><![CDATA[Ith]]></category>
		<category><![CDATA[Joe Sullivan]]></category>
		<category><![CDATA[Local Market]]></category>
		<category><![CDATA[Loyalty]]></category>
		<category><![CDATA[Obstacles]]></category>
		<category><![CDATA[Segments]]></category>
		<category><![CDATA[Service Characteristics]]></category>
		<category><![CDATA[Target Consumer]]></category>
		<category><![CDATA[Target Segment]]></category>
		<category><![CDATA[Unifocus]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=1731</guid>
		<description><![CDATA[With customers focusing on location and cost in their hotel choice stays, and since a hotel property&#8217;s location is fixed, building guest loyalty is crucial &#8211; but how can it be achieved? 
During difficult economic times hotels are reminded of a fundamental lesson: building guest loyalty is the only way to compete without sacrificing revenue. [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Consumer Behavior Revolution</title>
		<link>http://www.returnonbehavior.com/consumer-behavior-revolution-2/</link>
		<comments>http://www.returnonbehavior.com/consumer-behavior-revolution-2/#comments</comments>
		<pubDate>Wed, 20 Jan 2010 02:35:12 +0000</pubDate>
		<dc:creator>Daniela Guido</dc:creator>
				<category><![CDATA[Edition 19]]></category>
		<category><![CDATA[Business To Consumer]]></category>
		<category><![CDATA[Collection Methodology]]></category>
		<category><![CDATA[Communication Channels]]></category>
		<category><![CDATA[Competitive Advantage]]></category>
		<category><![CDATA[Consumer Behavior]]></category>
		<category><![CDATA[Customer Experience]]></category>
		<category><![CDATA[Customer Intelligence]]></category>
		<category><![CDATA[Evangelists]]></category>
		<category><![CDATA[Experience Data]]></category>
		<category><![CDATA[Facebooking]]></category>
		<category><![CDATA[Focus Groups]]></category>
		<category><![CDATA[Mainstream Media]]></category>
		<category><![CDATA[Mass Communication]]></category>
		<category><![CDATA[No Doubt]]></category>
		<category><![CDATA[Perceptions]]></category>
		<category><![CDATA[Phone Interviews]]></category>
		<category><![CDATA[Similar Products]]></category>
		<category><![CDATA[Social Networks]]></category>
		<category><![CDATA[Tempers]]></category>
		<category><![CDATA[Traditional Focus]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=1720</guid>
		<description><![CDATA[There is a rumor circulating that market research as we know it will be on life support by 2012 due to the increase of users on social networks. That is, according to some&#8230;.

Social Media evangelists suggest that, especially business to consumer  companies will realize that there is no better way to gain competitive advantage than [...]]]></description>
		<wfw:commentRss>http://www.returnonbehavior.com/consumer-behavior-revolution-2/feed/</wfw:commentRss>
		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>The Expanding Universe of Customer Service</title>
		<link>http://www.returnonbehavior.com/the-expanding-universe-of-customer-service-2/</link>
		<comments>http://www.returnonbehavior.com/the-expanding-universe-of-customer-service-2/#comments</comments>
		<pubDate>Wed, 20 Jan 2010 02:30:42 +0000</pubDate>
		<dc:creator>Andrea Kallie</dc:creator>
				<category><![CDATA[Edition 19]]></category>
		<category><![CDATA[Apologies]]></category>
		<category><![CDATA[Better Business Bureau]]></category>
		<category><![CDATA[Cable Company]]></category>
		<category><![CDATA[Cable Television]]></category>
		<category><![CDATA[Company Representative]]></category>
		<category><![CDATA[Customer Satisfaction]]></category>
		<category><![CDATA[Customer Service Support]]></category>
		<category><![CDATA[Expanding Universe]]></category>
		<category><![CDATA[Frustrations]]></category>
		<category><![CDATA[Internet Cable]]></category>
		<category><![CDATA[Internet Connection]]></category>
		<category><![CDATA[Management Strategies]]></category>
		<category><![CDATA[Management Strategy]]></category>
		<category><![CDATA[Problem Resolution]]></category>
		<category><![CDATA[Reputation Management]]></category>
		<category><![CDATA[Tattered Reputation]]></category>
		<category><![CDATA[Timely Manner]]></category>
		<category><![CDATA[Twitter]]></category>
		<category><![CDATA[Unparalleled Customer Service]]></category>
		<category><![CDATA[Wait Times]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=1714</guid>
		<description><![CDATA[The way in which we care for customers is expanding fast. Welcome to the exciting world of social media.. A growing trend in the Twitter universe is customer service support.

Large companies and corporations are turning toward Twitter to offer unparalleled customer service and to solve problems before a situation escalates out of control.
What does this [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Top 10 marketing trends for 2010</title>
		<link>http://www.returnonbehavior.com/top-10-marketing-trends-for-2010/</link>
		<comments>http://www.returnonbehavior.com/top-10-marketing-trends-for-2010/#comments</comments>
		<pubDate>Wed, 20 Jan 2010 02:21:53 +0000</pubDate>
		<dc:creator>TheWiseMarketer.com published by Pete Clark</dc:creator>
				<category><![CDATA[Edition 19]]></category>
		<category><![CDATA[Car Finder]]></category>
		<category><![CDATA[Consumer Focus]]></category>
		<category><![CDATA[Disparate Elements]]></category>
		<category><![CDATA[Facebook]]></category>
		<category><![CDATA[Iphone]]></category>
		<category><![CDATA[Marketing Media]]></category>
		<category><![CDATA[Mash]]></category>
		<category><![CDATA[Media Experience]]></category>
		<category><![CDATA[Media Trends]]></category>
		<category><![CDATA[Merchant Web]]></category>
		<category><![CDATA[New Entries]]></category>
		<category><![CDATA[New Inspiration]]></category>
		<category><![CDATA[Personal Choice]]></category>
		<category><![CDATA[Recipe Finder]]></category>
		<category><![CDATA[Savvy Consumers]]></category>
		<category><![CDATA[Steady Stream]]></category>
		<category><![CDATA[Surprise Appearances]]></category>
		<category><![CDATA[Traditional Channels]]></category>
		<category><![CDATA[Twitter]]></category>
		<category><![CDATA[Zipcar]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=1706</guid>
		<description><![CDATA[Looking ahead to 2010, marketers will face continuing hard times with an increasing consumer focus on personal choice in terms of marketing media.
He has compiled what he believes will be the top ten marketing media trends to emerge during the next twelve months and beyond.
Perhaps not surprisingly, much of the focus is on the online [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Personality Traits of B2B Decision Makers</title>
		<link>http://www.returnonbehavior.com/personality-traits-of-b2b-decision-makers-2/</link>
		<comments>http://www.returnonbehavior.com/personality-traits-of-b2b-decision-makers-2/#comments</comments>
		<pubDate>Mon, 18 Jan 2010 20:10:38 +0000</pubDate>
		<dc:creator>Adrian Furnham</dc:creator>
				<category><![CDATA[Edition 19]]></category>
		<category><![CDATA[Agreeableness]]></category>
		<category><![CDATA[Big Five Model Of Personality]]></category>
		<category><![CDATA[Colleagues]]></category>
		<category><![CDATA[Conscientiousness]]></category>
		<category><![CDATA[Content Selections]]></category>
		<category><![CDATA[Decision Makers]]></category>
		<category><![CDATA[Feelings]]></category>
		<category><![CDATA[Handicap]]></category>
		<category><![CDATA[Introversion Extraversion]]></category>
		<category><![CDATA[Kindness]]></category>
		<category><![CDATA[Lookout]]></category>
		<category><![CDATA[Natural Warmth]]></category>
		<category><![CDATA[Openness]]></category>
		<category><![CDATA[Personality Assessment]]></category>
		<category><![CDATA[Personality Traits]]></category>
		<category><![CDATA[Professor Adrian Furnham]]></category>
		<category><![CDATA[Questionnaires]]></category>
		<category><![CDATA[Sound Arguments]]></category>
		<category><![CDATA[Square Holes]]></category>
		<category><![CDATA[Square Pegs]]></category>

		<guid isPermaLink="false">http://www.returnonbehavior.com/?p=1685</guid>
		<description><![CDATA[When we want to get inside our prospective and current customers&#8217; heads, we can be on the lookout for five traits that help build context.


The following article, entitled &#8220;Square Holes for Square Pegs,&#8221; written by Professor Adrian Furnham, looks at the &#8220;Big Five&#8221; Model of Personality and makes sound arguments for personality assessment, or success [...]]]></description>
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		<slash:comments>0</slash:comments>
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