Auto dealers and their “research”

When I recently bought my new car I was informed that I would be receiving a satisfaction survey in the mail shortly asking me about my buying experience. I thought, “Fair enough.” Then I was told that they really like to see top scores for everything, and that if I feel something wasn’t top notch that they would appreciate the chance to fix it first. Again, “Sounds fair.” But wait, will people actually come back and ask them to make it right? As I once read in the Ultimate Question, people will give a high score because they feel guilty not giving them the chance to correct it. So now no one wins: the dealer doesn’t get good feedback and the consumer is left unhappy.

This seems to be a trend in customer service research. From retail to a recent call to one of my credit card providers (Agent at end of call: “Would you say I provided you with great service today?”)

Obviously the research findings produced are faulty. So why do they do it? I think a lot of it is energetic employees and managers who have a very large incentive to show good results. Taking a longer term view would help these companies immensely (maybe provide short and long term incentives?), as well as better policing by those analyzing the research. Companies should be using customer research to evaluate their policies and practices in addition to employees’ performance. When the outcome of a customer service experience is unsatisfactory, it may be because the customer service representative wasn’t helpful when he/she could have been, or it may be because the customer service representative was perfectly helpful, but handcuffed by a problematic company policy. If the survey only asks whether the employee was helpful, and there’s no response category for “as helpful as they could have been given a stupid policy”, how do you respond? Ideally, companies should measure satisfaction with the interpersonal aspects of the experience separately from satisfaction with the outcome of the experience. (“Do you feel the employee did everything they could to address your problem?” and “How satisfied are you with the outcome of your experience?”)

Have you witnessed this as well? What was your reaction?

That’s a long receipt

As any home handyman (or handywoman) who frequents Home Depot probably has experienced, the receipt you receive can be quite disproportionate to the actual purchase. Why is my receipt always 2 feet long even for only a handful of items? Their satisfaction survey, of course.

I first received one of these survey requests probably years ago. At the time, I thought, “Great, take a survey and maybe win something!” Then I went again and got another request. And another. And…

How many times will someone take time to go online and fill out that survey?Anyone who has knows it isn’t necessarily a short survey either.I didn’t fill one out for a long period until I had a particularly bad experience recently.

I imagine most people who get online to take the survey only do so when they have a particularly good or bad experience (the same things could be said about customer comment cards located at checkouts). That may be all Home Depot is after, but considering how many upset customers never tell the company (and only their friends), it seems they’re still probably missing valuable feedback.

A better bet? Proactively survey a random sample of customers, instead of hoping they will take the time to contact you. This would produce stronger results that capture the good, bad and the indifferent. A true measure of overall satisfaction could then be developed.

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