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The Customer Loyalty Playbook For 2017

Create An Evolved Loyalty Strategy, Not Just An Effective Program

Business-to-consumer (B2C) marketing professionals must help their firms mature their approach to customer loyalty to drive retention, engagement, and advocacy. Strategies that rely purely on...

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  • For Customer Experience Professionals

    Report

    Report Rethink Customer Service To Build Emotional Engagement

    Strategies For Building Customer Loyalty With Empathy And Human Interactions
    May 22, 2017 | Riccardo Pasto

    Service organizations aiming only to appeal to the rational side of customers' needs will have an increasingly difficult time maintaining loyalty. Companies with a reputation for great service...

  • For B2C Marketing Professionals

    Report

    Report Marketers: Leverage Your Agency Ecosystem To Take Loyalty Beyond The Program

    May 19, 2017 | Emily Collins, Sarah Sikowitz

    Loyalty programs house valuable insights that drive customer-centric experiences across the life cycle. But they are often buried or isolated from the rest of marketing's branding, acquisition, and...

  • For B2C Marketing Professionals

    Report

    Report How Consumers Really Feel About Loyalty Programs

    Landscape: The Customer Loyalty Playbook
    May 8, 2017 | Emily Collins

    Loyalty programs are ubiquitous, but consumer appetite for the promise of savings and recognition is not dwindling. Consumers are asking for more and expect programs to deliver beyond the points....

  • For Customer Experience Professionals

    Report

    Report Chinese Banks Must Embrace Customer Experience To Achieve Sustainable Growth

    Traditional Banks Need To Up Their CX Game To Stay Relevant In An Increasingly Competitive Market
    March 20, 2017 | Riccardo Pasto

    To achieve sustainable business growth in an increasingly competitive market, Chinese banks can no longer rely on commoditized products and services. Innovative banks that create value for their...

  • For B2C Marketing Professionals

    Report

    Report Be A Loyalty Company, Not A Company With A Loyalty Program

    Vision: The Customer Loyalty Playbook
    January 31, 2017 | Emily Collins

    Customer loyalty strategies come with a lot of baggage: They are synonymous with points and discounts. But it's time for a reality check. Loyalty is both behavioral and emotional, and companies...

  • For B2C Marketing Professionals

    Report

    Report Marketers: Use Email To Cultivate Your Relationship With Loyal Customers

    Best Practices For Retaining Relationships Through Email
    January 31, 2017 | Emily Collins, Rebecca McAdams

    Loyal customers engage more, spend more, and are more likely to consider and recommend a brand for future purchase. Yet loyalty and email marketers communicate with them the same way they connect...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Customer Advocacy 2016: Drive Cross-Sell And Loyalty By Focusing On Advocacy

    US Customers Rate Their Banks, Credit Card Providers, Insurers, And Wealth Management Firms On Advocacy And Future Purchase Intent
    January 27, 2017 | Alyson Clarke

    Forrester has shown that customer advocacy — customers' perception that a firm does what's best for them, not just what's best for the firm's own bottom line — is the key driver of loyalty and...

  • For B2C Marketing Professionals

    Report

    Report Improve Loyalty Measurement With Behavioral And Emotional Metrics

    Performance Management: The Customer Loyalty Playbook
    January 25, 2017 | Emily Collins

    Earning customer loyalty is critical to business success and B2C marketers need to be able to measure and demonstrate that loyalty to the business. Marketers predominantly rely on retention metrics...

  • For B2C Marketing Professionals

    Report

    Report Case Study: Max Factor China Rejuvenates Customers' Loyalty With Social CRM

    January 18, 2017 | Xiaofeng Wang

    B2C marketers find it increasingly challenging to earn loyalty as empowered consumers become entitled customers with more options than ever before. This case study explores how Max Factor invested...

  • For Customer Experience Professionals

    Report

    Report Drive Revenue With Great Customer Experience, 2017

    Business Case: The Customer Experience Maturity Playbook

    Many customer experience (CX) pros find it hard to show the connection between improving CX and growing revenue. That's why Forrester built models that demonstrate how CX improvements drive revenue...

  • For B2C Marketing Professionals

    Report

    Report Five Keys To Unlock Additional Funding For Customer Loyalty

    Business Case: The Customer Loyalty Playbook
    January 11, 2017 | Emily Collins

    Committing to customer loyalty requires ongoing investment in initiatives that influence both the rational and emotional drivers of loyalty. Intuitively, executives understand that this is a...

  • For Customer Experience Professionals

    Report

    Report Customer Success Management Is The Key To Outstanding B2B Customer Experiences

    CX Leaders Must Embrace Customer Success Management To Ensure Customer Loyalty
    January 5, 2017 | TJ Keitt

    For many business-to-business (B2B) companies, selling new products and services to current customers is the pathway to growth. To get customers to spend more, though, B2B firms must prove they've...

  • For B2C Marketing Professionals

    Report

    Report Pave A Clear Path To Advanced Loyalty

    Road Map: The Customer Loyalty Playbook
    November 30, 2016 | Emily Collins

    B2C marketing professionals striving to increase customer loyalty face many challenges, including myopic me-too strategies, disparate data, siloed customer insights, and inadequate measurement...

  • For B2C Marketing Professionals

    Report

    Report Advance Your Approach To Customer Loyalty

    Assessment: The Customer Loyalty Playbook
    November 16, 2016 | Emily Collins

    If you are serious about earning and maintaining customer loyalty, you can't treat it as a tactic or a discrete program anymore. Customer loyalty requires strategic alignment, deliberate planning,...

  • For Customer Experience Professionals

    Report

    Report The France Customer Experience Index, 2016

    Repeat Winners Hold Steady As The Overall Quality Of CX Worsens In France

    How well do leading brands build loyalty with the quality of their customer experience (CX)? In this report, we reveal the top performers in France as well as the leaders and laggards in the credit...

  • For Customer Experience Professionals

    Report

    Report The Germany Customer Experience Index, 2016

    CX Quality In Germany Is OK, With No Individual Movers Or Shakers

    Which German brands create the most loyalty with their customers? This report applies Forrester's CX Index™ methodology to German brands to uncover how easy it is to do business with them, how...

  • For B2C Marketing Professionals

    Report

    Report Craft A Loyalty Strategy That Raises Your Firm's Maturity

    Strategic Plan: The Customer Loyalty Playbook
    November 8, 2016 | Emily Collins

    Companies that attempt to drive loyalty with points and discounts alone will miss their mark. B2C marketers seeking to build a loyalty strategy that stands out need a game plan that addresses the...

  • For Customer Experience Professionals

    Report

    Report The India Customer Experience Index, 2016

    The Customer Experience Of Brands In India Improves, But More Remains To Be Done
    November 2, 2016 | Amit Bhatia

    As the focus on customer experience (CX) in India grows, brands are increasing their investments and efforts to provide customers with higher-quality experiences. Despite this, our inaugural...

  • For Customer Experience Professionals

    Report

    Report The UK Customer Experience Index, 2016

    UK Brand Scores Reveal A Year Of Progress

    How well do leading brands build loyalty with the quality of their customer experience (CX)? In this report, we reveal the top performers in the UK and the specific brands that you must beat to...

  • For B2C Marketing Professionals

    Report

    Report Industry Nuances In US Loyalty Program Engagement, Attitudes, And Expectations

    A Technographics® 360 Report Using Survey And Qualitative Data
    October 27, 2016 | Anjali Lai

    Loyalty programs are everywhere, and US online consumers belong to many of them. But not all rewards programs are considered equal in their minds. This report applies Forrester's Technographics 360...

  • For B2C Marketing Professionals

    Report

    Report Change Is Good, Even For Loyalty Programs

    How To Evolve Your Program Without Alienating Members
    October 19, 2016 | Emily Collins, Anjali Lai

    When it comes to loyalty programs, change isn't always bad. After all, B2C marketers must modify their program benefits and engagement mechanisms to keep empowered customers interested and...

  • For B2C Marketing Professionals

    Report

    Report What Millennials Need From Your Loyalty Program

    A Technographics® 360 Report: Using Survey And Qualitative Data
    October 17, 2016 | Anjali Lai

    Millennials are notoriously hard to retain; they tend to value intangible experiences over product acquisition more than any other generation. In a world where loyalty programs are table stakes and...

  • For Customer Experience Professionals

    Report

    Report The Canada Customer Experience Index, 2016

    Canadian Company Scores Reveal A Year Of Stagnation
    September 29, 2016 | Rick Parrish

    How well do leading brands build loyalty with the quality of their customer experience (CX)? In this report, we reveal the top performers in Canada and the specific brands that you must beat to...

  • For B2C Marketing Professionals

    Report

    Report Create An Evolved Loyalty Strategy, Not Just An Effective Program

    Executive Overview: The Customer Loyalty Playbook
    August 16, 2016 | Emily Collins

    Business-to-consumer (B2C) marketing professionals must help their firms mature their approach to customer loyalty to drive retention, engagement, and advocacy. Strategies that rely purely on...

  • For eBusiness & Channel Strategy Professionals

    Report

    Report Amazon Prime Launches In India

    ForecastView Document
    August 11, 2016 | Satish Meena

    Amazon launched its Prime membership program in India on July 26, 2016, continuing its efforts to capture an increasing number of buyers and increase its wallet share among existing online buyers...

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