Professional Documents
Culture Documents
COLIN SHAW
Recommendation Cluster of Emotions
Cortex : Interpret Abstract,
devise strategies and plan.
Much bigger than in other
animals and this is make us
intelligent.
“People buy
emotionally and then
justify with logic..”
(Buck Rodgers, IBM) Traits
How a
Customer
Feels
Consolidated Emotions Evaluated
Experience Extension
Pre - The Post
Traits Live Events
experience Experience Experience
Experience
Extension
Traits – As we now know, traits are what you are born with.
Life events – things that happen in life that affect the Customer Experience.
Pre-experience – influences outside the actual experience but are as a direct
result of wanting or needing to take part in experience.
The experience – actual Customer Experience.
Post-experience – The delivery of products and services, the ongoing use of a
service, the way user manuals are written, the after-sales service or lack of it
should all be considered as part of the whole customer experience.
Experience extension – a concept where an organization decides to extend
and take control of some external factors, normally deemed outside their
direct Customer Experience
Emotional Signature of Value
Value Drivers
Advocacy
Cluster
Recommendation
Attention Cluster
Loyalty
Cluster
Value Destroyer
Destroying
Cluster
Value
Destroying Cluster
The basic issue is :
•Management didn’t care enough about the problem to solve it
•They are too internally focused
•They did not bother to think through the consequences of their actions
•They do not care about the customer.
Hurried
Stressed
Irritated Neglected
Hurried
Destroying Unsatisfied
Cluster
Unhappy Frustrated
Disappoint
ed
Destroying Cluster
Stressed
Definition: A feeling of being overloaded,
not feeling in control, trying to undertake
too many actions at the same time,
being put under stress by some one or
something
Neglected
Definition: To be paid little or no attention to;
fail to take heed of someone’s
comments/presence; treating them with
disregard; failing to care for a person, failing
to look after someone’s property or well-
being.
Unsatisfied
Definition: Not being satisfied with the
outcome; not meeting expectations;
feeling worried and uneasy; feeling a
lack of contentment or satisfaction.
Frustrated
Definition: To prevent someone from
accomplishing a purpose or fulfilling a desire;
thwarting an attempt to achieve a goal; feeling
you are wasting your time; feeling the process is
inefficient; being inefficient.
Disappointed
Definition: To fail to satisfy the hope or
desire of a customer; not living up to
someone’s expectations; letting a
customer down.
Unhappy
Definition: Not happy or joyful; sad or
sorrowful; not satisfied; displeased or
discontented.
Hurried
Definition: To cause someone to move or act with
undue haste; to rush; the act or an instance of
hurrying; hastened progress; haste; the need or
wish to hurry; a condition of urgency.
Irritated
Definition: To be a constant cause of
annoyance; to be the cause of
impatience or anger; when something
“grates” on you.
The Attention
Stimulated Cluster is the only
set of emotions that
have a direct
impact on short-
term spend.
This cluster is a
dangerous set of
emotions as they
Exploratory Interested can lull you into a
false sense of
security.
Attention Cluster of Emotions
Stimulated
Definition: To make a person excited and
interested about your experience; making a
person pay attention; an action that causes the
body and mind to be engaged or become
more active or enthusiastic.
Exploratory
Definition: The feeling of wanting to explore; to
enjoy the search; to discover more about
something.
Energetic
Definition: The power and ability to be
physically and mentally active; having or
involving a lot of energy: to make someone
feel energetic or eager.
Valued
Recommendation
The
Cluster Recommendation
Cluster, consider
them to be fairly
fundamental or even
basic emotions, but
they are the
Focused Trusted foundations, the
building blocks of
customer loyalty.
Recommendation Cluster Cluster
Safe
Definition: Not in danger or likely to be
harmed; things which do not involve any
risk; a state, or a place, where you are
safe and not in danger or at risk; the
feeling of security.
Focused
Definition: to give considerable attention to
one particular person, subject or thing; the
feeling of being “zeroed in on” or being “in
the zone”; to be absorbed, engaged; to
have a single focus.
Valued
Definition: To feel appreciated by an
organization; to be acknowledged by their
actions as being important. To be treated in
a special way; to be held in high esteem
and prized.
Happy
Definition: To feel good; a state of
contented joy; cheerful, a positive
state of mind; a feeling showing or
causing pleasure and enjoyment.
Pleased
Definition: very satisfied, the feeling
when something good has been
achieved or has happened to you; a
state of heightened satisfaction.