Лист за преговор: Mastering Service Process and Customer Engagement

📋 Course Outline

1. Last mile 경쟁과 프로세스 혁신
2. 서비스 프로세스 개념과 고객관점
3. 서비스 특성에 따른 대응 전략
4. 서비스 디자인 개념과 핵심 원칙
5. 서비스 청사진과 고객 여정 지도
6. 고객 여정 관리와 성과 측정
7. 프로세스 재설계 필요 신호와 유형
8. 고객 참여 수준과 공동생산 역할
9. 고객 참여 관리 3단계 프로세스

📖 1. Last mile 경쟁과 프로세스 혁신

🔑 Key Concepts & Definitions

• Last mile : Last mile is the final delivery stage that moves a product from a logistics hub to the customer’s home or office.
• Moment of Truth : Moment of Truth is the decisive touchpoint where customers judge service quality and form overall evaluations.
• Last mile competition : Last mile competition is rivalry focused on the last delivery segment through speed, accuracy, personalization, and return convenience.
• Process innovation : Process innovation is redesigning service delivery steps to improve customer experience and competitive advantage in the last segment.
• Laundr y Go Innovation : Laundry Go Innovation is a last-mile service improvement using a mobile app and direct pickup to reduce customer inconvenience.

📝 Essential Points

• Last mile accounts for 40–50% of total delivery cost and strongly affects customer satisfaction.
• Positive last-mile experiences can translate into brand loyalty, while delays or rudeness lead to negative overall evaluations.
• Core last-mile differentiators include delivery speed (early-morning/same-day), delivery accuracy, non-face-to-face receipt, and personalized delivery.
• Return process convenience is listed as a key element of last-mile competition.
• Laundry Go reports repeat rate rising by 15% to 85% and average delivery time within 2 hours.
• Uber’s e-scooter acquisition strategy targets the last 1 km and reports waiting time down 30% and customer satisfaction at 85%.

💡 Memory Hook

Last mile = 40–50% of cost + the customer’s “truth moment” that decides loyalty.

📖 2. 서비스 프로세스 개념과 고객관점

🔑 Key Concepts & Definitions

• Service process : A service process is the flow of procedures and activities used to deliver the value promised to customers.
• Customer perspective : Customer perspective is designing and managing service flows by prioritizing customer experience and convenience over internal efficiency.
• Internal customer : Internal customer is the idea that internal next-step employees are treated as customers who receive outputs from prior steps.
• Service delivery process : Service delivery process is the end-to-end sequence where inputs turn into outputs and feedback supports continuous improvement.
• Customer-based service process management : Customer-based service process management is identifying key moments from the customer’s consumption process to guide design and improvement.

📝 Essential Points

• A service process covers the full journey from reservation to leaving and even post-visit review, not only the on-site service.
• From the customer view, service standardization should not focus only on productivity; it must fit customer experience.
• Service process management emphasizes a feedback loop to enable continuous improvement and quality control.
• Customer-based management starts by mapping the customer consumption process and identifying major Moment of Truth touchpoints.
• The course frames service process design as connecting the entire experience before, during, and after without breaks.
• The restaurant example shows internal cooking and external customer-facing steps linked through feedback passing to the next stage.

💡 Memory Hook

Design from the customer’s timeline: before → during → after, with feedback looping to the next step.

📖 3. 서비스 특성에 따른 대응 전략

🔑 Key Concepts & Definitions

• Heterogeneity : Heterogeneity is the variability of service quality across employees or instances, requiring standardization mechanisms.
• Inseparability : Inseparability is the simultaneous occurrence of production and consumption, so customer touchpoints must be managed as part of delivery.
• Perishability : Perishability is the inability to store services, so firms must create memorable experiences that last in customers’ minds.
• Intangibility : Intangibility is the invisibility of services, so firms use evidence to make quality more tangible.
• Service characteristics : Service characteristics are the four traits (heterogeneity, inseparability, perishability, intangibility) that shape how services should be managed.

📝 Essential Points

• Heterogeneity is addressed with standardization via manuals and training to reduce variation in service quality.
• Inseparability implies that all customer touchpoints during delivery must be designed and managed because production and consumption occur together.
• Perishability means services cannot be stored, so firms should design experiences that remain memorable over time.
• Intangibility is managed by providing visual or physical cues (e.g., uniforms and interior) that signal quality.
• The restaurant mapping example links heterogeneity to recipe standardization, inseparability to an open kitchen, perishability to special events, and intangibility to visible cues.
• The course explicitly treats these four traits as the basis for choosing management strategies.

💡 Memory Hook

4 I’s: Inconsistent (heterogeneity) → Train; In-person (inseparability) → Touchpoints; Instant-fading (perishability) → Memorable; Invisible (intangibility) → Evidence.

📖 4. 서비스 디자인 개념과 핵심 원칙

🔑 Key Concepts & Definitions

• Service design : Service design is an approach that creates an end-to-end service experience by considering customers, employees, and partners together.
• Customer-centric : Customer-centric means designing through the customer’s viewpoint and valuing qualitative understanding alongside quantitative data.
• Co-creation : Co-creation is the active participation of all stakeholders, from executives to frontline staff and customers, in the design process.
• Sequencing : Sequencing is visualizing the service as a connected order of related actions to create a coherent flow.
• Evidencing : Evidencing is expressing intangible services through tangible physical evidence so customers can better grasp and remember them.

📝 Essential Points

• Service design focuses on discovering and solving customer-journey problems, not only delivering the service itself.
• Customer-centric design emphasizes both qualitative insights and quantitative statistics from the customer’s viewpoint.
• Co-creation includes participation by executives, frontline employees, and customers in the design process.
• Sequencing uses the interrelated order of actions to form a consistent service rhythm.
• Evidencing turns intangible service elements into physical cues such as souvenirs or receipts to strengthen memory.
• The course links service design to a case outcome: JetBlue’s journey redesign aims to maximize satisfaction.

💡 Memory Hook

4 principles: Customer-centric, Co-creation, Sequencing, Evidencing = C-C-S-E.

📖 5. 서비스 청사진과 고객 여정 지도

🔑 Key Concepts & Definitions

• Service blueprint : A service blueprint is a time-based diagram that visualizes customer touchpoints and the organization’s internal activities together.
• 5-layer structure : The 5-layer structure is the blueprint’s component set: physical evidence, customer actions, frontstage staff, backstage staff, and support processes.
• Customer journey map : A customer journey map is a time-axis visualization of how a specific persona experiences a service, emphasizing emotions and pain points.
• Emotion curve : An emotion curve is the mapped pattern of customer feelings across the service journey stages.
• Touchpoint : A touchpoint is any moment where customers and the service meet during the journey.

📝 Essential Points

• Service blueprint is proposed to connect visible and invisible activities to reveal links, bottlenecks, and responsibility for standardization and quality.
• The blueprint includes three boundary lines: interaction line (customer–frontstage), visibility line (frontstage–backstage), and internal interaction line (backstage–support).
• Service blueprint is used for new service design, operational process redesign, standard/training manuals, and deriving system requirements.
• Customer journey map concentrates on the external customer experience and highlights emotions and pain points rather than internal operations.
• Customer journey map includes six components: stages (pre/during/post), touchpoints, customer actions/emotions (emotion curve), pain points, improvement opportunities, and optional indicators like NPS or waiting time.
• The course contrasts the two tools: blueprint integrates internal front/back/support processes, while journey map focuses on customer-side experience.

💡 Memory Hook

Blueprint = inside + outside on one screen; Journey map = customer feelings + pain points on the outside.

📖 6. 고객 여정 관리와 성과 측정

🔑 Key Concepts & Definitions

• Customer journey management process : Customer journey management process is a structured approach to improve service by managing the sequence of touchpoints, expectations, standards, measurement, and feedback.
• Customer expectations : Customer expectations are what customers anticipate before and during service, which must be translated into concrete employee actions.
• Service standards : Service standards are specific, measurable targets for key delivery activities that guide consistent performance.
• Performance measurement : Performance measurement is evaluating actual service outcomes against standards using defined indicators and timing data.
• Feedback and re-adjustment : Feedback and re-adjustment is sharing measurement results and updating the service plan to raise service levels.

📝 Essential Points

• Step 1 is to identify the order of service touchpoints by analyzing the customer’s delivery flow (e.g., entry → order → meal → payment).
• Step 2 converts customer expectations into specific employee behaviors (e.g., “fast service” becomes “order received within 5 minutes”).
• Step 3 sets service standards by selecting key delivery activities and defining concrete targets (e.g., order 5 minutes, cooking 15 minutes).
• Step 4 measures performance by turning actual time and outcomes into indicators compared with the standard.
• Step 5 uses feedback and re-adjustment by sharing results and using employee feedback to improve the service level.
• The Starbucks journey example shows the lowest emotion point at the waiting stage and links improvement to mobile ordering (Siren Order).

💡 Memory Hook

JOURNEY MGMT = Order the flow → Translate expectations → Set standards → Measure → Feedback.

📖 7. 프로세스 재설계 필요 신호와 유형

🔑 Key Concepts & Definitions

• Process Redesign : Process redesign is a fundamental improvement of an existing service process to maximize customer value by addressing root inefficiencies.
• When to Redesign Process : When to redesign process is the decision logic for switching from incremental improvement to immediate redesign when the process itself becomes a barrier.
• Elimination : Elimination is removing unnecessary steps or duplicated procedures that do not add value.
• Simplification : Simplification is making complex customer tasks simpler and easier to understand.
• Self-service : Self-service is shifting tasks from employees to customers so customers perform the service actions directly.

📝 Essential Points

• Process redesign is defined as analyzing root causes of inefficiency and improving the service process to maximize customer value.
• Five redesign signals are listed: rising customer complaints, competitive disadvantage, cost increases, market environment changes, and new technology opportunities.
• The course states that incremental improvements alone may not raise performance when the process itself blocks results.
• Elimination removes steps that add no value, illustrated by deleting paper application steps and replacing them with a digital app.
• Simplification reduces complex paperwork (e.g., insurance claims from 20 pages to 3) and can use one-click online submission.
• Self-service reduces costs and waiting time but requires customer education and may be inconvenient for older customers.

💡 Memory Hook

Redesign triggers: Complaints ↑, Competitors faster, Costs ↑, Market shifts, New tech → act fast.

📖 8. 고객 참여 수준과 공동생산 역할

🔑 Key Concepts & Definitions

• Customer participation : Customer participation is the degree to which customers take part in service production and delivery.
• Co-producer : A co-producer is a customer who helps produce the service rather than only consuming it.
• Low participation : Low participation is a passive role where customers receive standardized service without performing key actions.
• Medium participation : Medium participation is a collaborative role where customers provide information and follow staff instructions to achieve outcomes.
• High participation : High participation is an active co-production role where the service cannot happen without the customer’s active involvement.

📝 Essential Points

• The course explicitly frames customers as co-producers because service characteristics require customer involvement.
• Low participation examples include movie watching, public transportation use, and music listening.
• Medium participation examples include haircuts, medical treatment, and restaurant ordering.
• High participation examples include fitness center exercise, university course attendance, and psychological counseling.
• Participation levels are presented as three categories: low (passive), medium (cooperative), and high (active co-production).
• The participation concept is tied to how much customers influence the service production and delivery process.

💡 Memory Hook

3 levels: Passive (receive) → Cooperative (follow/inform) → Active (service needs you).

📖 9. 고객 참여 관리 3단계 프로세스

🔑 Key Concepts & Definitions

• Customer participation management : Customer participation management is strategic management that defines customer roles and supports, guides, and evaluates effective participation.
• Role analysis : Role analysis is the step where the firm decides which activities customers will perform and defines responsibilities clearly.
• Education and support : Education and support is providing guidance, training, and tools so customers can carry out their roles well.
• Result prediction : Result prediction is forecasting and monitoring the effects of customer participation, such as cost and satisfaction changes.
• Participation management percentages : Participation management percentages are the course’s stated allocation across role analysis, education/support, and result prediction (30%, 60%, 85%).

📝 Essential Points

• Customer participation management defines customer roles and responsibilities and then supports, encourages, and evaluates participation effectiveness.
• Step 1 role analysis is allocated 30% and focuses on deciding and clearly defining customer activities (e.g., kiosk ordering, self-checkout, online booking).
• Step 2 education and support is allocated 60% and includes guidance, training, and tools like manuals, tutorial videos, and staff help.
• Step 3 result prediction is allocated 85% and involves analyzing and monitoring effects from customer participation such as cost savings and satisfaction changes.
• The stated management purpose is to reduce costs through customer participation while maintaining or increasing customer satisfaction.
• The process is presented as a three-stage sequence that moves from defining roles to enabling performance to forecasting outcomes.

💡 Memory Hook

3 steps with weights: 30% define roles → 60% teach/support → 85% predict/monitor results.

📊 Synthesis Tables

Service blueprint vs customer journey map

Aspect	Service blueprint	Customer journey map
Focus	Customer touchpoints plus internal activities	Customer-side external experience
Emphasis	Links visible and invisible operations	Emotions and pain points
Integration	Frontstage/backstage/support included	Customer journey only
Output use	Standardization, bottlenecks, responsibility, system requirements	UX and service improvement roadmap, CX measurement

⚠️ Common Pitfalls & Confusions

1. Confusing Last mile with the whole delivery: last mile is only the final segment from hub to customer.
2. Treating service standards as purely productivity targets instead of customer-experience targets.
3. Assuming service design is only about frontstage touchpoints rather than end-to-end experience across stakeholders.
4. Mixing up tools: blueprint shows internal front/back/support processes, while journey map highlights customer emotions and pain points.
5. Believing self-service always improves experience: it can reduce waiting time but may require customer education and can inconvenience older customers.
6. Using customer participation levels without mapping roles and support needs, which can lead to poor outcomes despite high participation intent.

✅ Exam Checklist

1. Explain what last mile is, why it matters (cost share and satisfaction impact), and list the core competitive differentiators.
2. Identify the role of Moment of Truth in service evaluation and describe how it should be designed from the customer view.
3. Define service process and describe how inputs, outputs, and feedback loops support continuous improvement.
4. Apply customer perspective process design: connect pre/during/post experience and minimize customer inconvenience.
5. Match each service characteristic (heterogeneity, inseparability, perishability, intangibility) to the corresponding management strategy.
6. State the definition of service design and the four core principles (customer-centric, co-creation, sequencing, evidencing).
7. Differentiate service blueprint from customer journey map by purpose, scope (internal vs external), and key elements (5-layer structure vs emotion curve/pain points).
8. Use the customer journey management process steps: sequence touchpoints, translate expectations into actions, set standards, measure performance, and apply feedback.
9. List the five signals that indicate process redesign is needed and explain the decision logic versus incremental improvement.
10. Classify process redesign types: elimination, simplification, self-service, and direction/redirection, bundling, convenience enhancement.
11. Describe customer participation levels (low/medium/high) and give the course’s examples for each level.
12. Execute the 3-step customer participation management process: role analysis, education/support, and result prediction, including the stated percentage allocations.