Satisfaction as a predictor of future performance: A replication

• Autores: Jenny Van Doorn, Peter S.H. Leeflang, Marleen Tijs
• Localización: International journal of research in marketing, ISSN 0167-8116, Vol. 30, Nº 3, 2013, págs. 314-318
• Idioma: inglés
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• Dialnet Métricas: 1 Cita
• Resumen

  • Since the introduction of the Net Promoter concept there has been a vivid and ongoing debate among academics and practitioners about the performance of the Net Promoter Score (NPS) in comparison to other customer metrics, such as customer satisfaction, to predict company growth rates. We report results from a study using data from customers and firms in the Netherlands on the relationship between different satisfaction and loyalty metrics as well as the NPS with sales revenue growth, gross margins and net operating cash flows. We find that all metrics perform equally well in predicting current gross margins and current sales revenue growth and equally poor for predicting future sales growth and gross margins as well as current and future net cash flows. The NPS is neither superior nor inferior to other metrics. Taken together, our study suggests that the predictive capability of customer metrics, such as NPS, for future company growth rates is limited.